Harvard Business Review - 2013.11.pdf

72 LeadershipDont Be a Wi mpMake the Tough Calls An interview with Ram Charan102 ReinventionDi smantli ng the Sales Machi neBrent Adamson,Matthew Dixon,and Nicholas Toman125 Managing YourselfEmoti onal Agi li tySusan David and Christina Congleton NOVEMBER 201 3HOW TO MAKESMARTER DECISIONSPAGE 61ATTACK CRITICSIS IT RISK-FREE?YESNOMONEYTIMESTAFFBLAME THE BOSSSTALL FOR TIMEKICK IT OVER TO MARKETINGNO GOBLAME THE CUSTOMERSTUNE OUT CRITICISMASK FOR MORE.CALL IN SICKBET THE BUSINESSSTARTGO AHEADDO YOU NEED THE BOSSS SIGN-OFF?STILL NEED SIGN-OFF?SCARED?YESYESYESYESASK THE BOSSCHECK THE BUDGETNO GODONT TELL THE BOSSANALYZE REAL COSTSSTART ALL OVERPOLISH YOUR RSUMFORM A COMMITTEECONFUSE THE ISSUEBLUE SKYMAKE NICE WITH YOURCOWORKERSYESYESNONOMAKE IT SHORT-TERMMAKE IT LONG-TERMWILL YOU STILL BE THERE?It is our entire automotive philosophy set in motion.Again.2014 S550 shown in Iridium Silver metallic paint.May include optional equipment.No system,regardless of how advanced,can overcome the laws of physics or correct careless driving.Please always wear your seat belt.Introducing the 2014 S-Class.127 years ago,the founder of Mercedes-Benz challenged his employees to deliver“the best or nothing.”The 2014 S-Class is proof that his words still resonate to this day.Building on its own history of innovation,the groundbreaking new S-Class features dual 12.3 high-resolution screens,hot stone massage seating and an aromatic filtration system on the inside,while outside,a revolutionary MAGIC BODY CONTROL system uses cameras to scan the road for imperfections and instantly adjust the suspension for a superior ride.The 2014 S-Class is the flagship Mercedes-Benz that not only makes a statement,but answers a calling.T:15.75”2013 Mercedes-Benz USA,LLC For more information,call 1-800-FOR-MERCEDES,or visit MBUSA.com.JetSuite is still the only private jet charter operator to instantly provide and guarantee all-in quotes online.With JetSuite,you will knowto the pennywhat you are going to pay before youfl y.Generate your quote today at JetS,where you can also search the lowest cost airports in your desired region.Or sign our simple four-page SuiteKey Membership contractavailable onlinefor even lower rates on our fl eet of WiFi-equipped jets.JetSuite Edition CJ3s priced best East of the Mississippi;Phenom 100s priced best West of the Mississippi.JetS 866-779-77702013 JetSuite All Rights Reserved.All fl ights operated by JetSuite Air,FAA Air Carrier Certifi cate#9SUA667M.ARGUS PLATINUM RATEDREFRESHINGLY TRANSPARENT www.cartier.us-1-800-cartier2013 Cartierballon bleu de cartierFlying Tourbillon Second Time Zone 9456 mcTHe cAlibre 9456 mc oFFerS An eXcluSiVe comPlicATion:THe combinATion oF A Flying Tourbillon And An inSTAnTAneouS JumPing Second Time Zone diSPlAy.THe regulATor diSPlAy indicATeS minuTeS ViA A lArge cenTrAl HAnd And boTH THe reFerence Hour And locAl Hour ViA TWo oFF-cenTered counTerS,mAKing iT THe ideAl TrAVelerS WATcH.THe inSTAnTAneouS JumPing Second Time Zone diSPlAy iS PerFecTly SyncHroniZed THAnKS To A double reTrogrAde rAcK SySTem WHicH PreSerVeS THe conSiSTency oF THe TorQue TrAnSmiTTed To THe Flying Tourbillon regulATor.THe bAllon bleu de cArTierS eXPoSed WATcH-diAl enAbleS THe FiniSH oF THiS“Poinon de genVe”cerTiFied WATcH To be Fully Admired.18K WHiTe gold cASe,circulAr-grAined croWn SeT WiTH A SAPPHire cAbocHon,mecHAnicAl mAnuFAcTure WATcH WiTH mAnuAl Winding,cerTiFied WiTH THe“Poinon de genVe”,cArTier cAlibre 9456 mc (44 JeWelS,21,600 VibrATionS Per Hour,APProXimATely 50 Hour PoWer reSerVe),inSTAnTAneouS JumPing Second Time Zone,Flying Tourbillon WiTH c-SHAPed cArriAge indicATing THe SecondS.ContentsNovember 2013hbr.orghbr.org The new science of decision making.hbr.org/insights/decision-making62Deciding how to Decide Its impossible to eliminate risk from strategic decision making,but executives can significantly improve their chances of success by expanding their understanding of the decision support tools that work best in highly uncertain situations.Hugh Courtney,Dan Lovallo,and Carmina Clarke72You Cant be a WimpMake the Tough Calls A legendary adviser of CEOs explains how great executives master the challenges of a complex and continually changing environment.Ram Charan,interviewed by Melinda Merino80beyond the Echo Chamber What does it take to be a good decision maker?A new study shows that its exposure to diverse people and ideas.Alex“Sandy”Pentland88What Makes Strategic Decisions Different Most decision-making research focuses on one type of decision,and its not the type thats most challenging for managers.Phil RosenzweigSpOTlIghT On ThE ArT of DECiSion MAkingAbovE Matt Phillips Untitled,2012 Silica and pigment on canvas,20 x 24november 2013harvard Business Review9 Features November 201310294110HBR.oRg More from the IMFs Christine Lagarde.blogs.hbr.org/ideacastThe big ideaStrategy:The Uniqueness ChallengeWhy do some of the most promising companies receive only limited analyst coverage?Because understanding their