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The Art of Woo: Using Strategic Persuasion to Sell Your Ideas Paperback – December 30, 2008
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"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
"Shell and Moussa have done something remarkable here, turning a mysterious, intuitive art into a clear, systematic science." -Robert B. Cialdini, author of Influence: Science and Practice
"Dale Carnegie's classic How to Win Friends and Influence People remains a standard for salespeople to this day, but [The Art of Woo] is more . . . relevant in ways that Carnegie's 70-year-old book cannot be." -Library Journal
"Many motivational books exhort readers to "sell yourself" to bosses and colleagues. This one counsels you to do so with self-awareness, finding a style that suits your strengths and weaknesses. The bottom line: woo wisely." -Time
"A fascinating book about how to pitch for gain and maintain long-term client relationships that are keys to success...Essential reading for anyone trying to get ahead of the pack in our competitive, global marketplace." -Robert Wolf, Former Chairman & CEO of UBS
About the Author
G. Richard Shell teaches negotiation at the Wharton School of Business at the University of Pennsylvania, where he is professor of legal studies, business ethics, and management and academic director of the Wharton Executive Negotiation Workshop.
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I think The Art of Woo can be combined with Mastering the Complex Sale to form a foundation for anybody in sales or role that requires persuasion Mastering the Complex Sale: How to Compete and Win When the Stakes are High!. In a sense, everything we do is supportive of our relationships, as these two books outline. Our jobs depend on making our work relationships productive, and that requires achievement toward common goals. The interesting thing to me is that you cannot buy relationships, even though advertising tells us so. Relationships require work and persistence.
Another important point I never see in books of this genre is that you and I don't actually need to convert anybody to our own ideas, attitudes and feelings. We only need to find common ground, a common goal, commit to it and then be happy in our work. That's why I'd recommend a third book, called How I Found Freedom in an Unfree World (free on the Internet).
will remain in that condition for very long-time. I feel like he has been finding something from
his study (perhaps from his life) and now developing it and someday will become a popular
new branch of discipline. He is a professor from very well-known university.
The first, about creating Apple with Steve Wozniak. The second, a brief marketing meeting at the depths of Apple's problems in the last 1990's before the big turnaround.