946: Michael McQueen | Mastering the Art of Changing Minds
Jan 30, 2024
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In this engaging discussion, Michael McQueen, author of 'Mindstuck' and expert in persuasion, dives into the art of changing minds in today's polarized society. He explores the psychology behind our beliefs, emphasizing the importance of empathy and connection in communication. The conversation highlights practical techniques, like priming and the power of sequence, along with the dangers of using fear as a persuasion tool. McQueen also shares insights on how expectations shape our perceptions, making it vital to adapt our messaging for effective communication.
Building credibility and affinity with others is crucial in persuasion, as people are more likely to be influenced by those they like and trust.
Priming can shape our behavior and beliefs by exposing us to certain words, images, or ideas.
Paradoxical thinking involves exposing individuals to an extreme or contrasting version of their current beliefs.
Asking for advice can be a powerful tool in persuasion, as it connects others to the problem and makes them emotionally invested in helping find a solution.
Deep dives
The Challenge of Changing Minds
Changing people's minds can be challenging due to deeply rooted beliefs and the fear of admitting being wrong.
The Power of Tribal Instincts
People tend to judge instead of think because thinking requires effort, while tribal instincts provide a sense of belonging.
The Importance of Ethos in Persuasion
Building credibility and affinity with others is crucial in persuasion, as people are more likely to be influenced by those they like and trust.
The Impact of Social Isolation
Isolation can lead to a shrinking amygdala, making individuals more prone to outrage and stubbornness.
The Power of Priming
Priming can shape our behavior and beliefs by exposing us to certain words, images, or ideas. For example, a study found that judges who rolled dice with high numbers gave longer sentences, while those with low numbers gave shorter sentences. Priming our minds can significantly impact our perceptions, decisions, and behavior.
The Paradoxical Thinking Technique
Paradoxical thinking involves exposing individuals to an extreme or contrasting version of their current beliefs. By doing so, it creates contrast and helps people reconsider their own beliefs. For instance, a compelling example is the 'Smoking Kid' campaign in Thailand, where children approached smokers and lectured them on the dangers of smoking. This unexpected interaction challenged smokers' beliefs, leading to increased awareness and a higher participation rate in a quit smoking campaign.
Using Ideological Beliefs for Persuasion
To effectively persuade someone with different ideological beliefs, it is essential to understand their core values and frame the message in a way that resonates with their worldview. For example, when promoting social change to conservatives, emphasis could be placed on tradition, loyalty, or authority, while liberals might respond better to messages framed around fairness, equity, or sustainability.
The Power of Asking for Advice
Asking for advice can be a powerful tool in persuasion. When seeking advice from others, it connects them to the problem and makes them emotionally invested in helping find a solution. By asking for advice, individuals are more likely to provide valuable insights, connect you with resources, and be genuinely interested in helping, as it boosts their self-esteem and social status.
Despite technological advances that have changed how we communicate, the psychology that dictates our persuasion, decision-making, and thinking remains the same.
The effects of rationalizing our existing beliefs and the power of our expectations and perceptions.
The importance of not defining ourselves by our opinions.
Practical persuasion techniques such as priming and the power of sequence, as well as the effectiveness — and associated dangers — of using fear as a persuasive tool.
How an understanding of these concepts can improve our ability to communicate and persuade — even when society seems hopelessly polarized (and doubly so during an election year).
