Leadership Decision-Making: Tell—Sell—Consult—Join
Here are four major decision-making approaches leaders use, and when each is most effective. Tell (Inform) • • Description • Use orders to give assignments One-way communications predominate Leader doesn’t want feedback Use in true, time-critical emergencies Use in training for safety and integrity of valuable equipment, materials, and supplies Group needs direction for safety and/or training Group expects this style of direction • • • Sell (Persuade) Must be used in honest and forthright manner Necessity of using this style must be convincing Questions of the group must be answered Use to implement policy or instructions from higher organizational levels Use in mediation situations to get people to accept a compromise Group goals are at variance with those of the leader Group goals are at variance with those of the organization • • • • • Consult (Request feedback) Leader asks for and receives input from the group Atmosphere is one of trust, honesty, and open communications Leader demonstrates to staff that their input is valued Enough time must be available for this group to become involved Problem must be large and complex enough to require the attention of the group Group must have the necessary knowledge and experience Group must trust the leader and feel they will be treated fairly and honestly Leader must have excellent ability to discuss problems with the group Leader must have high level of confidence in the group • • • Join (Group decision) Problem must be well-defined Decision boundaries must be clear Leader must be willing to accept group decision Enough time must be available for the decision to be made Decision limits need to be clearly defined

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Group must feel they can handle the problem Group must be mature and