Different Personalities, Different Needs

Transcription

1 Welcome to Different Personalities, Different Needs The DISC Behavioral System

2 Behavior vs. Personality Behavior is the reflection of personality Behavior is more adaptable and trainable Personality is more stable and cannot be changed

3 Objectives Explore Behavioral Diversity Experience the DISC Model of Behavior Discover your Behavioral & Communication Style

4 Objectives Learn to recognize different behavioral styles Effective ways to communicate with different behavioral styles Q & A

5 What is the DISC Behavioral System? A simple, straightforward approach to understanding human behavior & behavioral expectations Is a highly researched, valid, and reliable measure of human behavior More than 40 million people have been exposed to it in the past 30 years D C I S

6 The DISC Behavioral System Provides a non-judgmental language for exploring human behavior in four primary dimensions: Dominance Influence Steadiness Conscientiousness D C I S

7 Discover Your Communication Style / Preferences

8 How do You Prefer to be Approached? Please stick to the point; don t waist my time Don t drag it! Speak up and step on it! Be direct, don t bundle things & stick to facts I m not interested in your emotional issues I m not naturally a very good listener Don t rush! Slow down a bit when you talk to me! Stick to facts Show me that you know what you are talking about If you want my input, be patient, listen well, and do not interrupt Smile when you talk to me Show appreciation for my sense of humor Be patient and listen to my stories I am passionate and enthusiastic about most things I m involved in I m not naturally a very good listener Be patient and kind when you talk to me Do not rush me Please don t raise your voice or argue with me let s discuss things. Involve me before implementing any major changes I m naturally a good listener people often share their problems with me

9 Discover Your DISC Style

10 The DISC Model Active Outgoing Dominance D I Influence Task Oriented People Oriented Conscientiousness C S Steadiness Thoughtful Reserved

11 High D - Dominance Fast Paced Wants to change, fix, or control things Goal Oriented Competitive Determined Daring Persistent Aggressive

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13 High I Influencing Fast Paced Enthusiastic Talkative Optimistic Persuasive Charming Friendly Tries to persuade, promote, or influence others

14 High S Steadiness Friendly Patient Reliable Understanding Stable Supportive Calm & Moderate Paced Tends to be supportive and agreeable while keeping things steady

15 High C - Conscientiousness Analytical Accurate Organized Dependable Compliant Cautious Moderate Paced Feels comfortable working within established rules and guidelines wanting to achieve accuracy and quality

16 High D - Dominance Goal Oriented Competitive Determined Daring Persistent Aggressive Fast Paced Wants to change, fix, or control things

17 High D - Dominance Motivation: results, challenge, control, change Strength: takes initiative, leader, competitive Fears: losing control, monotony, complacency Communication: direct, factual, logical, task oriented Main Question: What?

18 High D - Dominance Can Come Across as: inconsiderate, pushy, impatient, stubborn, reckless, argumentative, lack of respect for authority When underachieving: - Do they have a chance to be in charge of something? - Are there enough challenging activities available? - Are they provided with a chance to contribute?

19 Communicate with D s by: Short, factual, & to the point statements and commands (vs. trying to appeal to their emotions) Put them in charge of projects and activities Ask for their input Be firm Refuse to argue Win their respect by being firm, fair, and logical High D - Dominance

20 High D - Dominance D 6% DI 3% ID 6% DS 1% DC 8% DIS 7% IDC 5% DSC 5% Famous High D Examples: Michael Jordan Denzel Washington Robert De Niro Hilary Clinton Barbara Walters

21 High I Influencing Fast Paced Tries to persuade, promote, or influence others Enthusiastic Talkative Optimistic Persuasive Charming Friendly Outgoing

22 High I Influencing

23 High I Influencing Motivation: relationships, approval, popularity, fame, rewards, love to be the center of attention Strength: easygoing, upbeat, optimistic, entertaining Communication: enthusiastic, people oriented, verbose, emotional (,direct, may lose temper and verbally attack) Can Come Across as: pushy, impatient, emotional, unrealistic, impulsive, disorganized, overly talkative Main Question: Who?

24 High I Influencing

25 High I Influencing Can Come Across as: pushy, impatient, emotional, unrealistic, impulsive, disorganized

26 High I Influencing Can Come Across as: pushy, impatient, emotional, unrealistic, impulsive, disorganized When underachieving: - Do they enough opportunities to socialize? - Are there enough activities that result in public recognition? - Are they provided with a chance to contribute and lead/influence others? - Are they given a chance to use their creativity?

27 High I Influencing

28 High I Influencing Communicate with I s: With a smile Allow them to express themselves Tell them how others did it Put them in charge of team activities Ask for their input Appeal to their emotions Offer rewards for good/expected behavior Praise them and reward them for things well done Be firm when needed (e.g. to end a debate, etc.)

29 High I Influencing I - 2% DI - 3% ID - 6% SI - 3% IS - 4% IC - 1% DIS - 7% IDC 5% ISC 12% Famous High I Examples: Will Smith Robin Williams Jim Carrey Oprah Winfrey Edie Murphy Steve Martin

30 Moderate Paced High S Steadiness Tend to be supportive and agreeable while keeping things steady Friendly Patient Reliable Understanding Stable Loyal

31 High S Steadiness Motivation: security, relationships, approval, harmony, helping others, sincere appreciation Strength: caring, considerate, respectful, great follow-through Fears: change, conflict, (time) pressure Communication: good listener, non-confrontational, patient Main Question: Why?

32 High S Steadiness Can Come Across as: shy, indecisive, slow, easily manipulated

33 High S Steadiness When underachieving: - Do they have a chance to socialize? - Do they feel truly appreciated? - Do they have a clear understanding of the job at hand? - Are tasks broken down into clear and specific steps?

34 High S Steadiness Communicate with the S style child: With a smile Allow them to express themselves Explain why is it important to complete certain tasks Appeal to their emotions Show them you genuinely care Avoid being harsh, pushy, or angry

35 High S Steadiness S 3% DS 1% SI - 3% IS 4% SC 12% DIS 7% DSC 5% ISC 12% Famous High S Examples: President Jimmy Carter Michael J Fox Barbara Bush John Denver Mr. Rogers

36 High C - Conscientiousness Analytical Accurate Organized Dependable Compliant Cautious Moderate Paced Feels comfortable working within established rules and guidelines wanting to achieve accuracy and quality

37 High C - Conscientiousness Motivation: security, order, perfecting a skill/activity Strength: detail oriented, follows rules, careful Fears: making mistakes, change, criticism, forced socializing Communication: factual, brief, task oriented Leading Question: How?

38 High C - Conscientiousness Can Come Across as: slow, perfectionist, nit-picking, judgmental, worrisome

39 High C - Conscientiousness Can Come Across as: slow, perfectionist, nit-picking, judgmental, worrisome When underachieving: - Do they have enough time to do a good job? - Do they understand why the task at hand is important? - Were they provided with enough details and information?

40 High C - Conscientiousness Communicate with the C style child: With patience Talk to them about facts (vs. emotions and feelings) Provide complete and accurate answers to their questions Give them a chance to express themselves Carefully explain the rules to them Explain why is it important to complete certain tasks Appeal to logic Avoid being critical of their work Help them understand that it is ok to make mistakes

41 High C - Conscientiousness C - 7% DC - 8% IC - 1% SC - 12% IDC - 5% DSC - 5% ISC - 12% Famous High C Examples: Bill Gates Diane Sawyer Detective Colombo Clint Eastwood

42 For more info on this or other DiSC assessments, Send to Or call Toll

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44 E.G. s Book See the table of contents at For more info or to order a copy visit

45 Got Questions? Send to to Read about the research behind DiSC View the PowerPoint slides Take a refresher course on the DiSC Behavioral System Test your understanding of the DiSC Behavioral System