The Art of Woo: Using Strategic Persuasion to Sell Your Ideas

( 10 )

Overview

What's The Art of Woo? It's about Winning Others Over-the ability to persuade people without coercion, using relationship-based, emotionally intelligent influence. It's the secret of success with colleagues, clients, and customers that opens minds and hearts. Having advised thousands of executives at organizations such as Google, Microsoft, General Electric, and even the FBI's hostage rescue training program, G. Richard Shell and Mario Moussa know what it takes to deal with tough bosses, hidden agendas, and ...
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The Art of Woo: Using Strategic Persuasion to Sell Your Ideas

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Overview

What's The Art of Woo? It's about Winning Others Over-the ability to persuade people without coercion, using relationship-based, emotionally intelligent influence. It's the secret of success with colleagues, clients, and customers that opens minds and hearts. Having advised thousands of executives at organizations such as Google, Microsoft, General Electric, and even the FBI's hostage rescue training program, G. Richard Shell and Mario Moussa know what it takes to deal with tough bosses, hidden agendas, and complex organizations. In The Art of Woo, they present their systematic, four-step process to get you from ideas to actions. Whether you are introverted or extroverted, competitive or collaborative, intellectual or practical, The Art of Woo will strengthen your persuasion skills in every aspect of life.
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Editorial Reviews

Publishers Weekly
Shell and Moussa, both on the Wharton School faculty, aim to help readers get attention and sell their ideas through strategic relationship-based persuasion, or "woo"-or "winning others over." The authors consider wooing to be one of the most important skills in a manager's repertoire; while the concept may seem simple, mastering it is an art. The challenge is in striking a balance between what the authors identify as the "self-oriented" perspective-where focus is on the persuader's credibility and point of view-and the "other-oriented" perspective, which focuses on the audience's needs, perceptions and feelings. Drawing on their experience in teaching executives to negotiate, the authors examine the most important moments of influence and provide a four-step process to achieving goals: survey your situation, confront the five barriers, make your pitch and secure your commitments. They offer a practical guide to improving one's wooing skills, highlighting successes and failures from history and the present day. An entertaining and useful guide to acquiring the power of woo, this book will help readers beyond the professional realm. (Oct.)

Copyright 2007 Reed Business Information
Library Journal

Shell and Moussa (codirectors, Strategic Persuasion Workshop, Wharton Sch., Univ. of Pennsylvania) collaborate here to teach the art of persuading people in a way that is mutually beneficial, accomplished with the use of rhetoric and an understanding of the other person's problems. WOO is an acronym for "Winning Others Over." The title is a reference to (and play on) Sun Tzu's The Art of War, which takes a very different position: people are adversaries and a position of superiority is required to negotiate a favorable outcome. The Art of WOOis one of many books written to aid businesspeople in being more persuasive. Dale Carnegie's classic How To Win Friends & Influence Peopleremains a standard for salespeople to this day. Alan Kelly's recent The Elements of Influencelikewise has the tone of a war strategist who understands modern media as an aid in selling ideas. This book is gentler and more cerebral, and of course relevant in ways that Carnegie's 70-year-old book cannot be. Students of rhetoric, language arts, and marketing would all benefit from this book, so libraries of all sizes should consider purchasing.
—Stephen Turner

From the Publisher
"An elegant listening experience." —-AudioFile
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Product Details

  • ISBN-13: 9780143114048
  • Publisher: Penguin Group (USA) Incorporated
  • Publication date: 12/30/2008
  • Edition description: Reprint
  • Pages: 320
  • Sales rank: 246,788
  • Product dimensions: 5.40 (w) x 8.30 (h) x 0.80 (d)

Meet the Author


Mario Moussa is a senior fellow in the Wharton School of Business's Leonard Davis Institute at the University of Pennsylvania, where he directs and teaches programs in health care.

An internationally recognized expert in law, dispute resolution, and negotiations, G. Richard Shell is the author of several books, including the award-winning Bargaining for Advantage: Negotiation Strategies for Reasonable People.

Alan Sklar is the winner of several AudioFile Earphones Awards and a multiple finalist for the APA's prestigious Audie Award. Named a Best Voice of 2009 by AudioFile magazine, his work has twice earned him a Booklist Editors' Choice Award, a Publishers Weekly Listen-Up Award, and Audiobook of the Year by ForeWord magazine.

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Table of Contents

Introduction: Woo? 1

Chapter 1 Selling Ideas: How Woo Works 9

Chapter 2 Start with You: Persuasion Styles 27

Chapter 3 Connect Your Ideas to People: Stepping-stones 59

Chapter 4 Build Relationships and Credibility: Trust 85

Chapter 5 Respect Their Beliefs: A Common Language 111

Chapter 6 Give Them Incentives to Say Yes: Interests and Needs 137

Chapter 7 State Your Case: The Proposal 159

Chapter 8 Make It Memorable: The Personal Touch 185

Chapter 9 Close the Sale: Commitments and Politics 207

Chapter 10 Woo with Integrity: Character 235

Appendix A Six Channels Survey 249

Appendix B Persuasion Styles Assessment 259

Appendix C The Woo Worksheet 265

Acknowledgments 269

Notes 271

Topical Bibliography 293

Index 303

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Customer Reviews

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Sort by: Showing 1 – 11 of 10 Customer Reviews
  • Posted March 9, 2009

    more from this reviewer

    A smart guide to the art and science of persuasion

    Salespeople market products and services. Successful people within organizations market ideas. Can you market yours? In this smart, well-sourced book, G. Richard Shell and Mario Moussa show you how to sell your concepts to your colleagues and clients. They detail six primary "influence channels" and five "persuasion roles." They also outline the four components of an effective persuasion. If you want to promote your ideas, getAbstract suggests following their savvy, sensible, step-by-step approach, laced with expertise, erudition, knowledge and wisdom. This book features an added bonus: scores of colorful real-life anecdotes that support the authors' primary points. These include a vignette about how lawyers in ancient Rome hired professional "wailers" to weep in court about their clients' injuries, and a story about the way Nelson Mandela used his wits to win concessions for himself and his fellow prisoners. Shell and Moussa teach you how to use a potent mixture of art and science to become a master persuader.

    2 out of 2 people found this review helpful.

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  • Anonymous

    Posted April 15, 2013

    To violet from serena

    Heyy srry im late where do i go?

    0 out of 1 people found this review helpful.

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  • Anonymous

    Posted April 19, 2013

    QUESTIONS

    We got answers.

    0 out of 1 people found this review helpful.

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