As we have seen, each of the quadrants created by combining the openness and directness axes represents a unique combination of open or guarded and indirect or direct behaviors. Each combination has its own needs and preferences in terms of how an individual relates to people and situations.

The quadrants are used to represent four distinct, identifiable, predictable behavioral patterns or Styles. We will refer to these Styles throughout this workbook as the Dominant Style (D’s), the Influencing Style (I’s), the Steady Style (S’s) and the Conscientious Style (C’s).

The name given to each style reflects a generalized character type, rather than a complete or accurate description of any individual.

By now, you have probably identified with some of the characteristics of all four behavioral patterns. That’s natural! People possess traits from all four Styles to varying degrees. Yet most people display a dominant pattern. It’s like a theme in a musical composition: it does not describe all the parts, but it is a recurring and predictable element. Like variations on a theme, people also possess traits which vary from their dominant patterns. The most hard-driving, self-reliant Dominant Style will also have, if ever so subtly expressed, parts of the needing to be part of the Steady Style.

There is no “best” behavioral style. Each style has its own unique needs and wants, strengths and weaknesses. Much of a Style’s effectiveness in a particular situation depends on its “owner’s” ability to apply his strengths flexibly and compensate for his weaknesses in that particular situation.

Although behavioral style is only a partial description of personality, it is highly useful in describing how a person is perceived in social and business situations.

As you better understand why people behave the way they do, and come to understand your own patterns better, your communication will become more open and effective in ways that maintain comfort (reduce tension) and heighten productivity. With an awareness of the four basic Styles, you can learn to apply the spirit of the Golden Rule to create better chemistry more of the time and in more of your relationships.