The Art of Woo, G. Richard Shell
The Art of Woo, G. Richard Shell
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The Art of Woo
Using Strategic Persuasion to Sell Your Ideas

Author: G. Richard Shell, Mario Moussa

Narrator: Alan Sklar

Unabridged: 10 hr 19 min

Format: Digital Audiobook Download

Publisher: Tantor Media

Published: 11/01/2007

Includes: Bonus Material Bonus Material Included


Synopsis

Your projects, programs, and career turn on the difference between "no" and "yes." Yet selling ideas—especially the kinds of ideas that make organizations work—is a skill shrouded in mystery. Part emotional intelligence, part politics, part rhetoric, and part psychology, selling ideas is not like tricking someone out of his money. It's about helping others to see things your way—engaging their minds and imaginations.

Charles Lindbergh, for example, needed woo to assemble backers for his famous flight. Nelson Mandela also used it to lead a revolution in South Africa. In any context, woo is two parts art and one part science.

In The Art of Woo, Professors G. Richard Shell and Mario Moussa offer a self-assessment to determine which persuasion role fits you best and how to make the most of your 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, Andy Grove, and Bono.

Whether you're introverted or extroverted, competitive or collaborative, intellectual or practical, The Art of Woo will strengthen your persuasion skill in every aspect of your life.

About G. Richard Shell

An internationally recognized expert in law, dispute resolution, and negotiations, G. Richard Shell is the author of several books: the award-winning Bargaining for Advantage: Negotiation Strategies for Reasonable People, a work that has been published in more than fourteen languages, and Make the Rules or Your Rivals Will, a work on competitive strategy and law.

Professor Shell is the academic director of the Executive Negotiation Workshop and Strategic Persuasion: The Art and Science of Selling Ideas in the Wharton School of Business at the University of Pennsylvania, where he is a professor of legal studies and business ethics. He teaches in a variety of open-enrollment and customized programs. A partial list of his consulting clients includes the World Economic Forum at Davos, Switzerland, General Electric, Johnson & Johnson, Hewlett-Packard, Merck & Co., Citibank, Bank of America, and several of the largest labor unions in the United States.


Reviews

Applied Woo In their book, Art of Woo (Penguin 2007), authors Richard Shell and Mario Moussa present “the selling of ideas” from a sales/negotiation perspective. Despite their rather broad framing of the subject, their discourse is highly instructive for Marketing Public Relations professionals. One......more

Довольно любопытное руководство по "продаже идей". Этапы и приёмы переговоров в мягком стиле, основанных на выстраивании хороших отношений со всеми заинтересованными лицами. Более подробная рецензия и интеллект-карта по книге - в моём блоге: [URL not allowed]......more

Goodreads review by Seymour

Neat framework for navigating the world of human interaction in organizations. I am amazed at the authors’ ability to neatly catalogue the complex and messy individual and group behavior backed up by solid research and proven methods. Each chapter builds on previous one, showing how persuasion and i......more

Goodreads review by Steele

This book opens strong. I was blown away by the persuasion channels that you can use to get someone to do something; Authority, Rationality, Vision, Relationships, Interests and Politics. To me this was really ground breaking stuff and probably my most valuable take-away. But everything started to go......more