Inside the Competitor's Mindset: How to Predict Their Next Move and Position Yourself for Success

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John Horn

Inside the Competitor's Mindset

How to Predict Their Next Move and Position Yourself for Success

John Horn

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English

MIT Press
16 May 2023

Business & management

When it comes to competitive strategy, knowing what your competition is doing is good; understanding why they do what they do and predicting what they are going to do next is best.

When it comes to competitive strategy, knowing what your competition is doing is good; understanding why they do what they do and predicting what they are going to do next is best.

Leading companies invest a lot of resources into competitive intelligence, so why are they still caught off guard by the actions and reactions of their competitors?

In Inside the Competitor's Mindset, John Horn shares proven techniques to help businesses think like the competition and understand why they act the way they do. The keys to unlocking this mindset are cognitive empathy and a strategic approach to competitive insight that focuses on the ""why"" of a competitor's move, and not just on ""what happened.""

Inside the Competitor's Mindset presents a systematic approach to competitive intelligence that starts with three frameworks to get inside the competitor's mindset, predict their reactions to your moves, and assess whether the competition is getting ready for a spontaneous move of their own. Horn also demonstrates the importance of collecting forward-looking, predictive data; explains how to use war games, Black Hat exercises, mock negotiations, and premortems to build competitive insight; and makes the case for creating a dedicated competitive insight function within the organization.

When every move matters, staying a step ahead of the competition is critical. Inside the Competitor's Mindset prepares leaders from any industry to be ready when it is time to act (and react) in the competitive market.

Reading this book will empower you to

. learn where to look for competitive insights,

regardless of your industry, whether you (or your competitors) are a

public or private company;

. anticipate how competitors will react to moves

you make, and whether they are about to make a bold first move;

. apply lessons from archaeologists,

paleontologists, NICU nurses, and homicide detectives to better gather and

analyze information when you can't ask direct questions;

. design and operate strategic exercises to gain

competitive insight; and

. build up a competitive insight function within

your organization.

By: John Horn
Imprint: MIT Press
Country of Publication: United States
Dimensions: Height: 229mm, Width: 152mm,
Weight: 567g
ISBN: 9780262047883
ISBN 10: 0262047888
Pages: 248
Publication Date: 16 May 2023
Audience: General/trade , ELT Advanced
Format: Hardback
Publisher's Status: Active

Series Foreword ix Preface xi I Through the Looking Glass 1 Introduction: Companies Do the Darndest Things 3 II Your Irrational Competitor 25 1 How Can You Get Inside Your Competitor's Head? 27 2 Thinking about All Kinds of Competitors 49 3 How Will They React? 63 4 Are They Getting Ready to Pounce on Us? 89 III Pull Back the Curtain 111 5 Lessons from Other Professionals 113 6 How Can I Put These Concepts into Practice? 149 7 Integrate Competitive Insight into the Organization 195 IV Conclusion 219 8 You Can Understand Your Competitor 221 Acknowledgments 227 Notes 231 Index 237

John Horn is Professor of Practice in Economics at the Olin Business School at Washington University in St. Louis. His microeconomics, macroeconomics, and global economics courses are informed by his nine years of work on competitive strategy, war gaming workshops, and corporate strategy exercises with the Strategy Practice of McKinsey & Company. He has published numerous articles about applying behavioral economics and competitive insight in business strategy.