the art of woo: Using Strategic Persuasion to Sell Your Ideas September 22, 2009
About Richard Shell and Mario Moussa G. Richard Shell is an internationally recognized expert in negotiations, persuasion,...
<ul><li>HOW WOO WORKS:  </li></ul><ul><li>The Four Steps </li></ul><ul><ul><li>Step 1:  Survey Your Situation </li></ul></...
<ul><li>Persuasion Styles Assessment </li></ul><ul><li>Taken from “The Art of Woo” pages 259 – 261 </li></ul><ul><li>Step ...
<ul><li>Persuasion Styles Assessment  </li></ul><ul><li>Taken from “The Art of Woo” pages 259 - 261 </li></ul><ul><li>Cont...
<ul><li>Persuasion Styles Assessment  </li></ul><ul><li>Taken from “The Art of Woo” pages 259 - 261 </li></ul><ul><li>Step...
<ul><li>Persuasion Styles Assessment  </li></ul><ul><li>Taken from “The Art of Woo” pages 259 - 261 </li></ul><ul><li>Step...
<ul><li>The Five Persuasion Styles   </li></ul><ul><li>The Driver </li></ul><ul><li>The Commander </li></ul><ul><li>The Pr...
The Woo Worksheet Taken from “The Art of Woo” page 26 <ul><li>Step 1:  Survey Your Situation,  that is </li></ul><ul><li>F...
The Woo Worksheet Taken from “The Art of Woo” page 26 <ul><li>Step 3:  Make Your Pitch  by </li></ul><ul><li>Presenting so...
Frequently Asked Questions <ul><li>Do I need to subscribe to the BBC? How do I subscribe? </li></ul><ul><li>Yes, we would ...
$100 OFF! Use this coupon to receive  $100 off  one (1) seat in our signature program  Leaders to Go!  Offer is valid for ...
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The Art Of Woo

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The Art Of Woo

  1. 1. the art of woo: Using Strategic Persuasion to Sell Your Ideas September 22, 2009
  2. 2. About Richard Shell and Mario Moussa G. Richard Shell is an internationally recognized expert in negotiations, persuasion, and strategy, as well as an award-winning teacher.  Professor Shell has published widely on the subjects of negotiation, dispute resolution, and strategy. He has been a Visiting Scholar at Harvard Law School's Program on Negotiation, testified before Congress on public policy questions related to litigation and dispute resolution, and published opinion articles for such publications as Wall Street Journal , the New York Times , the Boston Globe , and the Philadelphia Inquirer . BusinessWeek ’s bi-annual &quot;Guide to the Best Business Schools&quot; has consistently listed Professor Shell as one of the Wharton School’s top professors based on polls of Wharton School graduates.  Mario Moussa is the co-director of Wharton's Essentials of Management program where he teaches negotiation, influence, strategy, change, and corporate culture. He is also a principal at CFAR, Inc., a management consulting firm where he specializes in large-scale organizational change initiatives. Moussa has consulted many of the world's leading corporations, universities, and foundations and is published widely in the field of organizational dynamics, power and influence. According to Shell and Moussa, “Woo” is the ability to win people over to your ideas using relationship-based emotionally intelligent persuasion. It’s the secret of success with colleagues, clients and customers. The Art of Woo shows readers how this ability can strengthen their persuasion skills in every aspect of their lives by using the four-step Woo process — a repeatable strategy that translates ideas into reality.
  3. 3. <ul><li>HOW WOO WORKS: </li></ul><ul><li>The Four Steps </li></ul><ul><ul><li>Step 1: Survey Your Situation </li></ul></ul><ul><ul><li>Step 2: Confront the Five Barriers </li></ul></ul><ul><ul><li>Step 3: Make Your Pitch </li></ul></ul><ul><ul><li>Step 4: Secure Your Commitments </li></ul></ul>
  4. 4. <ul><li>Persuasion Styles Assessment </li></ul><ul><li>Taken from “The Art of Woo” pages 259 – 261 </li></ul><ul><li>Step 1: Mark each Statement Below as Follows: </li></ul><ul><ul><li>0 = Rarely true for me </li></ul></ul><ul><ul><li>1 = Sometimes true for me </li></ul></ul><ul><ul><li>2 = Equally true for me </li></ul></ul><ul><ul><li>3 = Usually true for me </li></ul></ul><ul><ul><li>4 = Always true for me </li></ul></ul><ul><li>____ E. Other people often comment on how balanced I am. </li></ul><ul><li>____ A. I am known for saying exactly what is on my mind </li></ul><ul><li>____ B. I am an enthusiastic, assertive person. </li></ul><ul><li>____ E. I seek compromises when opinions are sharply divided. </li></ul><ul><li>____ C. I have insights into others’ feelings and needs that often surprise them. </li></ul><ul><li>____ E. I am equally assertive or restrained as the situation requires. </li></ul><ul><li>____ D. I let others do the talking at meetings. </li></ul><ul><li>____ A. I express my point of view, even if it means upsetting people. </li></ul><ul><li>____ C. I cultivate a wide network of contacts and relationships. </li></ul><ul><li>____ E. I am equally skilled at being candid and circumspect depending on the situation. </li></ul><ul><li>____ B. I am told I am very assertive. </li></ul><ul><li>____ D. I am quietly effective. </li></ul><ul><li>____ E. If need be, I can just as easily be blunt or diplomatic. </li></ul><ul><li>____ B. I like to be out front, leading the charge. </li></ul><ul><li>____ A. I devote more time to understanding ideas than to understanding people. </li></ul>
  5. 5. <ul><li>Persuasion Styles Assessment </li></ul><ul><li>Taken from “The Art of Woo” pages 259 - 261 </li></ul><ul><li>Continue to Mark each Statement Below as Follows: </li></ul><ul><ul><li>0 = Rarely true for me </li></ul></ul><ul><ul><li>1 = Sometimes true for me </li></ul></ul><ul><ul><li>2 = Equally true for me </li></ul></ul><ul><ul><li>3 = Usually true for me </li></ul></ul><ul><ul><li>4 = Always true for me </li></ul></ul><ul><li>____ E. I am equally likely to be assertive or reserved. </li></ul><ul><li>____ D. I prefer a quiet conversation to interacting with big groups. </li></ul><ul><li>____ C. I excel at understanding people’s feelings. </li></ul><ul><li>____ E. I am good at both managing relationships and being forceful. </li></ul><ul><li>____ B. I have an outgoing personality. </li></ul><ul><li>____ A. I get right to the point without a lot of small talk. </li></ul><ul><li>____ C. I can easily sense the other person’s mood. </li></ul><ul><li>____ D. People tell me I am reserved. </li></ul><ul><li>____ E. I press my point of view but not to the point of endangering relationships. </li></ul><ul><li>____ A. I concentrate on my message more than on the audience. </li></ul><ul><li>____ B. I am outspoken and expressive. </li></ul><ul><li>____ E. I give equal weight to what I think and what others think. </li></ul><ul><li>____ C. I read other people’s feelings accurately. </li></ul><ul><li>____ D. When I speak, I do so forcefully but quietly. </li></ul><ul><li>____ E. I can easily adapt my style to be assertive or restrained. </li></ul>
  6. 6. <ul><li>Persuasion Styles Assessment </li></ul><ul><li>Taken from “The Art of Woo” pages 259 - 261 </li></ul><ul><li>Step 2: Add Up Your Scores </li></ul><ul><li>Add up the total of the numbers you put next to the letter “A” statements. Then do the same thing for the letters “B” through “E”. Your total scores for the letters “A” through “D” should fall between 0 and 20. Your score for the letter “E” should fall between 0 and 40. </li></ul><ul><ul><ul><li>A = ____ (out of 20) This is a measure of your focus on your own point of view . </li></ul></ul></ul><ul><ul><ul><li>B = ____ (out of 20) This is your social assertiveness score. </li></ul></ul></ul><ul><ul><ul><li>C = ____ (out of 20) This is a measure of your focus on your audience’s feelings. </li></ul></ul></ul><ul><ul><ul><li>D = ____ (out of 20) This is your socially reserved score . </li></ul></ul></ul><ul><ul><ul><li>E = ____ (out of 40) This is your Advocate score. </li></ul></ul></ul>
  7. 7. <ul><li>Persuasion Styles Assessment </li></ul><ul><li>Taken from “The Art of Woo” pages 259 - 261 </li></ul><ul><li>Step 3: Discover Your Persuasion Style </li></ul><ul><li>Add your letter scores from Step 2 using the system below to translate your scores into styles. </li></ul><ul><li>STYLE LETTER SCORES TOTAL RANK </li></ul><ul><li>DRIVER ____ A + ____ B = _____ _____ </li></ul><ul><li>COMMANDER ____ A + ____ D = _____ _____ </li></ul><ul><li>CHESS PLAYER ____ C + ____ D = _____ _____ </li></ul><ul><li>PROMOTER ____ B + ____ C = _____ _____ </li></ul><ul><li>ADVOCATE ____ E = _____ _____ </li></ul><ul><li>Step 4: Note the Rank Order of Your Preferred Styles </li></ul><ul><li>Finally, rank your five styles in order from highest score (rank #1) to lowest (rank #5). The style with the highest total score is your most preferred. The style with the lowest score is your least preferred. </li></ul>
  8. 8. <ul><li>The Five Persuasion Styles </li></ul><ul><li>The Driver </li></ul><ul><li>The Commander </li></ul><ul><li>The Promoter </li></ul><ul><li>The Chess Player </li></ul><ul><li>The Advocate </li></ul>
  9. 9. The Woo Worksheet Taken from “The Art of Woo” page 26 <ul><li>Step 1: Survey Your Situation, that is </li></ul><ul><li>Forge and polish your idea </li></ul><ul><li>Map the decision making process you face by understanding the social networks </li></ul><ul><li>Assess your persuasion styles </li></ul><ul><li>Confirm your own level of passion for the proposal </li></ul><ul><li>Step 2: Confront the Five Barriers including </li></ul><ul><li>Negative relationships </li></ul><ul><li>Poor credibility </li></ul><ul><li>Communication mismatches </li></ul><ul><li>Contrary belief systems </li></ul><ul><li>Conflicting interests </li></ul>
  10. 10. The Woo Worksheet Taken from “The Art of Woo” page 26 <ul><li>Step 3: Make Your Pitch by </li></ul><ul><li>Presenting solid evidence and arguments </li></ul><ul><li>Using devices to give your idea a personal touch </li></ul><ul><li>Step 4: Secure Your Commitments by dealing with politics at both </li></ul><ul><li>The individual level </li></ul><ul><li>Within the organization </li></ul>
  11. 11. Frequently Asked Questions <ul><li>Do I need to subscribe to the BBC? How do I subscribe? </li></ul><ul><li>Yes, we would like to get to know you! To subscribe, visit our website and click on “Business Book Club”. </li></ul><ul><li>When is the next session? </li></ul><ul><li>The next session is October 20, 2009. The book is The Go-Giver. </li></ul><ul><li>Where can I order books? </li></ul><ul><li>You can find each book on our website. Your purchases are processed through Amazon. </li></ul><ul><li>What if I wish to recommend a book for the BBC? </li></ul><ul><li>We always love new ideas! Please let us know your suggestions. If you are an author, please submit a review copy for consideration. </li></ul><ul><li>What does The Meyvn Group do? </li></ul><ul><li>The Meyvn Group is a leadership development firm. We specialize in human resources consulting, training & development and business coaching. Learn more about us on our website. </li></ul><ul><li>How can I contact you with additional questions? </li></ul><ul><li>Contact us by phone at (515) 299-0983 or email at info@meyvngroup.com </li></ul>Visit our website at www.meyvngroup.com
  12. 12. $100 OFF! Use this coupon to receive $100 off one (1) seat in our signature program Leaders to Go! Offer is valid for the October 14–15 class only . To redeem this limited time offer, visit our registration page and enter “L2G4ME” in the comments box. <ul><li>Not Your Typical Leadership Program </li></ul><ul><li>A Learning Laboratory for Business Leaders </li></ul><ul><li>This one-of-a-kind program immerses participants in a series of activities that allow them to: </li></ul><ul><ul><ul><ul><li>Learn the essential qualities of effective leaders </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Discover a model for developing others </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Establish expectations and create accountability </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Build high performance leaders, teams, and organizations </li></ul></ul></ul></ul><ul><li>Who will be there? Managers, directors, administrators, department heads, vice presidents, and owners. Business professionals – just like you! </li></ul><ul><li>October 14 - 15 </li></ul><ul><li>To learn more about this program and to register, visit our website: www.meyvngroup.com </li></ul>

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