Department of Health Sciences and Health Policy, University of Lucerne and Swiss Paraplegic Research, Nottwil, Switzerland.
Patient Educ Couns. 2013 Sep;92(3):296-301. doi: 10.1016/j.pec.2013.06.005. Epub 2013 Jul 2.
Persuasion plays a critical role in doctor-patient communication. The relevant literature tends to equate persuasion to manipulation as a suboptimal form of interaction. The objective of this paper is to distinguish among different types of persuasion processes and to highlight when their use can be beneficial or risky from the perspective of the patient's autonomy.
This paper presents a conceptual analysis of persuasion based on the analytical and normative frameworks of argumentation theory.
Persuasion is a generic term that refers to at least four main forms of persuasion: rational persuasion, unintentional unreasonable persuasion, intentional (without deception) unreasonable persuasion and intentional (with deception) unreasonable persuasion (i.e., manipulation).
Rational persuasion can be a process of value for the medical encounter. The other forms of persuasion can negatively impact patients' decision making. They are suboptimal for different reasons that are partly due to the quality of communication, and partly due to ethics of the medical conduct.
This paper offers a basis for developing training opportunities that foster deeper understanding of different forms and uses of persuasion. Also, it can inspire the development of educational material for patients targeted to the enhancement of their critical health literacy.
说服在医患沟通中起着关键作用。相关文献倾向于将说服等同于操纵，认为这是一种不理想的互动形式。本文的目的是区分不同类型的说服过程，并从患者自主性的角度强调其使用何时可能是有益的，何时可能是有风险的。
本文基于论证理论的分析和规范框架，对说服进行了概念分析。
说服是一个通用术语，至少指四种主要的说服形式：理性说服、无意识不合理说服、有意（无欺骗）不合理说服和有意（有欺骗）不合理说服（即操纵）。
理性说服可以是医疗接触的有价值的过程。其他形式的说服可能会对患者的决策产生负面影响。由于沟通质量和医疗行为的伦理原因，它们对于不同的原因来说是次优的。
本文为培养对不同形式和用途的说服的更深理解提供了基础，并为针对提高患者关键健康素养的患者教育材料的开发提供了灵感。
