O'Reilly logo

Handbook of Decision Analysis by Eric R. Johnson, PhD, Steven N. Tani, PhD,, Terry Bresnick, MBA, Gregory S. Parnell, PhD

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

CHAPTER THIRTEEN

Communicating with Decision Makers and Stakeholders

GREGORY S. PARNELL and TERRY A. BRESNICK

I know that you believe you understand what you think I said, but I am not sure you realize that what you heard is not what I meant.

—Author Unknown

The most important thing in communication is to hear what isn’t being said.

—Peter Drucker

13.1 Introduction
13.2 Determining Communication Objectives
13.3 Communicating with Senior Leaders
13.4 Communicating Decision Analysis Results
13.4.1 Tell the Decision Maker the Key Insights and Not the Details
13.4.2 Communicating Quantitative Information
13.4.3 Determining and Telling the Story
13.4.4 Best Practices for Presenting Decision Analysis Results
13.4.5 Best Practices for Written Decision Analysis Results
13.5 Communicating Insights in the Illustrative Examples
13.5.1 Roughneck North America Strategy (by Eric R. Johnson)
13.5.2 Geneptin (by Sean Xinghua Hu)
13.5.3 Data Center Location (by Gregory S. Parnell)
13.6 Summary
Key Terms
References

13.1 Introduction

Decision analysis is a social-technical process. The art of communication is one of the most important soft skills of the decision analyst. Our opening quotes emphasize the three basic components of communications: the sender, the message, and the receiver. It is critical to understand that the best communication involves sending, receiving, and providing feedback to the sender that verifies the message is received. Figure 13.1 shows this basic communication diagram. ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required