Why Guiding (not directing) Decision Makers Improves Communication

Technical professionals should focus on guiding communication, not directing it.

One of the most effective ways to guide decision makers is to let them reach their own conclusions rather than dictating a decision. You’ll find this approach enhances the retention of your presentation and minimizes resistance to using it.

Make the Decision Personal

When decision-makers reach their own conclusions, a decision becomes personal when someone feels like they have to make it. People act on a decision they feel they arrived at independently rather than one imposed on them.

This sense of ownership fosters stronger commitment and long-term buy-in. Without excessive persuasion, a well-structured presentation of information draws decision makers into the analysis, making the insights more memorable and meaningful.

Avoid Direct Instruction

Avoiding direct instruction also helps sidestep resistance. No one likes to feel forced, particularly in high-stakes environments. When we tell someone how to decide, their instinct may be to push back, even if the facts align with their interests.

Allowing decision makers to work through the information and arrive at a logical conclusion diffuses tension and increases receptiveness. This is particularly critical in politically sensitive or complex discussions, When the stakes are high, an overt push in one direction usually triggers conflict.

Minimize Noise

The more you say, the more noise you are likely to create. Over-explaining or personal interpretations dilute key messages. Simple, clear, and well-organized information allows the decision maker to process insights on their terms.

When something is obvious, it does not require embellishment.

Guide Communication with Decision Makers

Less is more. We create more effective communication when we guide decision makers rather than instruct them. As trusted advisors, our role is to present information effectively, not to make decisions for others.

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The elements of the FINESSE fishbone diagram® are Frame, Illustrate, Noise reduction, Empathy, Structure, Synergy, and Ethics. Visit our Tackle Shop for communication and facilitation resources.