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Influencing and persuading skills at the interprofessional interface: Training for action

Morrow, Norman and Hargie, Owen (1996) Influencing and persuading skills at the interprofessional interface: Training for action. Journal of Continuing Education for the Health Professions, 16 (2). pp. 94-102. [Journal article]

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At the practitioner-practitioner interface, the concepts of teamwork and interprofessional collaboration are of increasing importance. This emphasis has incumbent demands and challenges, not least of which is the necessity to negotiate one’s own needs, roles, and responsibilities within the context of optimal patient care. Being able to influence others and persuade them to accept one’s point of view will thus be at the heart of effective interprofessional communication. Against this background, this paper presents a description of a communication skills training (CST) course for pharmacists targeting the area of influencing and persuading skills. Starting with a brief overview of the content of the course, where nine specific influencing strategies are elaborated, the article goes on to describe the key instructional techniques used, incorporating both pedagogic and andragogic models of education. Program evaluation is reported through analysis of a postcourse questionnaire designed to assess the perceived effects of the training on participants. Against the stated criteria, the course achieved an overall 86% score. Use of the relationship and logical argument strategies scored highest in terms of skill use outcome, matched by the ability to recognize influence attempts made by others. Conversely, the "negative" influencing techniques of threat/fear and aversive stimulation scored lowest. The implications of these results are discussed together with the advantages and disadvantages of experiential training, with recommendations made as to how this type of training can be optimized.

Item Type:Journal article
Faculties and Schools:Faculty of Social Sciences > School of Communication
Faculty of Social Sciences
Research Institutes and Groups:Institute for Research in Social Sciences > Communication
Institute for Research in Social Sciences
ID Code:20118
Deposited By: Professor Owen Hargie
Deposited On:28 Sep 2011 15:22
Last Modified:28 Sep 2011 15:22

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