Welcome to the Wharton Club of New Jersey - Wharton Professor Dr. G. Richard Shell speaking on The Art of Woo



Wharton Professor Dr. G. Richard Shell speaking on The Art of Woo

G. Richard Shell - Thomas Gerrity Professor of Legal Studies, Business Ethics, and Management at the Wharton School
This is a joint event with the Penn Club of Metro NJ.

Forget The Art of War—you can achieve more with The Art of Woo.

 “You can have brilliant ideas, but if you can’t get them across, your ideas won’t get you anywhere…” —Lee Iacocca

You may need Sun Tzu’s The Art of War to understand how to defeat your enemies.  But if you would prefer to win them over, you need to know the principles embodied in The Art of Woo.  The Wharton Club of New Jersey and The Penn Club of Metro New Jersey are pleased to invite you to a special joint meeting of our two organizations featuring G. Richard Shell, Thomas Gerrity Professor of Legal Studies, Business Ethics, and Management at the Wharton School.

This meeting is not to be missed, combining the engaging presentation skills of Professor Shell about the content of his ground-breaking new book with the chance to network with both WCNJ and Penn Metro members.   This meeting will help you find your strengths as a persuader as Professor Shell will acquaint you with six powerful channels of influence.  Each person brings a unique set of skills to their encounters with others – your “Woo I.Q.” derives from knowing these skills and using them at just the right time with just the right people.

When Napoleon was a young officer at the siege of Toulon, he established an artillery battery in an extremely exposed, dangerous location.  His superiors were doubtful.  They thought he would never find the men to man it.  But he did.  Instead of ordering or threatening his soldiers, Napoleon created a large placard and placed it next to the cannons.  The placard read: “The Battery of the Men Without Fear.”  The position was manned night and day.

That’s woo: the ability to win people over to your ideas without force or coercion, using relationship-based, emotionally intelligent persuasion. It’s the secret of success with colleagues, clients, and customers.

As directors of the Wharton School’s Strategic Persuasion Workshop, G. Richard Shell and his co-author Mario Moussa know what it takes to deal with difficult bosses and drive new initiatives through complex organizations.  They have advised thousands of executives and nonprofit managers facing challenges like these.  They have studied the lives of the greatest persuaders in history – from Abraham Lincoln, John D. Rockefeller, Jr. and Andrew Carnegie to Andy Grove, Sam Walton, and Bono – to learn their best practices.  And they have combed through hundreds of research studies on effective communication to find what scientists have to say about influencing others.  The result is a simple, four-step process they call Woo -- a systematic, repeatable strategy for putting your ideas across.

The Art of Woo shows you how Charles Lindbergh took himself – in less than a year – from being an unknown mail pilot to gaining fame and fortune as the first man to fly nonstop across the Atlantic.  It explains how Nelson Mandela used Woo to win over the guards at his brutal prison, and reinvented a nation.  And it demonstrates how business leaders from all walks of life use Woo every day to achieve their goals.


Date: February 27, 2008. The evening's agenda will include:

* 6:00 – 7:00 Networking/Food and Drink
* 7:00 – 8:30 Presentation by Professor Richard Shell and Q&A
* 8:30 – 9:00 Dessert, Book Signing and additional Networking


* Regular Registration (February 14th – 26th) – Members - $75, Members’ guests - $85, Non-members - $95

* Event Day/Walk-in Registration (February 27th) – Members - $95, Members’ guests - $105, Non-members - $115

Price includes beer, wine, soft drinks and light (but plentiful) food.



*For this event, WCNJ and Penn Club of Metro NJ members can register guests while registering themselves -or- guests can self-register by going to guest self pay and including the name and e-mail address of their host in the comment section. 

The Grand Summit Hotel
570 Springfield Avenue
Summit, NJ 07901
Directions: http://www.grandsummit.com/directions.htm


About Our Speaker

G. Richard Shell is the Thomas Gerrity Professor of Legal Studies, Business Ethics, and Management at the Wharton School of the University of Pennsylvania, where he has taught since 1986.  He is the Academic Director for two Wharton executive education programs: The Executive Negotiation Workshop and the Strategic Persuasion Workshop.  He is also the author of three books: The Art of Woo: Using Strategic Persuasion to Sell Your Ideas (Portfolio/Penguin 2007), Bargaining for Advantage: Negotiation Strategies for Reasonable People (2nd Edition, Penguin 2006), and a work on competitive strategy and law entitled Make the Rules or Your Rivals Will (Crown Business 2004).

Professor Shell is an internationally recognized expert in negotiations, persuasion, and strategy, as well as an award-winning teacher.  He has lectured to some of the world's most influential corporate, nonprofit and political leaders at venues such as the World Economic Forum in Davos, Switzerland and the World Negotiation Forum in New York City.  Wharton students have honored Professor Shell with numerous teaching prizes, and his professional peers have recognized his scholarly contributions to the dispute resolution field by giving his work some of their top awards.  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.

As a consultant, Professor Shell has worked for over 100 business firms and nonprofit organizations. His clients include: General Electric, Johnson & Johnson, Citibank, Merck & Company, Hewlett-Packard, Enterprise Rent-a-Car, Christie’s, the Pew Charitable Trusts, American Association of Medical Colleges, the Teamsters, and the United Food and Commercial Workers International.  He has also worked closely with the Federal Bureau of Investigation’s crisis negotiations unit and its hostage negotiation training program.

As a scholar, Professor Shell has published widely on the subjects of negotiation, dispute resolution, and strategy in leading business and legal journals.  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.  Bargaining for Advantage won the CPR Institute for Dispute Resolution's 1999 Book Award for Excellence and has been translated into twelve foreign languages.  Make the Rules or Your Rivals Will is available in English, Russian, and Chinese.  The Art of Woo is slated to appear in Korea, the United Kingdom, and Brazil in 2007.


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