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Related Concept Videos

Confirmation Biases01:31

Confirmation Biases

The confirmation bias is the tendency to focus on information that confirms our existing beliefs and ignore information that is inconsistent with our expectations. For example, if you think that your professor is not very nice, you notice all of the instances of rude behavior exhibited by the professor while ignoring the countless pleasant interactions he is involved in on a daily basis. Have you ever fallen prey to the confirmation bias, either as the source or target of such bias?
Persuasion Strategies01:52

Persuasion Strategies

Researchers have tested many persuasion strategies, including the foot-in-the door and the door-in-the-face techniques, in a variety of contexts. Ultimately, the principles are effective in selling products and changing people’s attitude, ideas, and behaviors (Cialdini & Goldstein, 2004).

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Resisting wh-questions in business coaching.

Frédérick Dionne1, Melanie Fleischhacker1, Peter Muntigl2,3

  • 1Department of English and American Studies, University of Klagenfurt, Klagenfurt, Austria.

Frontiers in Psychology
|March 7, 2024
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Summary

Clients resist business coaches' wh-questions through various practices, including refusing to answer, complaining, or actively refocusing the conversation. This study categorizes these resistance tactics, offering new insights into coaching interactions.

Keywords:
business coachingclients’ resistingconversation analysisresistive actionswh-questioning sequences

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Area of Science:

  • Organizational Psychology
  • Communication Studies
  • Applied Linguistics

Background:

  • Client resistance to coaches' wh-questions is under-researched in business coaching.
  • Understanding client resistance is crucial for effective coaching dynamics.

Purpose of the Study:

  • To investigate clients' resisting practices in response to business coaches' wh-questions.
  • To analyze the sequential organization and interactional accomplishment of client resistance.
  • To categorize the forms of resistance along a passive-active continuum.

Main Methods:

  • Conversation Analysis (CA) applied to a corpus of systemic, solution-oriented business coaching sessions.
  • Analysis of four dyadic coaching processes (eleven sessions total).

Main Results:

  • Identified various forms of client resistance on an active-passive continuum.
  • Found 'moving against' resistance tactics like refusing to answer, complaining, and disagreeing.
  • Discovered 'moving around' practices where clients actively refocus or deviate the coaching agenda.

Conclusions:

  • Client resistance is a sequentially organized practice with passive and active forms.
  • Clients employ diverse strategies to circumvent coaching constraints.
  • New categories like 'moving around' enhance understanding of client agency in coaching.