Faculty News | HBR Blogs | 06
To Make a Strong Case, Don't Be a Data Dumper
by John Kotter
My work leading to my latest book, Buy-In, indicates that this approach is not, and should not be, universal. In fact, I've found that in most cases, people should argue with less data. When you're defending an idea, my research of what works in the real world suggests that you should respond in ways that are simple, straightforward, and honest.