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THE POWER OF READING PEOPLE

Let’s summarize our key takeaways so far:

• You understand that building trust forms the bedrock of
effective engagement.

• You have honed your self-awareness and understanding of
others through exploring self-knowledge and knowledge of
others’ behavioral styles and motivations.

• You are familiar with the TTI Style Insights DISC assess-
ment and can differentiate between the four primary behav-
ioral styles: the action-driven red, the enthusiastic yellow,
the supportive green, and the analytical blue styles.

• You recognize the six underlying drivers (theoretical, utili-
tarian, aesthetic, social, individualistic, and traditional) that
shape people’s thoughts and actions.

For reference, the drivers and their dimensions are illustrated in
Figure 7. In this figure we will refer to the six motivators as follows:

• Theoretical = Knowledge

• Utilitarian = Utility (or Economic)
• Aesthetic = Surroundings

• Social = Others

• Individualistic = Power
• Traditional = Methodologies

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