The Art of Woo: Using Strategic Persuasion to Sell Your Ideas

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9781400105304: The Art of Woo: Using Strategic Persuasion to Sell Your Ideas
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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.

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About the Author:

Mario Moussa is a senior fellow in the Wharton School of Business's Leonard Davis Institute at the University of Pennsylvania, where he directs and teaches programs in health care.

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.

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Moussa, Mario
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Book Description Tantor Media, Inc, United States, 2007. CD-Audio. Condition: New. Unabridged edition. Language: English . Brand New. 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. Seller Inventory # AAC9781400105304

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Book Description Tantor Media, Inc, United States, 2007. CD-Audio. Condition: New. Unabridged edition. Language: English . Brand New. 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. Seller Inventory # AAC9781400105304

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Book Description Tantor. No binding. Condition: New. Dimensions: 6.5in. x 5.5in. x 1.1in.Your projects, programs, and career turn on the difference between no and yes. Yet selling ideasespecially the kinds of ideas that make organizations workis 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. Its about helping others to see things your wayengaging 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 youre introverted or extroverted, competitive or collaborative, intellectual or practical, The Art of Woo will strengthen your persuasion skill in every aspect of your life. This item ships from multiple locations. Your book may arrive from Roseburg,OR, La Vergne,TN. Audio CD. Seller Inventory # 9781400105304

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