SEEKING CLIENT RESISTANCE: RHETORICAL STRATEGY IN COMMUNICATION CONSULTING.
Autor: | Lange, Jonathan I. |
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Zdroj: | Journal of Applied Communication Research; Spring84, Vol. 12 Issue 1, p50, 13p |
Abstrakt: | Combining recent research on the enthymeme and participative decision-making, this essay argues that overcoming client resistance to change can best be accomplished by audience analysis, diagnosis, anticipation, and the actual seeking of client resistance. A model of communication in "process consultation" is offered, suggesting the utility of viewing the consultant as a rhetor attempting to induce change in the client system. [ABSTRACT FROM AUTHOR] |
Databáze: | Complementary Index |
Externí odkaz: |