‘The Art of Woo’: Selling Your Ideas to the Entire Organization, One Person at a Time
Sometimes selling an idea is more important than having an idea. Innovation does not adopt if people do not buy into it!
"Former Chrysler chairman Lee Iacocca once noted, "You can have brilliant ideas; but if you can't get them across, your ideas won't get you anywhere." In their new book, The Art of Woo: Using Strategic Persuasion to Sell Your Ideas, Wharton legal studies and business ethics professor G. Richard Shell and management consultant Mario Moussa provide a systematic approach to the problem Iacocca identified. Using relationship-based, emotionally intelligent persuasion to secure both individual and organization-wide buy-in, everyone from CEOs and entrepreneurs to team leaders and mid-level managers can sell their ideas -- a skill that everyone needs to learn if they want to be effective in their organizations, the authors say."
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Posted on 05/20/2009 by