Go Green!

The color framework is Erikson’s way of describing recurring behavior. A person may show several patterns, and the situation can change how they communicate. Recognizing a pattern can suggest a question or a response; it does not make another person fully predictable.

Erikson reports that about 5 percent of people show one color in his framework, around 80 percent show two and the rest show three. His tool does not assign all four colors. The excerpt does not provide the basis for those population estimates.

It’s also relatively easy to recognize people who have two colors. Two color combinations normally follow any of the axes. So they are: Blue/Red, Red/Yellow, Yellow/Green, or Green/Blue.

It does happen, of course, that purely opposite qualities can be found in one and the same person. I’ve met lots of Yellow/Blue people. There is nothing wrong with that; it’s just less common. But what’s really unusual is distinctly Red/Green profiles. Why this is the case I don’t know.

On one occasion, I met a woman who was a middle manager working for a company in the car industry. She was determined and powerful in her manner, but, at the same time, she was extremely caring. Her care and attention for her employees was genuine, and it had some strange results. Among other things, she could lose her temper very quickly. Her telling-offs were legendary. Once she realized this, however, she would do whatever she needed to soften the effects of her actions and repair the damage. She felt genuinely bad for having been hard on various individuals, but at the same time she couldn’t control herself. I interpreted her behavior through the Red and Green patterns. She was also close to burnout, though the color labels alone do not explain its cause.

Someone who behaves differently across situations may be harder to place in a single category. That variation is worth observing in its own right, rather than assuming it proves a particular color combination.

The best advice I can give if you really can’t analyze the person you meet is to shut your mouth and start listening. Simply act Green if you are unsure. People sometimes tell me that they can’t understand a certain person because he doesn’t do anything. Quietness is observable behavior too, but it does not by itself reveal a person’s motives or establish a Blue profile.

Written Communication

How to Evaluate Someone When You Can’t Meet in Person

Writing can reveal preferences about detail, tone and pace. Erikson relates these preferences to his colors: some messages are expansive, while others are brief. If you have the chance to read through a longer writing sample that the person in question has written—a report, a column, a letter, or a letter to the editor—you have lots to go on. Very often it’s possible to detect a color in the written word. If you’re a person of few words in speech, you can also be the same in your writing. And vice versa.

If the only thing you have is an email, then you have to go on what you have. Let’s say that you’re replying to a customer’s message. You want to prepare yourself properly. You look carefully at how his email reads. Is it factual? Is there any kind of personal touch? Is it short and concise, or does it seem to have been written a little spontaneously? All of these little details are important signals that you can use to your advantage. As usual, there are plenty of exceptions, but there are still patterns to be aware of.

Here are some examples of what this can look like.

From: kristian.jonsson@teamcommunication.com To: Cina.cinasson@coco.net Subject: Meeting Meeting tomorrow morning at 11. BE PUNCTUAL! -K

The capitals may convey urgency or emphasis, but they do not establish anger or indifference to the recipient. Erikson associates this abrupt, direct style with Red. The practical task is to confirm the arrangement clearly.

A concise acknowledgment may be enough: “Okay.” Respond within the time the arrangement requires.

From: kristian.jonsson@teamcommunication.com To: Cina.cinasson@coco.net Subject: Meeting Hello, Cina! What’s up? Were you at the game last night? I saw that Lasse was there. He spilled his drink all over himself, and I thought that I would never stop laughing! Check out the picture I put on Facebook. By the way, I thought that we could sit down and chat about that customer tomorrow morning before lunch if it works for you. Is eleven o’clock okay? Ciao! Krille

From: kristian.jonsson@teamcommunication.com To: Cina.cinasson@coco.net Subject: Meeting Oh, I forgot to attach the photo. Anyway, here it is. Krille

Even in writing, a Yellow expresses himself in a very spontaneous and easygoing manner. He likes to share stories and keep things personal. Note the social babble about poor Lasse and his drink. A good laugh that must be highlighted to attract your attention.

A cordial reply can acknowledge the story or photo and confirm the meeting. There is no need to assume that a delayed reply will make the sender insecure.

From: kristian.jonsson@teamcommunication.com To: Cina.cinasson@coco.net Subject: Meeting I just wanted to remind you about the meeting tomorrow at eleven. Hope it still works for you. I’m going to bring in some homemade cinnamon buns to have with our coffee. Have a good one! With kind regards, Kristian

This reminder has a softer, more personal tone. Erikson associates that warmth with Green. The wording is considerate, though it does not tell us how much revision went into it or whether the sender was trying to avoid conflict.

And how do you respond to this pleasant email? Be personal and benign in return. Express your thanks. You don’t have to say that it will be great to have some cinnamon buns, but if you do it won’t do any harm. Then remember to take it easy and not to stress at the meeting.

From: kristian.jonsson@teamcommunication.com To: Cina.cinasson@coco.net Subject: Meeting Good morning, Christina. Ahead of tomorrow’s meeting with our client, I would appreciate it if you could familiarize yourself with the necessary background information. I’ve attached three documents relating to the issue. Greetings, Kristian Jonsson

• 46704808080 Copy of dates and participants.xls IT Strategy Update UGMT.doc Flyer Template 27 Nov 2014.doc

This message focuses on preparation and supporting documents. Erikson associates the factual style with Blue. The text does not establish when the original invitation was sent or whether a reminder was automated.

What’s the best way to answer this Blue email? Confirm that you’ve received it along with the files. Say that you will get back to him if you have any questions after reading through the material. And know that the sender assumes you’ll read the whole thing carefully.

What Makes Us as Mad as Hell?

Observing Reactions to Change

Erikson connects the colors with Hippocrates’ four temperaments. That historical analogy is part of his presentation of the framework.

It’s possible to draw conclusions about someone’s behavior based on his temperament. By “temper” or “temperament” I don’t just mean what frustrates a person but rather how he reacts when something unexpected happens. Another way of saying this might be to talk about a person’s disposition. It can be how he reacts to changing circumstances and what sort of energy he has.

But yes, anger is a good and exciting gauge by which to judge a person’s color. Moreover, it’s situational. What upsets one person may not upset someone else in the least. Observing a reaction can help you decide how to respond, but one incident does not establish a fixed personality profile.