The Art of Woo Using Strategic Persuasion to Sell Your Ideas

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  • Edition: Reprint
  • Format: Paperback
  • Copyright: 2008-12-30
  • Publisher: Penguin Books

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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. Book jacket.

Author Biography

G. Richard Shell is the Thomas Gerrity Professor of Legal Studies, Business Ethics, and Management at Wharton and author of the award-winning Bargaining for Advantage: Negotiation Strategies for Reasonable People.

Mario Moussa teaches at the Wharton School and is a principal of CFAR Inc., a management consulting firm, where he counsels clients on organizational change, negotiation, and persuasion. The authors co-direct the Wharton Strategic Persuasion Workshop.

Table of Contents

Introduction: Woo?p. 1
Selling Ideas: How Woo Worksp. 9
Start with You: Persuasion Stylesp. 27
Connect Your Ideas to People: Stepping-stonesp. 59
Build Relationships and Credibility: Trustp. 85
Respect Their Beliefs: A Common Languagep. 111
Give Them Incentives to Say Yes: Interests and Needsp. 137
State Your Case: The Proposalp. 159
Make It Memorable: The Personal Touchp. 185
Close the Sale: Commitments and Politicsp. 207
Woo with Integrity: Characterp. 235
Six Channels Surveyp. 249
Persuasion Styles Assessmentp. 259
The Woo Worksheetp. 265
Acknowledgmentsp. 269
Notesp. 271
Topical Bibliographyp. 293
Indexp. 303
Table of Contents provided by Ingram. All Rights Reserved.

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