Conquering a Culture of Indecision

by Ram Charan

DOES THIS SOUND FAMILIAR? You’re sitting in the quarterly business review as a colleague plows through a two-inch-thick proposal for a big investment in a new product. When he finishes, the room falls quiet. People look left, right, or down, waiting for someone else to open the discussion. No one wants to comment—at least not until the boss shows which way he’s leaning.

Finally, the CEO breaks the loud silence. He asks a few mildly skeptical questions to show he’s done his due diligence. But it’s clear that he has made up his mind to back the project. Before long, the other meeting attendees are chiming in dutifully, careful to keep their comments positive. Judging from the remarks, it appears ...

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