2 PEOPLE I PREFER TO WORK WITH HO 1-1Kinds of people I like to work with:Kinds of people I would rather avoid at work:
3 D i C S DiSC® Model Active Fast Paced Assertive Dynamic Bold Communication and DiSCDiSC® ModelActiveFast PacedAssertiveDynamicBoldDiDominanceInfluenceQuestioningLogic FocusedObjectiveSkepticalChallengingAcceptingPeople FocusedEmpathizingReceptiveAgreeableCSThoughtfulModerate PacedCalmMethodicalCarefulConscientiousnessSteadinessNOTES:
4 NOTES ON MY STYLE What are key characteristics of my style? HO 4-3What are key characteristics of my style?What three characteristics best describe my style?
5 shaping the environment by overcoming opposition and challenge D — DOMINANCEHO 4-4Emphasize:shaping the environment by overcoming opposition and challengeTendencies:getting immediate results, taking action, accepting challengesMotivated by:challenge, power and authority, direct answersFears:loss of control in their environment; being taken advantage ofYou will notice:self-confidence, decisiveness, and risk-takingLimitations:lack of concern for others, impatienceNOTES:
6 shaping the environment by persuading and influencing others i — INFLUENCEHO 4-5Emphasize:shaping the environment by persuading and influencing othersTendencies:involvement with people, making a favorable impressionMotivated by:social recognition, group activities, relationshipsFears:social rejection, disapproval, loss of influenceYou will notice:enthusiasm, charm, sociabilityLimitations:impulsiveness, disorganization, and lack of follow throughNOTES:
7 achieving stability, accomplishing tasks by cooperating with others S — STEADINESSHO 4-6Emphasize:achieving stability, accomplishing tasks by cooperating with othersTendencies:calm, patient, loyal, good listenerMotivated by:infrequent change, stability, sincere appreciation, cooperationFears:loss of stability, the unknown, change, unpredictabilityYou will notice:patience, a team player, stability, methodical approach, calmLimitations:overly willing to give, putting their needs lastNOTES:
8 working within circumstances to ensure quality and accuracy C — CONSCIENTIOUSNESSHO 4-7Emphasize:working within circumstances to ensure quality and accuracyTendencies:attention to standards and details, analytical thinkingMotivated by:clearly defined performance expectations, quality and accuracy being valuedFears:criticism of their work, slipshod methodsYou will notice:behavior that is cautious, precise, diplomatic, restrainedLimitations:overly critical of self and others, indecision because of desire to collect and analyze dataNOTES:
9 MY VALUE TO THE ORGANIZATION My primary DiSC® style(s):My secondary DiSC style(s):INSTRUCTIONS: Circle your primary DiSC style, as well as the two adjectives that combine to make that style. Then complete the statements below.What I have in common with other styles:Things that make me different from other styles:The three characteristics of my style that I think are most important for others to understand:My value to the organization is:ActiveDiQuestioningAcceptingCSThoughtful
10 BEHAVIORAL SHOPPING SPREE For each question on the list, pick someone in this room who you think would respond affirmatively. If you get a positive response from a person, ask him or her to sign by the question, and then go to another question on the list that you think describes that person well. Continue until he or she disagrees. If someone disagrees with you, find someone else in the room who will agree that the question describes him or her.Your goal is to get as many signatures as possible.NAMEBEHAVIORDo you usually like challenges?Do you tend to be persuasive?Do you tend to be relaxed and easygoing?Do you tell it like it is?Do you prefer to listen more than talk?Do you see yourself as soft-spoken?Do you see yourself as bold?Are you usually cautious?Do you see yourself as lively and energetic?Do you tend to be reserved?Are you usually outgoing?Do you like to focus on the bottom line?Do you tend to focus on people?Do you focus on the quality of your work?Do you focus on how to do projects?
11 ACTING ON OTHERS’ PERCEPTIONS HO 8-3The responses that surprised me about how others interpret my style’s behavior wereIdeas, suggestions, and feedback for how I might become more effective wereThe two ideas, strategies, or suggestions I plan on working on are
12 Guidelines for People-Reading Communication and DiSCGuidelines for People-ReadingThere are no good or bad styles.There is no best or worst style.All styles have strengths and limitations.All styles can be more or less effective depending on how an individual is able to modify his or her behavior to meet the needs of others.Everyone is a mixture of styles, so it may be difficult to “read” people correctly.
13 Observable Behavior Body Language Posture Use of hands Communication and DiSCObservable BehaviorBody LanguagePostureUse of handsFacial expressionsTonePaceInflectionVolumeWords
14 D I C S How to Identify Styles Communication and DiSC - Often appears to be in a hurry.- Is direct, says what thinks.- May be blunt.- States own opinions as facts.- Interrupts others.- May talk to many people atthe same time.- “What’s the bottom line?”- Is aggressive.- Is demanding.- Is open and friendly.- Talks a lot.- Gets easily excited.- Is animated.- Talks about people he/sheknows.- Does not focus much ondetails.- Does not listen for long.- Appears reserved andsomewhat timid.- Is quiet.- Focuses on details.- Asks many questions.- Studies specs. and otherinfo carefully.- Proceeds cautiously.- Doesn't’t easily expressdisagreeing views.- Appears calm.- Does not get easily excited.- Listens carefully.- Nods and goes along.- Is easy-going.- Asks questions and inquiresabout the specifics.- Seems have strong opinionsbut does not express themvocally.CS
15 D I C S How to Identify Styles Communication and DiSC - - Does not pay close attention.- May ask same questionsseveral times.- Jumps from subject to subject.- Stays away from hard facts.- May make decisionsspontaneously.- Appears unorganized.- May touch you, is comfortablewith physical contact.- Appears thoughtful.- Completely new ideas/thingsseem to make him/heruncomfortable.- Ponders alternatives, slowin making decisions.- “Let me think about it.”- Needs own physical space.- “How does this benefit ME?”- Very impatient.- Becomes irritated easily.- Has difficulty understandingothers’ viewpoints/feelings.- Focuses on the big picture.- Makes decisions quickly,almost hastily.- May have done homeworkon the products/services.- May be very critical; criticismbased on facts, not opinions.- Makes decision only afterstudying pertinent facts/issues.- Not comfortable withphysical contact.CS
16 C D I S Styles Overused Communication and DiSC - Impulsive. - Unrealistic in assessing people.- Not interested in details.- Unorganized.- Listening skills depend on thesituation.- Overly optimistic.- Overly trusting.- Protests.- Worships status quo.- Resists changes - is afraid andhesitates in changingenvironment.- Slow to move without directions.- Instead of delegating, completesthe task.- Bears a grudge, envious.- Leans on others.- Inexpressive - nods even whendisagrees.- Short fuse, becomes irritatedeasily.- “Black or white/Right or Wrong”steamroller.- Exceeds authority.- “Motivates” with fear.- Poor listener.- Impatient in delegating.- Over-delegates and over-directs.- Insensitive and undiplomatic.- Self-centered.- Leans on the management.- Hesitates to act without precedent.- Gets stuck in ways of doingthings and systems.- Does not take risks in new things.- Does not express feelings.- Likes to work alone.- Gives in when in conflicts.- Overly critical.- Fears mistakes andembarrassment.
17 Communication and DiSC DiSC® HumorCommunication and DiSCCommunication and DiSCGetting on a busy elevator…The D walks up, gets on the elevator, and pushes the button that closes the door.The i lets others in, says “Always room for one more,” and “Come in, you’re going to be late; we’ll wait for you!”The S will wait in line, moving from one line to another, unable to make a decision.The C will get on the elevator. If it’s crowded, the C will count the number of people and, if the number is over the limit, will make someone get off.Shopping for groceries…The D is the impulse shopper. No list.The i tells you where everything is in the store, whether you ask or not.The S is prepared, has a list, and gets it done efficiently.The C wouldn't’t think of going shopping without coupons and a calculator.On the golf course…The D frequently drives through groups of golfers.The i spends more time in the clubhouse talking than on the course.The S plays golf the same day, the same time, the same place, using the same clubs.The C keeps score, plays strictly by the rules, and cleans his or her clubs a lot.Hanging wallpaper…The D says, “Come over Saturday and help me wallpaper. And bring the paste.” The D then starts in the middle of the living room. The patterns don’t match. The D says, “So what? That’s what drapes and pictures are for.”The i has the wallpaper in the closet with the paste. It’s on the list of things to do. The i never gets around to it.The S has to find a pattern that everyone likes before even beginning to think about hanging it.The C starts in a closet or in the garage to be sure the pattern is going to match. The C then gets it exactly right before starting on the living room.24
18 Communication and DiSC DiSC® HumorCommunication and DiSCAsk for something on their desk…The D has a messy desk and says, “It’s there somewhere — you look for it.”The i says, “I’m busy right now. Give me a few minutes and I’ll get back to you.” The i doesn't’t know where it is, but won’t admit it.The S drops what he’s doing to get it for you, then offers to refill your coffee at the same time.The C has everything filed in alphabetical order or by color code.Cooking a meal…The D can’t cook without a microwave.The i likes to cook for groups and has an extra place set at the table in case of unexpected company.The S prepares a meal from scratch and rotates around a dozen standard recipes.The C can’t cook without a timer and measuring cups.Reading a newspaper…The D mainly reads the headlines and scatters the sections in the process.The i will read the obituaries first to see if he knows anyone.The S looks over the entire paper and clips interesting articles.The C calls the newspaper if a word is spelled incorrectly.Seeing a movie in a theater…The D comes in late and makes everyone stand while taking a middle seat.The i attends in groups and applauds and talks during the entire movie.The S gets there 15 minutes early and is seeing the film again.The C reads reviews before attending.25
19 Relating to the DiSC Styles Communication and DiSCRelating to the DiSC StylesThe Dominance Style – High DBackground:Easiest style to recognizeDirect and forcefulResults drivenStraightforwardTalk fastTake chargeThrive for power and prestigeThe best way to interact:Be direct and clear and to the pointBe focused on the resultsSpeak with a faster paceYou ant to know the bottom lineDo not ramble and stick to businessAvoid getting too personalBe preparedLook and sound professionalAppear organizedProvide multiple optionsShow your competenceBe prepared for:Blunt, demanding approachesLack of empathyLack of sensitivityLittle social interaction
20 Relating to DiSC Styles The Influential Style– High I Communication and DiSCRelating to DiSC StylesThe Influential Style– High IBackground:FriendlyEmotionally honestResults driven and cares about the people aspectExcellent communicatorsEnthusiasticEnjoy helping othersNeed freedom to express themselvesFreedom from control and detailThe best way to interact:Be friendlyAct in an energetic and enthusiastic wayApproach them informallySpeak at a faster paceShow optimismLet them verbalize thoughts and feelingsKeep the conversation lightProvide written detailsGive recognition for accomplishmentsUse humorBe prepared for:Attempts to persuade or influence othersA need for the limelightOverestimation of self and othersOverselling ideasVulnerability to perceived rejection
21 Relating to the DiSC Styles The Steadiness Style– High S Communication and DiSCRelating to the DiSC StylesThe Steadiness Style– High SBackground:RelaxedAgreeableCooperativeAppreciativeHave traditional valuesDo not like changeLike a step-by-step approachValue teamThe best way to interact:Be focused on procedures for doing thingsAsk questions for clarificationSpeak with a slower paceBe systematic in your approachBe casual and provide them with guarantees that their decision will have minimal risksProvide a consistent and secure environmentDetail the ordered informationPut everything in writingLet them adapt to change slowlyUse sincere appreciationBe prepared for:Friendliness to colleagues and supervisorsResistance to changeDifficulty identifying prioritiesDifficulty with deadlines
22 Relating to the DiSC Styles Communication and DiSCRelating to the DiSC StylesThe Conscientiousness Style – High CBackground:Give detailsValue accuracyStick to businessWant to do the job “the right way”May require more time because they need more information and want to investigate the factsNeed to study the details before making a decisionBe specific and do not exaggerateTend to be more cautiousThe best way to interact:Provide plenty of details and proofBe analytical and thoughtfulBe focused on detailsBe methodical in your thought processSpeak with a slower paceProvide clear expectations and deadlinesProvide the pros and cons of a situationUse a logical approachOffer tested and well thought out approachesBe precise and focusedShow that your are dependableBe emotionally reservedBe prepared for:Discomfort with ambiguityResistance to vague informationDesire to double-checkLittle need for affiliation with others
23 Preferred Work Environments Communication and DiSCPreferred Work EnvironmentsSTYLEGOALSDWants to get resultsLikes “do it and do it now” approachesWants to be in chargeLikes new opportunities and challengesWants a wide scope of operationsiWants to be involved with peopleWants to have fun while getting things doneLikes to help people talk things outWants freedom from responsibility of following through on detailSLikes to be involved with peopleWants everyone to do his or her shareLikes things to run smoothlyWants stability and securityWants a conflict-free environmentCWants specific criteria for performanceLikes accuracyLikes setting and meeting high standardsWants opportunities to analyze and assessLikes logical, systematic approaches to work
24 Communication and Styles Communication and DiSCCommunication and StylesCDIS- Very talkative.- Inspiring and selling style.- Talks about the pleasant and funissues, avoids details.- Speaks about people andfeelings.- Avoids unpleasant issues.- Often is not direct.- Does not listen for very long.- Often to one direction; he/shelistens.- Creates trust.- More comfortable in one-on-one communication.- Talks calmly.- Talks about issues he/shemasters.- Can see things from manyviewpoints, patient listener.- Direct, even blunt.- To one direction: from him/herto others.- Communicates own views andopinions as facts.- Focuses on results, little on smalltalk.- Dominates the communication.- Impatient listener, may not listenat all.- Fairly quiet and reserved.- Focuses on providing detailedinformation.- Does not talk about personalissues openly.- Does not easily talk about ownview and opinions.- May lose essentials.- Critical listener if issues notpresented logically.
25 C D I S Listening and Styles Communication and DiSC - Enjoys the interaction.- Focuses on the feelings/emotions.- Does not pay attention to details.- Provides at a lot of feedback.- Gets enthusiastically involved.- May talk too much.- May not assess what is said.- May lose concentration and getsidetracked.- Patient listener.- Pays attention.- Focuses on the message.- May nod even when disagrees,does not give a lot of feedback.- May interrupt and resist if themessage creates change.- May focus on the negative andsubdue excitement.- Impatient listener.- May interrupt frequently.- Focuses on the big picture.- How does this affect/benefit me?- May not pay attention at all ifnot interested in the topic.- “So what’s the bottom line?”- May assume control and starts totalk.- Attentive listener if interested inthe topic.- Looks for logic in presentation.- Does not provide much feedback.- Can be critical and/or look formistakes, errors, etc.- May get hung up in details.- Asks lot of questions ifinterested.
26 When you communicate with a D-style Communication and DiSCWhen you communicate with a D-styleCDISIf you are I-style- Provide clear time limitations.- Be less flexible and adapting.- Avoid interruptions - stayfocused.- Respect his/her need forindependence.Be direct.If you are C-style- Stress short-term goals.- Be direct and task-oriented.- Be less theoretical.- Go into issues and be positive.- Do not take his/her directnesspersonally.- Use pictures, start with theoverall picture.If you are S-style- Concentrate on what/when goals.- Act faster.- Focus on issues.- Provide feedback regularly.Show interest.Generally the way one shouldapproach D-style person:- “This is your goal.”- “I need only five minutes of yourtime.”- “What do you want and when doyou want it to be ready?”- “Here is a problem that you shouldresolve.”- “This must be ready by….”
27 When you communicate with an I-style Communication and DiSCWhen you communicate with an I-styleCDISIf you are D-style- Show your enthusiasm.- Be optimistic.- Be open to others’ opinions.- Show your ability to adapt.- Ask his/her opinion beforeyou make decisions.Generally the way one shouldapproach I-style person:- “I would like to hear youropinion.”- “We could exchange our viewson this.”- “Could we speak about somenew alternatives?”- “Could we meet and discuss this?”“How do you think we should acton this?”If you are S-style- Speed up, act faster.- Speak more.- Take him/her into consideration,be more cooperative.- Take time to discuss alternatives.Take part enthusiastically .If you are C-style- Concentrate on “who and whatelse” goals.- Be open and discuss.- Do not lose contact with him/her.- Adapt a team attitude (e.g., Let’sdo it together).- Do not focus on mistakes,remember achievements.
28 When you communicate with a S-style Communication and DiSCWhen you communicate with a S-styleCDISGenerally the way one shouldapproach S-style person:- “How should we proceed?”- “We should act like this. Firstthis and then that….”- “How do you think we should do this?”- “I want you to be involved inplanning from the beginning.”If you are I-style- Demonstrate the reliabilityand continuity of the issue.- Speak also about the negativeaspects.- Provide enough backgroundinformation.- Do not expect too fast action.- Listen, do not interrupt,give time.If you are D-style- Focus on how/how much.- Provide time to consider issues from his/her angle.- Be less demanding.- State both sides of the issue,begin with negative and end with positive.- Warn about changes beforehand.- Don’t pressure into too fastreactions or decisions.If you are C-style- Explain things step by step.- Use practical examples, avoidusing numbers only.- Provide time to analyze the- Also consider the risk factors.Consider his/her opinion, ask.
29 When you communicate with a C-style Communication and DiSCWhen you communicate with a C-styleCDISGenerally the way one shouldapproach C-style person:- “I would like to provide you withsome additional information.”- “I would like to hear yourassessment.”- “What are the pros and cons of thedifferent alternatives?”“Could you list the key issues?”If you are D-style- Answer questions carefully, givereasons.- Respect his/her expertise and beless commanding.- Do not make yourself threatening.- Listen and encourage discussion.Offer alternatives.If you are I-style- Concentrate on why/whatquestions.- Explain carefully, utilizereferences and facts.- Prepare, slow down, and thinkbefore you act.- Be open to questions andfeedback.- Provide information inwriting.- Be sincere and modest.If you are S-styleProvide backgroundinformation.- Respect his/her technical attitude.- Understand his/her independence.- Provide all relevant information.- Provide regular fact-based
30 Communication and DiSC Knowing Your CustomerList some of your customers. Based on the discussion today, identify their behavioral style. Given their style, what can you do to more effective with them?Name ofCustomerDISCStyleHow can you be more effective?
31 Judging to Valuing Ladder Communication and DiSCCommunication and DiSCJudging to Valuing LadderThere is a natural progression of how we tend to view others.Where might you plot yourself on this ladder?V_________A___________R___________U____________J___________