As adviser’s our task is to promote change - hopefully for the better! The
following list of critical phases and key variables that determine the
motivating power of counselors as change agents was presented by Janis (1983).
To what extent might they be seen as relevant to Advisers?
| Phase 1:
Building up motivating power |
encouraging clients to make
self-disclosures v |
not doing so. |
| giving positive feedback
(acceptance and understanding) v |
giving neutral or negative feedback
in response to self-disclosure |
| using self-disclosure to give
insight and cognitive restructuring v |
giving little insight or cognitive
restructuring |
| Phase 2:
Using motivating power |
making direct statements or
endorsing specific recommendations regarding actions the client should
carry out v |
abstaining from any directive
statements or endorsements |
| eliciting commitment to the
recommended course of action v |
not eliciting commitment |
| attributing the norms being
endorsed to a respected secondary group v |
not doing so |
| giving selective positive feedback
v |
giving non contingent acceptance or
predominantly neutral or negative feedback |
| giving communications and training
procedures that build up a sense of personal responsibility v |
giving no such communications or
training |
| Phase 3:
Retaining motivating power after contact
ends and promoting internalization |
giving reassurances that the
counselor will continue to maintain an attitude of positive regard v |
giving no such assurances |
| making arrangements for phone
calls, exchange of letters, or other forms of communication that foster
hope for future contact, real or symbolic, at the time of terminating
face-to-face meetings v |
making no such arrangements |
| giving reminders that continue to
foster a sense of personal responsibility v |
giving no such reminders |
| building up the client’s
self-confidence about succeeding without the aid of the counselor v |
not doing so. |