THE DECISION MAKING PROCESS
by Andrea Martone
Definition
The decision making process is the
individuation of the alternative
solutions to achieve the right solution
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Models of decision
Rational
Normative-heuristic
Garbage can
Unconscious – intuitive
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Rational model
Pareto
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Rational model
According to this model the decisionmakers are completely objective and have
all the information
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Logic sequence
The real situation
and the wished one don’t match
PROBLEM
IDENTIFICATION
ALTERNATIVE
SOLUTION
RESEARCH
Find and evaluate
the different possibilities
in terms of costs, risks and benefits
SOLUTION
CHOICE
CHOICE
IMPLEMENTATION
Choose the best solution
Create the condition
to a real realization
of the decisions
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Essential requirements
The problem is clear and not ambiguous
A single well-defined goal can be identified
All the alternatives are known (and the consequences)
The preferences and the needs are clear, recognized and immutable
Time and sources are numerous and acceptable
The decision will be implemented with everyone’s support
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Heuristic-normative model
Simon
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Heuristic-normative model
Bounded rationality
Satisficing
Heuristics
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Limitated rationality
The amount od information that the decider can
elaborate is limitated
Aiming to a manageable amount of information
(suboptimal).
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Satisficing
Adoption of a satisfying alternative
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Euristic presence
Empiric rules or short-ways used to
riduced the needs of infamation
elaboration
Avaliability
Heuristic
Representativeness
Heuristic
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Euristic … some experiments
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Garbage can model
M. Cohen
G. March
J.P. Olsen
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From problems in
search of solutions
To solutions in
search for problems
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Garbage Can Model
The model is formed by 4 elements
Solutions (different from the problems)
Problems to solve
Choice among the solutions
Partecipants in process and their priorities
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Unconscious – intuitive model
Dijksterhuis
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Unconscious – intuitive model
There are some decisions the you make
without thinking
In the more complex decisions, instinctivity is
more succeded
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Decision making…a case of literature
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Type of decision model
INDIVIDUAL
DECISIONAL STYLES
GROUP
INVOLVEMENT,
PARTECIPATION and
DECISION
TECNIQUES
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Tha valutation of the group process
Dissense
Partecipation
Satisfaction
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Some points on the decision making
The dissent must be encouraged
because the comparison must be true;
The decisions are only a little part of the
final result;
The decision making has a strong
characterization of creativity
The quality of the decision must be
tested in the long period
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Some points on the decision making
The main mis-understanding on the
decision making is about that it is
considered as an individual process
The key-point is precising that the decisor
not always have all information to make
the best possible decision
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The more common tactic errors
Persuasion: using the expert’s opinion to
convince your co-workers on a already-made
decision
The abuse of persuasion modify the perception
of the actions until the manipulation
Order: guidelines that announce decisions
regarding something on which the co-workers
haven’t been consulted
The abuse of orders weaken the social credit
acquired through positive and proper behaviors
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Factors that influence the decisions
The decisions are affected by the individual
features
The group members make sometimes decisions
that couldn’t make individually
The group discussions tend to encourage the
individuals to take extreme positions;
The problem of much cohesive group is, instead,
determined by the fact that they focus on the
research of consensus, rather that on the
identification of the better decision
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Factors that influence the decisions
The group thought can be avoided if:

The member have been encourage to show dissent;

During each meeting, somebody play the role of the devil
lawyer;

There’s the effort to understand the others’ points of view;

Experts are invited;

There’s add time to express the last doubts.
Other solutions can be:

Working simultaneously on the positive image of the group
and on the research better performances;

Drawing procedures to encourage the members to develop
discussions and alternative hypothesis.
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Factors that influence the decisions
The negative feedback not always represent a
deterrent for individual and groups that support
bad decisions;
The escalation of commitment, indeed, is the
process finalized to the investment of further
sources on the same bad decisions;
In these cases, the solution is located in the
ability of developing an objective analysis taking
the distance from those elements that previously
have lead to take that kind of solution.
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