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How can you use reflective listening to motivate your clients?

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Reflective listening is a key skill in motivational interviewing, a client-centered approach that helps people explore and resolve their ambivalence about behavior change. By using reflective listening, you can show empathy, build rapport, and elicit change talk from your clients. In this article, you will learn what reflective listening is, how to practice it, and how to use it to motivate your clients.

本文章的要点总结

Elicit vision:

Engage clients by first understanding their ideal life goals. Then, use reflective listening to guide them to discover their own solutions, fostering deeper and more personal motivation for change.
Highlight discrepancies:

Observe and gently point out where clients' actions don't align with their values or goals. This can provoke thought and create a healthy sense of ambivalence that spurs the desire for change.

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1 What is reflective listening?

Reflective listening is a way of responding to your clients that involves restating or paraphrasing what they have said, without adding your own opinions, judgments, or interpretations. Reflective listening helps you to check your understanding, clarify meanings, and show interest and respect. It also allows your clients to hear their own thoughts and feelings, which can help them to gain insight and perspective.

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Jay Levy

Social Worker-Consultant & Author
(已编辑)
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It is also a way of getting where the person is at and developing trust as the client begins to understand that they are being heard. It is the first step toward developing a common language by tuning into the particular words, ideas and values that are expressed. Common Language Construction begins with listening, understanding what is being said and reflecting back those words, ideas and values to the client thereby utilizing their language to promote engagement and trust.

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2 How to practice reflective listening?

To practice reflective listening, you need to pay close attention to what your clients are saying, both verbally and nonverbally. You need to listen for the main ideas, emotions, and values that they express, and reflect them back in a concise and accurate way. You can use different levels of reflection, depending on how much you want to emphasize or explore a certain aspect of your clients' statements. For example, you can use simple reflections to repeat or rephrase what they have said, complex reflections to infer or elaborate on what they have implied or suggested, or double-sided reflections to capture both sides of their ambivalence.

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Jay Levy

Social Worker-Consultant & Author
(已编辑)
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Part of the process is to check in on the accuracy of your reflections with the client. Also, don't be afraid to inquire as to what a word or phrase means in order to better grasp and then improve your reflection on what is being communicated.

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3 How to use reflective listening to motivate your clients?

Reflective listening can help you to motivate your clients by creating a supportive and collaborative atmosphere, where they feel heard and understood. Reflective listening can also help you to guide your clients towards change talk, which is any statement that indicates their desire, ability, reasons, or need to change their behavior. Change talk is a sign of readiness and willingness to change, and it can increase their confidence and commitment. By reflecting back change talk, you can reinforce and strengthen it, and by reflecting back sustain talk, which is any statement that indicates their preference for maintaining the status quo, you can highlight the discrepancy and invite them to reconsider their position.

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Jay Levy

Social Worker-Consultant & Author
(已编辑)
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The discrepancy is often between what is currently being expressed as valued or important versus behaviors that don't align. Or it could be between someone's stated values, goals, aspirations and current behaviors that don't align. In either case, pointing to discrepancy can create ambivalence, which is a healthy part of the change process. It's a chance to jointly explore current or potential barriers to change, or even redefine problems in a common language of reachable goals. It's an unfolding process that needs to go at the pace of the client, rather than at our preferred or hoped for timing for facilitating change.

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4 What are some examples of reflective listening?

Reflective listening is a useful tool for responding to clients in different situations. For example, a client may express that they know they should quit smoking, but it's hard as it has been part of their identity for 20 years. In this case, the counselor could respond with a complex reflection such as “You feel like smoking is a part of who you are, and quitting would be very difficult.” Alternatively, if the client expresses that they want to lose weight but don't have time to exercise or cook healthy meals, the counselor could respond with a simple reflection such as “You have a lot of competing demands on your time, and finding time to exercise and eat well seems challenging.” Finally, if the client has mixed feelings about drinking and can see both benefits and costs of drinking, the counselor could respond with a double-sided reflection such as “You have mixed feelings about drinking. You see some benefits, but also some costs.”

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5 What are some tips for effective reflective listening?

To make your reflective listening more effective, you should use a tone of voice that conveys curiosity, empathy, and respect. Additionally, it's important to avoid interrupting, judging, or giving advice. Open-ended questions can help to elicit more information or clarification. Affirmations can acknowledge your clients' strengths, efforts, and achievements. Summaries can be used to recap and link the main points of your clients' statements. Reflections can be used to test your hypotheses and elicit feedback from your clients. Reflective listening is a powerful tool that can help you build trust, enhance communication, and facilitate behavior change with your clients. Practicing reflective listening can show your clients that you care about them, understand them, and support them in their journey.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Rhone D’Errico

Professional Speaker | Psychiatric Nurse Practitioner | Educator | Nurse.org Top Nurse Influencer to Follow on LinkedIn
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The heart of reflective listening is the recognition that the client has everything they need within them to make the changes they want, to bring them closer to their dreams. When I coach nurses and other high-performing professionals, I seek first to elicit their vision for their ideal life, then use reflective listening to help them find the answer within. This is a powerful way to help clients achieve lasting, meaningful change in all aspects of their lives.

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How can you use reflective listening to motivate your clients?

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1 What is reflective listening?

2 How to practice reflective listening?

3 How to use reflective listening to motivate your clients?

4 What are some examples of reflective listening?

5 What are some tips for effective reflective listening?

6 Here’s what else to consider

Motivational Interviewing

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How can you use reflective listening to motivate your clients?

1

2

3

4

5

6

1 What is reflective listening?

2 How to practice reflective listening?

3 How to use reflective listening to motivate your clients?

4 What are some examples of reflective listening?

5 What are some tips for effective reflective listening?

6 Here’s what else to consider

Motivational Interviewing

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