Situational Influence Model

The foundation of the Positive Power & Influence® Program lies in a behavioural model called the Situational Influence Model. It illustrates relations between the influencer and influence target, as well as actions and techniques in place.

The Model shows three kinds of influence energies: push, pull and move away, which are further translated into particular influence styles (persuading, asserting, bridging, attracting); the styles in turn are further reflected in defined influence behaviours.

The Situational Influence Model highlights that we need not rely on one predominant influence style but rather apply the specific style (push, pull or move away), best suited to each influence situation we face.

Situational Influence Model - PPI

Influence styles:

Push – the influencer asserts his/her position or seeks to persuade key stakeholders
Pull – the influencer uses empathy or other involving, cooperative, value-based behaviors to attract and build bridges to key stakeholders
Move away – the influencer disengages when perceiving a deadlock or other insurmountable impasse and re-evaluates his/her influence strategy; note: disengaging is not avoiding, as the influencer is still actively seeking to influence key stakeholders