Abstract
Consultation in school psychology has been widely recognized to be an interpersonal influence process. The research literature on factors influencing persuasive effects offers a potential resource for addressing social-influence problems faced by consultants. This article discusses some guidelines for effective persuasion derived from this research, and illustrates their application to problems of consultation. The discussion is focused on three broad tasks that a persuader faces: the task of identifying the potential bases of resistance, the task of constructing effective messages aimed at such bases, and the task of following up after the initial persuasive effort. For each of these tasks, the existing literature on persuasive effects suggests general principles concerning effective persuasion.
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