Ultimately, our role in motivation should take the form of coach rather than persuader. If we agree with Carl Rogers (see Chapter 1) that the patient knows best and is not in need of an authoritarian guidance, then we will want to provide a supportive environment to help patients embrace solutions. When we try to persuade them to do so, the natural reaction is to resist, prove us wrong, and hold even tighter to their position (Luterman, 2001). In this situation, we are effectively grappling for control over hearing problems.