Abstract
The tactics used by decision makers to evaluate alternatives during strategic decision making were uncovered by examining decisions in 317 organizations. Nine tactics were identified and linked to their frequency of use and record of success. `Analytical' tactics were widely used and most types of analytical tactics were quite successful. `Bargaining' tactics were rarely used but highly successful. `Subjective' tactics were also widely used but had a mixed record of success. Finally, sponsor `judgment' was observed in 14% of the cases and was rarely successful. The motivations and implications of best and worst practices are discussed.
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