Flawless Consulting: A Guide to Getting Your Expertise Used by Block Peter

Author:Block, Peter [Block, Peter]
Language: eng
Format: mobi
Publisher: Pfeiffer
Published: 2011-01-30T16:00:00+00:00

This way of dealing with resistance—by not fighting it head-on—has a Zen quality to it. If you fight the resistance and feel you have to conquer it, all you will do is intensify the resistance. If a client is objecting to your methodology (and has been doing it for more than ten minutes) and you keep defending the method, citing references, and recounting other experiences, the client is going to get even more frustrated. The client is likely to become even more committed to finding holes in your method than when the discussion started. The alternative to defending your method is to ask the client more about their concerns and try to get to why your methodology is so important. Getting the client to talk more about their concerns is helping the storm to pass. Defending methodology is keeping the storm alive.

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