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

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Penguin, Oct 18, 2007 - Business & Economics - 320 pages
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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
 

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

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Shell and Moussa (codirectors, Strategic Persuasion Workshop, Wharton Sch., Univ. of Pennsylvania) collaborate here to teach the art of persuading people in a way that is mutually beneficial ... Read full review

Contents

Introduction Woo?
How Woo Works Chapter 2 Start with You Persuasion Styles Chapter 3 Connect Your Ideas to People Steppingstones Chapter 4 Build Relationships a...
Appendix B Persuasion Styles Assessment
The Woo Worksheet
Acknowledgments
Notes
Topical Bibliography
Index
Copyright

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About the author (2007)

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.

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