Surrounded by Idiots: The Four Types of Human Behavior and How to Effectively Communicate with Each in Business (and in Life)

by Thomas Erikson

DISC—an acronym that stands for Dominance, Inspiration, Stability, and Compliance ability—system. These four terms are the primary behavior types, which describe how people sees themselves in relationship to their environment. Each of these behavior types are associated with a color—Red, Yellow, Green, and Blue. I have used variations of this tool for over twenty years with excellent results.

Everything you say to a person is filtered through his frames of reference, biases, and preconceived ideas. What remains is ultimately the message that he understands. For many different reasons, he can interpret what you want to convey in a totally different way than you intended.

By adjusting yourself to how other people want to be treated, you become more effective in your communication.

Flexibility and the ability to interpret other people’s needs is what characterizes a good communicator.

Normal Behavior … … is relatively predictable. Every person reacts in a habitual manner in similar situations. But it’s impossible to predict every possible reaction before it happens. … is part of a pattern. We often react in consistent patterns. Therefore, we should respect one another’s patterns. And understand our own. … is changeable. We should learn to listen, act, speak openly, and reflect in order to do what is relevant right now. Everyone can adapt. … can be observed. We should be able to observe and consider most forms of behavior without being amateur psychologists. Everyone can take note of the people around them. … is understandable. We should be able to understand why people feel and do what they do—right now. Everyone can think about why. … is unique. Despite the conditions that we have in common, each person’s behavior is unique to him. Succeed in your own conditions. … is excusable. Dismiss personal jealousy and complaints. Learn to have tolerance and