Skip to content
FREE SHIPPING ON ALL DOMESTIC ORDERS $35+
FREE SHIPPING ON ALL US ORDERS $35+
The Art of Woo: Using Strategic Persuasion to Sell Your Ideas - Paperback | Diverse Reads

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

Availability:
in stock, ready to be shipped
Save 0% Save 0%
$19.00
$19.00 - $19.00
$19.00
$18.99
$18.99 - $18.99
$18.99
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

ISBN-13: 9780143114048

Media Type: Paperback

Publisher: Penguin Publishing Group

Publication Date: 12-30-2008

Pages: 320

Product Dimensions: 5.40(w) x 8.30(h) x 0.80(d)

Age Range: 18 Years

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.

What People are Saying About This

From the Publisher

"An elegant listening experience." —-AudioFile

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