The Art of Woo Using Strategic Persuasion to Sell Your Ideas 1st Edition by Richard Shell, Mario Moussa 1591841763 9781591841760

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Product details:

ISBN 10: 1591841763

ISBN 13: 9781591841760

Author: G. Richard Shell, Mario Moussa

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

The Art of Woo Using Strategic Persuasion to Sell Your Ideas 1st Table of contents:

Chapter 1 Selling Ideas: How Woo Works

Chapter 2 Start with You: Persuasion Styles

Chapter 3 Connect Your Ideas to People: Stepping-stones

Chapter 4 Build Relationships and Credibility: Trust

Chapter 5 Respect Their Beliefs: A Common Language

Chapter 6 Give Them Incentives to Say Yes: Interests and Needs

Chapter 7 State Your Case: The Proposal

Chapter 8 Make It Memorable: The Personal Touch

Chapter 9 Close the Sale: Commitments and Politics

Chapter 10 Woo with Integrity: Character

Appendix A Six Channels Survey

Appendix B Persuasion Styles Assessment

Appendix C The Woo Worksheet

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Richard Shell,Mario Moussa,Strategic,Persuasion