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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
|Publisher:||Penguin Publishing Group|
|Product dimensions:||5.40(w) x 8.30(h) x 0.80(d)|
|Age Range:||18 Years|
About the Author
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
Topical Bibliography 293
What People are Saying About This
"An elegant listening experience." -AudioFile
Most Helpful Customer Reviews
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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