Different Personalities, Different...

Different Personalities,Different Personalities, Different NeedsDifferent Needs

The DISCThe DISCBehavioral Behavioral

SystemSystem

Welcome to

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Behavior vs. PersonalityBehavior vs. Personality

Behavior is the reflection of personalityBehavior is the reflection of personality

Behavior is more adaptable and trainableBehavior is more adaptable and trainable

Personality is more stable and cannot be changedPersonality is more stable and cannot be changed

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ObjectivesObjectives

Explore Behavioral DiversityExplore Behavioral Diversity

Experience the DISC Experience the DISC Model of BehaviorModel of Behavior

Discover your Behavioral & Communication StyleDiscover your Behavioral & Communication Style

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ObjectivesObjectives

Learn to recognize different behavioralLearn to recognize different behavioral stylesstyles

Effective ways to communicate with Effective ways to communicate with different behavioral stylesdifferent behavioral styles

Q & AQ & A

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IDC S

What is the DISC Behavioral System?What is the DISC Behavioral System?

A simple, straightforward approach to A simple, straightforward approach to understanding human behavior &understanding human behavior & behavioral behavioral expectations expectations

Is a highly researched, valid, Is a highly researched, valid, and reliable measure of and reliable measure of human behaviorhuman behavior

More than 40 million people More than 40 million people have been exposed to it in have been exposed to it in the past 30 yearsthe past 30 years

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IDC S

The DISC Behavioral SystemThe DISC Behavioral System……

Provides a nonProvides a non--judgmental language for exploring judgmental language for exploring human behavior in four primary dimensions:human behavior in four primary dimensions:

Dominance Dominance

InfluenceInfluence

SteadinessSteadiness

ConscientiousnessConscientiousness

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Discover Your Discover Your Communication Communication

Style / PreferencesStyle / Preferences

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How do You Prefer to be Approached?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

• 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

• 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

• 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

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Discover Your DISC StyleDiscover Your DISC Style

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The DISC ModelThe DISC Model

Conscientiousness

Influence

People Oriented

Steadiness

ThoughtfulReserved

ActiveOutgoing

Dominance

Task Oriented

IDC S

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High D High D -- DominanceDominance

Wants to change, fix, or control things

Fast Paced

Goal Oriented

Competitive

Determined

Daring

Persistent

Aggressive

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High I High I –– Influencing Influencing

Fast Paced

Tries to persuade, promote, or influence others

Enthusiastic

Talkative

Optimistic

Persuasive

Charming

Friendly

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High S High S –– Steadiness Steadiness

Calm & Moderate Paced

Tends to be supportive and agreeable while keeping things steady

Friendly

Patient

Reliable

Understanding

Stable

Supportive

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High C High C -- ConscientiousnessConscientiousness

Moderate Paced

Feels comfortable working within established rules and guidelines wanting to achieve accuracy and quality

Analytical

Accurate

Organized

Dependable

Compliant

Cautious

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High D High D -- DominanceDominance

Wants to change, fix, or control things

Fast Paced

Goal Oriented

Competitive

Determined

Daring

Persistent

Aggressive

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High D High D -- DominanceDominance

Motivation: results, challenge, control, change

Main Question: “What?”

Communication: direct, factual, logical, task oriented

Strength: takes initiative, leader, competitive

Fears: losing control, monotony, complacency

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High D High D -- DominanceDominance

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?

Can Come Across as: inconsiderate, pushy, impatient, stubborn, reckless, argumentative, lack of respect for authority

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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

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High D High D -- DominanceDominance

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

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High I High I –– Influencing Influencing

Fast Paced

Tries to persuade, promote, or influence others

Enthusiastic

Talkative

Optimistic

Persuasive

Charming

Friendly

Outgoing

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High I High I –– Influencing Influencing

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High I High I –– Influencing Influencing

Motivation: relationships, approval, popularity, fame, rewards, love to be the center of attention

Main Question: “Who?”

Communication: enthusiastic, people oriented, verbose, emotional (,direct, may lose temper and verbally attack)

Strength: easygoing, upbeat, optimistic, entertaining

Can Come Across as: pushy, impatient, emotional, unrealistic, impulsive, disorganized, overly talkative

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High I High I –– Influencing Influencing

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High I High I –– Influencing Influencing

Can Come Across as: pushy, impatient, emotional, unrealistic, impulsive, disorganized

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High I High I –– Influencing Influencing

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?

Can Come Across as: pushy, impatient, emotional, unrealistic, impulsive, disorganized

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High I High I –– Influencing Influencing

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High I High I –– Influencing 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.)

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High I High I –– Influencing 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

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High S High S –– Steadiness Steadiness

Moderate Paced

Tend to be supportive and agreeable while keeping things steady

Friendly

Patient

Reliable

Understanding

Stable

Loyal

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High S High S –– Steadiness Steadiness

Motivation: security, relationships, approval, harmony, helping others, sincere appreciation

Main Question: “Why?”

Communication: good listener, non-confrontational, patient

Strength: caring, considerate, respectful, great follow-through

Fears: change, conflict, (time) pressure

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High S High S –– Steadiness Steadiness

Can Come Across as: shy, indecisive, slow, easily manipulated

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High S High S –– Steadiness 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?

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High S High S –– Steadiness 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

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High S High S –– Steadiness 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

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High C High C -- ConscientiousnessConscientiousness

Moderate Paced

Feels comfortable working within established rules and guidelines wanting to achieve accuracy and quality

Analytical

Accurate

Organized

Dependable

Compliant

Cautious

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High C High C -- ConscientiousnessConscientiousness

Motivation: security, order, perfecting a skill/activity

Leading Question: “How?”

Communication: factual, brief, task oriented

Strength: detail oriented, follows rules, careful

Fears: making mistakes, change, criticism, “forced” socializing

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High C High C -- ConscientiousnessConscientiousness

Can Come Across as: slow, perfectionist, nit-picking, judgmental, worrisome

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High C High C -- ConscientiousnessConscientiousness

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?

Can Come Across as: slow, perfectionist, nit-picking, judgmental, worrisome

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High C High C -- ConscientiousnessConscientiousnessCommunicate 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

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High C High C -- ConscientiousnessConscientiousness

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

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• Read about the research behind DiSC

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