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Five Ways to Make Better Decisions The process of negotiating is often about weighing options and making decisions. But the decision-making process within negotiations almost always involves some kind of conflict or dissatisfaction. As a result, some people delay making decisions, and others put off the process entirely – which can put them at a disadvantage when they eventually come to the negotiation table. Use these tips to help you manage the decision-making process more effectively. Gather facts Before making a decision, take the time to dig out information that will help make your options clearer. Locate any information that can put real-world context around your decision. The goal is to be able to make decisions critically instead of emotionally. For example, having a clear idea of a product's features compared with those of competitive products lets you make the best decision for your needs. It also helps remove the chance that you will be swayed by less germane issues. Know your criteria To make an informed decision, you need to know what guidelines you'll use to judge the various alternatives. Take time early in the process to list the criteria you'll use to make your choice. Obviously, these criteria will vary greatly depending on the choices you're making. With these criteria in place, you'll be able to brainstorm additional options, and evaluate each of them in terms of their ramifications. Create a systematic process Complex decisions can be made more manageable if you use a formal process to assess the possible outcomes, risks and consequences. Many people utilize a "decision tree" – a diagram that lets you view the possible impact of various options. The decision tree schematic spells out the different outcomes, allowing you to have a clearer picture of the benefit you may (or may not) derive from the results. Another option: create a "decision matrix," with which you identify key elements of your decision-making process and assign a score to each element so that you can calculate which choice is optimal. Trust your intuition During the negotiation process, much of your decision-making will be based on rational thinking – using logic and analysis to achieve the right outcome. But there are times when expected outcomes involve some level of uncertainty; then, rational choice may become impractical. It may be necessary at some point to "trust your gut" and let your intuition take over. You need your intuition when you're faced with a decision that requires a rapid response, when there's little or no precedent for the decision, or when you have to deal with ambiguous or conflicting information. In addition, there are sometimes instances when an option you're considering just doesn't feel right – even when supporting information says otherwise. Based on your experience and insight, your intuition may lead you to the right choice. Know your barriers Watch out for roadblocks that keep you from making decisions or force you to delay them. For instance, many people feel they need to always make the "best" decision, and this can keep them from getting anything done. When this happens, it is important to remember that it is always possible to backtrack – if the choice you've made isn't working, you can choose a different route that will work. In other words, life is unpredictable and the future is always unknown – you can never be 100% sure of any decision. |
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