How to Be Awesome at Your Job 923: How to Upgrade Your Influence and Persuasion with Michael McQueen
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Dec 18, 2023 Michael McQueen reveals keys to persuasion, such as the ineffectiveness of data and evidence. He shares his experience attending the APEC Summit and emphasizes the importance of confidence and timing in influencing others. McQueen discusses tribal instincts, unselling ideas, and the value of diverse perspectives.
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Evidence Often Strengthens Belief
- People rarely change because evidence convinces them; more data can make them double down.
- The instinctive mind values feeling right over being right, so logic often backfires.
Most Thinking Is Instinctive
- We use the frontal 'inquiry' mind only about 5-10% of the time and the instinctive mind for the rest.
- Persuasion must target the instinctive mind, not just present logical evidence.
Reduce Perceived Loss First
- Minimize perceived loss rather than only selling benefits when proposing change.
- Preserve people's dignity and offer choice to reduce resistance.