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The Art of Woo: Using Strategic Persuasion to Sell Your Ideas, by G. Richard Shell, Mario Moussa
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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
- Sales Rank: #59526 in Books
- Brand: Penguin Books
- Published on: 2008-12-30
- Released on: 2008-12-30
- Original language: English
- Number of items: 1
- Dimensions: 8.40" h x .70" w x 5.50" l, .64 pounds
- Binding: Paperback
- 320 pages
- Penguin Books
From Publishers Weekly
Shell 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.
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved.
Review
"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
"Shell and Moussa have done something remarkable here, turning a mysterious, intuitive art into a clear, systematic science." -Robert B. Cialdini, author of Influence: Science and Practice
"Dale Carnegie's classic How to Win Friends and Influence People remains a standard for salespeople to this day, but [The Art of Woo] is more . . . relevant in ways that Carnegie's 70-year-old book cannot be." -Library Journal
"Many motivational books exhort readers to "sell yourself" to bosses and colleagues. This one counsels you to do so with self-awareness, finding a style that suits your strengths and weaknesses. The bottom line: woo wisely." -Time
"A fascinating book about how to pitch for gain and maintain long-term client relationships that are keys to success...Essential reading for anyone trying to get ahead of the pack in our competitive, global marketplace." -Robert Wolf, Former Chairman & CEO of UBS
About the Author
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.
Most helpful customer reviews
3 of 3 people found the following review helpful.
Helpful to literally anybody
By A dad
This is a great book for learning the entire process of persuasion when combined with two books I recommend in addition. Elements are broken down, explained with many analogies added to make it real, and strategies are modeled. You can start with a goal and end up securing commitments of others to achieve a goal that enriches everybody involved. In the information world, we have the opportunity to be good influencers by taking personal responsibility.
I think The Art of Woo can be combined with Mastering the Complex Sale to form a foundation for anybody in sales or role that requires persuasion Mastering the Complex Sale: How to Compete and Win When the Stakes are High!. In a sense, everything we do is supportive of our relationships, as these two books outline. Our jobs depend on making our work relationships productive, and that requires achievement toward common goals. The interesting thing to me is that you cannot buy relationships, even though advertising tells us so. Relationships require work and persistence.
Another important point I never see in books of this genre is that you and I don't actually need to convert anybody to our own ideas, attitudes and feelings. We only need to find common ground, a common goal, commit to it and then be happy in our work. That's why I'd recommend a third book, called How I Found Freedom in an Unfree World (free on the Internet).
0 of 0 people found the following review helpful.
Bargaining and Spring Board) is very good and I believe it will remain in that condition ...
By Amazon Customer
Richard Shell three books (Woo , Bargaining and Spring Board) is very good and I believe it
will remain in that condition for very long-time. I feel like he has been finding something from
his study (perhaps from his life) and now developing it and someday will become a popular
new branch of discipline. He is a professor from very well-known university.
1 of 1 people found the following review helpful.
If sometimes you just don't "click" with people when it matters, read this!
By Bonnie StPierre
Need a way to connect, to get others on your team? I'm still reading this book, but can already say that it will be very valuable to me, as I feel frustrated by feeling that a project or sale was lost because somehow we just didn't "click" when it really mattered. Understanding my communication style and the factors that people base their decisions on, and knowing how to utilize that understanding, will be priceless, both in business and personally. This Kindle download was a little higher in price than I like, but the book is not fluff. It appears to have real tools for improvement that will make a difference.
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