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Chapter 12

Chapter 12. Influencing Skills. Microskills Hierarchy. Personal style and theory Skill Integration Influencing skills and strategies Reflection of meaning Focusing Confrontation Five-stage interview structure Reflection of feeling Encouraging, paraphrasing, and summarizing

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Chapter 12

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  1. Chapter 12 Influencing Skills

  2. Microskills Hierarchy Personal style and theory Skill Integration Influencing skills and strategies Reflection of meaning Focusing Confrontation Five-stage interview structure Reflection of feeling Encouraging, paraphrasing, and summarizing Client observation skills Open and closed questions Attending behavior Ethics and multicultural competence

  3. Influencing Skills • Designed to change way helpee thinks and acts • Proactive approach to change • Specific alternatives for action and restorying • Used sparingly • Ethical use mandates understanding of power differential between helpee and helper

  4. Determining Impact of Influencing on Helpee • Confrontation Impact Scale • Denial • Partial examination • Acceptance and recognition but no change • Generation of a new solution • Development of new, larger, and more inclusive constructs, patterns, or behaviors--transcendence

  5. Interpersonal Influence Continuum Encouraging/restating Paraphrasing Reflection of feelings Reflection of Meaning Open Questions Closed Questions Focusing Inform/instruct/advice/etc. Self-disclosure Feedback Interpretation/reframe Logical consequences Directive Confrontation

  6. Interpretation • Presents helpees with hypotheses about relationships or meanings among their behaviors • Interpretation differs from listening responses in that it deals with the implicit part of a message—the part the helpee does not talk about explicitly or directly

  7. Reframing • Explore how an incident or situation is typically perceived (by helpee) and to offer another view or frame from helper • Assists helpee by providing alternative ways to view a problem behavior without directly challenging the behavior itself.

  8. Logical Consequences • Assist helpee to think through outcomes of a possible action • Steps • Use listening to understand situation • Seek positive and negative consequences of decision/action • Provide data • Summarize both positive and negative • Helpees decide on course of action

  9. Self-Disclosure • Use cautiously • Be brief • Steps: • Personal pronoun • Verb for content, feeling, or both • Object coupled with adverb and adjective descriptors • Feeling words and expression of feeling

  10. Feedback • Providing helpees with data on how you view them • Helpees are in charge (you can ask) • Focus on strengths or something that helpee can do something about • Concrete and specific • Relatively nonjudgmental • Lean and precise • Check out how feedback was received

  11. Information/Advice/Opinion/Suggestion • Helpers have something to offer helpees (where to find career help, how to relax, etc.) • Be sure helpee is ready to hear information or advice • Be clear, specific, concrete, and timely • Check with helpee that ideas have been understood

  12. Directives • A broad array of strategies where you tell the helpee what to do • Involve helpee as co-participant • Use appropriate visual, vocal tone, verbal following, and body language • Be clear and concrete • Check out what helpee heard

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