The Art of Woo: Using Strategic Persuasion to Sell Your Ideas

Your projects, programs, and career turn on the difference between “no” and “yes.” Yet selling ideas—especially the kinds of ideas that make organizations work—is a skill shrouded in mystery. Part emotional intelligence, part politics, part rhetoric, and part psychology, selling ideas is not like tricking someone out of his money. It’s about helping others to see things your way— engaging their minds and imaginations.

[ Amazon.com ]

[ K@W ]

An article from Knowledge@Wharton featuring The Art of Woo

[ Pennsylvania Gazette ]

Feature story: The Guru of Woo

Bargaining for Advantage: Negotation Strategies for Reasonable People

Based on the latest research and laced with vivid stories about world-class hagglers such as Benjamin Franklin, J. P. Morgan, Sony's Akio Morita, and Donald Trump, this book provides a realistic, powerfu l framework for business and consumer negotiations that will help everyone from the inexperienced, anxious negotiator to the seasoned veteran.

[ Amazon.com ]

Make the Rules or Your Rivals Will

Being smart and successful in business is possible only for those armed with the "kill or be killed" mentality. Competition is inevitable, says author Shell, a professor at the Wharton School, but in a cutthroat world that rewards street smarts and cunning—along with good connections and unlimited funds—conquering business enemies is the necessary ingredient for true success.

[ Amazon.com ]