Michael McQueen on why we are MindStuck and mastering the art of changing minds
Oct 10, 2023
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The podcast explores the concept of being 'mind stuck' and why people are becoming more stubborn in their thinking. It discusses the flawed process of changing minds and introduces counterintuitive strategies. The chapters delve into the measurement of human knowledge, the psychology of stubbornness, the power of influence, the role of vulnerability, and harnessing self-persuasion for behavioral change. The speakers emphasize the importance of respectful persuasion and personal change.
To change someone's thinking, it is crucial to address their fear of loss and provide a safe space for change.
Being vulnerable and disclosing what you don't know can be incredibly powerful in building trust and credibility.
Making principles personal and resonating with emotions is more effective than relying solely on logic and statistics.
Deep dives
Understanding the Mismatch Between Identity and Reality
Our assumption of how we think is often different from the reality of human nature. Our beliefs and concepts of truth and certainty are shaped by our identity and instincts, rather than pure rationality. To change people's thinking, we need to understand how their minds work and how they arrive at certainty.
The Three Lenses of Belief: Identity, Ideology, and Intuition
Our instinctive mind evaluates beliefs through three lenses: identity, ideology, and intuition. Identity asks if people like us hold similar beliefs, while ideology assesses whether new information aligns with what we already believe. Intuition relies on our instincts and core values to determine what feels true and trustworthy.
Lessening the Loss to Enable Change
When seeking to change someone's mind, it is crucial to address their fear of loss. This includes the fear of losing pride, power, and certainty. By acknowledging these fears and providing a safe space for change, we can create an environment where people feel free to consider new ideas.
Persuasion through Authenticity and Vulnerability
Building trust and credibility with others is enhanced by being authentic and vulnerable. By sharing doubts, uncertainties, and acknowledging gaps in our arguments, we create a sense of honesty and connection that promotes persuasion. This counterintuitive approach encourages a greater willingness to consider alternative viewpoints.
The power of vulnerability and disclosing uncertainty
Being vulnerable and disclosing what you don't know can be incredibly powerful in building trust and credibility. By expressing doubt and leading with the things you are unsure about, you invite others to trust you more. It sets a posture of openness and authenticity, allowing people to connect with you on a deeper level. This approach is different from the traditional notion of persuasion where you try to provide evidence and logic. Instead, it focuses on letting people feel the emotions associated with truth, which can resonate with them at a deep level.
The impact of making principles personal
Making principles personal and resonating with emotions is more effective than relying solely on logic and statistics. By telling stories and focusing on individual experiences, you engage people's emotions and make the principles tangible. For example, the story of a Brazilian billionaire burying his expensive car to draw attention to the value of organ donation created a visceral impact in people's minds. Similarly, the Thai Health Authority's anti-smoking campaign used 10-year-old children to ask smokers for a light, highlighting the hypocrisy of caring for others while neglecting personal health. These examples demonstrate the power of making principles personal and using storytelling to prompt a deeper understanding and change of perspective.
Would you consider yourself to be stubborn? Do you bristle at the thought of change and dig your heels in even when presented with undeniable logic?
For most of us our instinct is to probably answer ‘no’ to that question.
It’s everyone else that’s stubborn right?
It’s the people on the internet who are blatantly wrong in their points of view. The family member who won’t shift position, regardless of how much evidence you present them with. The colleague that just can’t let go of how it ‘used to be’ and embrace the only logical path forward.
Or maybe… in order to survive in an age of more information, disruption, ideas, opinions, facts, news, and fake news than we have ever had to process - we’ve ALL become more entrenched and stubborn in our thinking. Simply as a way to survive.
My guest today believes that not only are we more MindStuck than ever before - but the process of how we go about changing minds – including our own – has to change.
Today’s Guest
Michael McQueen is a multi-award winning speaker, trend forecaster and best-selling author of nine books. Having helped some of the world’s most successful brands like Pepsi, Mastercard, BP and Cisco navigate disruption and lead in times of extreme change.
He has also just released his latest book ‘Mindstuck: Mastering the art of changing minds’ which completely flips on its head so much of what we assume to be true about exactly how we influence, in a world where silos and stubbornness are now the norm.
Why we are all more stubborn and MindStuck than ever before - and how accepting that fact opens up a whole new toolkit of influence.
The concept of the ‘inquiring mind’ vs the ‘instinctive mind’ – and why we currently spend more than 40% of our time trying to influence the wrong one.
Why logic isn’t enough and, in order to influence at the highest level, we need to take a whole different approach to persuasion.
The paradox of choice (this one blew my mind) and why giving people the opportunity to opt-out, rather than convincing them to opt-in - almost guarantees they will say yes.
Finally, five counter-intuitive strategies to move people from MindStuck to open to new ideas. Including why real trust and persuasion always begins with first having the courage to be wrong.
Thanks for tuning into this week’s episode of the Inside Influence Podcast! Please head over to iTunes, subscribe to the show, and leave an honest review. Don’t forget to hop on my website juliemasters.com and download my new ebook. The Influencer Code or become an insider by signing up to my newsletter. Influencer Code or become an insider by signing up to my newsletter.
