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

by G. Richard Shell (Author), Mario Moussa (Author) "We once met a thirty-one-year-old technology manager on the West Coast named Kumar Chandra..." (more)
Key Phrases: boundary spanners, persuasion channel, persuasion styles, United States, Sam Walton, New York (more...)

Editorial Reviews

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.
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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 & World Report --This text refers to the Paperback edition.

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Product Details

• Hardcover: 312 pages
• Publisher: Portfolio; 1 edition (October 18, 2007)
• Language: English
• ISBN-10: 1591841763
• ISBN-13: 978-1591841760
• Product Dimensions: 9.1 x 6.3 x 1.2 inches
• Shipping Weight: 1 pounds (View shipping rates and policies)
• Average Customer Review: 4.5 out of 5 stars See all reviews (19 customer reviews)
• Amazon.com Sales Rank: #37,741 in Books (See Bestsellers in Books)

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Customer Reviews

Most Helpful Customer Reviews

13 of 13 people found the following review helpful:

5.0 out of 5 stars Influencing with Integrity, November 18, 2007

By	Dr. Richard G. Petty (Atlanta) - See all my reviews (TOP 500 REVIEWER)    (REAL NAME)

Two things attracted me to this splendid little book. First, when I saw it in a bookstore, the clever title seemed to be a play on words - The Art of War - with a cover of one bird trying to persuade - woo - another. Second was a brief but enticing review in Time magazine.

I am delighted that these two factors lead me both to buy and read the book.

The authors are both on the Faculty of the Wharton Business School in Philadelphia, and by "Woo" they do indeed mean the art of the relationship, by which they mean the ability to win over colleagues and co-workers, clients and customers. We all have different motivations for doing the things that we do, and a half-century of research has shown that they cannot simply be reduced to pain and pleasure. Things are often a lot more complex than that. So the ability to influence has to be similarly multifaceted.

Many great leaders have had this remarkable ability to bring people on board by using emotionally intelligent persuasion in place of coercion. It is no surprise that the authors use Napoleon Bonaparte and Abraham Lincoln as two examples of people who were masters of the art of "woo," before also describing a number of famous people form the business world.

Since a viable interpersonal relationship requires more than one person, the book examines "woo" for people throughout an organization. So you can certainly sell yourself and your product, but it is best to do the selling after learning about your own strengths and weaknesses, so that you develop a style based on a dynamic self-awareness.

The authors use a model based on five styles, to describe different approaches to persuasion:
Driver (e.g. Andy Grove of Intel fame)
Commander (e.g. J.P. Morgan)
Promoter (e.g. Andrew Carnegie)
Chess player (e.g. John D. Rockefeller)
Advocate (e.g. Sam Walton)

As we would expect, the authors have deliberately taken extreme cases to illuminate their model, and most of us are composites of a number of styles.

The authors also step outside the business world and highlight people like the singer Bono, who has a legendary ability to find the right way to engage with the people who can support his social causes. This is an example of a high level of "woo" being used in a good cause. But the authors are not so naïve as to assume that "woo" is necessarily a good thing. Many psychopaths are masters of the art of woo, and there are several people currently serving time behind bars for their ability to persuade colleagues, subordinates and investors to jump over a cliff on their behalf. So the authors also emphasize the importance of wooing with integrity.

This is an excellent and well-written book that I recommend highly to anyone who ever needs to influence someone else to do something. And that probably means all of us!


Richard G. Petty, MD, author of Healing, Meaning and Purpose: The Magical Power of the Emerging Laws of Life

13 of 13 people found the following review helpful:

5.0 out of 5 stars Ideas alone won't get you anywhere: an important book on idea persuasion, November 16, 2007

By	Russ Emrick (Monument, CO) - See all my reviews

"The Art of Woo" hits on all cylinders, except perhaps its title. This book offers practical advice and a clear roadmap on how to persuade others, that is the selling of ideas. The book is entertaining, well written, and full of good stories, quotes, and historical personalities and business greats. I highly recommend this book for everyone because all of us has to sell our ideas: to our families, co-workers and clients. As Lee Iacocca said "you can have brilliant ideas, but if you can't get them across, your ideas won't get you anywhere."

What makes "The Art of Woo" so good is its emphasis on relationships and people skills. Woo is about "relationship-based persuasion, a strategic process for getting people's attention, pitching your ideas, and obtaining approval for your plans and projects." In our manically fast email impersonal technology driven world "woo is about people, not saving time."

The book includes self-tests, practical tips, and a clear strategy: 1) survey your situation 2) confront the five barriers 3) make your pitch, and 4) secure your commitments. The barriers include relationships, credibility, communication mismatches, belief systems, and interests and needs. The authors recommend other books and have documented their research.

Lastly, this book pulls together much of the famous material of other persuasion books, such as Robert Cialdini's "Influence: the Psychology of Persuasion," "Soft Selling," and "Blink". The book quotes Steven Covey, Marcus Buckingham, and dozens of business and historic leaders (Churchill, Franklin, Andy Grove, Sam Walton, etc.) If you only have time to read one book on persuasion this is an excellent choice.

2 of 2 people found the following review helpful:

5.0 out of 5 stars Quite an entertaining read ... all the probing questions for wooers are certainly worth the price of the book!, May 21, 2008

By	Lee Say Keng "KNOWLEDGE ADVENTURER/TECHNOLOGY... (Singapore) - See all my reviews (TOP 500 REVIEWER)    (REAL NAME)

Actually, I was attracted to this new book by it's secondary title, 'Using Strategic Persuasion to Sell Your Ideas'.

I have always been fascinated by the subject of selling ideas to others.

According to the two authors, "woo" is defined as the ability to "win others" over to your ideas or initiatives without coercion, using relationship-based, emotionally intelligent persuasion.

In other words, how to sell your ideas to the entire organisation, one person at a time.

In the book, the authors also presents a simple, four-step approach to the idea-selling process.

The two authors also highlights the top three mistakes that people make in selling ideas.

In the end analysis, after the readingthe book, I reckon persuading &/or influencing others in an organization to accept & act on your ideas & initiatives is just a matter of strategy.

This is what the book is essentially all about.

There is also a useful self-assessment in the book to discover your persuasion style. This assessment will help determine if you are a 'Driver', 'Commander', 'Chess Player', 'Promoter' or 'Advocate'.

One's influencing skills are determined by defining which of these five persuasion styles is yours.

Then, you can overcome your weaknesses by turning them into strengths.

The two author draws quite heavily on major political leaders in history (Abraham Lincoln, Napoleon Bonaparte, Nelson Mandela), & past/present business thought leaders (Charles Lindbergh, Andrew Grove, Bono, Charles Kettering, J P Morgan, John Rockefella, Andrew Carnegie, Sam Walton) to illustrate key ideas in the book.

On the whole, this 300-page book has been quite an entertaining read. I must say that the probing questions within the four-step approach as well as the final questionnaire for wooers are certainly well worth the price of the book.

[I like to recommend two other excellent books to be read in this genre: 'Presenting to Win: The Art of Telling Your Story', by Jerry Weissman & 'Powerful Proposals: How to Give Your Business the Winning Edge', by David Pugh & Terry Bacon.]