Leader 2030 - Entering the AI Era: How to Effectively Change the Old Mindsets of Your People

The Executive Study Group (ESG) webinar named “Entering the AI Era: How to Effectively Change the Old Mindsets of Your People” was held by Asia Pacific Institute for Strategy Limited (APIFS) on 30^th April 2026. The webinar aims to discuss four strategies to overcome the challenges of changing mindsets through persuasion. 

In the beginning, Dr. Mark Lee mentioned the existing practice to change people’s mindsets. The logical approach from strongly state position to outline the supporting arguments and then to enter the deal-making stage. He quoted Prof. Jay A. Conger (Marshall School of Business) that the best persuaders not only listen to other but also incorporate their perspectives into a shared solution.”

Then he introduced four strategic steps of presentation for mindset change including 1) Establish Credibility, 2) Frame for Common Ground, 3) Use Vivid Language and Compelling Evidence, and 4) Connect Emotionally.  Dr. Lee used a case of a large retail bank to explain how to establish of credibility in two dimensions (i.e. expertise and relationship).

Dr. Mark Lee then cited a case study of how a pilot program changed the mindset of McDonald's franchisees, building credibility and frame for common ground for a shared win-win strategy. He quoted Prof. Jay A. Conger statement that “In some situations, no shared advantages are readily apparent. In these cases, effective persuaders adjust their positions.

After that he then used the Mary Kay cosmetics company as an example to illustrate how to use vivid language and compelling evidence to change people's mindset. One example was: the Roman Empire did not exist, but Christianity did. She encouraged salesperson to attend weekly meeting. Prof. Jay A. Conger said “Numbers do not make an emotional impact, but stories and vivid language do.”

The fourth strategy is to build emotional connections. Effective persuaders visit key figures who have a keen insight into the emotions and expectations of those they are trying to persuade.

Finally, Dr. Mark Lee concluded that persuasion is not about convincing or coercing, but about learning and negotiating.

Reference:

Asia Pacific Institute for Strategy Limited (亞太策略研究所有限公司) – www.apifs.org

ESG facebook - https://www.facebook.com/groups/esg08

Leader 2030 - Empowering the Next Generation of Leaders - https://www.apifs.org/Leader2030-en

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Previous talks summary:

https://qualityalchemist.blogspot.com/search/label/Executive%20Study%20Group