Winning Decisions: Getting It Right the First Time

Winning Decisions: Getting It Right the First Time

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by Paul J.H. Schoemaker, J. Edward Russo, Paul J. Schoemaker, Paul J.H. Schoemaker
     
 

Business revolves around making decisions, often risky decisions, usually with incomplete information and too often in less time than we need. Executives at every level, in every industry, are confronted with information overload, less leeway for mistakes, and a business environment that changes rapidly. In light of this increased pressure and volatility, the

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Overview

Business revolves around making decisions, often risky decisions, usually with incomplete information and too often in less time than we need. Executives at every level, in every industry, are confronted with information overload, less leeway for mistakes, and a business environment that changes rapidly. In light of this increased pressure and volatility, the old-fashioned ways of making decisions–depending on intuition, common sense, and specialized expertise–are simply no longer sufficient. Distilling over thirty years of groundbreaking research, Winning Decisions, written by two seasoned business advisers and world leaders in behavioral decision studies, is a comprehensive, one-of-a-kind guide to the proven methods of making critical business decisions confidently, quickly–and correctly.
Decision-making is a business skill which managers often take for granted in themselves and others–but it's not as easy as some might think. The authors, whose expertise has been sought out by over a hundred companies, including Arthur Andersen, Hewlett-Packard, IBM, and Unilever, contend that decision-making, like any other skill, must be developed and honed if it is to be used effectively. Winning Decisions offers step-by-step analyses of how people typically make decisions, and provides invaluable advice on how to improve your chances of getting your next big decision right the first time. The book is packed with worksheets, tools, questionnaires, case studies, and anecdotes analyzing major decisions made by organizations like British Airways, NASA, Shell Oil, and Pepsi. Some of the proven, straightforward techniques covered in Winning Decisions include how to:

Reframe issues to ensure that the real problem is being addressedImprove the quality and quantity of your options
Convert expert yet conflicting opinions into useful insights
Make diversity of views and conflict work to your advantage
Foster efficient and effective group decision-making
Learn from past decisions—your own and those of others

With Winning Decisions, managers and other professionals now have access to a proven set of skills and strategies they need for making the right decision, right away.

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Product Details

ISBN-13:
9780385502252
Publisher:
The Doubleday Religious Publishing Group
Publication date:
12/28/2001
Edition description:
1ST
Pages:
352
Sales rank:
153,089
Product dimensions:
6.36(w) x 9.53(h) x 1.15(d)

Table of Contents

Acknowledgments
Introduction: Decision-Making in the Real World
Ch. 1Setting the Course1
Phase IDecision-Framing17
Ch. 2The Power of Frames19
Ch. 3Creating Winning Frames39
Interlude A: Improving Your Options60
Phase IIGathering Intelligence73
Ch. 4Avoiding Distortion and Bias75
Ch. 5Intelligence in the Face of Uncertainty101
Interlude B: Technologies for Aiding Decisions125
Phase IIIComing to Conclusions131
Ch. 6Choosing: A Pyramid of Approaches133
Ch. 7Managing Group Decisions159
Interlude C: Implementing Your Chosen Option187
Phase IVLearning from Experience195
Ch. 8The Personal Challenges of Learning197
Ch. 9Learning in Organizations217
Ch. 10Bringing It All Home: The Decisions of RealHome.com239
Epilogue: Learning into Action263
App. ADecision Audits267
App. BOrganizational Challenges in Decision-Making271
Notes275
Index321

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