Executive Education Programs Program Information


Aresty Institute of Executive Education, The Wharton School, University of Pennsylvania - USA

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  Strategic Persuasion Workshop: The Art and Science of Selling Ideas

Strategic Persuasion Workshop: The Art and Science of Selling Ideas

Inside organizations, interpersonal influence and persuasion skills are among the strongest predictors of positive performance ratings of employees, often outstripping both intelligence and personality. Research has shown that people with stronger social intelligence command higher fees and salaries than equally talented but less socially adept colleagues.  These are the skill sets you will build in Strategic Persuasion Workshop: The Art and Science of Selling Ideas.

Using their book The Art of Woo as a foundation, Professor G. Richard Shell and Senior Fellow Mario Moussa provide a four-step process for selling your ideas and then give you the tools to master each step.  This intensive, personalized, and highly practical program shows you how to use relationship-based persuasion—rather than authority or coercion—to create alignment. You can have brilliant ideas, but if you can’t get them across, your ideas won’t get you anywhere.

The Strategic Persuasion Workshop delivers mastery of:
-Self-awareness, including emotional intelligence
-Credibility, a critical personal quality that includes expertise, position, sincerity, and trustworthiness
-Organizational intelligence, including the mapping skills needed to assemble winning coalitions
-Communication: bringing just the right tool at just the right time to make the sale.

Jun 02, 2014 - Jun 05, 2014 Philadelphia $8,600
Oct 20, 2014 - Oct 23, 2014 Philadelphia $8,600


Impact & Experience
About the Book
This program is based on  The Art of Woo, by G. Richard Shell and Mario Moussa. Each participant will receive a copy of the book.

The Strategic Persuasion experience begins before you arrive at Wharton. You complete a persuasion style assessment to help determine the influence tools used most often in your organization and in which you are strongest and weakest. This “inside-out” approach helps you recognize which persuasion styles come most naturally and enables you to understand the steps you must take to gain influence, credibility, and confidence in your organization. The program features group work, coaching sessions, interactive lectures, and exercises to provide personalized feedback on your persuasion styles. You will apply your skills immediately to your organizational challenges — working in real time to develop a campaign to sell your idea.

Session topics for Strategic Persuasion Workshop include:
-Using Authority to Gain Cooperation, Not Just Compliance
-The Secret of a Well-Structured Argument
-From Changing Minds to Changing Organizations
-The Process for Selling Your Ideas
-How to Master Organizational Politics Without Going Over to the “Dark Side”

Who Attends This Program
Persuasion and influence inside organizations are core skills for everyone who has to get things done in a complex work environment. These include managers at every level, as well as people who work for government, international agencies, and nonprofit groups. One can never be too skilled at influencing others so that the right things get done more often and more efficiently.

To extend the impact of Strategic Persuasion, we encourage companies to send cross-functional teams of executives to Wharton.

All candidates must be able to understand written and spoken English and participate actively in intensive discussions and teamwork in English. A pre-program English tutorial is available upon request from the University of Pennsylvania's English Language Programs (ELPs).


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