Chapter 9
Gearing Your Approach to Different Decision-Making Styles
In This Chapter
Determining someone’s decision-making style
Adapting your arguments to match your listener
Focusing on your delivery
Working out your words
Working with a mixed group of decision-making styles
Simply put: people are different, particularly in the ways in which they make decisions.
Some people have strong aversions to risk, while others can’t get enough. You meet individuals who are suspicious of any data that doesn’t match their pictures of the world, whereas others just rely on their instincts. Some base their decisions on what worked in the past, whereas others focus on facts and analysis, afraid to make independent decisions.
If you apply a one-size-fits-all approach as you attempt to influence others, you’re in for a rough ride and, most likely, failure. Instead, you can craft an approach tailored to how the person you want to persuade makes his decisions.
In this chapter I describe the subtle ...
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