The Art Of Woo - Using Persuasion To Sell Your Ideas恳求的艺术

2008-1  

Richard Shell  

312  

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　　It's the ability to win people over to your ideas without coercion, using relationshio-based, emotiona ly intelligent persuasion It's the secret of success with colleagues, clients and customers. G. Richard Shell and Mario Moussa know what it takes to deal with difficult oosses and drive new initiatives through complex organizations. They have advised thousands of executives and have studied the greatest persuaders in history, from Abraham Lincoln to Bono Their four-step process, called Woo, s a systematic, repeatable strategy for putting your ideas across. The Art of Woo shows you how Charles Lindbergh took himself from unknown mail pilot to international celebrity in less than a year. It explains qow Nelson lVlandela used Woo to win over the guards at his brutal prison, and reinvented a nation. And t demonstrates how business leaders from all walks of fife use Woo every aay to achieve their goals. Shell and Moussa offer a unique self-assessment to determine which persuasion role fits you best and how to make the most of your natura strengths. You may need Sun Tzu's The Art of War to defeat your enemies. But if you would prefer to win therr over read The Art of Woo.

Introduction Woo?Chapter 1 Selling Ideas: How Woo WorksChapter 2 Start with You: Persuasion StylesChapter 3 Connect Your Ideas to People: Stepping-stonesChapter 4 Build Relationships and Credibility: TrustChapter 5 Respect Their Beliefs: A Common LanguageChapter 6 Give Them Incentives to Say Yes: Interests and NeedsChapter 7 State Your Case: The ProposalChapter 8 Make It Memorable: The Personal TouchChapter 9 Close the Sale: Commitments and PoliticsChapter 10 Woo with Integrity: CharacterAppendix A Six Channels SurveyAppendix B Persuasion Styles AssessmentAppendix C The Woo WorksheetAcknowledgmentsNotesTopical BibliographyIndex

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