Description
Book SynopsisRichard Shell and Mario Moussa offer a self-assessment to determine which persuasion role fits readers best and how they can make the most of their natural strengths. The authors 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 introverted or extroverted, competitive or collaborative, intellectual or practical, The Art of Woo strengthens persuasion skills for readers in business, academia, and other fields involving the use of influence.
Table of ContentsIntroduction Woo? 1
Chapter 1 Selling Ideas: How Woo Works 9
Chapter 2 Start with You: Persuasion Styles 27
Chapter 3 Connect Your Ideas to People: Stepping-stones 59
Chapter 4 Build Relationships and Credibility: Trust 85
Chapter 5 Respect Their Beliefs: A Common Language 111
Chapter 6 Give Them Incentives to Say Yes: Interests and Needs 137
Chapter 7 State Your Case: The Proposal 159
Chapter 8 Make It Memorable: The Personal Touch 185
Chapter 9 Close the Sale: Commitments and Politics 207
Chapter 10 Woo with Integrity: Character 235
Appendix A Six Channels Survey 249
Appendix B Persuasion Styles Assessment 259
Appendix C The Woo Worksheet 265
Acknowledgments 269
Notes 271
Topical Bibliography 293
Index 303
