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The Art of woo: using strategic persuasion to sell your ideas

Author: Shell, G. Richard ; Moussa, MarioPublisher: Portfolio, 2007.Language: EnglishDescription: 312 p. : Ill. ; 24 cm.ISBN: 9781591841760Type of document: BookBibliography/Index: Includes bibliographical references and index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Europe Campus
Main Collection
Print BF637 .P4 S44 2007
(Browse shelf)
Available 001245516
Total holds: 0

Includes bibliographical references and index


The Art of Woo Using Strategic Persuasion to Sell Your Ideas Contents 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 1 9 27 59 85 111 137 159 185 207 235 249 259 265 269 271 293 303

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