Behavioral Insights for Effective Communication

Effective communication is essential to building strong relationships and achieving success in both personal and professional settings. In this blog post, you’ll discover practical strategies for improving your communication skills by understanding and adapting to different behavioral styles.

How to Improve Your Communication Skills

According to behavioral expert Thomas Erikson, communication is inherently filtered through the listener’s frame of reference, biases, and preconceptions. This means that everything you say is subject to interpretation based on the listener’s unique perspective. As a result, the message they understand may differ significantly from what you intended.

The degree of variation depends on the individual with whom you are communicating, so it is rare for your entire message to be received exactly as you intended.

While you cannot change how the listener processes information, you can adapt your communication style to match their preferences and sensitivities. In doing so, you increase the effectiveness of your interactions.

A good communicator is flexible and able to interpret and respond to the needs of others. Understanding another person’s behavioral style and communication method allows you to make more informed guesses about how they might react in different situations. This insight greatly enhances your ability to connect and influence the person you are communicating with.

Why Are We the Way We Are?

Key Components

• Personality: This is the core set of traits and characteristics that define an individual. It influences how we perceive the world and how we react to different situations.

• Environmental Factors: These are the external influences such as social environment, cultural background, and situational context that shape our behavior. They can be dynamic and change over time, affecting how we respond in different scenarios.

Behavior

Behavior is a function of personality and environmental factors. It is the observable aspect of how we act and react in different situations.

Normal Behavior is:

• Relatively predictable: People tend to react in a habitual way in similar situations.
• Part of a pattern: Behavior often follows recognizable and consistent patterns.
• Changeable: While patterns exist, behavior can change based on context and circumstances.
• Observable: You can learn a lot by paying attention to how people act and react.
• Understandable: With effort, you should be able to understand why people feel and do what they do – right now.
• Unique: Everyone has their own unique way of behaving and communicating.
• Excusable: Understanding the context and reasons behind behavior can lead to empathy and forgiveness.

Behavior Types

Thomas Erikson categorizes human behavior into four main types, each of which is associated with a specific color:

🔴 Red: Dominant

🟡 Yellow: Inspirational

🟢 Green: Stable

🔵 Blue: Analytical

Approximately 80 percent of people exhibit a combination of two dominant colors, while the remaining 20 percent are influenced by a combination of three colors.

In the following section, you will learn how to recognize and adapt to each color. Understanding these categories can greatly enhance your ability to communicate effectively by tailoring your approach to the behavioral style of the person with whom you are interacting.

🔴 Red Behavior

Individuals with dominant Red Behavior are dynamic and driven. Key traits and behaviors include:

• Reds are highly ambitious individuals with goals that others may find difficult to imagine.
• Reds push themselves hard and almost never give up, driven by the belief that they can achieve anything through hard work.
• They are task-oriented extroverts. Reds enjoy challenges, make quick decisions, and are comfortable taking the lead and taking risks.
• Reds are often seen as natural leaders. They are straightforward and honest, expressing their personal truths without hesitation.
• Self-perception: Reds often see themselves as driven, resolute, ambitious, decisive, competitive, independent, determined, time-conscious, persuasive, and results-oriented.

Red Body Language

Reds have a distinct body language that reflects their dominant and assertive nature, they:

• Keep distance from others.
• Have a strong handshake.
• Lean forward aggressively.
• Use direct eye contact.
• Employ controlling gestures.
• Speak with a strong, convincing tone of voice, without stammering or hesitation.
• Have a serious facial expression.
• Maintain very direct eye contact, with their gaze fixed on you.

🟡 Yellow Behavior

Individuals with dominant Yellow Behavior are characterized by their optimistic and cheerful nature. Here are some key traits and behaviors associated with Yellows:

• Yellows maintain a positive attitude and focus on building and maintaining relationships.
• They are enthusiastic, excited, and happy to talk about their feelings, which makes them highly persuasive.
• Yellows are energetic and innovative. They see solutions where others don’t and are not afraid to try new things.
• Self-perception: Yellows often see themselves as enthusiastic, charming, outgoing, inspiring, optimistic, flexible, open, creative, spontaneous, persuasive, easy-going, and communicative.

Yellow Body Language

Yellows have a distinct body language that reflects their friendly and energetic nature. They:

• Are tactile.
• Make friendly eye contact.
• Use expressive gestures.
• Often come close.
• Have body language that is very open and inviting.
• Smile frequently.
• Move quickly and decisively.
• Radiate a strong sense of self-confidence.
• Maintain intense, happy, and friendly eye contact.
• Have a tone of voice that indicates strong commitment from beginning to end. You can hear it from afar: laughter, fun, intensity, enthusiasm, joy, and energy.
• Show empathy very clearly.
• Are either with you 100 percent or not at all.
• Have emotions that are evident in their voice.

🟢 Green Behavior

Individuals with dominant Green Behavior are characterized by their calm and easygoing nature. Here are some key traits and behaviors associated with Greens:

• Greens are the most common behavior type and are easy to deal with, allowing others to feel comfortable being themselves.
• They are friendly, reliable, and considerate, making them excellent team players.
• Self-perception: Greens often see themselves as friendly, calm, reliable, considerate, pleasant, patient, predictable, stable, team players, discreet, and good listeners.

Green Body Language

Greens exhibit distinct body language that reflects their relaxed and approachable nature:

• They are relaxed and come close.
• They act methodically.
• They tend to lean backward.
• They use very friendly eye contact.
• They prefer small-scale gestures.
• Greens often exhibit sluggish body movements. When they are completely harmonious, they have a relaxed body language that exudes calm and confidence. Nice and easy.
• Greens don’t feel at ease in larger groups, so they become more closed and will appear reserved.
• As long as they know the person, they have no problem being tactful.
• They can be protective of their personal space.
• They don’t like to be the center of attention.
• They have friendly faces.
• They can be very intimate and friendly with people they know.
• Their voice volume is generally low, but their voice will always be soft and radiate warmth.

🔵 Blue Behavior

Individuals with dominant Blue Behavior are characterized by their reserved and analytical nature. Here are some key traits and behaviors associated with Blues:

• Blues are reserved and analytical.
• Blues are detail-oriented and find it difficult to lie, preferring logical and rational thinking.
• They are introverted.
• They are more reserved and methodical in their approach.
• Self-perception: Blues often see themselves as accurate, cautious, correct, detail-oriented, logical, methodical, orderly, quality-oriented, reflective and systematic.

Blue Body Language

Blues exhibit distinct body language that reflects their reserved and analytical nature:

• They prefer to keep others at a distance.
• They either stand or sit with closed body language.
• They maintain direct eye contact.
• They speak without gestures.
• They do not exhibit much movement or temperament.
• They are introverts, with most of their emotions operating beneath the surface.
• They do not like to be the center of attention.
• They require a relatively large amount of personal space around them.
• When they stand, they stand still.
• They look others straight in the eyes and have no problem with eye contact.
• Blues’ voices are typically restrained and subdued.

Adaptation

Continuously adapting to others requires a unique blend of skill, training, and energy. It is a skill that, while challenging, can greatly enhance our interactions and relationships.

We all tune into each other all the time, often unconsciously. However, making a conscious effort to do so can yield even better results. The first step is to try to understand and resonate with the other person’s perspective. In doing so, you gain their trust and create a sense of familiarity that allows them to see a part of themselves in you.

By identifying whether someone has a Red, Yellow, Green, or Blue personality, you can tailor your communication to better meet their preferences and needs. This makes interactions not only smoother but also more meaningful.

Practical Steps for Adaptation

1. Observe and identify: Pay attention to the behavioral cues and communication styles of the people you interact with. Are they assertive and direct like Reds, or more relaxed and easygoing like Greens? Identifying their dominant color can provide valuable insights.

2. Adapt your approach: Once you have identified their personality type, adjust your communication style accordingly. For example, be more direct and task-oriented with Reds, or more empathetic and supportive with Greens.

3. Build rapport: Use body language, tone of voice, and language that resonates with the other person. This helps build rapport and makes the other person feel understood and valued.

4. Be flexible: Adapting requires flexibility. Be willing to change your approach based on the feedback you receive from the other person. If something isn’t working, try a different tactic.

5. Practice empathy: Put yourself in the other person’s shoes. Understanding their perspective can help you communicate more effectively and build stronger relationships.

6. Ask for feedback: Don’t be afraid to ask for feedback on your communication style. This can provide valuable insights and help you improve your ability to adapt.

Benefits of Adaptation

• By tuning into others’ frequencies, you can communicate more effectively and avoid misunderstandings.
• Adaptation helps build trust and rapport, leading to stronger and more meaningful relationships.
• When people feel understood and valued, they are more likely to be influenced by you.
• The process of adapting to others can also lead to personal growth, as it requires self-awareness and a willingness to change.

🚨 Adapting to Red Behavior

Adapting to individuals with Red Behavior requires a specific approach tailored to their unique characteristics. Reds are driven, impatient, and result-oriented. Here are some key strategies to effectively communicate and work with Reds:

Key Traits of Reds

• Reds are always in a hurry and expect quick results.
• They are direct and to the point. They value brevity and clarity in communication.
• Reds live in the moment and value efficiency.
• They welcome new ideas as long as they contribute to progress.
• Positive traits: Strong-willed, independent, ambitious, determined, effective.
• Negative traits: Pushy, strict, tough, dominant, hard.

Communication Tips

• To match a Red’s pace, speak and act quickly. Avoid long-winded explanations.
• Eliminate small talk and get straight to the point. Identify the most important aspect of your message and lead with it.
• Ensure that all written communications are concise and logically organized.
• Do your homework and be prepared to answer questions. Reds will press for facts when they sense uncertainty.
• Express your opinions with confidence. Never sell yourself short or allow a Red to dominate you. Standing your ground will earn their respect.

Working With Reds

• If your boss is a Red, expect them to work hard and demand the same from you. Be proactive and make suggestions.
• Help Reds understand the benefits of paying attention to detail. Explain how paying attention to critical elements can lead to better results and greater rewards.
• Remind Reds that they cannot handle all phases of a project alone. They need their team, even if they think they can do everything themselves.
• Reds often seek out risky situations for the thrill. Encourage them to consider the facts and think twice before jumping into new projects without proper evaluation.

Addressing Disrespectful Behavior

• Address any disrespectful behavior from Reds immediately. Make no exceptions and demand adult behavior.
• If a Red loses their temper, calmly leave the room. This shows that you will not tolerate inappropriate behavior.

Adapting to Red Behavior involves a combination of speed, directness, and assertiveness. By understanding their need for quick results and clear communication, you can build a more effective and respectful relationship. Remember to stand your ground and emphasize the importance of teamwork and detailed planning. These strategies will help you navigate interactions with Reds more successfully and foster a productive work environment.

🌼 Adapting to Yellow Behavior

Yellows are vibrant, enthusiastic, and often the life of the party. They thrive in positive environments and are driven by their emotions and gut feelings. Here are some strategies for communicating and working effectively with Yellows:

Key Traits of Yellows

• Yellows are not afraid of conflict but prefer to avoid it when possible.
• They function best when they are happy and content.
• Yellows enjoy a warm, friendly atmosphere and appreciate humor and fun.
• They are more interested in the big picture than in the details.
• Yellows are attracted to new ideas and innovation.
• They are people-oriented. They enjoy being with others and are very social.
• Yellows are poor listeners; they prefer talking over listening and often struggle with planning and time management.
• They have strong egos and enjoy being the center of attention.
• Yellows find it difficult to deal with criticism because it affects their self-image.
• Positive traits: Inspiring, stimulating, enthusiastic, dramatic, outgoing.
• Negative traits: Manipulative, hot-tempered, undisciplined, counteractive, selfish.

Communication Tips

• Create a warm, friendly environment. Smile, have fun, and laugh to keep them engaged.
• Strip away unnecessary details and start with the big question or main idea.
• Be direct but gentle: When giving feedback, be kind but firm. Treat them with a gentle nudge, similar to how you would treat a child.
• Use flattery: Yellows are very susceptible to flattery, so use it to your advantage.
• Be approachable: Smile, maintain open body language, and show genuine curiosity and interest in their ideas.

Working With Yellows

• Yellows need structure in the form of charts, checklists, and clear plans. Coordinate all appointments properly and create a structured environment for them.
• Softly and gently explain the value of the work itself. Be diplomatic in your communications.
• Be extremely well-prepared with all possible facts to support your claims. Yellows are clever manipulators and will try to distract you if they sense you are not serious.
• Make sure you get real answers to your questions and that they understand your message. Insist that they write down your feedback and repeat it back to you.
• Make an action plan, but save it for the next meeting. Trying to do too much at once can exhaust both you and the Yellow.

Adapting to Yellow Behavior involves creating a positive, structured environment while maintaining a gentle and diplomatic approach. By focusing on the big picture, using flattery, and providing clear, well-prepared feedback, you can communicate and work effectively with Yellows. Remember to be patient and understanding, as they thrive in environments that cater to their social and innovative nature.

🍀 Adapting to Green Behavior

Individuals with Green Behavior are characterized by their need for stability, predictability, and a sense of security. They are often driven by fear and concern about potential risks and dangers. Here are some strategies for communicating and working effectively with Greens:

Key Traits of Greens

• Greens tend to worry about everything that could happen and become overwhelmed with thoughts of potential risks and dangers.
• They dislike uncertainty and often cope by withdrawing or avoiding active involvement.
• Stability and predictability are highly valued by Greens and provide them with a sense of security and satisfaction.
• Positive traits: Supportive, respectful, obliging, reliable, pleasant.
• Negative traits: Stubborn, insecure, compliant, dependent, awkward.

How to Treat Them

• Accept that Greens are driven by fear as much as anything else. Understanding their concerns can help you approach them with empathy.
• Greens feel better when they do not have to be overly active. They need peace and quiet to perform at their best. Creating a calm environment can help them feel safe and satisfied.
• Emphasize stability and predictability in your interactions. Provide clear, consistent information and avoid sudden changes or surprises.
• Offer reassurance and support to ease their concerns. Let them know you understand their concerns and are here to help.

Adapting to Green Behavior means creating a stable, predictable, and calm environment. By acknowledging their fears, providing reassurance, and giving clear instructions, you can help Greens feel more secure and confident. Patience and empathy are key when working with Greens, as they thrive in environments that meet their need for peace and stability.

🖌️ Adapting to Blue Behavior

Individuals with Blue Behavior are meticulous, detail-oriented, and driven by a desire for quality. They value thorough preparation and precision in their work.

Key Traits of Blues

• Positive traits: Diligent, thoughtful, serious, persistent, demanding, methodical.
• Negative traits: Critical, indecisive, narrow-minded, fastidious, moralizing.

How to Treat Them

• Make sure you can demonstrate that you have done your homework and are well-prepared. This will earn their respect and trust.
• Provide detailed and accurate information. Blues value thoroughness and accuracy.
• Be honest: If you do not know something, admit it. Do not make excuses or try to bluff your way out of the situation. Honesty is essential.
• Stay focused: When working with a Blue, stay on task. Avoid distractions and make sure you stay focused on the task at hand.
• Think carefully about what you want to say and how you want to persuade a Blue. Avoid daydreams and visions; focus on concrete details.
• Stick to the facts: Be clear and factual in your communication. Blues value precision and clarity.
• Promote efficiency: Calmly and methodically explain the importance of working at a faster pace when necessary. Emphasize that time is precious and must be used efficiently.
• Avoid emotional appeals: Blues are less swayed by emotional appeals and more swayed by rational, well-thought-out arguments.
• Be patient: Blues may need time to process information and make decisions. Be patient and give them the time they need.

Adapting to Blue Behavior means being prepared, focusing on quality, and communicating clearly and factually. By being honest, detailed, and patient, you can build a productive and respectful relationship with Blues. Emphasize the importance of efficiency when necessary, but always support their need for accuracy and meticulousness.

Conclusion

Understanding and adapting to different behavioral styles can significantly improve your communication skills. By recognizing how people perceive and process information and adapting your communication approach accordingly, you can bridge the gap between your intentions and your audience’s understanding. This adaptability not only makes you a more effective communicator but also fosters more meaningful and productive relationships.

Whether you’re dealing with Reds, Yellows, Greens, or Blues, the key to successful communication lies in empathy, flexibility, and a willingness to understand others’ perspectives.

Further Reading

You may also like: Expert Advice: The Basics of Teamwork.

The recommendations in this article are based on the book “Surrounded by Idiots: The Four Types of Human Behaviour (or, How to Understand Those Who Cannot Be Understood)” by Thomas Erickson, and have been adapted by the author of this article from her personal experience and opinions. This article is not sponsored and no compensation was received for its creation.