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The Art of Woo: A Review
by Craig A. DeLarge
September 9, 2009
…because good ideas mean
nothing unless they are supporte...
2
About “The Art of Woo”
• Authored by G. Richard Shell and Mario Moussa, co-directors The
Strategic Persuasion Workshop a...
3
Commander
Driver Promoter
Chess Player
Advocate
Self-oriented Other-oriented
Extrovert
Introvert
5 Persuasion Styles
Sou...
4
6 Influence Channels
• Authority
• Rationality
• Vision
• Relationships
• Interests
• Politics
Source: The Art of Woo, S...
5
4 Step Woo Process
• Situation Survey
• Barriers Confrontation
• Pitching
• Securing Commitment
Source: The Art of Woo, ...
6
5 Woo Barriers
• Relationships
• Credibility
• Communications Mismatches
• Belief Systems
• Interest/Needs
Source: The A...
7
Implications/Applications
• What are my (& my colleagues’) persuasion styles?
• How savvy am I in tuning into the influe...
8
Next Steps
• Getting support for ideas is critical!
• Capitalizing on & developing your “Woo Mix” is
mandatory!
• Workin...
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The Art of Woo: A Book Review

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This is a deck I presented at a networking dinner in 2009 based on a book review I write of this book. See review at http://www.pm360online.com/BookReview_0909.

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Transcript of "The Art of Woo: A Book Review "

  1. 1. 1 The Art of Woo: A Review by Craig A. DeLarge September 9, 2009 …because good ideas mean nothing unless they are supported for execution
  2. 2. 2 About “The Art of Woo” • Authored by G. Richard Shell and Mario Moussa, co-directors The Strategic Persuasion Workshop at The Wharton School of Business • Presents comprehensive strategic model for persuading people to support your idea • Model consists of: – 5 Persuasion Styles – 6 Influence Channels – 4 Step Woo Process – 5 Woo Barriers • Not much new here but the “magic is in the mix” of how the old is integrated Source: The Art of Woo, Shell & Moussa, 2007
  3. 3. 3 Commander Driver Promoter Chess Player Advocate Self-oriented Other-oriented Extrovert Introvert 5 Persuasion Styles Source: The Art of Woo, Shell & Moussa, 2007
  4. 4. 4 6 Influence Channels • Authority • Rationality • Vision • Relationships • Interests • Politics Source: The Art of Woo, Shell & Moussa, 2007
  5. 5. 5 4 Step Woo Process • Situation Survey • Barriers Confrontation • Pitching • Securing Commitment Source: The Art of Woo, Shell & Moussa, 2007
  6. 6. 6 5 Woo Barriers • Relationships • Credibility • Communications Mismatches • Belief Systems • Interest/Needs Source: The Art of Woo, Shell & Moussa, 2007
  7. 7. 7 Implications/Applications • What are my (& my colleagues’) persuasion styles? • How savvy am I in tuning into the influence channels in my environment? • What are my preferred channels? • What channel development do I need? • Where am I unthorough or uncomfortable in the Woo Process? • What are my chief Woo Barriers and what is my plan for hurdling them? Source: The Art of Woo, Shell & Moussa, 2007
  8. 8. 8 Next Steps • Getting support for ideas is critical! • Capitalizing on & developing your “Woo Mix” is mandatory! • Working with community of fellow Woo-ers is highly beneficial & recommended! Source: The Art of Woo, Shell & Moussa, 2007
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