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Influencing Skills: Six Strategies for Change
Transcript of Influencing Skills: Six Strategies for Change
First, it is important to note...
Influencing is involved in all interviewing and counseling, but should be used sparingly when intended to guide the client.
It is easy to forget basic counseling skills while trying to influence. Always keep in mind the importance of foundational skills such as listening and empathic understanding.
If an influencing skill does not work initially, move back to listening, then possibly attempt a different influencing skill.
Here are the six influencing skills:
- Logical consequences
"Provides the client with an alternative frame of reference from which to view life situations and generate new stories."
Much like restorying or reflection of meaning, but, instead, the interviewer draws conclusions and expresses interpretations based on client observations, personal experience, or theoretical perspectives.
- Best to use in the 1-2-3 pattern of attending: listen carefully, provide interpretation, then check in with client reactions.
- Question other factors to the problem to help with reframing.
- Be sure you fully understand the situation.
- Should be used sparingly.
- Many different ways include:
warnings, anticipation of punishment, and anticipation of rewards.
- "If..., then..." language is helpful here.
"Enables the client to look at the possible results of alternative actions"
- May build a sense of equality in the session and encourage trust and openness.
- If your background is different from client, this step may be essential.
- Usually involves use of "I" statements of feeling and experience. May be a story.
- Use 1-2-3 technique.
- For best results, be genuine, have good timing, and be careful when you encounter, "What do you think I should do?"
"Requires you, the interviewer, to share your own story, thoughts, or experiences
"Provides accurate data on how to the client is seen by others and/or the interviewer"
- More likely to be successful if the client solicits it.
- Feedback should:
- focus on strengths and/or something the client can do something about
- be concrete and specific
- be relatively nonjudgmental (pay attention to vocal qualities and body language) and stick with facts
- be lean and precise--don't overwhelm the client
- Check out with client
"Complex of skills presents new information and ideas to the client."
- May be concrete information (I.e. test scores, career information)
- May be suggestions of action based on information (instruction)
- Be clear, specific, concrete, and timely
- As always, check out with client
"Leads the client to follow strategies and actions suggested by the interviewer."
- May help in restorying or taking concrete action
- Involve your client as co-participant in the directive strategy.
- Use appropriate visual, vocal tone, verbal following, and body language.
- Be clear and concrete in your verbal expression
- Check out whether your directive was heard and understood
- Use these strategies appropriately and cautiously
- Utilize the 1-2-3 approach of listening, presenting the strategy, and checking out with the client.
- Fundamental skills of listening and empathy always come first
Use the 1-2-3 approach: LISTEN, present strategy, check out with client