Evocative And Provocative Modes of Influence in the Implementation of Change
Evocative And Provocative Modes of Influence in the Implementation of Change
Edwin C Nevis
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BEHAVIORAL QUALITIES OF EVXATIVE AND PROVOCATIVE MODES OF USIN^ SELF AS AN INSTKUh€NT OF INFLUENCE EVOCATIVE MODE BEHAVIOR VWICH SHOWS OR EN- HANCES YOUR my OF BEING IN THE VCRiD, BEHAVIOR OF THE CONSULTAm" WHICH BRINGS FORTH SOMETHING FROM THE CLIENT^ BUT THE RE- SPONSE IS CLIENT-DIRECTED AND OFTEN NOT PREDICTABLE BY THE CONSULTAr^, BEHAVIOR CREATING CONDITIONS- SUCH AS TRUSTy HOPE^ SAFETY^ VISION— WHICH ALLOW EXCITE- MENT OR INTEREST TO GROW IN OTHERS. DISPLAYING YOUR SKILLS OR VALUES WITHOUT... DISRUPTING THE FUNCTIONING OF THE CLIEm" SYSTEM, ACTIONS WHICH DO NOT COMPEL A PARTICULAR RESPONSE^ OR TO WHICH THE CLIENT SYSTEM NEED NOT MAKE A DIRECT RESPONSE, PROVOCATIVE MODE ACTIONS WHICH MAKE SOMETHING HAPPEN; CAUSE SOMETHING TO OCCUR. AN ACTIVE, DIRECTED INTERVENTION; PLANNED OR SHARPLY FOCUSED BEHAVIOR DESIGNED TO FORCE CLIENT TO ATTEND TO SOMETHING SPECIFIC. ACTIONS WHICH BREAK UP OR VIOLATE UNDERSTANDING. EXPECTATIONS OR CONTRACTS BETWEEN OR AMONG PEOPLE. ACTIONS WHICH INTERRUPT TF£ NORMAL ■FUNCTIONING OF THE SYSTEM'S PRO- CEDURES OR STRUCTURES THE CLIENT CAN HARDLY AVOID RESPOND- ING: MUST DO SOMETHING IN REACTION TO THE BEHAVIOR.
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