Decision_Making - Nilesh Desai

8/3/2019 Decision_Making - Nilesh Desai

1/25

11

Effective Decision MakingEffective Decision Making-- 28 Sep. 201028 Sep. 2010

-- ( GOA )( GOA )


2/25

22

Ralph Waldo Emerson

Once you make a decision, the universe conspires to make it happen.

Theodore Hesburgh

Don't make decisions because they are cheap;make them because they're right.

Aesop

Please all, and you will please none.

Napoleon Bonaparte

Nothing is more difficult, and therefore more precious, than to be able to decide.


3/25

Lets take a pause to think what kind of decision we couldLets take a pause to think what kind of decision we couldmake.make.

..

..

..

33


4/25

Most people might choose to divert the course of the train, andMost people might choose to divert the course of the train, andsacrifice only one child. To save most of the children at the expense ofsacrifice only one child. To save most of the children at the expense ofonly one child was rational decision most people would make, morallyonly one child was rational decision most people would make, morally

and emotionally. But, have you ever thought that the child choosing toand emotionally. But, have you ever thought that the child choosing toplay on the disused track had in fact made the right decision to play atplay on the disused track had in fact made the right decision to play ata safe place?a safe place?

44


5/25

While we are all aware that life is full of tough decisionsWhile we are all aware that life is full of tough decisionsthat need to be made, we may not realize that hastythat need to be made, we may not realize that hastydecisions may not always be the right one.decisions may not always be the right one.

Remember that whats right isnt always popular andRemember that whats right isnt always popular and

whats popular isnt always right.whats popular isnt always right.

Everybody makes mistakes; thats whyEverybody makes mistakes; thats whythey put erasers on pencilsthey put erasers on pencils

55


6/25

66

Decision making is a key role for any manager or leader.

Surprisingly many people struggle when it comes to taking

decisions. This might be due to:

o Fear of failure

oLack of a structured approach

o Procrastinating i.e. delaying

o Lack of clarity

Whatever the barriers, there are 6 steps that you can follow whentaking any decision.


7/25

77

What leads to poor decision making?Uncertainty - Many facts may not be known.

Complexity - You have to consider many interrelatedfactors.

High-risk consequences - The impact of the decision may be significant.

Alternatives - Each has its own set of uncertainties and consequences.

Interpersonal issues - It can be difficult to predict how other people willreact.


8/25

1. Problem Definition1. Problem Definition

Before you can start to take any decisions,Before you can start to take any decisions,

you need to be absolutely clear the problemyou need to be absolutely clear the problem

you are trying to reach a decision on.you are trying to reach a decision on.

DEFINE THE PROBLEMDEFINE THE PROBLEM

88


9/25

99

-Establish the objective - Define what you want toachieve.

-Agree on the process - Know how the final decision willbe made, including whether it will be an individual or ateam-based decision.

-Involve the right people

-Use creativity tools from the start

-Make sure you're asking the right question

-Find out root cause problem with why n So What


10/25

WHY TrickWHY Trick

Why is our client, TULIP , unhappy?Why is our client, TULIP , unhappy?

Because we did not deliver UPS on time.Because we did not deliver UPS on time.

Why we could not deliver on time ?Why we could not deliver on time ?

The material was not in stock.The material was not in stock.

Why it was not in stock?Why it was not in stock?

Because Purchase dept. did not procure it .Because Purchase dept. did not procure it .

Why purchase did not procure it ?Why purchase did not procure it ?

Because we did not tell them or forecasted the same..Because we did not tell them or forecasted the same..

Why didn't you forecast , if you were to get the order?Why didn't you forecast , if you were to get the order?

Because no one asked me and I was not sure of this order.Because no one asked me and I was not sure of this order.

1010


11/25

'So what?'So what?

Your Target for the month is 50Your Target for the month is 50 LacsLacs

But Sir, this is October month & purchases are slow.But Sir, this is October month & purchases are slow.So What?So What?

So we will have less closing as compare to other monthsSo we will have less closing as compare to other monthsSo What?So What?

So we will have to generate more leadsSo we will have to generate more leadsSo What?So What?

but we do not have telesales for same.but we do not have telesales for same.

So What?So What?

So we will have to make more cold calls orSo we will have to make more cold calls or teletele calls which will leave uscalls which will leave us

less time to work on closing cases.less time to work on closing cases.

While it would be possible to reach this conclusion without the use of aWhile it would be possible to reach this conclusion without the use of a

formal technique, Appreciation provides aformal technique, Appreciation provides a frameworkframework within which youwithin which youcan extract information quickly, effectively and reliably.can extract information quickly, effectively and reliably.

Key points:Key points:Asking 'so what?' repeatedly helps you to extract all important informationAsking 'so what?' repeatedly helps you to extract all important informationimplied by a fact.implied by a fact.

1111


12/25

Being aware of

our different

priorities


13/25

If you are going to work well with others, you need to beable to articulate your own goals and priorities too.

Imagine filling up a large vase with water -

Then fill it with some sandsand - Then with some Pebbel -

Then, lastly, a few big rocksrocks

By this time, mostof the water willbe on the floor.

And your time willbe wasted


14/25

Now take the empty vase and first

put in your few large rocks,

then the Pebble,

then the sand,sand,

then the water.....it can all fit in quite nicely. -- try it!

The rocks are what inspire you and make you feel

good. They are the important things that feed your'fire within.

Life creates lots ofpebble and sandsand that you also

need to deal with, sometimes urgently.


15/25

Have you identified your REAL priorities?

Have you explored the urgent and/or important matrix?

'Life is what happens while you are busy making other plans' - John Lennon


16/25

QUADRANT 1Urgent and important

Office, financial and project

deadlines

Urgent meetings, crises

Closing major orders

Outstanding collections

Pebbles

QUADRANT 2

Important but not urgent

Honoring your deepest sense of life purposeCreating and nourishing relationships

Collecting timeless knowledge

Enjoying true re-creation with hobbies

Planning, preparation , prevention

ROCKS

QUADRANT 3

Urgent but not important

Continuous small interruptions,

some meetings, friends passing by,

dealing with queues, delays, mis-

timings, others not getting their

work done on time.

SandSand

QUADRANT 4

Not important and not urgent

Trivia, computer games, unproductive activity,fairly aimless web surfing, time wasters.

waterwater


17/25

QUADRANT 1Urgent and important

Pebbles60 %

QUADRANT 2Important but not

urgent

ROCKS

25 %

QUADRANT 3

Urgent but not important

SandSand

10 %10 %

QUADRANT 4

Not important and not urgent

WaterWater

5%

IDEAL TIME SPENT PATTERN


18/25

1818

3. Explore different options /

perspectivesOptions / Perspectives are simply different lenses through whichyou look at the problem.

For the same you can do following things

-Unbiased Group discussion with right people with constructivefeedback.

-Past Experience

-Brainstorming

-Reverse brainstorming


19/25

1919

Brain storming

How to make customer HAPPY ???

2 Hrs. Breakdown time.

Mobile Van Support

Stand by facility

Special prices & discounts


20/25

2020

Reverse Brain storming

How to make customer UNHAPPY ???

Do not pickup customer call.

Ask front desk to talk rudely

Do not pass customers message

Give wrong technical information

Never meet decision maker

Ask fresher to meet customer

Do not support in crisis

Charge customer higher than standard


21/25

4.Get clear on your ideal outcome

4.Get clear on your ideal outcome

When you are faced with a big decision, it isWhen you are faced with a big decision, it is

easy to get lost in the detail andeasy to get lost in the detail and

circumstances.circumstances.

2121


22/25

5. Weigh up pros and cons5. Weigh up pros and cons

Another way of looking at a decision is to consider theAnother way of looking at a decision is to consider the

advantages and disadvantages of each of the optionsadvantages and disadvantages of each of the options

open to you. Simply listing the advantages andopen to you. Simply listing the advantages and

disadvantages of each option is a powerful way ofdisadvantages of each option is a powerful way of

moving forward on decisions.moving forward on decisions.

2222


23/25

6. Choose , Decide and act6. Choose , Decide and act

Once you have gone through the previous 5 steps,Once you have gone through the previous 5 steps,

commit to a choice or course of action and start to makecommit to a choice or course of action and start to make

it happen.it happen.

To avoid procrastination, give yourselfTo avoid procrastination, give yourself

permission to be okay with any failings that might arise.permission to be okay with any failings that might arise.

ACT NOWACT NOW


24/25

2424


25/25

2525

THANKSTHANKSnn

All the Best All the Best

Documents

Decision_Making - Nilesh Desai