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

Front Cover
Penguin, 2007 - Business & Economics - 312 pages
23 Reviews
Your projects, programs, and career turn on the difference between “no” and “yes.” Yet selling ideas—especially the kinds of ideas that make organizations work—is a skill shrouded in mystery. Part emotional intelligence, part politics, part rhetoric, and part psychology, selling ideas is not like tricking someone out of his money. It's about helping others to see things your way— engaging their minds and imaginations.

Charles Lindbergh needed woo to assemble backers for his famous flight; Nelson Mandela used it to lead a revolution in South Africa. In any context, woo is two parts art and one part science.

Richard Shell and Mario Moussa offer a self-assessment to determine which persuasion role fits you best and how to make the most of your natural strengths. They also share vivid stories from their experiences advising thousands of leaders, and stories about famous people like John D. Rockefeller, Andrew Carnegie, Andy Grove, and Bono.

Whether you're introverted or extroverted, competitive or collaborative, intellectual or practical, The Art of Woo will strengthen your persuasion skills in every aspect of your life.
  

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

User Review  - Stephen Simpson - Goodreads

A solid review of negotiation techniques and approaches, particularly for the planning phase leading up to negotiations. Unlike many books on negotiation that try to identify the "one best way" and ... Read full review

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

User Review  - Justin Piehowski - Goodreads

One of the best studies I've ever read about interpersonal communication. Read full review

Contents

Introduction Woo?
1
How Woo Works
9
Persuasion Styles
27
Steppingstones
59
Trust
85
A Common Language
111
Interests and Needs
137
The Proposal
159
Character
235
Appendix A Six Channels Survey
249
Appendix B Persuasion Styles Assessment
259
The Woo Worksheet
265
Acknowledgments
269
Notes
271
Topical Bibliography
293
Index
303

The Personal Touch
185
Commitments and Politics
207

Common terms and phrases

About the author (2007)

G. Richard Shell is director of the Wharton Executive Negotiation Workshop at the Wharton School, where he is professor of legal studies, business ethics and management. His previous book is the award-winning Bargaining for Advantage.
Mario Moussa is a faculty member at the Wharton School and a principal of CFAR Inc., a management consulting firm.

Bibliographic information