Early Traps in Consulting Efforts: Managing Dysfunctional Client Behavior During “Entry”
Consulting firms, Organizational change--Psychological aspects
“A consultant’s challenge is to work with the client’s ambivalence in order to gain commitment, end the entry phase, and begin pursuing organizational change efforts… We answer this challenge by describing what the evidence suggests are three common forms of client ambivalence. We then identify some of the ambivalence-related temptations for the consultant to be mindful of and detail ways of successfully responding to the dangerous challenge presented by each form.”
Hornstein, Harvey A. and Marcus, Eric C., "Early Traps in Consulting Efforts: Managing Dysfunctional Client Behavior During “Entry”" (2013). Psychology Faculty Publications. 33.
Hornstein, H.A. & Marcus, E.C. (2013). Early Traps in Consulting Efforts: Managing Dysfunctional Client Behavior During “Entry”. In R. Sullivan and L. Carter (Eds), The Change Champion's Field Guide: Strategies and Tools for Leading Change in Your Organization (2nd Ed. San Francisco: Jossey-Bass, 531-540. ISBN: 978-1118136263