Introduction

The Four DISC Personalities

In “Surrounded by Idiots,” Thomas Erikson aligns closely with the DISC personality assessment framework, which categorises personality traits into four major types: Dominant, Influential, Steady, and Conscientious. Each kind conforms to a colour (red, yellow, green, blue), making concepts more concrete and easily remembered. Here’s a detailed look at each of these personality types. (Erikson 2019.)

Dominant (Red)

Characteristics: Individuals with a Dominant personality are characterised by their strong-willed, assertive, and competitive nature. They are decisive and prefer to lead rather than follow. Dominants are goal-oriented and excel in fast-paced environments where quick decisions are valued over detailed deliberation. (Erikson 2019.)

Communication Style: Dominants prefer direct and to-the-point communication. They value efficiency and are often straightforward, sometimes to the point of being blunt. When communicating with Dominants, it’s best to be clear and concise, focusing on results and objectives. (Erikson 2019.)

Influential (Yellow)

Characteristics: Those with an Influential personality type are enthusiastic, optimistic, and outgoing. This way, they like social situations and more often than not are the life of the party. Influentials are persuasive and good at motivating others, making them effective leaders in roles that require rallying a team or public speaking. (Erikson 2019.)

Communication Style: Influentials enjoy engaging and lively conversations. They prefer storytelling and expressive dialogues and are less concerned with details and more focused on big-picture thinking. To communicate effectively with an Influential, it’s important to be open and engaging, allowing room for expressive exchange. (Erikson 2019.)

Steady (Green)

Characteristics: Steady individuals are reliable, supportive, and cooperative. They value consistency and quality in their work and personal lives and prefer stable, harmonious environments. Steadys are great team players and excel in roles that require nurturing and maintenance of established systems or relationships. (Erikson 2019.)

Communication Style: Steadys communicate in a calm, polite, and non-confrontational manner. They appreciate friendly, sincere interactions that build long-term relationships. When dealing with Steadys, it’s beneficial to be personable and respectful, ensuring stability and consistency in your interactions. (Erikson 2019.)

Conscientious (Blue)

Characteristics: Conscientious types are analytical, detail-oriented, and methodical. These people rely heavily on facts and figures while making their judgments and hold precision and accuracy in whatever one does in life in very high esteem. Conscientious individuals excel in roles that require meticulous planning and attention to detail. (Erikson 2019.)

Communication Style: Conscientious individuals prefer structured and systematic interactions. They expect others to communicate in a clear, logical, and detailed manner. When engaging with a Conscientious type, it is crucial to focus on facts and details and to be well-prepared and organised in your communication approach. (Erikson 2019.)

Erikson illustrates these personalities to show how understanding and being flexible with other communication styles, very different from your own, can dramatically improve the effectiveness of relationships. This does not only help understand personality types but may also guide us in our communication style based on the observed preference of the other personality type, hence fostering more productive and harmonious relationships. This approach is not only suitable for personal use but also to the most significant advantage in professional places where effective communication is the key to success. (Erikson 2019.)

Identifying Personalities Around You

Identifying personality types in daily interactions is a pivotal skill that can enhance your communication effectiveness and interpersonal relationships. Thomas Erikson’s “Surrounded by Idiots” offers a practical framework to recognize these personality types through observable behaviours and communication patterns. The following lines illustrate how to identify four personalities (Red, Yellow, Green, and Blue) with the insight of active listening and observation. (Erikson 2019.)

Strategies for Identifying Personality Types

Observing Communication Style and Approach:

•         Red (Dominant): Look for assertiveness, directness, and a focus on results. Reds are often the ones taking charge in group settings, making quick decisions, and showing impatience with delays. They are straightforward and dislike unnecessary details.Example: In a team meeting, a Red individual might quickly take the lead, propose solutions, and push the group toward making a decision without extensive deliberation. (Erikson 2019.)
•         Yellow (Influential): Identify them by their enthusiasm, sociability, and focus on relationships and persuasion. They enjoy talking, often using gestures and expressive language, and are usually optimistic and outgoing. Example: At a networking event, a Yellow might be the person who’s actively making rounds, engaging in animated conversations, and connecting with others using charismatic and persuasive language. (Erikson 2019.)
•         Green (Steady): Recognize them by their calm, reliable, and supportive nature. Greens prefer stability and are not fond of sudden changes or conflicts. They are great listeners and often act as mediators. Example: In a situation where there is a conflict or disagreement, a Green will likely try to calm things down and offer compromise solutions, prioritizing harmony and group cohesion. (Erikson 2019.)
•         Blue (Conscientious): Note their attention to detail, precision, and a methodical approach to tasks. Blues prefer to communicate with data and facts and are careful and deliberate in their decision-making process. Example: In a project planning session, a Blue would be concerned with gathering all the relevant information, ensuring that no detail is overlooked, and methods are thoroughly analyzed. (Erikson 2019.)

Paying Attention to Behavioral Cues:

•         Reds might show impatience or frustration in slow-moving or highly detailed contexts.
•         Yellows are often visibly enthusiastic and draw energy in brainstorming or creative sessions.
•         Greens provide consistent support and maintain routine and support.
•         Blues will be the ones double-checking facts and figures, ensuring accuracy. (Erikson 2019.)

The Importance of Active Listening and Observation

Active Listening: The ability to identify these personality types is to listen to what is being said with active listening skills while at the same time not necessarily ignoring subtle hints that could lead to an individual’s preferred style. That is, it is not just about listening to the words but also to the tone, pace, and volume that might reveal a lot about the personality type of the person. (Erikson 2019.) 

• For example, a red may raise his voice and talk fast to assert leadership of the moment and take control of the conversation. A blue, on the other hand, will want to clarify and be precise, which may mean questioning the clarity and accuracy of statements made by another.

Observation: Observational skills complement active listening by providing context through non-verbal cues like body language, facial expressions, and general demeanor (Erikson 2019).

•         A Yellow, for example, may use a lot of hand gestures, have an open posture, and generally appear relaxed and approachable, while a Green might show a preference for listening over speaking, nodding in agreement, and maintaining a neutral, calm facial expression.

By combining these observational insights with active listening, you can more accurately assess and adapt to the communication styles of those around you. This not only helps in personal rapport and connection but also enhances professional interactions by enabling more effective collaboration and conflict resolution. (Erikson 2019.)

Confirmation bias

In identifying personalities around you, it is necessary to think about confirmation biases and avoiding them. Confirmation bias is an information-seeking cognitive bias where people tend to look for information that would either support or confirm existing perceptions and beliefs. What results is the way people even seek to remember information and, most commonly, it leads to distorted perceptions and judgments. A convinced person that left-handed people are more creative would note any creativity put up by a left-handed person, give undue importance to it, and further reassert his predisposition. Such human bias influences much more significant decisions or opinions. Examples are information filtering through a negative lens, such as political views or personal relationships. (Cherry 2022.)

Therefore, confirmation bias is a very critical component when assessing information to counter influence, in particular in personality assessment. This may entail actively searching for and considering evidence that may be against these preconceived beliefs, reflecting on their own biases by reflective thinking, and exposing one to varied sources of information. This may enable one to develop a more objective perspective, less bound by the shackles of their own subjectivity and biases. Additionally, being open to updating a belief with new and contradictory evidence will further enhance the effects of confirmation bias and result in more accurate and fair judgments regarding other persons’ personalities and behaviours. (Cherry 2022.)

Communication Strategies for Each Personality

Effective communication often requires tailoring your approach based on the personality type of the individual you’re engaging with. Below are specific techniques and scenarios for each type, highlighting what resonates most with them. 

Dominant (Red) – Directness and Efficiency

Resonates with: Directness, efficiency, and results. Red types respond well to clear, concise, and straightforward communication. They value brevity and getting to the point without unnecessary details. (Erikson 2019.)

Communication Techniques:

• Be clear and direct in your statements.
• Focus on facts and the end goals.
• Avoid redundancy and prioritise efficiency. (Erikson 2019.)

Example Scenario:

Situation: You are presenting a business proposal to a Red personality.

Approach: Start with the bottom line: “This strategy will increase productivity by 15% within the next quarter.” Use clear, strong language and back your statements with solid data. Avoid diverging into too much background information or tangential details. (Erikson 2019.)

Influential (Yellow) – Storytelling and Enthusiasm

Resonates with: Excitement, sociability, and creativity. Yellow types enjoy engaging stories and dynamic presentations that appeal to their sense of adventure and optimism (Erikson 2019).

Communication Techniques:

• Use vivid, expressive language.
• Incorporate anecdotes and personal stories to make your point.
• Be enthusiastic and positive. (Erikson 2019.)

Example Scenario:

Situation: You need to motivate a Yellow personality to lead a new project.

Approach: Use an inspiring story of a similar project’s success, highlighting the adventure and impact: “Imagine leading a project that not only boosts our market share but also sets a new standard in innovation.” Show excitement about the possibilities and their role in achieving them. (Erikson 2019.)

Steady (Green) – Listening and Harmony

Resonates with: Stability, support, and friendliness. Green types prefer calm, polite, and non-confrontational communication. They value listening and building personal connections (Erikson 2019).

Communication Techniques:

• Speak in a calm, reassuring tone.
• Build rapport and express genuine interest in their thoughts.
• Emphasise stability and consensus. (Erikson 2019.) 

Example Scenario:

Situation: You are discussing a potential change in process with a Green personality.

Approach: Acknowledge their hard work and express how the new process will provide more support: “I know how hard you’ve worked with the current system. This new process is designed to support you better and make things more predictable.” (Erikson 2019.)

Conscientious (Blue) – Detail and Precision

Resonates with: Accuracy, logic, and order. Blue types prefer communication that is detailed, precise, and well-organised. They respond well to thoroughness and data-driven arguments (Erikson 2019).

Communication Techniques:

• Provide detailed explanations and comprehensive data.
• Structure your communication logically.
• Be patient and avoid pressuring them for quick decisions. (Erikson 2019.)

Example Scenario:

Situation: You are trying to get approval from a Blue personality for a new IT system.

Approach: Prepare a detailed report with all potential pros and cons, including exact figures, timelines, and benchmarks. “This document outlines how the new system could improve efficiency by 25% and enhance data accuracy. I’ve included a detailed breakdown of the implementation timeline and cost analysis.” (Erikson 2019.)

By understanding and adapting to these DISC personality types, you can significantly enhance your communication effectiveness. Tailoring your approach not only facilitates smoother interactions but also fosters better relationships, whether in personal life or professional settings.

Beyond DISC: Cultural and Individual Differences

Having in mind that DISC can offer a pretty useful model of understanding and adapting to different styles in communication and types of personalities, a few of its weaknesses have to be recognized. Using solely the DISC model might just oversimplify human behaviour and the intricacies of human interactions. This manner of simplification will only tend to further reduce the complexities and varieties involved in human interactions and the traits of individual persons.

Culture

The experiences of an individual are related to the interaction with the cultural background in the development and understanding of communication styles. From the context of the analysis presented by Vijai N. Giri, it can be thoroughly understood that culture tends to work as a base that infuses the shared set of norms and practices regarding the communicative aspect. Yet, that’s just one piece of the puzzle. As people come across new environments and new challenges, their communication style develops and modifies under the influence of experiences and interactions faced by them. Adaptation is very commonly needed with changing communication norms in various settings, such as education and the professional realm, and with that tendency, styles become a hybrid of cultural and favorable skills acquired. (Giri 2006, 124-130.)

When one considers the potential for development within cultural norms of communication, one would realise that culture is not a rigid structure but it lives and breathes, changing as soon as it comes in touch with others and practices of culture. In today’s interconnected world, where interactions between different cultures are common, this adaptability is highly essential. What is important in those types of exchanges is sensitivity not only to the larger cultural patterns that shape the communication but also to individual nuances that may add up to mean the difference between an effective and ineffective interpersonal exchange. (Giri 2006, 124-130.)

In the cross-cultural perspective, therefore, the ability to identify and accommodate different communication styles is not a practical skill but essential for honest conversation. It takes having an open mind to learn from every interaction, and it even takes flexibility—being willing to adapt your communication approach to the mind-blowing richness of the human experience. In doing so, breaking through walls and establishing mutual understanding, one is able to build relationships that pay due respect to the collective heritage and individual journey of the other. (Giri 2006, 124-130.)

Emotional Intelegence

Emotional intelligence (EI) does help shape the way we communicate effectively. EI is the skill that lies beneath our capability to gain success in the areas of life, navigate social competencies, and forge strong personal and professional relationships. Very high EI denotes inherent capability for awareness and control of their own besides understanding another’s feelings. This awareness and understanding are critical in controlling social dynamics tuned sensitively for communication effectiveness. (Sinha & Sinha 2007, 450-460.)

Stated much more practically, EI gives a person the driving force by which one can read the room or just take in that emotional atmosphere of a situation and communicate accordingly. It includes more than what we say; it includes how we say it, timing, and even proxemics and kinesics that we send. It is about understanding the full spectrum of communication, from the explicit messages to the emotional context underlying them. (Sinha & Sinha 2007, 450-460.)

A high EI person can say complicated things with compassion, debate without being disagreeable, and listen with empathy. This group would employ emotional cues to enhance their communication so that they do not lose the content of their message to poor delivery. The upshot is communication that achieves more than simply conveying information. It builds trust, fosters understanding, and places meaningfully oriented dialogue in an environment where it can flourish. (Sinha & Sinha 2007, 450-460.)

In the final analysis, however, technical skills like grammar and vocabulary do form part of the foundation to communicate effectively, and EI is the skill that helps in effectively delivering our communication from point A of just doing transactions to point B of powerfully engaging in transformational exchanges. It is the key not only to speaking but to being heard and not only to hearing but to being understood. (Sinha & Sinha 2007, 450-460.)

The DISC model serves as a practical tool in understanding and differentiating communication styles and personality types. However, its utility comes with a caveat—it’s a guide, not a definitive map of the complex terrain of human interaction. The model offers a framework but can’t encapsulate the full depth of individual experiences and cultural backgrounds that shape communication. Caution is advised to avoid overly simplistic views that do not account for the rich, dynamic interplay between an individual’s history and cultural context.

Conclusion

In conclusion, the DISC framework provides valuable insights into understanding and adapting to different communication styles. By recognizing Dominant (Red), Influential (Yellow), Steady (Green), and Conscientious (Blue) personalities, you can tailor your approach to foster better communication and relationships. However, it’s crucial to remember that DISC is a simplified model. Cultural influences and individual experiences significantly impact communication. To navigate the complexities of human interaction effectively, embrace cultural sensitivity, lifelong learning, and emotional intelligence. By acknowledging both the strengths and limitations of DISC, you can develop a more nuanced understanding of communication, ultimately fostering stronger connections and achieving your goals.

References

Cherry, K. 2022. What Is the Confirmation Bias? Verywell Mind. Updated on 10.11.2022. Read on 20.4.2024.

https://www.verywellmind.com/what-is-a-confirmation-bias-2795024

Erikson, T. 2019. Surrounded by Idiots: The Four Types of Human Behavior and How to Effectively Communicate with Each in Business (and in Life). St. Martin’s Essentials.

Giri, V. N. 2006. Culture and communication style. The Review of Communication, 6(1-2), 124-130.

Sinha, S., & Sinha, D. 2007. Emotional intelligence and effective communication. Management communication: Trends & strategies, 1(1), 450-460.