This Harvard Business Review article from 2002 identifies five styles of Decision making. The research found that executives typically have a default decision making style that lands them in a distinct category: charismatics, thinkers, skeptics, followers and controllers.
By identifying the decision making style of the person you aim to influence, claims the article, and adopting a method most effective with this decision making style, will improve your ability to persuade the decision maker.
Read the article:
http://www.salesschematics.com.au/documents/hbr_reprint_changing_the_way_you_persuade1.pdf
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