In my last article I discussed the agreement frame, and simple language that can allow you to disagree while maintaining rapport. So what if we took the agreement frame one step further – by knowing the types of resistance and objections in advance? Resistance defined Resistance is now being actively researched by academics. Dr Eric Knowles, in the book Resistance and Persuasion, classifies resistance into four different, ...
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To read the entire article, please log in or reset your password.
If this is your first visit, and you are a registered South Australian RTW Coordinator, please subscribe here to access this and other resources.
ReturnToWorkSA has partnered with Return to Work Matters to provide South Australian Return to Work Coordinators with a free online resource. This website gives coordinators access to practical injury management tools and instructive articles that summarize the findings of evidence based research.