I usually forget to post a review of the books that I’ve read – sorry to the authors, I will start to correct this with my latest one.
Have you ever tried to convince your co-workers to adopt a new development technique, your boss to buy a new product? Maybe you succeeded/failed or were too afraid of even trying ? Did you understand what you did wrong or right?
Terry Ryan wrote this book to help you to identify the kind of people you have in front of you by putting them in group of skeptics (The Uninformed,The Irrational, The Boss, etc…) and giving some hints and techniques on how to counter their arguments and put them on your side. I was smiling while reading the first chapters as I was thinking about my own experience and how it could really fit in the patterns that Terry defined in his book. I was really interested to read about the techniques to counter them (Gain Expertise, Create Trust, Propose Compromise, Build a Bridge, etc…) and could clearly understand now that when I failed it’s because I was not enough prepared – yep, convincing people can be a long journey! What I like also in this book is that it makes you think about your own motivations also: Why do I want that change? Is it solving a real problem? At the end you will get an overall strategy that could sound simple, but “simple does not mean easy”.
So it’s definitively a book I recommend to anyone who wants to make “things move forward at his workplace” (by using better tools or techniques) but is not sure how to succeed. Maybe success won’t be there at the end, but this book will guide you in the right direction!