Origin Story

Influence skills: more important than ever!

Our Influence Model® is deeply rooted in (behavioural) psychology. Behaviour is complex and human motivation is even more complicated – try and clearly convince people of your vision; hard, huh? How can we influence motivation and gain more impact on the people around us? And why are influence skills so important? An interesting cause for the research of the team of scientists David Berlew and Roger Harrison, who started developing the first version of our model at Harvard University in the Seventies.

Research in the Seventies

After the Second World War, companies and organisations were done with authoritative behaviour. People were specifically interested in the POSITIVE workings of influence. Attention shifted to topics regarding the accomplishment of your personal goals. How do you reach them without the input of a formal rank or authority? Some people seemed more naturally gifted at this, than others.

At the start of the Seventies and fuelled by these questions, Berlew and Harrison began their research of influence behaviour. They observed employees coming from equal backgrounds and positions during their jobs. Because of the similar backgrounds, the researchers could fully focus on the differences in the attitudes and communication of the employees.

Flexibility in influence behavior

Berlew and Harrison discovered a pattern in the more successful employees: they were flexible in their behaviour. Employees who easily switch between influence behaviours reach their personal career goals quicker. Because these people change their behaviour to their goal, the situation and the person they are dealing with, they prove to be more successful than people who are less flexible in their influence behaviour. The scientists called this ‘situational influence behaviour’.

The Influence Model® and PPIP

Berlew and Harrison documented the different influence styles they observed during their research. With this, the first version of the Influence Model® was born! The model gives insight in the influence behaviour of another person AND offers you structural tools to be able to use these different styles yourself. This way, everyone can increase their personal influence in a positive manner. The result? Accomplishing your personal goals, while strengthening the relationships with others.

To acquire these influence skills, the training Positive Power and Influence Program® (PPIP) was developed. In 1976, then-CEO of Bureau Zuidema Hans Zuidema introduced the Influence Model® and PPIP® in the Netherlands.

 

Still relevant

How does an influence programme developed in the 70ies still take care of advanced influence skills that help you on the floor, today? It’s simple, really – because it works. Systems might have changed, in practice human behaviour demonstrates to be influenced by the same factors as it was then. We are motivated by inspiration. Influential people are, in that way, driven people who naturally set individuals, teams or organisations in motion. The behavioural styles used in those situations, can be learned.

Insight in your influence situations

Positive influence is not self-evident, but you can certainly develop it! By means of exercises and insight in the behaviour YOU use in influence situations, the Influence Model® will grant you clear skills to increase your impact on the work floor – and in other situations.

You are solely responsible for your own learning goal, which requires motivation… and a hint of courage. It takes time to truly own your learned skills in order to be able to use them in real situations.

This is where we’d like to help you. Numerous participants participated before you and got to know their personal power. After leaving the training, they all did something differently than before. It’s exactly what we’re going for: making as many people as possible truly more influential – in the long term!

It’s not just a training, it’s for life.

Would you like to gain more impact? To convince others of your ideas? To come up with clear proposals that have effect on your colleagues or clients? You can learn to be more influential. Check out our programme here.

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