1. Chapter 11 The Persuasive Interview: The Persuadee
Slide 1
Chapter 11
The Persuasive Interview: The Persuadee

2. © 2009 The McGraw-Hill Companies, Inc. All rights reserved.
Chapter Summary
Be a Responsible Participant
Be an Informed Participant
Be an Active Participant
Summary
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3. Be a Responsible Participant
Both parties share ethical responsibilities
Be honest
Be fair
Be skeptical
Be thoughtful and deliberate in judgment
Be open-minded
Be responsive
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4. Be an Informed Participant
Psychological Strategies
Standard/Learned Principles: We may act automatically during persuasive interviews
Contrast Principle: Look for real differences
Rule of Reciprocation: We feel obligated to return favors
Reciprocal Concessions: One concession deserves another, or not
Rejection then Retreat strategy: Persuaders may ask for a lot and settle for less
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5. Be an Informed Participant
Language Strategies
Seek the meaning of symbols
Framing and Reframing
The use of language to frame or construct the way we see people, places, things, and objects.
Appealing to people
For many, majority rules
Persuaders use the bandwagon tactic when they urge others to follow the crowd.
Simplifying the Complex
Dodging the Issue
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6. Be an Informed Participant
Logical Strategies
The ways persuaders attempt to reason with us:
Reasoning from example or generalization
Reasoning from cause-to-effect
Reasoning from fact or hypothesis
Reasoning from sign
Reasoning from analogy or comparison
Reasoning from accepted belief, assumption, or proposition
Reasoning from condition
Reasoning from two choices
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7. Be an Informed Participant
Evidence
Assess the reliability and expertise of sources.
Insist on both quantity and quality of evidence.
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8. Be an Active Participant
The Opening
Be an active and critical player in the interview.
Play an active role in the opening because it initiates the persuasive process.
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9. Be an Active Participant
Creating a Need or Desire
Ask questions, challenge arguments, and demand solid evidence.
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10. Be an Active Participant
Establishing Criteria
Criteria enable you to weigh evidence.
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11. Be an Active Participant
Presenting the Solution
Be sure the solution meets the need and is the best available
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12. Be an Active Participant
The Closing
Take your time when making a final decision
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13. © 2009 The McGraw-Hill Companies, Inc. All rights reserved.
Summary
Good persuasive interviews involve the interviewee as responsible, informed, critical, and active participant who plays a central role.
It is a mutual activity in which both parties play active and critical roles.
Interviews are a chance for the interviewee to act ethically, listen critically, raise important objections, and recognize common tactics for what they are.
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14. Chapter 12 The Counseling Interview

15. © 2009 The McGraw-Hill Companies, Inc. All rights reserved.
Chapter Summary
Preparing for the Counseling Interview
Structuring the Interview
Conducting the Interview
Summary
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16. Preparing for the Counseling Interview
Analyzing Self
Know yourself before trying to help others know themselves.
Good problem solvers may be poor counselors.
Do not stray beyond your level of expertise.
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17. Preparing for the Counseling Interview
Analyzing the Interviewee
Be informed but keep an open mind.
Be aware of past, present, and future events.
Be prepared for rejections of offers to counsel.
Listen rather than talk.
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18. Preparing for the Counseling Interview
Selecting an Interviewing Approach
Directive Approach
Nondirective Approach
Combination of Approaches
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19. Preparing for the Counseling Interview
Selecting the Setting
Do not underestimate the importance of location and seating.
A round table is a traditional arrangement for problem solving.
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20. Structuring the Interview
The Opening
Initial Comments and Reactions
Want to help and show it.
Be tactful but not indifferent.
Rapport and Orientation
Accept seemingly irrelevant opening comments.
If you are uncomfortable, the interviewee will be uncomfortable.
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21. Structuring the Interview
The Opening
Encouraging Self-Disclosure
Self-disclosure varies from person to person.
Work Within a Known Time Frame
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22. Structuring the Interview
The Body of the Interview
Feelings play central roles in counseling interviews.
Counseling interviews rarely progress in an orderly manner.
Enable the interviewee to relate the problem.
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23. Structuring the Interview
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24. Structuring the Interview
Closing the Interview
Involve the interviewee as an active participant in the closing.
Decide which leave-taking means is most appropriate.
Be sincere and honest in the ways you close interviews.
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25. Structuring the Interview
Evaluating the Interview
Review all you did and did not do and accomplish.
How prepared were you for this interaction?
Which skills need more work? Preparation, structuring, interviewing, or counseling?
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26. STRUCTURING THE INTERVIEW
The Telephone Interview
Advantages
Inexpensive
Convenient
Preserves Anonymity
Gives Sense of Control
Disadvantages
Possible Inconvenient Time
Distractions
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27. Conducting the Interview
Listening
Focus on the interviewee and the interviewee’s problem.
Do not interrupt or take over the conversation.
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28. Conducting the Interview
Observing
Look for nonverbal signals but interpret them cautiously.
If you are taking notes, explain why.
Note that deceptive answers may be lengthier, more hesitant, and characterized by long pauses.
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29. Conducting the Interview
Questioning
Do not ask too many questions.
Keep your questions open-ended.
Phrase all questions with care.
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30. Conducting the Interview
Responding and Informing
Client-Centered Approach: Focuses the interview on the interviewee.
Highly Nondirective Reactions and Responses: Give control to the interviewee.
Nondirective Reactions and Responses: Inform and encourage.
Directive Reactions and Responses: Advise and evaluate but do not dictate.
Highly Directive Reactions and Responses: Dictate strong advice and actions.
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31. Conducting the Interview
Responding and Informing: Tips
Responses are more nonverbal than verbal.
Silence has its limits.
Use questions that force the interviewee to formulate answers and solutions.
Use questions to determine what a person is not saying.
A thoughtless comment or two can damage a relationship.
Exhaust all less directive means before dictating action.
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32. Conducting the Interview
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33. © 2009 The McGraw-Hill Companies, Inc. All rights reserved.
Summary
You take part in a counseling interview whenever you try to help a person gain insights into a problem.
Preparation helps to determine how to listen, question, inform, explain, respond, and relate to each interviewee.
Many suggestions but few rules apply to counseling interviews.
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