DISCcertThe DISC Certification Experts

Presents

Communication Strategies Using DISC

San Diego, California

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Purpose for Today

• Purpose

• Process

• Payoff

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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

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Trick Question . . .

• If you go to Italy, it would be wise to try and speak which language?

• Increase Receptivity!

• Don’t want to be the UGLY American!

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Visiting Four Countries

• Before visiting other countries, learn basic words & actions.– Positive descriptors about each profession?

• Your native language (or style) remains your most familiar language.

Athlete Coach Professor Scientist

ominant nteractive teady ompliant

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Energy Line

Please Write the Following on Page 5

Styles Assessment NOT Skill Assessment

Adapting Style Graph I

Snapshot ofOne Workday

Natural StyleGraph II

Real You – 24/7At Work or Home

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Energy Line = Determines Preference

in Asserting.

High Intensity = Problem Solve NOW!(FYI… May rush into decision making.)

Low Intensity = Process First, thenSolve Problem

Strong “D” – your example?

I S C

STYLE - High D - Problem Solver (Quick)

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STYLE - Low D – Problem Solver (Cautious)

• Thinks before deciding on a solution• Prefers to reflect before selecting

a conlusion.• Priority is to first gather

information, then determine best options.• Can develop SKILL to make

quick decisions if needed.

Energy Line = Determines Preference

in Asserting.

High Intensity = Problem Solve Now

Low Intensity = Process First, thenSolve Problem

I S C

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STYLE - High I – People (Expressive)

Energy Line = Determines preference in Influencing.

High Intensity = Gets energizedaround people(FYI … Enthusiasm can overpower.)

Low Intensity = Prefers Calm Interactions

D S C

Strong “I” - your example ?

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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.

Energy Line = Determines preference in Influencing.

High Intensity = Get energizedaround people

Low Intensity = Prefers calm interactions

D S C

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STYLE - High S – Plan (Methodical)

Low Intensity = Spontaneous

D C I

Strong “S” - your example?

Energy Line = Determines preference In Planning.

High Intensity = Orderly plans. Supportive.(Fyi … May want to keepThings status quo.)

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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.

Energy Line = Determines preference In Planning.

High Intensity = Orderly plans. Supportive.

Low Intensity = Prefers to be pontaneous, brainstorm lots of ideas.

D C I

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STYLE - High C – Procedures ( Accuracy)

.

D S I

Strong “C” - your example?

High Intensity = Analyzes, prefers procedures.(Fyi … Can get stuck in details.)

Energy Line = Determines preference to doing details,

Low Intensity = Big Picture.Conceptual.

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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%.

Energy Line = Determines preference to doing details,

High Intensity = Analyzes, prefers procedures.

Low Intensity = Big Picture.Conceptual.

D S I

•Can learn the SKILL of doing accurate paperwork.

Graph II - Participants

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Based on Graph II - Overview of Styles Participants

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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 StyleGraph II

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• 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

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Adapting Style

Graph I

Natural Style

Graph II

Page 5 of your report

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Comparing DISC Graph II with IAdapting

Style Graph I

Natural Style

Graph II

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Comparing

Graph II

“Real You”

with

Graph I

“Snapshot of 1

Day at Work”

Comparing DISC Graph II with I

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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

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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

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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

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Instructions – Example:

Start with Graph II, yellow under D.D is at “Calculating.”

On the Graph I, blue under D.D is at “Indirect.”

Count words in between,with yellow as benchmark.

Example:

Blue word is 3 words below Yellow word.

Write down “3” at bottom of page-Next to “D Goes Down.”

Graph Gap Analysis – Provides Insights

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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

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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

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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

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Style Summary

Page 12 of Your Report

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Reinforces Action Steps

Page 23 of Your Report

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Athlete Coach Professor Scientist

ominant nteractive teady ompliant

Learn on Your Four Country Visits?

What Actions Will You Take?

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Thank You for Coming!

Bonnie BurnMaster DISC Trainer & Author