12/05/2022
Impactful proposals, Why? It’s not always based on the strength of the proposal but often on how it’s delivered. No one method works for convincing listeners. Instead, behavior outcomes can be due to the decision-making style of each listener. Gary A. William and Robert B. Miller conducted a two-year research study looking at the behavior characteristics of over 1,600 executives. This study discovered five distinct decision-making styles; Charismatic, Thinker, Skeptic, Follower, and Controller. The majority of proposals today convince only two of the five decision-making styles, representing only 28% of all executives. Although there are many external causes to decision-making, understanding a person’s decision-making style can significantly guide decision-making in your favor.