Your projects, programs, and career turn on the difference between no and yes. Yet selling ideasespecially the kinds of ideas that make organi...
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Mar 09, 2009
getAbstract
rated it: 
A smart guide to the art and science of persuasion
Salespeople market products and services. Successful people within organizations market ideas. Can you market yours? In this smart, well-sourced book, G. Richard Shell and Mario Moussa show you how to sell your concepts to your colleagues and clients. They detail six primary “influence channels” and five “persuasion roles.” They also outline the four components of an effective persuasion. If you want to promote your ideas, getAbstract More...
Salespeople market products and services. Successful people within organizations market ideas. Can you market yours? In this smart, well-sourced book, G. Richard Shell and Mario Moussa show you how to sell your concepts to your colleagues and clients. They detail six primary “influence channels” and five “persuasion roles.” They also outline the four components of an effective persuasion. If you want to promote your ideas, getAbstract More...
Feb 26, 2010
Gaetan
rated it: 
Applied Woo
In their book, Art of Woo (Penguin 2007), authors Richard Shell and Mario Moussa present “the selling of ideas” from a sales/negotiation perspective. Despite their rather broad framing of the subject, their discourse is highly instructive for Marketing Public Relations professionals. One of several points that are worth noting is their discussion of barriers to woo. Shell and Moussa consider relationships, credibility, communications mismatches, belief systems, and interest More...
In their book, Art of Woo (Penguin 2007), authors Richard Shell and Mario Moussa present “the selling of ideas” from a sales/negotiation perspective. Despite their rather broad framing of the subject, their discourse is highly instructive for Marketing Public Relations professionals. One of several points that are worth noting is their discussion of barriers to woo. Shell and Moussa consider relationships, credibility, communications mismatches, belief systems, and interest More...
Dec 14, 2010
Sam
rated it:
First understand myself of my style and tendency on the channels that I use most.
Then, check through the four steps, see if I have handle the barriers well and work
out the whole program carefully and innovative enough.
Persuasion is tough job. Character plays a critical role in this game.
This book is intersting, it apply story telling skills, inteact to therories and psychology and careful selected examples to "persuade" readers that this More...
Then, check through the four steps, see if I have handle the barriers well and work
out the whole program carefully and innovative enough.
Persuasion is tough job. Character plays a critical role in this game.
This book is intersting, it apply story telling skills, inteact to therories and psychology and careful selected examples to "persuade" readers that this More...
Aug 22, 2008
Robert
rated it:
In their book, Shell and Moussa develop in a modern context many of Aristotle’s ideas about principled as well as effective persuasion. The objective of Woo is to win others over to mutual advantage. That is, Woo “is relationship-based persuasion, a strategic process for getting people’s attention, pitching your ideas, and obtaining approval for your plans and projects. It is, in short, one of the most important skills in the repertoire of any entrepreneur, employee, or professional manage More...
Feb 25, 2008
Chris
rated it: 
It's been way too long since I have finished a book, and I didn't think it would be this one. But a friend of mine gave it to me, and I thought it might help with my persuasive abilities...or at least to understand them. I'm not usually one for self-help-style books, and less so for business books. Now I know why.
In fairness, the book did give name to certain methods of persuasion that we all see but fail to recognize. And it did help me discover how to get people to sign onto longer-t More...
In fairness, the book did give name to certain methods of persuasion that we all see but fail to recognize. And it did help me discover how to get people to sign onto longer-t More...
Jul 20, 2009
Michael
rated it: 
It would be useful to have a class or series of workshops based on the book's material. You need to apply these strategies and not just read or listen to the book to truly benefit from it.
Dec 29, 2008
Julie
rated it:
Another school reading, but this one I hope will inspire me to be a better salesman in my work. Lots of great tips to help me accomplish goals.
Mar 05, 2008
Recommended from New Renaissance book store. The authors of this book come from the Wharton School to teach us how persuasion doesn't have to be manipulative or about defeating someone. It's about seeing it from all angles, analyzing and adapting your communication style, doing your homework, attaining credibility, growing relationships, and getting specific about what you are asking for. Enthusiasm only gets your so far--learn how to be a strategic and effective in creating change.
Feb 09, 2011
Dave
rated it:
Well written with great examples of persuasive communication and theory. Good tests to figure out what style of persuasive best fits your personality, too.
Apr 24, 2008
Alexandra
rated it:
this is a great book for anyone who wants to gain confidence in their ideas or how to present themselves to the powers that be...I basically read it to lear more about sales, but it translates on a business level into any aspect of live. I think that we could all use a little more confidence in our own ideas and help to make them into fruition...however big or small they might be.
Nov 17, 2010
G. Kofi
rated it:
The authors clearly outline the steps and concepts around selling ideas and getting buy-in from decision makers. The writing style got a bit academic and overwhelming at times, but this is definitely great reference material
May 05, 2008
Joel
rated it:
Interesting book about understanding how to sell your ideas. A good mix of theory and narrative about the successful and not-so successful. How they succeeded or why they failed.
Sep 22, 2009
David
rated it:
A timeless concept. Solid, but not ground breaking work. I'd opt for Dale Carnegie if I could only choose one sales/relationships book.
Aug 23, 2009
Lots of good information on business communication, especially on pitching and presenting your ideas to others.
May 04, 2008
Josh
rated it: 
This, in a a nutshell, is why I hate business books. Required reading for anyone who's required to read it.
Jun 30, 2010
Steep
rated it:
I loved this book. If you're into psych you'd probably know most of what's in there but it's still great.
Jul 20, 2009
Jlhuyser
rated it:
Can't get past the narrator -- too low a voice and he uses it with an affect that just doesn't work for me
Oct 25, 2008
very good look into how we negotiate and understand each others perceptions.
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