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The Role of Negotiation in Counseling:
Borrowing from TIPS (Trials of Improved
Practices)
CORE Spring Meeting May 2014
Janine Schooley, MPH
TIPS
 A participatory, asset-
based approach
 Based on concept of “test
marketting”
 Negotiation and
experimentation leading to
practical, feasible
recommendations for
behavior change
 Motivators and barriers are
key to those
recommendations working
 Program participants try out a new practice
during a trial period to assess its feasibility
within the culture/situation
 Has been used in many countries, primarily
for improving feeding of young children
 Both research and implementation
 TIPS indicate both what behaviors should be
included and not included in the program and
how best to promote them
 Certain behaviors that are impossible to
predict precisely (such as childbirth) or which
take a long time (child immunization series)
are a challenge to test with TIPS
TIPS is:
 Formative research
 Empowering to the
client/patient
 Can provide field workers
with much needed
practice in counseling
and negotiation skills
 Really 2 kinds of TIPS:
negotiation TIPS and
learning TIPS
TIPS leads to a better understanding of:
 Current practices -- Helpful? Harmful?
Don’t know? Among what group?
 Problem (s)
 Beliefs, practices, and influences
– Potential motivators
– Constraints
 Recommendations
 This then becomes the foundation
of counseling guidelines,
behavior change strategies, etc.
TIPS helps us pinpoint and
articulate:
 Behaviors that are both
feasible and efficacious
 Behaviors that the project
should NOT promote
 Motivations and barriers
 Level of change expected
 Level of health and nutrition
impact expected
TIPS Steps: Field Work over 2-3 visits
(assessment, interviews,
observation)
Negotiation (feedback,
solutions, suggestions,
discussion, agreement,
evaluation)
Analysis (quantitative,
qualitative, influencers,
barriers, what was
easy/hard, how did they
overcome barriers,
perceived benefits,
intentions to continue? Etc.)
Negotiation Process
 Introduce problem
 Recommendations by
the mother
 Recommendations by
the field staff
 Motivators and
encouragement
 Mother’s response and
compromise
 Mother will try…
 Result?
 Reasons?
 Will continue practice?
 If not, why not?
So, what can we learn from TIPS
and how can we apply that learning
more broadly?

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How to Ensure Counseling is NOT a Mini-Lecture_Janine Schooley_5.6.14

  • 1. The Role of Negotiation in Counseling: Borrowing from TIPS (Trials of Improved Practices) CORE Spring Meeting May 2014 Janine Schooley, MPH
  • 2. TIPS  A participatory, asset- based approach  Based on concept of “test marketting”  Negotiation and experimentation leading to practical, feasible recommendations for behavior change  Motivators and barriers are key to those recommendations working
  • 3.  Program participants try out a new practice during a trial period to assess its feasibility within the culture/situation  Has been used in many countries, primarily for improving feeding of young children  Both research and implementation
  • 4.  TIPS indicate both what behaviors should be included and not included in the program and how best to promote them  Certain behaviors that are impossible to predict precisely (such as childbirth) or which take a long time (child immunization series) are a challenge to test with TIPS
  • 5. TIPS is:  Formative research  Empowering to the client/patient  Can provide field workers with much needed practice in counseling and negotiation skills  Really 2 kinds of TIPS: negotiation TIPS and learning TIPS
  • 6. TIPS leads to a better understanding of:  Current practices -- Helpful? Harmful? Don’t know? Among what group?  Problem (s)  Beliefs, practices, and influences – Potential motivators – Constraints  Recommendations  This then becomes the foundation of counseling guidelines, behavior change strategies, etc.
  • 7. TIPS helps us pinpoint and articulate:  Behaviors that are both feasible and efficacious  Behaviors that the project should NOT promote  Motivations and barriers  Level of change expected  Level of health and nutrition impact expected
  • 8. TIPS Steps: Field Work over 2-3 visits (assessment, interviews, observation) Negotiation (feedback, solutions, suggestions, discussion, agreement, evaluation) Analysis (quantitative, qualitative, influencers, barriers, what was easy/hard, how did they overcome barriers, perceived benefits, intentions to continue? Etc.)
  • 9. Negotiation Process  Introduce problem  Recommendations by the mother  Recommendations by the field staff  Motivators and encouragement  Mother’s response and compromise  Mother will try…  Result?  Reasons?  Will continue practice?  If not, why not?
  • 10. So, what can we learn from TIPS and how can we apply that learning more broadly?