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Shell

The Art of Woo

Medium: Buch
ISBN: 978-1-906465-22-3
Verlag: Capstone
Erscheinungstermin: 15.08.2008
Lieferfrist: bis zu 10 Tage

Richard Shell and Mario Moussa offer a self-assessment to determine which persuasion role fits readers best and how they can make the most of their natural strengths. The authors 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 introverted or extroverted, competitive or collaborative, intellectual or practical, The Art of Woo strengthens persuasion skills for readers in business, academia, and other fields involving the use of influence.


Produkteigenschaften


  • Artikelnummer: 9781906465223
  • Medium: Buch
  • ISBN: 978-1-906465-22-3
  • Verlag: Capstone
  • Erscheinungstermin: 15.08.2008
  • Sprache(n): Englisch
  • Auflage: 1. Auflage 2008
  • Produktform: Kartoniert
  • Gewicht: 516 g
  • Seiten: 320
  • Format (B x H x T): 161 x 234 x 23 mm
  • Ausgabetyp: Kein, Unbekannt
Autoren/Hrsg.

Autoren

Introduction Woo? 1

Chapter 1 Selling Ideas: How Woo Works 9

Chapter 2 Start with You: Persuasion Styles 27

Chapter 3 Connect Your Ideas to People: Stepping-stones 59

Chapter 4 Build Relationships and Credibility: Trust 85

Chapter 5 Respect Their Beliefs: A Common Language 111

Chapter 6 Give Them Incentives to Say Yes: Interests and Needs 137

Chapter 7 State Your Case: The Proposal 159

Chapter 8 Make It Memorable: The Personal Touch 185

Chapter 9 Close the Sale: Commitments and Politics 207

Chapter 10 Woo with Integrity: Character 235

Appendix A Six Channels Survey 249

Appendix B Persuasion Styles Assessment 259

Appendix C The Woo Worksheet 265

Acknowledgments 269

Notes 271

Topical Bibliography 293

Index 303