DISC and ValuesTheory & Understanding

Lodi Leadership

February 14, 2012

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GOALS:

1. Understand your own ‘style’

2. Understand those who have a different style

3. Increase effectiveness with your style (become more authentic)

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DISC Theory

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DISC Theory

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DISC Theory

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DISC Theory

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DISC Theory

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DISC Theory

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My 4 Friends: Your Teamates

Recognize any of these people?

• In yourselves?

• In your co-workers?

• In your peer group?

• In your family?

The Training Never Ends 4

Dress Code Accurate

Emotional? ROI

The Training Never Ends 5

Disorganized Enjoy life

Care Free Emotional

The Training Never Ends 6

To the point Multi-task

Demanding Competitive

The Training Never Ends 7

Friendly Easy Going

Sociable Steady

The Training Never Ends 8

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Learning the styles of others Colleagues… in the room

How many?

• High D

• High I

• High S

• High C

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Our 4 Colleagues… in the room

Natural Summary

High S team: speed, pace, stability/certainty driven, change resistant, sense of urgency, traditional versus innovative, camping versus driving?

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“D”-Decisive: Obtaining results & problem-solving.

High D - Solves new problems quickly & directly. Gets to the bottom-line. Active, assertive approach to obtaining results. (Sometimes acts before thinking.)

Low D - Solves new problems in a controlled, calculated, organized manner. Deliberate, thinks before acting.

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“I”-Interactive: with people, & control of emotions.

High I - Meets new people in an outgoing, gregarious, assertive manner. Tends to be emotional, reactive, talkative. (Sometimes impulsive.)

Low I - Meets new people in a quiet, controlled, & reserved manner. Prefers a logical approach. Demonstrates control of emotions.

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“S”-Stabilizing: Pace - Controlled vs. flexible

High S - Prefers a controlled, deliberate, predictable environment. Values security of the situation and disciplined behavior.

Low S - Prefers a flexible, dynamic, unstructured environment. Values freedom of expression and ability to change quickly.

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“C”-Cautious: Adherence to standards, procedures, rules.

High C - Adheres to established rules set by authority. Does things the “right way,” according to the book. “Rules are made to be followed.”

Low C - Operates independently from the rules. The “right way is my way.” “Rules are made to be broken.”

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Team Strengths

D = LEADER, COMMANDING

I = PERSUADING, PRESENTER

S = SUPPORTING, SERVICING

C = QUALITY, COMPLIANCE

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SUPPORT Strengths

D = Quick Problem Solvers

I = Good Empathy w/Customer

S = Calms Excited People

C = High Quality Solutions

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TECHNICAL Strengths

D = Good Project Leaders

I = Good People Skills

S = Good Listening Style

C = High Technical Competence

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High “D” Tendencies:

1. HIGH EGO STRENGTH

2. IMPATIENT

3. DESIRE CHANGE

4. Fears: BEING TAKEN ADVANTAGE OF

5. Motive: DIRECT ANSWERS

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High “I” Tendencies:

1. EMOTIONAL

2. PEOPLE ORIENTED

3. DISORGANIZED

4. Fears: LOSS OF SOCIAL APPROVAL

5. Motive: FLATTERY & PRAISE

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High “S” Tendencies:

1. EXTREMELY LOYAL

2. FAMILY ORIENTED

3. POSSESSIVE

4. Fears: LOSS OF SECURITY

5. Motive: TRADITIONAL PROCEDURES

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High “C” Tendencies:

1. PRECISE & ACCURATE

2. SENSITIVE (About their work.)

3. ANALYTICAL

4. Fears: LOSS OF HARMONY

5. Motive: THE “RIGHT WAY” TO PROCEED

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Adoption Curve

Innovators D

Early Adopters D & I

Early Majority I & S

Late Majority S & C

Non-Adopters C

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“D” Style CharacteristicsTypical characteristics:

• Likes new ideas, projects and innovations.

• High ego factor.

• Wants the “bottom-line:” NOW.

• Impatient, energetic, and restless.

• Impulsive, decisive, direct & to-the-point.

• Formal, authoritative, challenging style.

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“I” Style Characteristics

Typical characteristics:

• Friendly, people-oriented

• Will be glad you called; may trade jokes and stories

• Won’t discuss business too much;

• Likes to try new & innovative products & ideas.

• May be a name-dropper to see who else is...

• May be your “coach” and everyone’s coach.

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High I – Conversations

Telephone style:

Faster-paced conversation. Open answers to your questions. Lively animated speech. Color & enthusiasm in voice. Quick responsiveness. May get off-the-track of your conversation.

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“S” Style Characteristics

Typical characteristics:

• Somewhat shy, but will warm up after you have developed credibility

• Rather slow to make changes

• Not an “innovator,” but likes proven, traditional concepts. Family oriented, member of groups.

• Lower sense of urgency to get things done, may complain about the “rush” of deciding now.

• Stable, dependable, even-keeled, LONG fuse.

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High S – ConversationsTelephone Style:

Slower-paced conversation. Open answers to your questions, especially after they trust you. A bit warmer than the “C” style, but still rather unemotional. Reserved but friendly style.

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“C” Style Characteristics

Typical characteristics:

• Suspicious of you and your solutions.

• Doesn’t make changes readily.

• Not very talkative.

• Usually not an “innovator.” Will not readily try the new and innovative.

• Ruled by logic, not emotion.

• May have been “burned” with another idea or program in the past - and now has generalized low trust level.

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High C – Conversations

Telephone style:

Slower-paced conversation. Closed answers to your questions. Unemotional. Cool / distant. Little variation in voice. No-nonsense.

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Activity...Into logical or working

groups

Discuss these questions and report-out to full group:

• Share one STRENGTH w/ group

• Share one WEAKNESS w/ group

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FASTER

SLOWER

CLOSED OPEN

D I

C S

NegotiationsHigh D – Prepare to be challenged

High I – Prepare to be taken off-track

High S – Stable, patient resistance

High C – Have facts & data ready

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High D – Be direct

High I – Be stimulating & enthusiastic

High S – Stable, patient resistance

High C – Have facts & data ready

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Negotiations

Negotiations –Handling Objections

High D – Challenging objections

High I – Minimal objections

High S – Think it over…

High C – Maybe not for me right now

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Population Trends:Based on Target Consultants, Inc. research in

the high tech industry since 1979. These trends emerge:

High D = 10 - 15% of U.S. pop.

High I = 25 - 35%

High S = 45 - 50%

High C = 20 - 30%

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REGIONAL CULTURES

CD/I S

S

I/S

D/I

DISC

I/SI

I/S

D/I

GOALS (review):

1. Understand your own ‘style’

2. Understand those who have a different style

3. Increase effectiveness with your style (become more authentic)

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©2008 Target Training

International, Ltd.

ATTITUDES DEFINEDAttitudes are:

• A way of valuing life; paradigm of thought

• A guide to choices throughout life

• A determinant of purpose and direction

• Relatively constant

• Played out through behavioral style

• Interactive with one another

• Different agendas©2008 Target Training International, Ltd.

THE SIX VALUES/ATTITUDESValues Basic Attitudes

Theoretical I will use my cognitive ability to understand, discover and

systemize the truth.

Utilitarian Every investment I make must always have a greater return.

Aesthetic I will enjoy and appreciate the form, harmony and beauty around me and allow it to mold me into all I can be.

Values Basic Attitudes

Social I will invest all resources into helping others to realize their

potential in life.

Individualistic I will achieve the highest position and wield the greatest power.

Traditional From the many individual meanings of life, I will

interpret, understand and seek a system for living.

THE SIX VALUES/ATTITUDES

THEORETICAL ATTITUDE

UTILITARIAN ATTITUDE

©2008 Target Training

International, Ltd.

AESTHETIC ATTITUDE

SOCIAL ATTITUDE

INDIVIDUALISTIC ATTITUDE

TRADITIONAL ATTITUDE

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Feedback / Assessment:

• I learned that ...

• I realized that ...

• I noticed that ...

• I discovered that ...

• I was surprised ...

• I was pleased ...

• I was displeased ...

• I re-learned ...

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THANKS!