Discussion Paper Assignment – Persuasive Interviewing

Discussion Paper Assignment – Persuasive Interviewing

Discussion Paper Assignment – Persuasive Interviewing

Discussion Paper Assignment

Assignment 1: Discussion Question: Persuasive Interviewing

Assignment 1: Discussion Question

What are some of the similarities and differences between motivational

interviewing techniques used in a counseling setting and persuasive techniques

used in a business sales setting?  What are the ethical considerations in each

setting? Be sure to cite as appropriate, the online course, online library (Questia),

and other credible, scholarly sources to substantiate the points you are making.

Apply APA standards for writing and citations to your work.


Assignment 1: Discussion Question: Persuasive Interviewing

Motivational interviewing and persuasive interviews are both interview strategies and are client-

centered. The motivational interviewing is for the benefit of the clients, while the persuasive

interviews usually are for the benefit of the person interviewing. According to module M4,

motivational interviewing is defined as a client-centered, directive method meant to enhance

intrinsic motivation in order to change by exploring and resolving ambivalence whereas

persuasive interviews are defined as interviews designed to obtain information that can be used

in persuasive opportunities (M4-Module Reading Material and Lecture). Motivational

interviewing is usually used for substance abusers, and persuasive interview techniques are used

in sales and to recruit, to obtain donations and also in forensics and in situations that need

arbitration and mediation. Motivational interviewing in a counseling setting is goal-oriented and

persuasive techniques in a business sales setting are also oriented towards a goal.

The general principles in mind while practicing motivational interviewing are : to express

empathy by reflective listening, to develop discrepancy between the values and goals of the

client and their current behavior, to avoid direct confrontation and argument, to adjust to the

resistance of the client and to support optimism and self-efficacy (Chapter 3—Motivational

Interviewing as a Counseling Style, 1999). The steps in the commonly used persuasive interview

technique, Monroe Motivated Sequence interview technique, are: attention, need, satisfaction,

visualization and action (M4-Module Reading Material and Lecture).

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