A Summary and Analysis of The Art of Woo by G. Richard Shell and Mario Moussa for Practicing and Aspiring Managers


This synopsis and review of the book, The Art of Woo: Using Strategic Persuasion to Sell your Ideas, was prepared by Michael Trosclair while a Business Administration student in the College of Business at Southeastern Louisiana University.

Executive Summary

 Woo is not a Chinese secret that is practiced by special business people or people in which have studied the art of woo.  The art of woo is basically in each and every one of us and we have all used this force of woo, whether we realize it or not.  Woo is a talent for “Winning Others Over”.  The relationship based persuasive strategic process for getting people’s attention, pitching you ideas, and obtaining approval for your peers and projects.  Woo may be easy to say but may be more difficult to do.  In your everyday life you need to use the power of woo to get thing done.  Even relatively simple ideas require input and approval from an average of eight people.

The Art of Woo guides you into understanding the path unto the perfect route of getting what you want.  In the business sense, it’s not about tricking people into buying things they do not need, but about helping people see things your way.  The book goes into detailed events that have happened in our country’s rich history.  It gives you particular situations that happened with corporate American legends like Andrew Carnegie, Sam Walton, Steve Ross, Hugh Hefner, and Andy Grove.  While also, using one of the most respectable icons in American history in Abraham Lincoln.  And yes, you will find U2’s lead singer Bono “Wooing” his way in a non-profit meeting and having to change his tactics up while in mid-meeting.
 In the early chapters of the book you will determine what type of persuasion style in which you prefer to us.  Determining your own unique style helps you identify your strengths and weaknesses as you read along events that have changed the course of business in our country today.  The Art of Woo not only helps the reader obtain knowledge about situations that they may face in the business world and everyday life, but also helps the reader obtain information on ones self.  As learned through The Art of Woo, knowing ones self is the first step in accomplishing a goal.  
    Throughout the book will discover barriers that you will have to overcome when trying to sell or pitch your idea to an audience.  These barriers are reiterated throughout the book to help the reader understand the importance of overcoming certain situation. The Art of Woo is basically an instruction manual that helps you become a better wooer or salesman.  


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