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

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

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by G. Richard Shell, Mario Moussa
     
 

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G. Richard Shell and Mario Moussa know what it takes to drive new ideas through complex organizations. They have advised thousands of executives from companies such as Google, Microsoft, and General Electric to organizations like the World Bank and even the FBI's hostage rescue training program. In The Art of Woo, they present their systematic, four- stepSee more details below

Overview

G. Richard Shell and Mario Moussa know what it takes to drive new ideas through complex organizations. They have advised thousands of executives from companies such as Google, Microsoft, and General Electric to organizations like the World Bank and even the FBI's hostage rescue training program. In The Art of Woo, they present their systematic, four- step process for winning over even the toughest bosses and most skeptical colleagues. Beginning with two powerful self-assessments to help readers find their "Woo IQ,"they show how relationship-based persuasion works to open hearts and minds.

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:
9781101202517
Publisher:
Penguin Publishing Group
Publication date:
10/18/2007
Sold by:
Penguin Group
Format:
NOOK Book
Pages:
320
Sales rank:
259,237
File size:
2 MB
Age Range:
18 Years

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

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