9781885167569

Why Don't You Want What I Want?: How to Win Support for Your Ideas Without Any Hard Sell, Manipulation or Power Plays

by
  • ISBN13:

    9781885167569

  • ISBN10:

    1885167563

  • Format: Paperback
  • Copyright: 2002-04-01
  • Publisher: Natl Book Network
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Supplemental Materials

What is included with this book?

  • The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.
  • The eBook copy of this book is not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

Summary

Rick Maurer introduces you to a high integrity process that engages you and the other person in creating outcomes you both fully support. He shows you how to turn resistance into support and use 6 principles of engagement to help you persuade while you build the relationship and get your ideas put into action.

Table of Contents

Introduction The Promise of a Better Way 11(8)
PART I OPPOSITION AND SUPPORT
The Life or Death of an Idea
19(14)
Why They Don't Want What You Want
33(14)
The Art of Building Commitment
47(16)
Includes interview with Senator George Mitchell, chair of the Northern Ireland peace process
PART II PRINCIPLES OF ENGAGEMENT
Know Your Intention
63(16)
Consider the Context
79(14)
Avoid Knee-Jerk Reactions
93(16)
Pay Attention
109(14)
Includes interview with Alan Alda, actor and director
Explore Deeply
123(16)
Includes interview with Lynne Jacobs, therapist and psychoanalyst
Find Ways to Connect
139(14)
Includes interview with Neil Rackham, researcher and author on effective sales
PART III THE FINE POINTS OF INFLUENCE AND ENGAGEMENT
Stay Calm to Stay Engaged
153(16)
Ways to Avoid Resistance in the First Place
169(18)
Includes interview with Mariah Burton Nelson, author of The Unburdened Heart
What to Do When the Principles Aren't Enough
187(8)
A Final Word Taking These Ideas Home 195(12)
Resources 207(3)
Endnotes 210(5)
Acknowledgments 215(1)
About the Author 216(1)
Index 217(7)
Order Information 224

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