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    The Art of Woo

    Using Strategic Persuasion to Sell Your Ideas

    Author G. Richard Shell, Mario Moussa
    Paperback
    $19.00 US
    Penguin Adult HC/TR | Penguin Books
    On sale Dec 30, 2008 | 320 Pages | 9780143114048
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    You may need The Art of War to defeat your enemies, but if you prefer to win them over, read The Art of Woo

    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.

    "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
    G. Richard Shell is a management professor at the University of Pennsylvania’s Wharton School and creator of its popular Success Course. His previous books include Bargaining for Advantage and, with Mario Moussa, The Art of Woo. He lives near Philadelphia.

    Visit www.grichardshell.com. View titles by G. Richard Shell
    Mario Moussa View titles by Mario Moussa
    "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

    You may need The Art of War to defeat your enemies, but if you prefer to win them over, read The Art of Woo

    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.

    "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

    Author

    G. Richard Shell is a management professor at the University of Pennsylvania’s Wharton School and creator of its popular Success Course. His previous books include Bargaining for Advantage and, with Mario Moussa, The Art of Woo. He lives near Philadelphia.

    Visit www.grichardshell.com. View titles by G. Richard Shell
    Mario Moussa View titles by Mario Moussa

    Praise

    "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

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