XPX Philadelphia - Ambivalence & Resistance: Navigating Entrepreneurial Emotions and Behavior in the Advising Relationship

Do your clients state one thing, then say or do the opposite? Does their behavior or decisions conflict with your advice, and perhaps their best interests?

If you work with successful entrepreneurs, it is a necessity to understand the underlying psychology that makes these individuals tick in order to implement your expert advice. It is not uncommon to feel that your advice is solicited and needed, yet then not wanted or followed.

We will discuss the hallmark traits that comprise the “psychology of entrepreneurs”, such as a need for control, autonomy, bias toward action, and a sense of distrust. Although these traits are often a strength when building a business, they can become an Achilles heel that show up as ambivalence, resistance, and even aggression when partnering with others.

This session is designed to enhance your insights for understanding and addressing such client roadblocks, thereby maintain an effective working relationship and trust. It will also provide specific skills for advisors in challenging moments. Lastly, it will help advisors recognize client situations that are likely rooted at a psychological level, to then suggest resources that can benefit their clients.

Speaker:

Kathleen Gounaris, PsyD, MBA - The Gounaris Group LLC

Dr. Gounaris is a business and financial psychologist based in Valley Forge, PA who focuses on organizational talent, executive coaching, family business/wealth issues, and executive health and wellness programs.  Full bio.