Business Book Club discussion guide for The Art of Woo written by Richard Shell and Mario Moussa

1. the art of woo: Using Strategic Persuasion to Sell Your Ideas September 22, 2009

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 "Guide to the Best Business Schools" 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.