The Art of Woo: Using Strategic Persuasion to Sell Your IdeasPenguin, 2007 - 312 sider 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. ItÂ's 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 youÂ're introverted or extroverted, competitive or collaborative, intellectual or practical, The Art of Woo will strengthen your persuasion skills in every aspect of your life. |
Indhold
Introduction Woo? | 1 |
How Woo Works | 9 |
Persuasion Styles | 27 |
Steppingstones | 59 |
Trust | 85 |
A Common Language | 111 |
Interests and Needs | 137 |
The Proposal | 159 |
Character | 235 |
Appendix A Six Channels Survey | 249 |
Appendix B Persuasion Styles Assessment | 259 |
The Woo Worksheet | 265 |
Acknowledgments | 269 |
Notes | 271 |
Topical Bibliography | 293 |
| 303 | |
Andre udgaver - Se alle
The Art of Woo: Using Strategic Persuasion to Sell Your Ideas G. Richard Shell,Mario Moussa Begrænset visning - 2007 |
The Art of Woo: Using Strategic Persuasion to Sell Your Ideas G. Richard Shell,Mario Moussa Ingen forhåndsvisning - 2008 |
The Art of Woo: Using Persuasion to Sell Your Ideas G. Richard Shell,Mario Moussa Ingen forhåndsvisning - 2008 |
Almindelige termer og sætninger
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