1. Chapter 12
Influencing Skills

2. Microskills Hierarchy
Personal style and theory
Skill Integration
Influencing skills and strategies
Reflection of meaning
Focusing
Confrontation
Five-stage interview structure
Reflection of feeling
Encouraging, paraphrasing, and summarizing
Client observation skills
Open and closed questions
Attending behavior
Ethics and multicultural competence

3. Influencing Skills Designed to change way helpee thinks and acts
Proactive approach to change
Specific alternatives for action and restorying
Used sparingly
Ethical use mandates understanding of power differential between helpee and helper

4. Determining Impact of Influencing on Helpee
Confrontation Impact Scale
Denial
Partial examination
Acceptance and recognition but no change
Generation of a new solution
Development of new, larger, and more inclusive constructs, patterns, or behaviors--transcendence

5. Interpersonal Influence Continuum
Encouraging/restating
Paraphrasing
Reflection of feelings
Reflection of Meaning
Open Questions
Closed Questions
Focusing
Inform/instruct/advice/etc.
Self-disclosure
Feedback
Interpretation/reframe
Logical consequences
Directive
Confrontation
Low
Moderate
Triad
High

6. Interpretation
Presents helpees with hypotheses about relationships or meanings among their behaviors
Interpretation differs from listening responses in that it deals with the implicit part of a message—the part the helpee does not talk about explicitly or directly

7. Reframing
Explore how an incident or situation is typically perceived (by helpee) and to offer another view or frame from helper
Assists helpee by providing alternative ways to view a problem behavior without directly challenging the behavior itself.

8. Logical Consequences
Assist helpee to think through outcomes of a possible action
Steps
Use listening to understand situation
Seek positive and negative consequences of decision/action
Provide data
Summarize both positive and negative
Helpees decide on course of action

9. Self-Disclosure Use cautiously Be brief Steps: Personal pronoun
Verb for content, feeling, or both
Object coupled with adverb and adjective descriptors
Feeling words and expression of feeling

10. Feedback Providing helpees with data on how you view them
Helpees are in charge (you can ask)
Focus on strengths or something that helpee can do something about
Concrete and specific
Relatively nonjudgmental
Lean and precise
Check out how feedback was received

11. Information/Advice/Opinion/ Suggestion
Helpers have something to offer helpees (where to find career help, how to relax, etc.)
Be sure helpee is ready to hear information or advice
Be clear, specific, concrete, and timely
Check with helpee that ideas have been understood

12. Directives
A broad array of strategies where you tell the helpee what to do
Involve helpee as co-participant
Use appropriate visual, vocal tone, verbal following, and body language
Be clear and concrete
Check out what helpee heard