John Horn, "Inside the Competitor's Mindset: How to Predict Their Next Move and Position Yourself for Success" (MIT Press, 2023)

The MIT Press Podcast

Inside the Competitor's Mindset: How to Predict Their Next Move and Position Yourself for Success (MIT Press, 2023) offers a roadmap to help leaders predict, understand, and react to their competitors’ moves. It is a valuable tool to help companies stay ahead of their competitors when the competition is intensifying. To make the right choice when a competitor is working hard to prevent it is difficult. This book demystifies the process. For organizations developing systematic tools to effectively predict competitor behavior, this book provides a powerful, fact-based approach to building insight into A must-read for anyone seeking to better understand their competitors. This book shares proven methods for thinking like the competition and understand why they act the way they do. The keys are cognitive empathy and an approach that focuses on why competitors behave as they do. The book presents a systematic approach to competitive intelligence that starts with frameworks that get inside a competitor’s mindset, predict their reactions and assess their actions. The book stresses 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. Reading this book will enable you to anticipate how competitors will react to moves you make. It ingeniously applies lessons from archaeologists, paleontologists, NICU nurses, and homicide detectives to better gather and analyze information when it is not possible to ask direct questions;

Alfred Marcus, Edson Spencer Professor of Strategy and Technology University of Minnesota Carlson School of Management.