Using Communication Styles - Formula for Success

San Diego, California Bonnie Burn

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Plan . . . Formula for Success

PurposeLeverage Communication StyleBuild upon your Communication Strategies

Process Gain Insight & Practical Application

PayoffImproved Communications with ….Co-Workers, Boss, StaffInternal Customers & External Customers

Training Outline

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1. DISC Model

2.Your Style

3.All Styles

4.Practice

5. Get Results

Training Outline

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1. DISC Model

2.Your Style

3.All Styles

4.Practice

5. Get Results

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DISC refers to ?DISC Assessment

Based on observable behavior (not personality)Measures Pace (how direct)Measures Priorities (how open)

DISC Report includes GraphsPart 1: Understanding your own personal stylePart 2: Action Plans for interaction…

Team, Internal & External Customers

DISC Communication StyleDescribes how we are “wired”Based on Nature & NurtureYou’re OK!

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IF ….. ???

Try to speak?

Why? Don’t want to be _____ American!

Stretch/FlexNative language remains

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Your Opportunity to Stretch

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Natural StyleGraph II

D I S C

Find Highest Point in Graph II

3. Circle Highest Point

Adapting StyleGraph I

D I S C1. Go to DISC Report - Page 5

2. Focus on Graph II

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Back of Room Front of Room

Activity Based on highest point on your Natural Graph II

Please go to your side of the room.

DISC World Tour - Basic Words & Actions

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Video – Pure Styles (Intro & Goals)

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D, I, S, C ?

Training Outline

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1. DISC Model

2.Your Style

3.All Styles

4.Practice

5. Get Results

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Energy Line

WRITE ON PG 5- STYLE ASSESSMENT NOT SKILL

Adapting Style Graph I

Natural StyleGraph II

Snapshot ofOne Workday

05—01-12

Real You – 24/7At Work or Home

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Energy Line = Energized when Assertive.

High Intensity =

Problem Solve NOW!

Strong “D” – your example?

I S C

Style - High D Problem Solving (Quick)

May rush into decision making

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Style - Low D Problem Solving (Cautious)

• Thinks before deciding on a solution• Reflects before selecting a

conclusion.• Priority is to first gather information,

then determine best options.

• Can develop SKILL to make quick decisions if needed.

High Intensity = Problem Solve Now

Low Intensity = Process First, then Solve Problem

I S C

Energy Line = Energized when Assertive.

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Style - High I People (Expressive)

Energy Line = Energized when Interacting.

High Intensity = Be out front

D S C

Strong “I” - your example ?

Enthusiasm can overpower

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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.

High Intensity = Be out front

Low Intensity = Prefers calm interactions

D S C

Energy Line = Energized when Interacting.

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Style - High S Plan (Methodical)

D C I

Strong “S” - your example?

Energy Line = Energized by Planning.

High Intensity = Supportive. Orderly plans.

May want to keep things 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.

High Intensity = Supportive.Orderly plans.

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

D C I

Energy Line = Energized by Planning.

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Style - High C Procedures (Detailed)

D S I

Strong “C” - your example?

High Intensity = Analyzes, prefers procedures.

Energy Line = Energized by Procedures & Details.

Can get stuck in the details

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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%.

• Can learn the SKILL of doing accurate paperwork.

High Intensity = Analyzes, prefers procedures.

Low Intensity = Big Picture.Conceptual.

D S I

Energy Line =

Energized by Procedures & Details.

Handout - Basic Graph II Explanation

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Instructions - Basic Graph II Explanation

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Instructions - Basic Graph II Explanation

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Based on Graph II - Group Breakdown Sample Participants DISC Grad… Replace with your Group’s Breakdown

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Explanation – Graph I Different

The day you took the assessment,

you were flexing,

to get the job done..

=

Adapting Style

Graph I

Natural Style

Graph II

Graphs I & II ... Significantly Different? “You’re OK!”

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=

GRAPHS I & II ... Similar “You’re OK”

Explanation – Graph I Same

The day you took the assessment,

you were able to communicate in

your preferred style.

Adapting Style Graph I

Natural StyleGraph II

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Your Opportunity to Stretch

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Comparing

Graph II “Natural You”

with Graph I

“Snapshot of 1 Day at Work”

Worksheet

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1. Line-up Energy Lines2. Starting with Graph II3. Line-up D point with word4. Highlight word in green5. Example -

-

How to get started - Example

“Calculating.”

Natural StyleGraph II

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Continue process with I, S, C

“Patient”

“Arbitrary”

Example 1. I point lines-up with 2. S point lines-up with 3. C point lines-up with 4. Connect the highlighted words

-

“Animated”

Natural StyleGraph II

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Graph I - Example

“Indirect”

“Inspiring”

“Risk-taker”

“Big-Picture”

Adapting Style Graph I

1. D lines up-2. I lines up- 3. S lines up-4. C lines up-5. Highlight word in blue

-

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Graph Gap Analysis - Example

“Indirect”

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1. Starting with green D highlighted word

2. When counting the words from green to blue …

to there are 3 down.

3. The #3 is written at bottom of page “3 D goes Down.”

4. Continue same process for I, S, C. (If blue word is above green word, then the # written would be next to the “Goes up” reference.)

-

“Calculating”

“Calculating.”

Training Outline

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1. DISC Model

2.Your Style

3.All Styles

4.Practice

5. Get Results

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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 They excel at …

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 They tend to prefer…

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 When communicating with them…

I

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Your Opportunity to Stretch

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Pair & Share – Using your “Summary Style”

Share Strengths, Motivators,Communication Tips

Similarities? Differences? What did you learn about communicating with your partner?

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Page 12 of Your Report

Style Summary

Training Outline

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1. DISC Model

2.Your Style

3.All Styles

4.Practice

5. Get Results

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How to Identify Another’s Style

Job Aid

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Job Aid - 4 Basic DISC Styles

Job Aid

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Job Aid - Who is a D ? I? S? C?

Job Aid

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Your Opportunity to Stretch

Video – The Meeting (Effective Communications)

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D, I, S, C ?

What style is Joan? And why?

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Conversation: Opens with informal message. Example: "What's Up?!" or "What's happening?!"

Pace: Spontaneous, speaks rapidly.Example: "I have a great idea for the business,

oh, and did you receive my email

about my fantastic vacation?“

Tone: Enthusiastic, optimistic, inspirational.Focus: Builds alliances, generates ideas.

Talks & Listens in feeling terms.Power Cues: Prestigious awards on wall.

Loves to talk on phone. Example: "I just called because I'm bored..."

What style is Greg? And why?Conversation: Formal & Factual. Example: "Mr. Hall, where is the justification for your request?“

Pace: Methodical, procedure-driven, analytical.Example: "Please follow the timeline exactly as it is.“

Tone: Business-like, controlled, logical, listens quietly & then asks why.Example: "Our current software is working, why buy the new version?"Focus: Procedures, accuracy, quality.Example: "We will ship the parts when they are correct.“

Power Cues: Spreadsheets, technical manuals, books, reference materials are sequenced.

What style is Michael? And why? Conversation: Opens with a personal greeting.

Example: "Hello Susan, how are you today? How are those lovely kids?"

Pace: Methodical, Process-driven, Contemplative.

Tone: Friendly, Compassionate & Soft-spoken.Focus: Relationships, natural listeners.

Example: "Joe, if you need help on that report, just let me know.“

Power Cues: Family photos, mementos, & serene artwork.

What style is Susan? And why?

Conversation: Charges right into issue. Example: "Market's going down, how are you?“

Pace: Fast & abbreviated.Example: “Ryan? Susan. Bob there?“

Tone: All business, confident, demanding.Focus: Solve problems...quickly!Power Cues: Determine time & place. Example: "I'll call you at 3:00 PM tomorrow."

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D I S C- Greeting? Business Happy Friendly Formal- Formatted? Brief Space for Thorough Detailed- Word Choice? Notification Party Productive Serious

Decoding Emails – Style?

Label Indicators & Write Style - Example

Training Outline

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1. DISC Model

2.Your Style

3.All Styles

4.Practice

5. Get Results

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Your opportunity to stretch

Identifying Styles

Potential Tension Among Styles

See Page 23

Each Quadrant is a Style.- Describes Characteristics- Provides You Tips- (When communicating with them.

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Identifying Styles – On Pg 23, Please write …

1. Pace – Fast (at top of the page)

1. Pace - Cautious (at bottom of the page)

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2. Priority – Task 2. Priority - People (on the left side) (on the right side)

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Identifying Styles – On Pg 23, Please write …

Potential Areas for Tension

DPace – FastPriority – Task

SPace - CautiousPriority - People

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Potential Areas for Tension

I Pace – Fast Priority - People

CPace – CautiousPriority - Task

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1. Select a co-worker- enhance communications.

2. Determine their style(s) Review CHARACTERISTICS … Pace? Priority? Put by matching “Characteristics”

3.Self-Assess Review Actions under “Do You” Put by Actions you currently do.

4. Put

What Actions Will You Take ? – Pg 23?

around remaining Actions = Action Plan

Summary

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1. DISC Model

2.Your Style

3.All Styles

4.Practice

5. Get Results

Thank You for Coming!

Bonnie BurnMaster Certified DISC Trainer