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The Art of Woo

Using Strategic Persuasion to Sell Your Ideas

This book is available for download with iBooks on your Mac or iOS device, and with iTunes on your computer. Books can be read with iBooks on your Mac or iOS device.

Description

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.

From the Trade Paperback edition.

From Publishers Weekly

Aug 20, 2007 – Snell and Moussa, both on the Wharton School faculty, aim to help readers get attention and sell their ideas through strategic relationship-based persuasion, or “woo”—or “winning others over.” The authors consider wooing to be one of the most important skills in a manager's repertoire; while the concept may seem simple, mastering it is an art. The challenge is in striking a balance between what the authors identify as the “self-oriented” perspective—where focus is on the persuader's credibility and point of view—and the “other-oriented” perspective, which focuses on the audience's needs, perceptions and feelings. Drawing on their experience in teaching executives to negotiate, the authors examine the most important moments of influence and provide a four-step process to achieving goals: survey your situation, confront the five barriers, make your pitch and secure your commitments. They offer a practical guide to improving one's wooing skills, highlighting successes and failures from history and the present day. An entertaining and useful guide to acquiring the power of woo, this book will help readers beyond the professional realm.

Customer Reviews

Remarkable

If you have great ideas to sell, but don't know where to start, this book is a must read.

The Art of Woo
View in iTunes
  • $13.99
  • Available on iPhone, iPad, iPod touch, and Mac.
  • Category: Management & Leadership
  • Published: Oct 18, 2007
  • Publisher: Penguin Publishing Group
  • Seller: Penguin Group (USA) Inc.
  • Print Length: 320 Pages
  • Language: English
  • Requirements: To view this book, you must have an iOS device with iBooks 1.3.1 or later and iOS 4.3.3 or later, or a Mac with iBooks 1.0 or later and OS X 10.9 or later.

Customer Ratings

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