The Influence Model®
Influential people don’t rely on instinct alone – they understand what a situation requires and choose their behaviour intentionally. The Influence Model® provides a clear framework for analysing interactions, recognising what is happening beneath the surface, and selecting the influence approach that will move the conversation forward while maintaining strong relationships.
Being influential means knowing how to adapt your communication style to different people, needs, and circumstances. The Influence Model® helps you identify your natural tendencies, expand your behavioural range, and apply the right style at the right moment to achieve meaningful results.
The model in a nutshell
The Influence Model® is built on observable behaviour – the actions you choose to influence others. At its core, the model distinguishes between two fundamental energy dynamics: push and pull. Each of the four Influence Styles draws on one of these energies in different ways.
Push and Pull Energies
►Push energy is used when clarity, direction, or boundaries are needed. You express your views, state expectations, or guide the conversation forward with purpose.
► Pull energy, on the other hand, creates space for the other person. You ask questions, listen actively, and invite their perspective to shape the outcome.
Effective influence requires knowing when each energy is appropriate and how to use it with intention.
Originated at Harvard and Yale
The Influence Model® was developed in the 1970s by Harvard professors Dr. Roger Harrison and Dr. David Berlew. They were intrigued by a simple but powerful question:
Why do people with similar expertise achieve such different levels of success?
To find the answer, they observed how professionals influenced others in real workplace situations. Their research revealed consistent behavioural patterns that formed the basis of the Influence Model® – a practical, evidence-informed framework that has helped tens of thousands of professionals increase their positive influence ever since.
The four Influence Styles
The Influence Model® distinguishes four behavioural styles that help you navigate different people, situations, and goals.Each style has a specific purpose - and the real power lies in knowing when to use which one.
How do you perform across these styles?
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
Becoming effective across all four styles
Influential professionals are not limited to their preferred style. They understand the differences between the styles, can recognise what a situation requires, and adapt their behaviour intentionally.
In our programmes, you work with the Influence Model® through practice, feedback, and real-world cases – developing the behavioural flexibility that makes your influence more effective and authentic.
What do our participants say?
Master the Influence Styles to achieve meaningful results
In our programmes, you learn how to apply the Influence Model® in real workplace situations and how to use each of the four Influence Styles with confidence. Through practice, reflection, and targeted feedback, you develop Style Flexibility: the ability to choose the right style at the right moment to achieve your goals while maintaining strong relationships.
Explore the styles you will be working with:
- Persuading Influence Style
- Asserting Influence Style
- Bridging Influence Style
- Attracting Influence Style
