The Influence Model
The Influence Model – The Situational Influence Model® – helps you understand how people create influence in real situations and how to choose the right behavior to achieve the best possible outcome.
What Is the Influence Model?
People with strong influence have the ability to “read” a situation as it unfolds. They consider different ways of responding and choose the behavior that creates the best possible outcome for everyone involved.
You create influence when you apply the right influence style to the situation – and this is exactly where the Influence Model becomes valuable.
Push and Pull
– The Two Energies of the Model
Influence-modellen arbejder med to former for energi:
Push:
When you take the lead and set direction. You clearly express what you want and what you believe is the right way forward – for example when defining a decision or setting clear expectations in a meeting.
Pull:
When you create space for others. You invite the other person to share perspectives, ideas and opinions – for example by asking questions and listening actively in a conversation.
Effective influence requires the ability to use both Push and Pull consciously – and to shift between them depending on the situation.
The Four Influence Styles
How do you typically influence others?
The Influence Model describes four core influence styles.
They arise at the intersection between Push and Pull and show how you can vary your behavior to create influence in different situations.
Persuading
Use this style when you and your conversation partner want to find the best solution together. Persuading focuses on the content of the discussion: presenting well-reasoned proposals, supporting them with relevant facts, and remaining open to alternative viewpoints.
Effective Persuading means shaping the solution jointly. You build your case, listen to input, and refine the final outcome through constructive dialogue – without letting personal emotions take over.
Characteristics:
- Strong analytical thinking
- Well-substantiated proposals
- Focus on finding a shared solution
Asserting
Asserting is the style to use when clarity and boundaries are needed. You express expectations directly, state what must happen, and stand up for your values and agreements. There is little room for ambiguity – people know exactly where they stand.
This style is influential because it brings clarity, reliability, and decisiveness. But if overused or delivered too harshly, it can trigger resistance. Effective Asserting therefore requires firmness combined with respect and openness to reconnect afterwards.
Characteristics:
- Clear and explicit in expectations
- Honest and direct communication
- Confident and grounded presence
Bridging
Bridging is the style of connection. You listen actively, involve others in the conversation, and create an atmosphere of openness and trust. This style is especially useful when you need to build rapport, understand concerns, or reduce resistance.
By showing genuine interest and sharing your own thoughts or vulnerabilities where appropriate, you create psychological safety – enabling others to speak up and collaborate more effectively.
Characteristics:
- Genuine interest in the other person
- Open, calm, and cooperative atmosphere
- Strong interpersonal connection
Attracting
Attracting creates positive energy and momentum. You tap into vision, enthusiasm, and shared purpose to inspire others and help them see what is possible. This style is powerful when you want to mobilise people, encourage buy-in, or create excitement around a future direction.
Attracting paints a compelling picture of the “why” – inviting others to join you, rather than pushing them.
Characteristics:
- High energy and enthusiasm
- Creative ideas and vision
- Ability to inspire and mobilise others
What do our participants say?
Developed at Harvard and Yale
The Influence Model – The Situational Influence Model® – was developed in the 1970s by Professor Roger Harrison (Harvard) and Professor David Berlew (Yale).
They studied why professionals with similar education and expertise achieved different levels of success when working with others. They also observed how influence actually occurs in real organizational situations.
Based on these observations, they developed the Influence Model.
Style Flexibility – The Key to Influence
Effective influence rarely depends on just one style. It requires style flexibility – the ability to shift between styles depending on your objective, the relationship and the situation.
Situations and collaborations change constantly. The more flexible you are in your approach, the more effective your influence becomes.
This flexibility is exactly what we train in our programs – enabling you to create influence even when there is resistance in a meeting, disagreement in a project or complexity in organizational collaboration.
Curious about which style you use most often?
Learn to Use the Model in Practice
Power2Influence®
Power2Influence® is our most popular program for developing influence and personal impact. Here you train the four influence styles and develop your style flexibility through realistic situations and direct feedback.
Influence-modellen i organisationen
We help teams, leaders and specialists actively apply the Influence Model in their collaboration, decision‑making and difficult conversations.
FAQ
Is the Influence Model only for leaders?
No. The model is relevant for anyone who needs to build support and get their message through – even without formal authority.
Can I take a test?
Yes. The Influence Test provides insight into your preferred influence style.
When should the different influence styles be used?
It depends on the situation. Some situations require clear expectations (Asserting), others require dialogue and relationship building (Bridging), while some require arguments and facts (Persuading).
Can influence be learned?
Yes. Through training, feedback and realistic exercises you can develop your style flexibility and become more aware of how your behavior influences others.
How do you work with the model in practice?
In our programs, participants train real situations from their daily work and receive feedback on how they communicate and create influence.
Perspektiver på indflydelse og ledelse
We share insights on personal impact, influence styles, and leadership without formal authority—based on our experience and work with leaders and specialists.
