1. Lesson One: What makes people tick?

2. Lesson Objectives: At the end of this lesson 1.You should have an appreciation of the operating philosophy that influences behavior from the four quadrants of the Extended DISC diamond. 2.You should have reflected on how the differences in outlook could stimulate misunderstanding and conflicts and 3.You should be able to identify at least one strategy to avoid any such negative development.

3. What makes me tick! I am D. I like to think that I can shape things to better suit my needs. I go about my life thinking that I have control over what happens to me. I have a sense that things are not the way they ought to be and I feel strongly that I can make a difference. For that reason, I seem to be always in search of change. I have this urge to fix things and to make them better. I decide to go it alone at times rather than run the risk of missing opportunities.

4. My natural impulses include: Getting Immediate results Initiating action Being decisive Challenging the status quo Taking authority Problem solving

5. What makes me tick! I am I. I have a very positive view of life. However dark on gloomy it appears, I believe that it will soon get brighter. I am enthusiastic about life and the things that I do. I believe that the secret to successful living is to get others to support my views and to offer others my support in return. For that reason, I tend to be in constant interaction with others. I enjoy promoting new ideas and I am excited at the prospect of meeting new people and exploring new things.

6. My natural impulses include: Contacting people Inter-personal communication Generating enthusiasm Influencing others Entertaining others Encouraging optimism

7. What makes me tick! I am S I am realistic about what life has to offer. There will be good times and not so good times. I have learned to live with situations that are not to my liking. I like to do things well and so I need to fully understand what I am being asked to do and how best to do it. I think we achieve more when we support each other. I am a keen supporter of teamwork and I believe that change should take place in a planned and orderly manner.

8. My natural impulses include: Being proficient Operating in a predictable & consistent environment Showing loyalty Promoting collaboration Listening to others Helping others Being a calming influence

9. What makes me tick! I am C. I am a keen observer of what goes on in life. I have a knack for picking up flaws and potential pitfalls before they become apparent to others and I feel a need to share those insights. I believe that if something is worth doing it should be done well. I do not like to be rushed into action. I am inclined to take the time that is required to analyze the situation and to devise the best strategy for achieving planned objectives

10. My natural impulses include: Getting it done ‘the right way’ Focus on details Analytical thinking Being critical Gathering information Being frugal Being compliant Being cautious Being precise

11. Funecdote A day at a workshop D enters the workshop session very late. She looks around the room, identifies a seat and determines that the lighting is not to her desire. She moves to the light switch and turns on the light. She is now ready to dive head first into the session. I had been too engrossed in interacting with the facilitator to notice much about the operating environment.

12. Funecdote A day at a workshop S had noticed that is was a bit dark, but figured that he could adjust to it. It was not worth the while to disturb the others and potentially to offend the facilitator. C has already made note of the poor lighting on the course evaluation form in addition to making a personal note to add ‘lighting’ to the check list of things to review in setting up training sessions.

13. Lesson exercise Application of lessons learned Potential grounds for misunderstanding and conflict among the styles arising from what makes them tick, include: 1. D’s constant quest for change might not fit easily with the C and S need for planned and orderly change. 2. Others might consider C’s presentation of ‘insights’ to be fault finding. 3. Some colleagues might find I’s frequent interaction distracting. 4. Some people might view S’s willingness to live with unfavorable circumstances as excessive submissiveness.

14. Lesson exercise Application of lessons learned Take time to consider strategies for eliminating one or more of the four identified root causes listed above. Share your thoughts with a colleague.