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Principle 10: Fear, Uncertainty, and Doubt Do Not Work in Selling Security

At one time, “scaring” management into spending resources on security to avoid the unthinkable was effective. The tactic of fear, uncertainty, and doubt (FUD) no longer works: Information security and IT management is too mature. Now IS managers must justify all investments in security using techniques of the trade. Although this makes the job of information security practitioners more difficult, it also makes them more valuable because of management’s need to understand what is being protected and why. When spending resources can be justified with good, solid business rationale, security requests are rarely denied.

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