Salespeople as knowledge brokers: a review and critique of the challenger sales model

Over the last several years, there has been increasing interest in a new sales training approach – referred to as the Challenger Sales model – to engage customers. This approach, focusing on purposefully generating tension with customers to spark new ways of thinking, has gained traction among leading sales organizations. Although generating tension with customers has received a great deal of interest, researchers have yet to complete a systematic, in-depth examination of the Challenger model. The purpose of this article is to provide a much needed comprehensive review and critique of the approach. By conducting both an empirical and conceptual review of the framework, we offer insight into its novelty, merits and weaknesses.     

Touch,enjoyment and health: in adult life

This is the second of two linked papers. Like the first, it offers a perspective on interconnections between touch, enjoyment and health, on this occasion in adult life rather than in infancy. The theoretical underpinning for the work resides in Winnicott's account of the establishment, resilience and susceptibility to damage of a sense of ‘the psyche indwelling in the soma’ (Winnicott 1960a: 45). Drawing on case study material, the author considers some of the ways in which touch deprivation in adult life might find expression and illustrates how such deprivation might be worked with verbally in the psychotherapy setting.     

‘Knowing all this just makes it harder’: Psychodynamic Ideas on the Frontline

This paper was given as the fifth Annual Ellen Noonan Counselling Lecture on 12 July 2011 and retains some of the spoken style of the lecture. The theme pursues an aspect of Ellen Noonan’s thinking, in that she always valued equipping students with learning they could take back into the workplace rather than purely training clinicians. The paper addresses both the usefulness and potential difficulties of providing front-line workers with psychodynamic insight. It might appear self-evidently worthwhile to offer staff in the caring and educational professions greater understanding of the roots and meaning of the difficulties faced by their clients and of the dynamics involved in working with them. This paper, while stressing the immense value of such awareness, looks at what can be problematic about it, both for staff and their employing agencies. It also describes ways of addressing such issues, both at an individual and organisational level.     

Extreme Traumatisation: Strategies for Mental Survival

Sincerity: a Study in the Atmosphere of Human Relations, a previously unpublished book, appearing in D. Meltzer's Collected Papers, explores The Dwarfs, The Birthday Party and The Homecoming by Harold Pinter, both the capacity to communicate genuine emotion and its limitation by the subject's inability to say-what-he-means, because of rigidity and coldness, and to mean-what-he-says, because of an integrated narcissistic structure. That the language of dreams is perhaps the lingua franca of emotionality and the key to aesthetics is the book's conclusion, with a clear indication of the books to come. This article surveys the relevance of the notion of sincerity in Meltzer's further work, in its clinical and metapsychological aspects.     

Psychoanalytic identity and the external world: Interaction between psychoanalysis and health service systems in Sweden

Abstract

This paper continues the exploration of the clinical phenomenon of analytic contact. The author demonstrates, through case material, the essential ingredients of psychoanalysis to be not frequency or use of the couch, but rather the moment-to-moment analysis of the patient's transference state and phantasies of what it means to establish relational contact with their objects and with themselves. The nature of the treatment can be shaped, prevented, perverted, or fostered by the patient's phantasies and unconscious conflicts into something more analytic or less analytic. Interpretation needs to include the exploration of the patient's attempts to change the treatment into something that is often a replica or a repetition of archaic object relations. The typical patient in psychoanalytic treatment is struggling with rather profound pathology and as such tends to create a significant stand-off with the analyst when analytic contact is forming. Analytic contact is often threatening to these patients in very primitive and alarming ways that must be gradually understood and interpreted if the treatment is to survive and remain a primarily analytic journey rather than be transformed into a more supportive counseling or a pathological re-enactment of conflictual phantasy states.     

Walking in the lost child's tracks: revisiting the therapeutic nature of reclaiming

This paper outlines the research methodology used as part of a professional doctorate in psychoanalytic psychotherapy. The project researched the maternal state of mind following the loss of an infant or small child and the birth of the next baby. Three mothers were seen for psychoanalytic psychotherapy on a weekly basis as part of this research. They were encouraged to bring their new baby to sessions. The author describes how an interest in this area of research developed as a result of working as a child psychotherapist with 'replacement children' (Cain and Cain, 1964). An argument is made to show that the psychoanalytic method is unique and that the psychoanalytic setting may be considered an 'ideal laboratory' (Fonagy and Moran, 1993) for psychoanalytic psychotherapeutic research. Clinical material is used from one case study to show how material can be analysed and demonstrates the research methodology used within the project. The material explores the developing therapeutic relationship and focuses on the way one mother in the research group experienced the loss of a small child prior to the birth of her next baby. Cet article décrit brièvement la méthodologie de recherche employée dans le cadre d'un doctorat professionnel en psychothérapie psychanalytique. Le projet de recherche porte sur l'état psychique maternel à la suite de la perte d'un nourrisson ou d'un enfant en bas âge lorsque un nouveau bébé vient à naître. Dans le cadre de cette recherche, trois mères ont bénéficié d'une psychothérapie psychanalytique à raison d'une séance hebdomadaire. Il leur était proposé d'amener leur bébé aux séances. L'auteur décrit comment son intérêt pour ce champ de recherche s'est développé à partir de son travail de psychothérapeute d'enfants auprès d'"enfants de remplacement" [A. Cain & B. Cain 1964]. Elle affirme que la méthode psychanalytique à sa propre valeur et que le cadre psychanalytique peut être considéré comme un "laboratoire idéal" [P. Fonagy & G. Moran 1993] pour la recherche en psychothérapie psychanalytique. Le matériel clinique d'une étude de cas montre comment l'analyser et illustre la méthodologie de la recherche employée dans ce projet. Ce matériel explore l'évolution de la relation thérapeutique et traite en détail de la façon dont une des mères de l'échantillon a vécu la perte d'un enfant en bas âge avant la naissance de son bébé actuel. Questo articolo mette in rilievo la metodologia di ricerca utilizzata come parte di un dottorato professionale in psicoterapia psicoanalitica. Il progetto di ricerca studiava lo stato mentale materno conseguente la perdita di un neonato o bambino piccolo e la nascita del bambino successivo. Come parte della ricerca tre madri furono seguite una volta alla settimana in psicoterapia psicoanalitica, ed incoraggiate a portare alle sedute i loro nuovi bebe'. L'autore descrive come il suo interesse in questa area si e' sviluppato conseguentemente al suo lavoro come psicoterapeuta infantile con 'bambini sostituti' (Cain e Cain, 1964. Si cerca di mostrare l'unicita' del metodo psicoanalitico e come esso possa essere considerato un 'laboratorio ideale' (Fonagy e Moran, 1993) per la ricerca in psicoterapia psicoanalitica. Viene usato il materiale clinico di un caso per mostrare come esso possa essere analizzato e illustrare il metodo di ricerca usato nel progetto. Il materiale esplora la relazione terapeutica nel suo evolversi e si concentra sul modo in cui una madre nel gruppo di ricerca visse la perdita di un bambino piccolo precedente la nascita dell'altro bebe'. Dieser Artikel umreisst die Forschungsmethodik, die als Teil einer Doktorarbeit in psychoanalytischer Psychotherapie verwendet wurde. Das Projekt erforschte den müterlichen Gemütszustand nach dem Verlust eines Babys oder kleinen Kindes und der Geburt des nächsten Babys. Als Teil dieser Forschung wurden drei Mütter einmal wöchentlich in Psychotherapie gesehen. Sie wurden ermuntert, ihr Neugeborenes zu den Stunden mitzubringen. Die Autorin beschreibt, wie das Interesse in diesem Forschungsbereich sich als Folge ihrer Arbeit als Kinderpsychotherapeutin mit 'Ersatzkindern' entwickelt hatte. (Cain und Cain 1964). Es wird argumentiert, dass die psychoanalytische Methode einzigartig ist und das psychoanalytische Setting als ein 'ideales Labor' (Fonagy und Moran,1993) für psychoanalytische psychotherapeutische Forschung angesehen werden kann. Es wird klinisches Material einer Fallstudie benutzt, um zu zeigen, wie das Material analysiert werden kann und es demonstriert die Forschungsmethodik, die im Projekt benutzt wird. Das Material erforscht die sich entwickelnde therapeutische Beziehung und legt den Schwerpunkt auf die Art und Weise, wie eine Mutter in der Forschungsgruppe den Verlust eines kleinen Kindes vor der Geburt ihres nächsten Babys erlebte.     

Three ways of understanding Ida

This paper aims to compare the psychoanalytic understanding of three analysts, sharing a similar theoretical background, with regard to the clinical material of an autistic girl with probable organic impairment. The conclusion is that, although the three analysts' ideas about the pathogenesis of the girl's developmental disorder are somewhat divergent, a tendency towards convergence can be noted as the therapy goes on. The paper concludes that there is some common ground of understanding about autistic phenomena among psychoanalysts sharing the same affiliation, that combining the individual views of different analysts may enlarge the understanding of the case as a whole and that the technique Tustin used to treat psychogenic autistic children can also be used to treat brain-damaged autistic children.     

The ‘inseparable bond between cure and research’: clinical case study as a method of psychoanalytic inquiry

Abstract

Since Freud's own time, there has been great deal of debate about the most appropriate research methodology for investigating psychoanalytic psychotherapy [Fonagy, Journal of Child Psychotherapy, 29 (2): 129 – 136, 2003 Fonagy, P. 2003. ‘The research agenda: the vital need for empirical research in child psychotherapy’. Journal of Child Psychotherapy, 29(2): 129–136. [Taylor &; Francis Online] , [Google Scholar]; Rustin, Journal of Child Psychotherapy, 29 (2): 137–145, 2003 Rustin, M. 2003. ‘Research in the consulting room’. Journal of Child Psychotherapy, 29(2): 137–145. [Taylor &; Francis Online] , [Google Scholar]]. The single case study, which has a long tradition both within child psychotherapy and the wider research field, has been widely criticised as an approach to research, even while its contribution to clinical practice, the development of new ideas and teaching have been acknowledged. After reviewing the history of case study as a research method, this paper argues that there are a broad range of approaches to the study of the single case, each of which may be appropriate depending on the particular research question. Each of these approaches, however, must respond to the three perceived weaknesses of the clinical case study as a research method: the ‘data problem’, the ‘data analysis problem’ and the ‘generalisability problem’. This paper outlines the nature of these criticisms and, using many examples of actual research projects, suggests various ways in which the criticisms can be addressed, in order for the single case study to re-gain its place at the heart of psychoanalytic research.     

AGNOSTIC MEDITATIONS ON BUDDHIST MEDITATION

I first attempt a taxonomy of meditation in traditional Indian Buddhism. Based on the main psychological or somatic function at which the meditative effort is directed, the following classes can be distinguished: (1) emotion‐centered meditation (coinciding with the traditional samatha approach); (2) consciousness‐centered meditation (with two subclasses: consciousness reduction/elimination and ideation obliteration); (3) reflection‐centered meditation (with two subtypes: morality‐directed reflection and reality‐directed observation, the latter corresponding to the vipassanā method); (4) visualization‐centered meditation; and (5) physiology‐centered meditation. In the second part of the essay I tackle the problem of the epistemic validity and happiness‐engendering value of Buddhist meditation. In my highly conjectural view, the claim that meditation represents an infallible tool for realizing the (Supreme) Truth as well as a universally valid method for attaining the highest forms of happiness is largely based on the crēdō effect, that is, a placebolike process. I do not deny that meditation may have some positive effects on mental and physical health or that its practice may bring changes to the mind. Meditation may be a valuable alternative approach in life and clinical treatment, but it is far from being a must or a panacea.     

Psychoanalytic Psychotherapy with People in Abusive Relationships

Summary

Psychoanalytic perspectives on violence between partners is describedand forms a foundation for an approach to group and individual psychotherapy of men and women in relationships in which there is physical violence between partners. The empirical results of a study of the outcome of psychoanalytically oriented psychotherapy are described. Nineteen men and 16 women completed research measures before beginning psychotherapy and after completing 16 sessions of group psychotherapy. Twelve people who completed group psychotherapy continued in individual psychotherapy and completed measures again after 16 sessions of individual psychotherapy, and nine people completed measures again after the 16 sessions of group and 32 sessions of individual psychotherapy. Statistical analyses addressed outcomes in terms of verbal and physical aggression and dysphoric affects and anger. Both research and clinical outcomes are discussed.