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WebMD Presents Communication Strategies Using DISC Given by: Michelle Benvenisti.

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Presentation on theme: "WebMD Presents Communication Strategies Using DISC Given by: Michelle Benvenisti."— Presentation transcript:

1 WebMD Presents Communication Strategies Using DISC Given by: Michelle Benvenisti

2 2 Purpose for Today Purpose Process Payoff

3 3 DISC FYI … Behavioral Styles – Focus is on external, observable behaviors measured by one’s openness & directness. How to use this Report – Part 1: Understanding your own personal style – Part 2: Action Plans for interaction

4 4 Question... If you go to Italy, would it be wise to try and speak the language? Why?

5 5 Visiting Four Countries Before visiting other countries, learn basic words & actions. Your native language (or style) remains your most familiar language. What are some positive characteristics about each profession? Athlete Coach ominant nteractive Teacher Scientist teady ompliant

6 DISC World Tour 6

7 7 Page 5 DISC Report Natural Style Graph II D I S C Sample Graphs Identify Natural Style Focus on Graph II - Natural Circle highest point(s.) Adapting Style Graph I D I S C

8 8 Left Side of Room Right Side of Room Divide & Conquer! Based on the highest point on your Graph II - Natural – Please go to your side of the room. Teacher Scientist teady ompliant Athlete Coach ominant nteractive

9 9 Energy Line Please Write the Following on Page 5 Styles Assessment NOT Skill Assessment Adapting Style Graph I Snapshot of One Workday Natural Style Graph II Real You – 24/7 At Work or Home

10 10 Energy Line = Energized when Assertive. High Intensity = Problem Solve NOW! Strong “D” – your example? ISC STYLE - High D - Problem Solver (Quick) May rush into decision making

11 11 STYLE - Low D – Problem Solver (Cautious) Thinks before deciding on a solution Reflects before selecting a conclusion. Priority is to first gather information, then determine best options. Can develop SKILL to make quick decisions if needed. High Intensity = Problem Solve Now Low Intensity = Process First, then Solve Problem ISC Energy Line = Energized when Assertive.

12 12 STYLE - High I – People (Expressive) Energy Line = Energized when Interacting. High Intensity = Gets energized around people DSC Strong “I” - your example ? Enthusiasm can overpower

13 13 STYLE - Low I – People (Reserved) Prefers to be behind the scenes, not center stage. Approaches interactions in a more reserved manner. More apt to observe before engaging in conversation with someone new. Can learn SKILL to be outspoken, speak in front of groups. High Intensity = Get energized around people Low Intensity = Prefers calm interactions DSC Energy Line = Energized when Interacting.

14 14 STYLE - High S – Plan (Methodical) DC I Strong “S” - your example? Energy Line = Energized by Planning. High Intensity = Supportive. Orderly plans. May want to keep things status quo

15 15 STYLE - Low S – Plan (Spontaneous) May have a plan and then quickly changes to a whole new approach. If project is not fun or exciting, may generate new strategies to get themselves motivated. Prefers others do the planning. Can develop SKILL to be organized and follow timelines. High Intensity = Supportive. Orderly plans. Low Intensity = Prefers to be spontaneous, brainstorm lots of ideas. DC I Energy Line = Energized by Planning.

16 16 STYLE - High C – Procedures (Accuracy) DS I Strong “C” - your example? High Intensity = Analyzes, prefers procedures. Energy Line = Energized by Procedures and Details. Can get stuck in the details

17 17 STYLE - Low C – Procedures (Sees Possibilities) Changes the rules if they don’t seem to fit the situation. Independent. Has a “ Can Do ” attitude. Results don’t always have to be 100%. Can learn the SKILL of doing accurate paperwork. High Intensity = Analyzes, prefers procedures. Low Intensity = Big Picture. Conceptual. DS I Energy Line = Energized by Procedures & Details.

18 The DISC Debriefer – Does this Sound Like You? 18 ompliant Energized by Accuracy with Procedures teady Energized by Accommodating when Planning ominant Energized when Assertive with Problem Solving /Challenges nteractive Energized by Inspiring People Descriptors Problem Solve Challenge Results Descriptors People-Limelight Idea Person Light-hearted Descriptors Plan/Routine Cooperative Reliable/Steady Descriptors Accurate Cautious Logical Energy Line ompliant Prefers to be big Picture focused with Procedures teady Prefers to be Spontaneous if Planning ominant Prefers to be Reflective before Solving Problems & Challenges nteractive Prefers to be composed when talking to people Descriptors Process Careful Reflective Descriptors Subtle Modest Behind the Scenes Descriptors Spontaneous Care-free Impulsive Descriptors Break the rules if needed Risk Taker Big Picture Focus

19 Graph II - Participant Graphs

20 Graph II - Participants Graphs

21 21 Based on Graph II - Overview of Styles Participants DIRECT – Fast Paced INDIRECT – Slower / Cautious GUARDED – Task Oriented OPEN – Relationship / People Oriented

22 22 = Page 5 of your report Graphs I & II - Similar If both Adapting Style & Natural Style are similar: – You tend to use same behavioral traits across environments. – Work feels inline with how you would like to be communicating. Adapting Style Graph I Natural Style Graph II

23 23 If Adapting Style is significantly different than Natural Style: – Going out of comfort zone (style) to get job done. – Shows flexibility. – If prolonged, can cause stress. Helpful – recall what responsibilities you were carrying out the day you took the DISC. Graphs I & II - Different = Adapting Style Graph I Natural Style Graph II Page 5 of your report

24 24 Comparing DISC Graph II with I Adapting Style Graph I Natural Style Graph II In the zone…

25 25 Comparing Graph II “Natural You” with Graph I “Snapshot of 1 Day at Work” Comparing DISC Graph II with I Participant Guide – Page 2 2

26 26 Start with Graph II and yellow marker. Example: D is a little below Energy Line. Worksheet: Under “D”, the word “Calculating” is in similar location. Start with Graph II

27 27 Example: I is at top of Graph II. “Animated”is yellow. S is in middle of 5. “Patient”is yellow. C is below the 2. “Arbitrary” is yellow. Then connect yellow. Continue process with I, S, C

28 28 D towards top of 2. “Indirect”is blue. I a little below top of 6. “Inspiring”is blue. S is bottom of 1. “Risk-taker” is blue. C is bottom of 1. “Big-Picture” is blue. Now, do process with Graph I - with different color marker

29 29 Instructions – Example: 1. Start with Graph II, yellow under D. D is at “ Calculating.” 2. On the Graph I, blue under D. D is at “ Indirect.” 3. Count words in between with yellow as benchmark. Example: Blue word is 3 words below Yellow word. 4. Write down “3” at bottom of page- Next to “D Goes Down.” Graph Gap Analysis – Provides Insights

30 30 With partner, review your: -Strengths -Motivators -Communication Tips Page 12 of Your Report Activity

31 31 nteractive Brings a sense of enthusiasm Easily negotiates conflicts between teams ominant Asks questions that challenge tradition Works quickly to resolve issues teady Excels at calming disagreements Looks for different approaches ompliant Clarifies complex issues Demonstrates technical expertise Strengths I

32 32 nteractive Recognition for skills and insights Power to control own career path ominant Authority equal to responsibility Opportunities to express ideas and opinions teady Sincerity from groups and peers Sufficient time to adjust to change ompliant Tasks completed right first time Projects highly specialized Motivators I

33 33 nteractive Be engaging and fast-paced Provide immediate incentives for them ominant Get to the point quickly; Don’t ramble Be prepared to handle some objections teady Be candid, open and patient Provide assurance on their input and suggestions ompliant Present ideas logically List pros and cons of suggestions you make Communication Tips I

34 Video 34

35 35 Decoding -Identify style -Highlight key words or identify tone -How can you communicate more effectively with them? Activity

36 36 Direct, concise, candid, open, decisive. Tell it like it is. Appreciates no- nonsense communication in return Activity Debrief teady ompliant ominant nteractive Use colorful language, casual, optimistic, outgoing, opinionated, sometimes loud, playful and can appear to be unfocused. Appreciates upbeat tone to communication Team-oriented, patient, strive to avoid conflict, slower paced, peace-maker, tends to be cautious in decision-making. Appreciates more time for decision making Careful, conscientious, correct, accurate, task-oriented, less assertive, reserved in communication. Appreciates focus on facts and details

37 ing a D, I, S, C “Team, We have narrowed our solutions to the tracking automation down to three different options. Included is an overview of the financial impact / benefits with a detailed explanation of each of these options further below. Please provide your feedback on these options no later than Friday, November 11 th at noon. Benefits Overview: Option A - Reduces our costs by 10%, Option B - Increases productivity by 5% years 1 & 2, Option C - Combination of A&B but 50% higher upfront investment required. Detailed Description: Option A – Company XYZ provides the following feature sets… Option B- Company ABC… Thank you, Jane” 37 “Hi Everyone! As you all know we have been exploring multiple solutions to automate the way in which we do tracking. I’m excited to say that we have narrowed it down to three options! If we were to go with Option A, it would reduce our costs by 10%. Option A has some tremendous benefits such as the ability streamline our daily reports and… What this means is no more manual entries ! Option B is still a good option and will increase productivity by 5% during years 1 & 2. With Option B, we can also have several new functionalities such as… We could also do a combination of the two because they offer different benefits but it would be 50% higher upfront investment required. I know you all have a vested interest in ensuring we choose the right solution. I’d love to get your feedback on this by the end of next week. Thanks so much!!! Jane

38 ing a D, I, S, C – Which do you Prefer? “Team, We have narrowed our solutions to the tracking automation down to three different options. Included is an overview of the financial impact / benefits with a detailed explanation of each of these options further below. Please provide your feedback on these options no later than Friday, November 11 th at noon. Benefits Overview: Option A - Reduces our costs by 10%, Option B - Increases productivity by 5% years 1 & 2, Option C - Combination of A&B but 50% higher upfront investment required. Detailed Description: Option A – Company XYZ provides the following feature sets… Option B- Company ABC… Thank you, Jane” 38 “Hi Everyone! As you all know we have been exploring multiple solutions to automate the way in which we do tracking. I’m excited to say that we have narrowed it down to three options! If we were to go with Option A, it would reduce our costs by 10%. Option A has some tremendous benefits such as the ability streamline our daily reports and… What this means is no more manual entries ! Option B is still a good option and will increase productivity by 5% during years 1 & 2. With Option B, we can also have several new functionalities such as… We could also do a combination of the two because they offer different benefits but it would be 50% higher upfront investment required. I know you all have a vested interest in ensuring we choose the right solution. I’d love to get your feedback on this by the end of next week. Thanks so much!!! Jane ”

39 ing a D, I, S, C Be friendly & professional but not too casual – Salutations (Thanks, Thanks!!!!, Best -, Cheers, Regards) Don’t overuse exclamations or emoticons Be brief, but not too brief Be succinct…use bullets Provide summary information upfront and elaborate further below Be consistent – use different font color for pertinent information (i.e. deadline, call to action, etc.) Use professional auto-signature 39

40 Tension Among Styles 40 Pace Problems Priority Problems Pace and Priority Problems

41 Your Business Communication Challenge 41 1.What person have you had the most challenging communication with? 2.Why? 3.What behaviors do they exhibit face-to-face, in meetings or in communication that makes your communication challenging?

42 42 Action Planning Pages 8 & 9 of your Participant Guide

43 43 Athlete Coach Teacher Scientist ominant nteractive teady ompliant Learn on Your Four Country Visits? What Actions Will You Take? I

44 Thank You for Coming! Michelle Benvenisti Training Director & Certified DISC Trainer

45 APPENDIX 45

46 Recognize these Office Spaces? 46 D I C S


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