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ART OF WOO, THE: Using Strategic Persuasion to Sell Your Ideas - Hardcover

 
9781591841760: ART OF WOO, THE: Using Strategic Persuasion to Sell Your Ideas
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Part emotional intelligence, part politics, part rhetoric and part psychology, selling ideas is not like tricking someone out of their money. It's about helping others to see things your way - engaging tehir minds and imaginations. Professors Shell and Moussa offer readers a self-assessment for them to determine which persuasion role fits them best and how to make the most of their 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 and Bono.

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aRanging across history, from Charles Lindbergh to Sam Walton, the authors examine how savvy negotiators use persuasionanot confrontationato achieve goals.a
a"U.S. News & World Report"

"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 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.

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  • PublisherPORTFOLIO
  • Publication date2007
  • ISBN 10 1591841763
  • ISBN 13 9781591841760
  • BindingHardcover
  • Number of pages304
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9780143114048: The Art of Woo: Using Strategic Persuasion to Sell Your Ideas

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    Capstone, 2008
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