Thomas Erikson

what was once an original pattern of behavior begins to transform, in the best/worst-case scenario, into a copy of someone else.

No matter what method you choose to communicate with, as an individual, you will always be in the minority.

No matter what kind of behavior you have, the majority of people around you will function differently from you.

Knowing and understanding another person’s style of behavior and method of communication will result in more educated guesses about how a person may possibly react in various situations. This understanding will also dramatically increase your ability to get through to the person in question.

Life is short; better get going immediately.

This method is called the DISA—an acronym that stands for Dominance, Inducement, Submission, and Analytic 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 is associated with a color—Red, Yellow, Green, and Blue. This system is also commonly called the DISC system, where the final letter of the acronym stands for Compliance instead of Analytic ability.

matter what method you choose to communicate with, as an individual, you will always be in the minority. No matter what kind of behavior you have, the majority of people around you will function differently from you. You can’t just base your method of communication on your own preferences. Flexibility and the ability to interpret other people’s needs is what characterizes a good communicator.

BEHAVIOR = f (P × Sf)

Behavior is a function of Personality and Surrounding factors.

Behavior is that which we can observe.

Personality is what we try to figure out.

Surrounding factors are things that we have an influence on.

We continually affect one another in some form or other. The trick is to try to figure out what’s there, under the surface. And this book is all about behavior.

“We see what we do, but we do not see why we do what we do. Thus, we assess and appraise each other through what we see that we do.”