The Art of Woo Quotes

“Can I Leave the Relationship Better Than I Found It?”
― G. Richard Shell, The Art of Woo: Using Strategic Persuasion to Sell Your Ideas

“What Commitments Can I Ask For?”
― G. Richard Shell, The Art of Woo: Using Strategic Persuasion to Sell Your Ideas

“Imagine that you are sitting in this person’s”
― G. Richard Shell, The Art of Woo: Using Strategic Persuasion to Sell Your Ideas

“Might My Idea Conflict with This Person’s Interests?”
― G. Richard Shell, The Art of Woo: Using Strategic Persuasion to Sell Your Ideas

“Will My Idea Conflict with Any of This Person’s Beliefs?”
― G. Richard Shell, The Art of Woo: Using Strategic Persuasion to Sell Your Ideas

“What Persuasion Style Is Appropriate?”
― G. Richard Shell, The Art of Woo: Using Strategic Persuasion to Sell Your Ideas

“What Persuasion Channel Will This Person Be Tuned To?”
― G. Richard Shell, The Art of Woo: Using Strategic Persuasion to Sell Your Ideas

“What Is the Basis for My Credibility with This Person?”
― G. Richard Shell, The Art of Woo: Using Strategic Persuasion to Sell Your Ideas

“What Is My Goal for This Encounter?”
― G. Richard Shell, The Art of Woo: Using Strategic Persuasion to Sell Your Ideas

“What Role Does This Person Play in the Decision Process?”
― G. Richard Shell, The Art of Woo: Using Strategic Persuasion to Sell Your Ideas

“What Is the Five-Minute Summary of My Idea?”
― G. Richard Shell, The Art of Woo: Using Strategic Persuasion to Sell Your Ideas

“Character is like a tree and reputation like its shadow. The shadow is what we think of it; the tree is the real thing.”
― G. Richard Shell, The Art of Woo: Using Strategic Persuasion to Sell Your Ideas

“But people in higher positions “possess” authority if and only if people in lower positions give it (implicitly or explicitly) to them. The executive we worked”
― G. Richard Shell, The Art of Woo: Using Strategic Persuasion to Sell Your Ideas

“People react more forcefully to the possibility of loss than to the prospect of an equivalent gain. Unions will bargain hard for wage increases,”
― G. Richard Shell, The Art of Woo: Using Strategic Persuasion to Sell Your Ideas

“purposes: one, the ostensible purpose for which the organization exists; the other, to increase the power of its officials.” Kettering and Sloan did not properly”
― G. Richard Shell, The Art of Woo: Using Strategic Persuasion to Sell Your Ideas

“not be able to rationalize skipping the dinner by telling themselves “nobody will miss me.” Instead, they will feel a sense of responsibility to provide their essential ingredient for the event’s success. Keep this in mind when selling ideas: assign people specific, unique, and important roles in implementation. Inspire them to feel accountable for the entire effort by making them responsible”
― G. Richard Shell, The Art of Woo: Using Strategic Persuasion to Sell Your Ideas

“Step 1—Define the problem. Step 2—Analyze the causes of the problem. Step 3—Present your answer. Step 4—Argue the net benefits of your answer compared with alternatives.”
― G. Richard Shell, The Art of Woo: Using Strategic Persuasion to Sell Your Ideas

“Take a concrete action that Requires effort, Is freely chosen, and Is observed by or known to people other than you.”
― G. Richard Shell, The Art of Woo: Using Strategic Persuasion to Sell Your Ideas

“Psychologists tell us that to engage the commitment process, you need the other party to:”
― G. Richard Shell, The Art of Woo: Using Strategic Persuasion to Sell Your Ideas

“Those who are too smart to engage in politics are condemned to being governed by those who are dumber. —Plato”
― G. Richard Shell, The Art of Woo: Using Strategic Persuasion to Sell Your Ideas

“Woo is about people, not saving time.”
― G. Richard Shell, The Art of Woo: Using Strategic Persuasion to Sell Your Ideas

“The Art of Woo provides tools for a critically important”
― G.Richard Shell, The Art of Woo: Using Strategic Persuasion to Sell Your Ideas