| Abstract: | Theoretically one of the most important questions in applied psychology is how people influence and control each other. What theoretical concepts can be used to explain these influences? Learning theory explanations have been popular in psychology, but other alternatives are also possible. In this article, rehabilitation is analysed through interactional persuasion strategies. Six strategies are proposed: coercion, threat, offer, guidance, appeal and appreciation. Each strategy corresponds to a specific atmosphere, and arouses either compatible or incompatible reactions from the target of a specific strategy. In the present model the major component of the persuasion strategy is the choice it provides. Choice depends on the amount of information and sense of personal control it provides. In order to attain specific rehabilitation objectives certain persuasion strategies are applied. Coercion, threat and offer are used for behavioural objectives and guidance; appeal and appreciation for cognitive-experiential objectives. In the last part of the article, various rehabilitation programmes are described by persuasion strategies. |
