Making Trade-Offs Visible
Every business recommendation involves giving something up, such as incurring an immediate expense to protect sales and customer satisfaction later. Proposers must state these trade-offs plainly, because leaders distrust proposals that appear to have no downside, knowing that every option carries an inherent cost.
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Prep Sessions
Recommendations Leaders Can Act On @ University of Michigan - Ann Arbor
Ch.1 Decision Structuring and Executive Briefing - Recommendations Leaders Can Act On @ University of Michigan - Ann Arbor
Trade-Off Visibility - Recommendations Leaders Can Act On @ University of Michigan - Ann Arbor
Learn After
Why do business leaders distrust proposals that are presented as having no downside?
A business recommendation can be constructed that avoids giving anything up.
According to the principle of making trade-offs visible, what sacrifice might a proposal recommend making now in order to safeguard sales and customer satisfaction in the future?
Describe the communication standard expected of proposers when presenting trade-offs, and explain how adhering to this standard influences leadership trust.
Match each trade-off concept to its description.
Order the timeline of events in the trade-off example from earliest to latest.
Based on how leadership evaluates business options, evaluate Elena's decision to conceal the downsides and describe the likely leadership response.