Rick Maurer’s book is written from a consultant’s perspective. It is by no means a scholarly tome but a good field guide while being a quick commuter or lunchtime read. The author suggests that to successfully influence others over the long-term, one must give equal attention to the idea and the other person. Throughout his book, Maurer emphasizes relationship building, establishing authenticity and trust so when that “great idea”occurs, the presenter will not immediately confront resistance from the recipient (s). However, the author concedes that in this fast-paced global society, individuals must often interact with each other on a simple transactional level (rather like an ATM-transaction). But here too, Maurer suggests that a connection can be made if the presenter seizes the opportunity to view his/her idea or request from the recipient’s perspective before resistance sets in.

Further, Maurer covers six principles of engagement, which he suggests when routinely practiced, will change confusion and resistance into support for and the actualization of your ideas. Unfortunately, the author did not present enough vignettes to illustrate his six principles. The scenarios he did include were primarily of the “subordinate” presenting to “superior.” And due to the absence of diverse examples, the book is not as useful an information and practice tool as it might have been.

Nonetheless, the evening’s six participants agreed that reading Why Don’t You Want What I Want was illuminative. The book engendered an interesting discussion of our own attempts to sell an idea, plan or process in the workplace along with continuing efforts to build the collegial relationships. We all agreed that strong working relationships are necessary to promote creativity, innovation and ultimately action.