Why People Do What They Do

Part 1

The behaviors an individual uses to interact with others are unique to that individual. Many people have two behavioral styles: one they have learned to use to meet the needs of the environment they are in, and the other when they are completely relaxed or under pressure. Does this sound confusing to you? I hope so, because each of us is complex. However, there is a tool to help us better understand our behaviors as well as how others view them.

Over the past 26 years, I have had the good fortune to profile over 17,000 employees, but more importantly, I have conducted 14,000 hours of one-on-one coaching with people – with many of them, for 6 to 12 months. This experience has provided me with uncommon insight into how people first react to an assessment report, and then how they respond when they have a better understanding of why the report is written the way it is.

In the DISC behavioral profile, D stands for dominance, I for influencing, S for steadiness, and C for compliance. I began using DISC in 1982, soon after it had been published for general use. I soon learned that why people do what they do is the result of more than a behavioral style, which I will write about in Part 2 of this post. However, I also learned that understanding one’s behavioral style is the first step to learning more about oneself as a whole.


When people complete the DISC profile published by Target Training International, Ltd (TTI), they need to select two words: one that describes them best, and one that describes them least. The result is two graphs – one called the adaptive style the other the natural style. Most, though not all, people modify their behavior to meet their current environmental needs (for instance, the environment of work compared to home when work is less stressful than home, and home compared to work when work is more stressful than home).

I am sure you have met a person who was congenial company in a social setting, but proved anything but congenial in a chance encounter in a work environment. This is an illustration of how the same person has two behavioral styles: one style is the person at his or her best, while the other style likely needs management.

In “Why People Do What They Do” Part 2, I will explore this topic in more depth. In the meantime please send me your comments or questions, and I will be happy to assist you. If you would like to receive a free behavioral style report, click here and follow the directions.

Call me today at 610-458-3511 for more information.