The Four Behaviour Types

The Four Colours of Human Behaviour

Thomas Erikson argues that most people's behaviour falls into one of four broad types, mapped to colours: Red (dominant), Yellow (influential), Green (stable), Blue (analytical). Understanding the types changes how you read other people.

Red and Yellow: The Extroverts

Reds are dominant, direct, and task-focused. Yellows are enthusiastic, social, and people-focused. Both tend to be outward-facing and action-oriented, but they pursue very different things and need to be approached very differently.

Green and Blue: The Introverts

Greens are steady, loyal, and people-focused. Blues are analytical, precise, and task-focused. Both tend toward introversion and careful consideration rather than immediate action, but what they need from communication is entirely different.

Adapting Your Style

Recognising the four types is useful. Adapting your communication style to each of them is transformative. Erikson argues that the responsibility to adapt sits with the person who wants the communication to work.

Behaviour Under Stress

Each colour type has a characteristic way of behaving under pressure. These stress behaviours often look irrational unless you understand the type. Knowing what each colour does under stress is essential for managing difficult situations.

There Are No Idiots, Only Differences

The title of the book is a provocation. Erikson's conclusion is the opposite: nobody is an idiot. They are just different from you in ways you have not yet taken the trouble to understand.