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

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

by G. Richard Shell, Mario Moussa

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Overview

The Art of Woo: Using Strategic Persuasion to Sell Your Ideas by G. Richard Shell, Mario Moussa

You may need The Art of War to defeat your enemies, but if you prefer to win them over, read The Art of Woo

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.

"Ranging across history, from Charles Lindbergh to Sam Walton, the authors examine how savvy negotiators use persuasion - not confrontation-to achieve goals." -U.S. News & World Report

Product Details

ISBN-13: 9780143114048
Publisher: Penguin Publishing Group
Publication date: 12/30/2008
Edition description: Reprint
Pages: 320
Sales rank: 258,170
Product dimensions: 5.40(w) x 8.30(h) x 0.80(d)
Age Range: 18 Years

About the Author

G. Richard Shell teaches negotiation at the Wharton School of Business at the University of Pennsylvania, where he is professor of legal studies, business ethics, and management and academic director of the Wharton Executive Negotiation Workshop.

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

What People are Saying About This

From the Publisher

"An elegant listening experience." —-AudioFile

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Art of Woo: Using Strategic Persuasion to Sell Your Ideas 4.1 out of 5 based on 0 ratings. 10 reviews.
RolfDobelli More than 1 year ago
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.
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Anonymous More than 1 year ago
Heyy srry im late where do i go?
Anonymous More than 1 year ago
We got answers.