Forget the rational mind

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Many of us believe that we need to appeal to people’s rational minds to gain their support for our projects and goals. Just explain the merits of the case using logic and data, and others will rise up in support. And so we present rational arguments in lengthy emails and PowerPoint presentations in an effort to convince. And if we can’t snare people’s attention with one email, well, we just send another one, and another one. If they don’t “get it,” we hammer our argument even harder. We fall once again into the “do-more” paradigm of work, drowning people in an all-too-familiar avalanche of emails, slides, texts, reports, and data.

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