The Effectiveness of Direct Versus Indirect Confrontation as a Function of Stave of Consultation: Results of an Exploratory Investigation

Abstract

In this analogue study, which builds upon our previous research on confrontation in consultation, we investigated the relation of type of confrontation (direct or indirect) and the stage of consultation (entry, diagnosis, implementation, and disengagement) in which confrontation occurs on consultees' perceptions of the use of confrontation. Thirty-eight graduate trainees in consultation viewed and then rated the consultant's use of confrontation in 8 videotaped scenarios of a consultative interaction representing combinations of the independent variables. Participants rated each scenario on a scale containing 9 dimensions of consultant effectiveness. The results indicated that, as predicted, direct confrontation was rated as more effective in the disengagement stage of consultation, and indirect confrontation was rated significantly higher in the entry stage. However, direct confrontation was not rated as more effective for the diagnosis and implementation stages of consultation. The implications of these findings are discussed in terms of effective practices and suggestions for future research initiatives.