By Jenny Chapman, Julie Macfarlane
The function of this booklet is to aid legislations scholars to enhance and perform verbal exchange talents within the context of purchaser interviewing and counselling.
Starting from the 1st assembly with the buyer, this article covers getting ready for an interview; the right way to use potent listening and wondering options; making a rapport with the buyer; and giving acceptable recommendation.
It adopts the version of client-centred counselling which more and more displays the lawyer/client courting. mirrored image and assessment are inspired by utilizing functional examples.
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Additional resources for Interviewing and Counselling (Legal Skills Series)
The landlord may feel that you think him foolish and this may mean that he now feels inhibited about revealing other information in case that is judged harshly. In order to create an atmosphere of trust and empathy, it is essential to develop self-awareness and awareness of others, to avoid being judgmental and not to assume that everyone’s views and reactions will be the same as yours. Exercise: the bad interview A good starting point for analysis and reflection is to think about your own experience of being on the receiving end of a bad interview in any context.
On the face of it, these are all distancing signs, but a further vital clue would be the tone of her voice, as well as the content of what is said. Thus, in order to obtain information about your client’s state of mind, you will need to observe and listen with close attention. You should also be aware of your own non-verbal communication. Why has the client stopped talking? Is it because you are giving the impression that you have stopped listening or are not interested? Little or no eye contact, lack of other encouragement such as Information Gathering 43 nodding or making ‘listening’ sounds (such as ‘mm’, ‘go on’) and the taking of over-lengthy notes all tend to discourage the speaker.
Your job is to make the client feel comfortable and to elicit the information you need in order to find a solution to the client’s problem. Thus, adhering rigidly to your plan when it is obvious that the interview is not following the pattern you envisaged is no help to anyone. Use your judgment. Take time before an interview to think through what you need to find out and what you need to do and note it in writing, particularly if you are inexperienced, but be prepared to diverge from your plan at any time.