228 60 87MB
English Pages 464 [460] Year 2012
PETER DE JONG
INSOO KIM BERG
INTERVIE ING FOR SOLUTIONS FOURTH EDITION
Interviewing for Solutions
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Interviewing for Solutions FOURTH ED I TION
PETER DE JONG Calvin College
INSOO KIM BERG Brief Family Therapy Center
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BROOKS/COLE (ENGAGE Learning·
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BROOKS/COLE
CENGAGE Learning·
Interviewing for Solutions. Fourth Edition
Peter De Jong and lnsoo Kim Berg
Acquiring Editor: Seth Dobrin Assistant Editor: Naomi Dreyer
Editorial Assistant: Suzanna Kincaid
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Contents
PREFAC E xvii ABOUT THE AUTHORS
xxiii
ABOUT THE CHAPTER 14 CONTRIBUTORS
1
xxv
From Proble m Solving to Solution Building
1
H elping as Problen1 Solving 5
11,e Stages of Problem Solvi11g
.>
A Caveat: 11,e L11por1mue of Tnist Deve/opme11t '11,e 1\1/edital .Wodel
.>
6
Problem Solvi11g: Tite Paradigm of rl,e Helpi11g Professio11s H elping as Solution Building 8
Co11tenis abo111 1/,e Proble111-So/1,i11g Paradigm History of So/111io11 811ildi11g
2
I0
Solution Building: The Basics A Second lntervie,v ,vitb Rosie
13 13
Solution-Building lntervie,ving Activities The Stages of Solution Building
Destribi11g rite Problem
8
16
17
17
Developing ~Vell-Fon11ed Goals E.:o:p/ori11g for Exteptio11s
18
E11d-of-Sessio11 Feedback
18
Eva/11ari11g Clie111 Progress
17
18
18
The Client as Expen V
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6
vi
CONTENTS
3
Skills for Not Knowing and Leading from One Step Behind 20 Basic lnrervie,ving Skills 21 Lis1e11i11g far l,v/,o a11d Ml/1a1 Are l111porra111 10 the Client iY01iri11g Hi111s of Po$$ibiliry Co111pHi11g Q11es1io11s Ge11i11g Derails
22
24
26
&/10i11g Clie111s' Key ~Vords
27
b1torporari11g Clie,11s' ~Vords
28
Ope11 a11d Closed Q11es1io11s
29
S11111111arizi,,g
30
Paraphrasi11g
32
11,e Use of Sile11ce
33
Praai1io11ers' 1Yo11vt'Tbal Bel,avior
34
1'io1id11g Clie111s' No11verbal Behavior Se!f-Disdosi,,g
36
37
Co111pli111e111i11g
37
Affin11i1,g Clie111s' Perreprio,u i\iarural Emparl,y 1Yon11alizi11g
21
39
42
45
Re111111i1,g the FOl11s 10 rl,e C/ie,11
48
Explori,,g Clie111 1\ilea11i,,gs Re/a1io11ship Q11es1io11s
46
49
A111pl!fyi11g Sol111io11 Talk
50
Solution Building as a Collaborative Conversation: "Leading fro1n One Step Behind" 53
Co1111111111ira1io11 as Collaborative Gro1111di1,g
54
Lis1e11, &lea, a11d Build
4
53
56
Getting Started: How to Pay Attention to What the Client Wants S9 When You First Meer Your Client
59
1'la111es, l11rrod11aio11s, and Us1e11i11gfar Hi111s qf Possibility Clarifyi,,g How Yo11 ~Vork Problent Description
61
62
Aski11g for Clie111 Perreprio,u a11d Respeai11g Clie111 Ln11g11age
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62
vii
CONTEN TS
W1iat ls 1/,e Clie11r's U11dersta11di11g of How tl,e Problem A.ffeas the Clie111? 63 W1iat Has the Client Tried So Far 17,at Has &en Useji1/> W1iar ls A1osr lmporta,rr _for the C/ie,rr ro Work 011 First? H o,v
10
Work ,vich Clients on \Vhat They Might Want
64 65 65
W1ze11 C/i,,rrs ~Va,rr Something a11d See 171e111se/11es as Part of a Solu1io11 66 A Word of Ca111io11
67
W11e11 Clie111s Soy Someone Else l\'eeds 10 Change
67
W11e11 Clit'1rrs See,n U11interrsred or Resisra11t 10 Cl1augi11g W1iar
Wa111 W1rar ls l\'or Good far 17,em?
,·01 Wa111 Any1l1i11g at All'
78
Influencing Client Cooperation and Motivation
78
W1,ar
5
if Clients if Clie111s
Do
70
77
How to Amplify What Clients Want: The Miracle Question 82 Characteristics of \Vell- Fonned Goals
lmponmue 10 1/,e Clie111 /111eraaio11al Ten11s
84
84
85
Si1ua1io11al Fearures 85 11,e Presl'11