The Dynamics of Decision-Making Styles - PDF Document

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  1. The Dynamics of Decision-Making Styles Decision Dynamics Europe 1

  2. Decision Styles What are they? ◼ They are not measures of I.Q. ◼ They are learned habits of thinking. ◼ They are influenced by culture & experience. ◼ There is no best style. ◼ Each style's effectiveness depends on the situation. 2

  3. Key elements of Decision Styles ◼ Information Use – Amount of Information used when solving problems - not just acceptance, but amount actually used. ◼ Solution Focus – Number of alternatives and varied courses of action generated when solving problems - many versus few. 3

  4. Information Use Maximiser High Cumulative Value of Information Satisfier Low High Amount of Information Used 4

  5. Solution Focus D A T A Uni-Focused D A T A Multi-Focused 5

  6. The Dynamic Decision Style Model Information Use Satisficer Tough Controls environment Persistent Maximiser Uni Focus Multi Open Adapts to environment Thinking oriented Analytical Action oriented Fast 6

  7. The Dynamic Decision Style Model Information Use Satisficer Tough Controls environment Persistent Candid Loyal Terse Efficient Bottom-Line Maximiser Decisive Uni Focus Multi Open Adapts to environment Thinking oriented Analytical Action oriented Fast 7

  8. The Dynamic Decision Style Model Information Use Satisficer Tough Controls environment Persistent Candid Loyal Terse Efficient Bottom-Line Maximiser Decisive Uni Focus Flexible Adaptable Intuitive Sociable Agreeable Varied Changeable Multi Open Adapts to environment Thinking oriented Analytical Action oriented Fast 8

  9. The Dynamic Decision Style Model Information Use Satisficer Tough Controls environment Persistent Loyal Terse Efficient Bottom-Line Maximiser Decisive Candid Hierarchic Serious Methodological Solid Values Quality Oriented Logical Visionary Uni Focus Flexible Adaptable Intuitive Sociable Agreeable Varied Changeable Multi Open Adapts to environment Thinking oriented Analytical Action oriented Fast 9

  10. The Dynamic Decision Style Model Information Use Satisficer Tough Controls environment Persistent Loyal Terse Efficient Bottom-Line Maximiser Decisive Candid Hierarchic Serious Methodological Solid Values Quality Oriented Logical Visionary Uni Focus Flexible Adaptable Intuitive Sociable Agreeable Varied Changeable Integrative Team Oriented Creative Exploratory Tolerant Diverse Interests Multi Open Adapts to environment Thinking oriented Analytical Action oriented Fast 10

  11. The Dynamic Decision Style Model Information Use Satisficer Tough Controls environment Persistent Loyal Terse Efficient Bottom-Line Maximiser Systemic Serious Contemplative Complex Global Thinker Decisive Candid Hierarchic Serious Methodological Solid Values Quality Oriented Logical Visionary Uni Focus Strategic, over-arching goals Flexible Adaptable Intuitive Sociable Agreeable Varied Changeable Integrative Team Oriented Creative Exploratory Tolerant Diverse Interests Process & methods Multi Multiple, prioritized solutions aimed at "Big Picture" Open Adapts to environment Thinking oriented Analytical Action oriented Fast 11

  12. Effects of Environmental Load on Primary and Secondary Styles Systemic Integrative Hierarchic High Maximizing Styles Amount of information processed Decisive Flexible Decisive Flexible Satisficing Styles Low High Environmental Load 12

  13. Two Faces of Decision Style Role Style Styles used when person wishes to create favorable impression or whenever person is self-aware of thinking about how she/he is behaving. Operating Style Styles used when person is focusing on a problem or decision and is not self-aware or thinking about how she/he is behaving. 13

  14. Strength & Weaknesses of Each Style Decisive Advantages Fast, Consistent, Reliable, Loyal, Orderly, Delegates, Productive, Persistent Disadvantages Rigid, Avoids change, Poor listener, Short-sighted, Resists new ideas, Little empathy for others Hierarchic Advantages Systemic Advantages Sees big picture,Thorough, Original, Sees subtle connections, Long-range perspective, Systematic, Organized, Knowledgeable, Handles complexity well, gets others to think Produces high quality, Thorough, Precise planner, Logical, Follows through, Accurate, Objective, Inspirational Disadvantages Cold, Over controlling, Resist others’ ideas, Argumentative, Rigid, Too much detail, Does not delegate, Narrow perspective Disadvantages Slow, Difficult to read, Vague, Distant, Infrequent communicator, Arrogant, Uncritical of self, Hoards information, Viewed as secretive Flexible Advantages Adapts easily, Fast, Likable, Entrepreneurial, Humorous, Agreeable, Good listener, Comfortable in fluid Disadvantages Short term perspective, Lacks clear plans, Inconsistent, Short attention span, Unreliable, Distracting humor Integrative Advantages Good listener, Creative, Empathic, Team player, Open, Tolerates diversity, Collaborative, Open to big picture Disadvantages Indecisive, Ambiguous communicator, Misses schedules & deadlines, Scattered, Slow 14

  15. Communicating with Different Styles Decisive Hierarchic Systemic Do your homework, Use their input, Show your reasoning, Use clear logic, Never “win the debate”, Expect to be corrected, Listen well, Don’t press for quick answers, Allow “mull over time”, Share the credit Involve early in problem solving, Stay in touch, Communicate often, Present lots of ideas & info, Stress the big picture, Emphasize multiple benefits, Allow ideas to be modified, Allow lots of “mull over time”, give lots of public credit Be Punctual, Minimize chit-chat, Get to the point, Be positive and confident, Make clear recommendations Stress bottom-line benefits, Avoid unnecessary detail, Answer questions directly Flexible Integrative Share info from varied sources, Solicit their ideas, Invite participation, Communicate hunches, Look at positives & negatives, Be willing to modify ideas, Avoid absolutes Keep things informal, Keep an open mind, Use humor, Be willing to shift topics, Stress options & choices, Don’t require lengthy commitment, Don’t overkill a topic 15