Three Stages

The Decision Pattern has three stages each describing a mental attitude toward the decision-making process.

The three stages are called :-

  • Attention
  • Intention
  • Commitment

Attention - covers the whole process of discovery – to find out, probe, classify, get the facts, broaden the scope of activity, generate alternatives, and to look at the problem or situation from different angles.

Intention - comprises the process of getting to grips with the issue and getting it right – building resolve – creating a strong case, evaluating and weighing up issues, taking a stand and being realistic.

Commitment - is the process of wanting to set the stage for action, to move forward, to move on, get it done, precipitate the action, seize the moment, establish the goal, the steps towards an objective, and to keep a running check on the progress being made.

INSIGHT: The Impact of Decision Stages#

Take just about any matter which is currently under discussion within your own team or group and you will probably find that where there is disagreement - it is likely to be about how the matter is being, or should be, approached.

For example:-

  • The Attention oriented manager wants to survey the matter, analyse it, get more information and make a thorough consideration of alternatives.
  • The Intention oriented manager instinctively feels that there are really only one or two issues and problems that need to be faced up to and dealt with.
  • Whilst the Commitment oriented manager wants to take whatever is currently ongoing and whatever has any kind of prospect of success and get on with it, fine tuning and adjusting as s/he goes.

There is - of course - nothing inherently wrong with any of these approaches provided they can each be balanced up by input from others. But things can go very wrong, and frequently do, when decisions are taken which are out of balance - with the greater emphasis at one Decision Stage or another.

tip

Managers think they are arguing about the content of the decision rather than realising they are arguing about the process by which the decision is being made. As you become familiar with the Decision Model you can apply advanced Decision Analysis Techniques to address this issue

Undoubtedly, encouraging a natural ‘intuitive’ style creates the best decision makers.

A Valuable Lesson – Start Points of Decision Making#

INSIGHT: A further most interesting discovery is that whilst it would seem logical when faced with an issue to begin at the Attention Stage and work through Intention to Commitment, most people in fact “start” their process in the Stage that is their most dominant, where their unconscious motivation is strongest.

They may then work through their less dominant Stages or by-pass them altogether. For some it will be iterative, working through their dominant Stages more than once, as with the person with a high percentage of Probing who is likely to refine question after question.