As a change agent an Adviser must be able to influence the manner in which
other people behave. There are different kinds of influencing skills which may
be used during the process of communicating and it is useful for a change agent
to be able to switch between them as the situation demands.
Skill
|
Description
|
Function in an interview
|
| Interpretation |
Provides and alternative frame of reference
from which the client may view a situation. May be drawn from a theory or
from one’s own personal observations. Interpretation may be viewed as
the core influencing skill. |
Attempts to provide the client with a new way
to view the situation. The interpretation provides the client with a
clear-cut alternative perception of "reality". This perception
may enable a change of view which in turn may result in changes in
thoughts, constructs, or behaviours. |
| Directive |
Tells the client what action to take. May be a
simple suggestion stated in command form or may be a sophisticated
technique from a specific theory. |
Clearly indicates to clients what action
counselors or therapists wish them to take. The prediction with a
directive is that the client will do what is suggested. |
| Advice/Information/ other |
Provides suggestions, instructional ideas,
homework, advice on how to act, think, or behave. |
Used sparingly, advice and related skills may
provide client with new and useful information. Specific vocational
information is an example of necessary use of this skill. |
| Self-disclosure |
The interviewer shares personal experience from
the past or may share present reactions to the client. |
Closely allied to feedback, this skill
emphasises counselor "I statements." Self disclosure may build
trust and openness leading to a more mutual relationship with the client. |
| Feedback |
Provides clients with specific data on how they
are seen by the counselor or by others. |
Provides concrete data that may help clients
realize how others perceive behaviour and thinking patterns, thus enabling
an alternative self-perception. |
| Logical consequences |
Explains to the client the logical outcome of
thinking and behaviour. "If ... then ..." |
Provides an alternative frame of reference for
the client. This skill helps clients anticipate the consequences or
results of their actions. |
| Influencing Summary |
Often used at or near the end of a session to
summarize counselor comments; most often used in combination with the
attending summarization. |
Clarifies what has happened in the interview
and summarizes what the therapist has said. Designed to help
generalization from the interview to daily life. |