Resistance,reactance, and consultation

A review of techniques for dealing with consultee resistance is presented, with the limitations of these techniques. The social psychological theory of reactance is offered as a useful conceptual framework for considering resistance in consultation. Examples of the application of reactance theory to both minimizing consultee resistance and to utilizing consultee resistance for beneficial change are provided. Variables that predict the likely effectiveness of a reactance utilization intervention are described. Finally, ethical issues involved in the application of reactance techniques are discussed.