The Art Of Woo - Using Persuasion To Sell Your Ideas恳求的艺术：使用说服力销售你的观点
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作者： 本社 编
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出版时间： 2008-1-1字数：版次： 1页数： 312印刷时间： 2008/01/01开本： 16开印次： 1纸张： 胶版纸I S B N ： 9781906465223包装： 平装内容简介
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.
目录
Introduction Woo?
Chapter 1 Selling Ideas: How Woo Works
Chapter 2 Start with You: Persuasion Styles
Chapter 3 Connect Your Ideas to People: Stepping-stones
Chapter 4 Build Relationships and Credibility: Trust
Chapter 5 Respect Their Beliefs: A Common Language
Chapter 6 Give Them Incentives to Say Yes: Interests and Needs
Chapter 7 State Your Case: The Proposal
Chapter 8 Make It Memorable: The Personal Touch
Chapter 9 Close the Sale: Commitments and Politics
Chapter 10 Woo with Integrity: Character
Appendix A Six Channels Survey
Appendix B Persuasion Styles Assessment
Appendix C The Woo Worksheet
Acknowledgments
Notes
Topical Bibliography
Index
