Negotiation and Persuasion

Question 1

Client-centered Collaboration

Answer 1

• Every person has the right to direct his/her care
• Include client in ALL phases of therapeutic process
• Ensure that client able to express concerns
• What is collaboration to you?

Question 2

Barriers to Collaboration

Answer 2

• Medical model – practitioner is expert
• Rehab ideology – value independence above all else
• Client deficits (communication, cognitive, physical)
• Conflicts of culture
• Therapist with “blinders”

Question 3

Negotiation

Answer 3

• To meet and discuss with another
• To reach an agreement
• To settle by discussing
• To accomplish successfully

Question 4

Persuasion

Answer 4

• To cause to do or believe

* By means of reasoning or arguing

Question 5

Effective Communication

Answer 5

• Reciprocal process (sender and receiver)
• Verbal and non-verbal considerations
• Content
• Process
• Context / situation
• Accuracy / understanding / comprehension
• Ethics

Question 6

Points to Consider
•Voice Quality

•Audience

Answer 6

• Voice Quality
  * Pleasant, natural
  * Vary to emphasize point
  * Be heard!
  * How you say it can influence meaning
• Audience
  * Phrase your argument in terms of THEIR interest, not yours

Question 7

Principles of Persuasion

Answer 7

• FACT
  * Present truthful information
• EMOTION
  * Build emotional arousal in listener
  * Get them excited about your message
• CREDIBILITY
  * Honest, trustworthy
  * Believable
  * Knowledgeable
  * Confidentiality

Question 8

Guidelines
•Listener agrees
•Listener is neutral
•Listener opposes

Answer 8

• Listener agrees
  * Reinforce, strengthen argument
• Listener is neutral
  * Show them why the issue is important to them
• Listener opposes
  * Don’t expect a total change – negotiate!

Question 9

Inspiring your listener

Answer 9

• Be confident
• Be forceful
• Be positive
• Be definite