Decisiveness is the willingness to make difficult decisions in a timely manner.

An employee demonstrating this competency:

• Is willing to make decisions in difficult or ambiguous situations, when time is critical
• Takes charge of a group when it is necessary to facilitate change, overcome an impasse, face issues, or ensure that decisions are made
• Makes tough decisions (e.g., closing a facility, reducing staff, accepting or rejecting a high-stakes deal)

Leaders, especially those in senior management, need Decisiveness. They must be able to make high stakes decisions, such as whether to accept a multi-million dollar deal, restructure the organization, cancel a venture that is not going well, shut down a plant, or eliminate a large number of jobs. Decisiveness does not mean making decisions impulsively or intuitively; it does mean willingness to step up to a decision when a decision is needed.

One of the best ways to learn this competency is to be thrust into a situation where time-critical decisions are required, and you must make the best decisions you can, under pressure. It may also help to work closely with a leader who demonstrates Decisiveness, to see first hand how this person makes decisions. Another approach is to reflect on your own behavior. Think of situations in which you needed to make a decision. What did you do? Did you act decisively? Would you handle this situation the same way today? What would you do differently?

Volunteer for assignments in which you will be responsible for making decisions. Practice using a simple analytical process in making decisions: Answer these questions: What are the criteria that should be considered in making this decision? What are the alternatives? For each alternative: What are the positive results if things go well? Can you quantify the benefits of a positive outcome? What are the possible risks? What could go wrong? Can you quantify the costs of a negative outcome? What is the probability of a positive outcome? Look for opportunities to take charge of a group to overcome an impasse, ensure that the group faces a issue, or change the direction in which the group is moving.

Ask someone to observe you over a one-month period and give you feedback regarding decisiveness. Ask this person to point out when you are demonstrating Decisiveness effectively, when you are making decisions too hastily, and when you need to be more decisive.

If you have the opportunity to work closely with a decisive leader, observe this person’s decision making behavior. How does this person make decisions? Interview a leader who is strong in Decisiveness. Ask the person to talk about several situations in which he/she had to make a decision. Ask the person to walk you through each situation. Find out what the person did, said, and thought, in the process of making each decision. Reflect on what you have heard. What behaviors could you benefit from by adopting?

If you are coaching someone who is trying to develop the compentency, you can: Give the person ongoing, constructive feedback about behavior in decision making situations. Empower this person to make decisions in his/her area of work. Provide assignments that involve decision making. Be supportive when a decision does not work out. Decisive people do not always make decisions that work out as planned. Rather than criticize the employee, debrief the situation with the employee to help identify what can be learned from it.

By December 1, I will interview Mary Byrne to learn how she makes decisions. At the next meeting of the Production Team, I will intervene quickly if the group starts to go off track. Afterwards, I will ask two team members for feedback on my behavior. On March 1 I will review the proposals from different vendors and make a decision on that day. Within one week I will confront Deborah about her performance problem and begin implementing the disciplinary process.

BOOKS AND PUBLICATIONS

The Art of Decision Making: How We Move from Indecision to Smart Choices, by Joseph Bikart. Audiobook, 2019.

12 Steps to Robust Decisions: Building Consensus in Product Development and Business, by David Ullman. Victoria, BC, Canada: Trafford Publishing, 2001.

Blink: The Power of Thinking Without Thinking, by Malcolm Gladwell. New York, NY: Back Bay Books, 2005.

Decisions, Decisions: The Art of Effective Decision Making, by David A. Welch. Amherst, NY: Prometheus Books, 2001.

Predictably Irrational: The Hidden Forces That Shape Our Decisions, by Dan Ariely. New York, NY: Harper Perennial, 2010.

Smart Choices: A Practical Guide to Making Better Decisions, by Hammond, Keeney, & Raiffa. 256 pages. Harvard Business Review Press, 2015.

The 90% Solution: A Consistent Approach to Optimal Business Decisions, by Thomas, P. McAuliffe. Bloomington, IN: AuthorHouse, 2005.

The Business Analyzer and Planner: The Unique Process for Solving Problems, Finding Opportunities, and Making Better Decisions Every Day, by Michael S. Zambruski. New York, NY: AMACOM, 2000.

The Leader of the Future 2: Visions, Strategies, and Practices for the New Era, by Frances Hesselbein & Marshall Goldsmith. San Francisco, CA: Jossey-Bass, 2006.

The Problem Solving Journey: Your Guide for Making Decisions and Getting Results, by Christopher W. Hoenig. New York, NY: Perseus Publishing, 2000.

Thinking, Fast and Slow, by Daniel Kahneman. 499 pages. FSG Adult, 2013.

Thinking Like an Entrepreneur: How to Make Intelligent Business Decisions That Will Lead to Success in Building & Growing Your Own Company, by Peter I. Hupalo. West St. Paul, MN: HCM Publishing, 2004.

Winning Decisions: Getting It Right the First Time, by J. Edward Russo & Paul J. H. Schoemaker. New York, NY: Doubleday, 2001.

WORKSHOPS & COURSES - PUBLIC, ONSITE, ONLINE

Educations Media Group (EMG). 10+ courses. findcourses.com
https://www.findcourses.com/search/trainings?q=decision%20making

EdX. University courses, programs, degrees.
https://www.edx.org/search?q=decision%20making

LinkedIn Learning. 20+ online courses.
https://www.linkedin.com/learning/topics/decision-making

Changing the Game: Negotiation and Competitive Decision Making. Five days. Harvard Business School Executive Education. Tel. 800 427-5577.
https://www.exed.hbs.edu/changing-game-negotiation-competitive-decision-making/

Analytical Thinking, Problem Solving and Decision Making. Two days classroom & online. American Management Association. Tel. 877 566-9441.
https://www.amanet.org/analytical-thinking-problem-solving-and-decision-making/

Managing Chaos: Tools to Set Priorities and Make Decisions Under Pressure. Two days. American Management Association. Tel. 877 566-9441.
https://www.amanet.org/managing-chaos-tools-to-set-priorities-and-make-decisions-under-pressure/

Problem Solving & Decision Making. 3-4 days public, onsite, online. Kepner Tregoe. Tel. 800-537-6378.
https://www.kepner-tregoe.com/training-workshops/our-workshops/problem-solving-decision-making/

Problem-solving and Decision-making Strategies. 4 hours on-demand video. Udemy.
https://www.udemy.com/course/problem-solving-and-decision-making/

ADDITIONAL RESOURCES
See Appendix