Communication Adaptation Framework
Erikson divides communication adaptation into building rapport and persuading others. His color profiles organize the advice, but the passage introduces the approach without giving the detailed recommendations.
THE IDEA
How Often Do We Follow a System Without Knowing If It Works?
The color profiles are one way to organize communication preferences. They do not describe every aspect of a person.
I’ve divided up the sections on adaptation into two parts for each color. The first part deals with what you need to do to interact meaningfully with another person—when you really want to get through to him and put him in a cheerful mood and make him feel that you understand him. The second part deals with how you get people to take your side. What each profile wants in a situation isn’t necessarily the best thing to do to make progress.
When to use it
Improving customer service by tailoring interactions to the customer's communication preferences.
Enhancing team collaboration by adapting how you give feedback to different personality types.
Negotiating more effectively by first understanding the other party's core motivations and then framing your proposal accordingly.
Leading change management by communicating the need for change in terms that resonate with each stakeholder's profile.
FROM THEORY TO EVERYDAY LIFE
In practice
Adapting to a Dominant (Red) Profile
When interacting with a goal-oriented person, focus on efficiency and results. In the rapport-building phase, briefly acknowledge their need for control. In persuasion, present clear, data-driven arguments showing how your proposal achieves their objectives.
Adapting to an Analytical (Blue) Profile
For a detail-oriented person, provide thorough explanations and data. Build rapport by respecting their need for accuracy and process. Persuade by showing how your plan follows proper procedure and minimizes risk.
A MOMENT TO REFLECT
Put it to work.
Think of a recent conversation where you struggled to connect. What communication preferences did the other person express, and how could you have adapted?
How often do you default to a single communication style regardless of who you're talking to? What might you gain by consciously adapting?
In a situation where you need to persuade someone, how can you balance building understanding and advancing your own position?
Often confused with
CONTINUE THE CONVERSATION
Source texts
- Surrounded By Idiots (Thomas Erikson)