Art of Woo Using Strategic Persuasion to Sell Your Ideas

ISBN-10: 0143114042

ISBN-13: 9780143114048

Edition: N/A

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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.

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Book details

List price: $17.00
Publisher: Penguin Group (USA) Incorporated
Publication date: 12/30/2008
Binding: Paperback
Pages: 320
Size: 5.50" wide x 8.50" long x 1.00" tall
Weight: 0.594
Language: English

G. Richard Shellis 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 Moussateaches 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.

Introduction: Woo?
Selling Ideas: How Woo Works
Start with You: Persuasion Styles
Connect Your Ideas to People: Stepping-stones
Build Relationships and Credibility: Trust
Respect Their Beliefs: A Common Language
Give Them Incentives to Say Yes: Interests and Needs
State Your Case: The Proposal
Make It Memorable: The Personal Touch
Close the Sale: Commitments and Politics
Woo with Integrity: Character
Six Channels Survey
Persuasion Styles Assessment
The Woo Worksheet
Acknowledgments
Notes
Topical Bibliography
Index
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