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

by Maurer, Rick

• ISBN13: 9781885167569
• ISBN10: 1885167563
• Format: Paperback
• Copyright: 2002-03-20
• Publisher: Bard Press

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