understanding the nature of resistance
DESCRIPTION
Although its rarely stated directly, design as a profession is a consulting business. While we are responsible for producing work, we still seek final approval elsewhere. This fundamental understanding is important because our business, and ultimately the most difficult part of our job, is the business of influencing others. It is natural for us to think that if we present our designs clearly and logically, provide data to support our decisions, and truly have the client’s best interests at heart, that we will get the buy-in and support that we are seeking. We often believe this because we are not paying enough attention to the affective level of our interactions with others until we begin to run into resistance. Given that designers are agents of change, resistance is a predictable and natural part of our profession. The key to understanding resistance is to realize that is it an emotional reaction against the process of change, of being helped, or having to face up to difficult organizational problems.TRANSCRIPT
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Understanding the Nature of Resistance Presented by Alla Zollers@azollers
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Welcome to Therapy
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We are all consultants
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You can advice, recommend, influence
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You can’t make anyone do what you want
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You can advice, recommend, influenceAttend to feelings that are under the surface
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Managing Resistance
Activity: Note down the name of a current or recent project where you faced resistance
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Resistance is futile natural
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Resistance is an emotional process
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Resistance is discomfort expressed indirectly
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Identify itName it
Wait
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Identify it:Use your own
feelings as a gauge
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Activity:Write down how you felt
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Name it:Resistance has
many faces
It’s important to the name the resistance in a neutral way
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Questioning Methods
“You are asking a lot of questions about my methods. Do you have doubts about the credibility of
results?”
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Confusion
“You seem very confused about what we are discussing. Are you confused about the
problem or just not sure what to do about it?”
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Intellectualizing
“Each time we get close to deciding what to do, you go
back to developing theories to understand what is happening”
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Compliance
“You seem to be willing to do anything I suggest. I can’t tell what
you real feelings are”
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Activity:Think about the type
of resistance you were facing and name it in a
neutral way
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Wait:Leave room for the response
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Share Your Feelings
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“Authentic behavior with a client means you put into words what you are experience with the client as you work. This is the most powerful thing you can do to have the leverage you are looking for and the to build client commitment”
Peter BlockFlawless Consulting