Making Wise Decisions

(or ... Turn off the Projector and Think)

It's a poor craftsman who blames his tools.   ~Proverb

This takes only about 2 minutes to read.

When is it wise to make a decision based solely on a presentation?

What Decision Making Process Should be Used in Other Cases?

In all other cases, a well-designed decision making process should be used.  David A Garvin and Michael A. Roberto published an insightful article in the Harvard Business Review (September 2001).  They assert that "Most leaders get decision making all wrong" by using an advocacy approach rather than an inquiry approach. 

In an advocacy process, the decision is treated as a contest with winners and losers.  Participants strive to persuade others and discourage or dismiss minority views.  In an inquiry process, participants are critical thinkers rather than advocates.  The process is explicitly designed to generate multiple alternatives, foster the exchange of ideas and produce a well-tested solution.  Those involved present balanced arguments, remain open to alternatives and accept constructive criticism. 

Our culture is saturated with the advocacy model.  In our court system, lawyers from opposing sides advocate for their clients.  They cast the evidence, the relevant law and their client in the best possible light.  Politicians also frame their arguments as US against THEM.  In an attempt to provide balance (or hype controversy), journalists cover scientific issues by interviewing scientific experts with opposing opinions, no matter how extremist their views.  These dueling scientists cherry-pick the data to advocate for their favorite interpretations of reality.  Within companies, rival research teams or business divisions vie for funding and management approval.

Garvin and Roberto find that better decisions arise from inquiry.  Inquiry is a process for really deciding: generating options, analyzing outcomes and testing them against agreed-upon objectives.  Of course, taken to an extreme, inquiry can degenerate into paralysis by analysis.

Turn off the projector and think

As it is typically used, PowerPoint is a tool for advocacy.  I believe that PowerPoint can be used well in an inquiry process.  It is an effective means of introducing and sharing ideas.  Once the ideas are on the table, good decision making requires that you identify and consider feasible alternatives, then weigh them against the goals of the organization.  In short, good decision making requires that you turn off the projector and think. 

Learn about Angela's Presentation 
Skills Training for Civil Engineers
May 1 & 2, Colorado Springs, CO