Why Don't You Want What I Want?: How to Win Support for Your Ideas without Hard Sell, Manipulation, or Power Plays
For years I've been intrigued why some people are successful getting ideas to fly but other ideas, projects, and corporate changes never leave the ground. Since I am a consultant to organizations, I have the opportunity to look closely at effective and ineffective changes. That interest resulted in "Beyond the Wall of Resistance" (Bard Press. 1996).As I used the ideas and tools I explored in that book, I began to realize that even the largest changes often begin with one or two people. For example, Mary is head of her department. If Bob can get Mary interested in his idea for developing a new product, the ball is in motion. Because she will open the door to others in her department who will need to support this idea. If he can't interest her, then nothing will happen. I started looking more closely at these individual exchanges. I got interested in why some individuals were able to build commitment for their ideas, and others who had ideas of equal merit never seemed to get the support they desired. That exploration led to this book, "Why Don't You Want What I Want?"This book is really about finding ways to stay as passionate about hearing from and being influenced by the people who need to support us as we areabout our idea. And that's difficult. We sometimes get seduced by our own idea and simply quit listening to others. That's usually a mistake."Why Don't You Want What I Want?" is written for anyone with a great idea who is having trouble getting others to listen - executives, managers, salespeople, community leaders, as well as parents and couples.The ideas I present in the book get tested everyday by my clients, people who have attended one of my workshops, and by me. I believe the framework is sound, and I hope you'll take a look and see if you agree.