This study examined individual social-cognitive differences and health care team members' persuasive communication in attempts to influence a coworker. Thirty-six members of seven hospice interdisciplinary teams participated. Message strategy listener-adaptiveness was positively associated with cognitive differentiation and role differentiation and negatively correlated with hospice training. Qualitative differences in team member role definition were associated with level of listener adaptiveness in persuasive messages. Implications of these findings are discussed.