Push and Pull Influencing Style

Roger Harrison

The push/pull model explores the ways in which leaders exert influence to reach
organisational goals. Influence is exerted through a mixture of two different
styles. It is either forced (pushed), or encouraged (pulled).

Push Method of Leadership

This method is useful in times of urgency. It is a good technique for safe ideas.
The characteristics are are leading through persuasion and assertion. Push
leaders say ‘I want..’

Pull Method of Leadership

This method is best used for ‘dangerous’ ideas. It is time demanding. The
characteristics are leading through encouragement, and through the styles of
bridging and common vision. Pull leaders say ‘we are…’

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