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. It's about helping others to see things your way---engaging their minds and imaginations.
Charles Lindbergh, for example, needed woo to assemble backers for his famous flight. Nelson Mandela also used it to lead a revolution in South Africa. In any context, woo is two parts art and one part science.
In The Art of Woo, Professors G. 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 you're introverted or extroverted, competitive or collaborative, intellectual or practical, The Art of Woo will strengthen your persuasion skill in every aspect of your life.
In a fast-moving lesson, two Wharton School academics offer concepts and strategies anyone can use in selling, negotiating, or presenting ideas. Narrator Alan Sklar's ever-present dramatic skills draw attention to his talent as much as the material but produce such an elegant listening experience that most listeners will accept his intensity as part of the deal. The material itself is smartly written and illustrated with fascinating examples from the worlds of business, politics, and government. Along with the details of a four-step influence strategy, the program includes an assessment tool to evaluate one's persuasion style--driver, commander, chess player, promoter, or advocate--and printable summaries of the important concepts. A coherent, practical guide for anyone in the business of selling or influencing. T.W. (c) AudioFile 2008, Portland, Maine
Digital Rights Information
OverDrive WMA Audiobook
Burn to CD:
Permitted
Transfer to device:
Permitted
Transfer to Apple® device:
Permitted
Public performance:
Not permitted
File-sharing:
Not permitted
Peer-to-peer usage:
Not permitted
All copies of this title, including those transferred to portable devices and other media, must be deleted/destroyed at the end of the lending period.
...
