Synopses & Reviews
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 way engaging their minds and imaginations.
Charles Lindbergh needed woo to assemble backers for his famous flight; Nelson Mandela used it to lead a revolution in South Africa. In any context, woo is two parts art and one part science.
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 skills in every aspect of your life.
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 and World Report
Synopsis
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. 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.