Motivational Interviewing
A collaborative conversation style for strengthening a person's own motivation and commitment to change, using techniques like asking open-ended questions, reflective listening, and eliciting change talk.
THE IDEA
Motivational interviewing (MI) is a counseling approach developed by William Miller and Stephen Rollnick. It focuses on exploring and resolving ambivalence to facilitate behavior change. The core techniques are:
- Open-ended questions: Invite elaboration rather than yes/no answers.
- Affirmations: Recognize strengths and efforts.
- Reflective listening: Paraphrase to show understanding and encourage deeper exploration.
- Summarizing: Recap key points to consolidate and check accuracy.
A key distinction is between sustain talk (arguments for staying the same) and change talk (arguments for change). Practitioners listen for change talk and then "pick up the thread" by asking questions that reinforce it. The helper guides the conversation while the person explores their own reasons for change.
Grant describes asking a CEO, Jeff, about admired leaders (Lincoln, MLK, Jobs) and what they would do. Jeff decides to give a vision speech, but Grant later realizes he has not helped him plan how to carry it out.
The conversation depends on respecting the person’s goals. A helper who uses the techniques to push a predetermined choice can undermine that trust.
When to use it
A doctor helping a patient consider lifestyle changes (e.g., diet, exercise) without being prescriptive.
A manager coaching an employee who is resistant to a new work process.
A parent discussing a teenager's risky behavior in a non-judgmental way.
A salesperson building trust by understanding a client's needs before presenting a solution.
FROM THEORY TO EVERYDAY LIFE
In practice
Helping a CEO find his vision
Jeff, a scientist-CEO, had not rolled out a company vision. Consultants who gave answers were fired. Using MI, the author asked open-ended questions about leadership, leading Jeff to admire visionaries like Jobs. Jeff then decided to give a vision speech, though the execution later failed.
Encouraging a friend to quit smoking
If a friend mentions wanting to quit smoking, instead of lecturing, ask why she is considering it. If she gives a doctor's recommendation, follow up with her own thoughts. If she shows determination, ask about the first step toward quitting. This elicits change talk.
A MOMENT TO REFLECT
Put it to work.
Think of a time someone tried to persuade you. How would the conversation have been different if they used motivational interviewing?
Can you identify a change you are ambivalent about? What change talk and sustain talk come up for you?
How might you use summarizing to check understanding after a conversation about a difficult decision?
Often confused with
References
- Motivational Interviewing: Helping People Change — William R. Miller and Stephen Rollnick (2013)
- Comment on change talk (quoted in text) — Theresa Moyers
CONTINUE THE CONVERSATION
Source texts
- Think Again The Power of Knowing What You Dont Know (Adam Grant)