Aristotle’s Influence Model (2024 deep-dive)

Aristotle’s Influence Model is so fundamental and powerful that it’s a mental model I share at one point or another with almost all of my executive coaching clients.

🧭 Why it Matters: Influencing as a leader is all about balance. Don’t just convince and pursuade — we rely too heavily on “logos” (rationality). It’s with “pathos” (empathy), “ethos” (credibility, presence), and “kairos” (right time, right place), that create true influence, in balance.

– LOGOS: We love convincing and persuading. What’s wrong with being right, right? So, “logos” becomes our default communication style — logic, reason, rationality.

– PATHOS: But neuroscience shows that emotions often drive our decisions. “Pathos” eats logos for breakfast. empathy, compassion, and trust.

– ETHOS: We give more weight to words spoken by those we respect. “Ethos” — our credibility, presence, perceived character and gravitas — shapes how influential we are. Building this equity requires conscious effort every day.

– KAIROS: Then there’s “kairos,” the most overlooked element of Aristotle’s Influence Model. Too often, we speak when it suits us, not when it’s truly the right moment. Great communicators wait for the right time and place — and say what matters when it really counts.

Also known as Aristotle’s Poetics and theory of drama, we have a lot to learn from the creatives. Left brainers (I am no exception), take note.

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Now let’s do a deeper dive into the lesser known two elements of Aristotle’s Influence Model: gravitas and kairos.

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Gravitas is equity.

🌟 Why it Matters: Gravitas is not just for the naturally gifted — you can build and accumulate it.

🔮 Insight: Gravitas comes from Latin, meaning “weight” or “seriousness,” reflecting a dignified presence (a.k.a. executive presence) that commands authority and respect.

In Aristotle’s Influence Model, gravitas is a component of “ethos,” which in turn orginates from the ancient Greek word “ἦθος” (êthos). Ethos means character, manner, presence and, gravitas. Charisma fits in here too.

Some people are naturally gifted with influence. But consider the leader and prominent figure you admire — were they born with the gravitas they display today? Most likely not. They may have had a head start with their natural character, but they most likely built their weight and presence over the years.

I consider gravitas as equity. You can build and accumulate it into the foundations of your character.

In other words, building gravitas — and more broadly ethos — is a conscious effort. It’s not an easy one, as it requires living a life of authenticity, guided by one’s moral values, beliefs and principles.

Perhaps that’s the objective, and gravitas is the reward. 💫

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Kairos: The Art of Right Time, Right Place

🗿 Why It Matters: Because the right message at the wrong moment, is still the wrong message.

🪬 Insight: The most overlooked element in Aristotle’s Influence Model, “kairos” is about seizing the opportune moment. It’s not just what we say, or how we say it — it’s when we say it that makes the difference between mere words and real impact.

The word “kairos” comes from ancient Greek, meaning the “right or opportune moment.” Unlike “chronos,” which represents chronological time, “kairos” is about the qualitative nature of time — knowing when the timing is ideal.

Great leaders intuitively understand this. They wait, they listen, and they gauge the readiness of their audience. They find the perfect intersection where the message aligns with the moment.

Kairos is knowing when to push and when to pause. When to let silence breathe. When to act, and when to allow a situation to unfold.

The beauty of kairos is that it teaches us patience, intuition, and intentional influence. Influencing is not about being heard at any cost — it’s about being heard when it truly matters.

Timing is everything, and mastering kairos is what makes a leader’s words stick.