G. RICHARD SHELL + MARIO MOUSSA ~ THE ART OF WOO ~ 2008

~ WOO ~ Winning Others Over

~ ALBOESTCACBOTFOSI-RTA-IACAFFTCDI ~ A Large Body Of Evidence Suggests That Creating A Culture Built On The Foundation Of Selling Ideas – Rather Than Authority – Is A Competitive Advantage For Firms That Can Do It

~ SYITP-WTCO-O-I-R ~ Selling Your Ideas To People – Within The Context Of – Ongoing – Important – Relationships

~ TBI-TMGSTSP-WIE-FIY-AT-IYUASATAOW-IO ~ The Best Ideas – Those Most Genuinely Suited To Solving Problems – Will Inspire Enthusiasm – First In You – And Then – If You Are Skilled At The Art Of Woo – In Others

~ DYIIAPC ~ Develop Your Idea Into A Polished Concept

~ AA-HYR ~ Above all – Honor Your Relationships

~ TNORIOOTMRSPNIHS-WTTDTFOPWDTFU ~ The Norm Of Reciprocity Is One Of The Most Robust Social Psychological Norms In Human Society – We Tend To Do Things For Other People Who Do Things For Us

~ PSISATWTTAP ~ People’s Self-Interest Strongly Affects The Way They Think About Proposals

~ ASAAMPWTSTGFAIALPWTSTL ~ Audiences See Arguments As More Persuasive When They Stand To Gain From An Idea And Less Persuasive When They Stand To Lose

~ CRE-SPTTMTSQ ~ Change Requires Effort – So People Tend To Maintain The Status Quo

~ WSCYTTATYIRAP? ~ What Steps Can You Take To Assure That Your Idea Remains A Priority?

~ RSI ~ Reaffirm Shared Interests

~ ROR ~ Rely On Relationships

~ CAIA ~ Create An Important Audience

~ BIA ~ Build In Accountability

JAMES WEBB YOUNG ~ A TECHNIQUE FOR PRODUCING IDEAS ~ 1965

~ DTP-TMAYDTP-TB ~ Define The Problem – The More Accurately You Define The Problem – The Better

~ RR-TMPY-FTQ-A-R-TRM-D-A-O-TB ~ Research Relentlessly – The More Precisely You – Frame The Question – And – Research – The Relevant Models – Data – And – Options – The Better

~ LIC-YMTTUPOYMTDIP-TF-P-C-A-PS-TTP ~ Let It Cook – You Must Trust The Unconscious Part Of Your Mind To Do Its Part – To Find – Patterns – Combinations – And – Possible Solutions – To The Problem

~ CTIAIFB-BTGIWSTCAOM ~ Catch The Idea As It Flies By – Because The Good Ideas Will Start To Come At Odd Moments

~ S&P-TTRM-TIOIYH-AI-SIWO-GF ~ Shape And Polish – Take The Raw Material – Turn It Over In Your Head – Adapt It – Share It With Others – Get Feedback

JAMES SPETH ~ UNPLEASANT KINDS OF GROWTH ~ THE BRIDGE AT THE EDGE OF THE WORLD

~ JG-OEGBDETOFE ~ Jobless Growth – Overall Economy Grows But Doesn’t Expand The Opportunities For Employment

~ RG-TFOEGMBTR ~ Ruthless Growth – The Fruits Of Economic Growth Mostly Benefit The Rich

~ VG-GITEHNBABAEODOE ~ Voiceless Growth – Growth In The Economy Has Not Been Accompanied By An Extension Of Democracy Or Empowerment

~ RG-GCPCITW ~ Rootless Growth – Growth Causes People’s Cultural Identity To Wither

~ FG-TPGSRNBFG ~ Futureless Growth – The Present Generation Squanders Resources Needed By Future Generations

DAN SCHAWBEL ~ HOW TO NETWORK SUCCESSFULLY ~ ME 2.0

~ MASAFFI ~ Make A Strong And Favorable First Impression

~ TTRALTFAEPYM ~ Try To Remember At Least Three Facts About Each Person You Meet

~ BCOPF ~ Be Conscious Of People’s Feelings

~ FCWTGVOPOI-ATWR ~ Find Creative Ways To Give Value Or Promote Other Individuals – And They Will Reciprocate

~ BAALATAGIIWOHTS ~ Be An Active Listener And Take A Genuine Interest In What Others Have To Say

JAY ABRAHAM ~ ATTRACTING PERFECT CUSTOMERS

~ WIOPCL? ~ What Is Our Perfect Customer Like?

~ WMOPCT? ~ What Makes Our Perfect Customer Tick?

~ WDWWOPCTEOU? ~ What Do We Want Our Perfect Customer To Expect Of Us?

~ WDWNTIAOBTAMPC? ~ What Do We Need To Improve About Our Business To Attract More Perfect Customers?

JAY ABRAHAM ~ YOUR SECRET WEALTH

~ IAVYTE&IYNPA ~ Identify And Value Your True Expertise And Inventory Your Negotiable Personal Assets

~ IPS-YHDITPTH-NOA-B-I-VAI-TAB(OASTOB) ~ Identify Performance Skills – You Have Demonstrated In The Past That Have – Not Only Abstract – But – Intrinsic – Value And Importance – To A Business (Or A Specific Type Of Business)

~ IWYHA-TPWNOR-BADTLAUTGTSBFTB ~ Identify What You Have Accomplished – That People Would Not Only Respect – But Also Desire To Learn And Utilize To Gain The Same Benefits For Their Businesses