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Using Communication Styles - Formula for Success. San Diego, California Bonnie Burn. Plan . . . Formula for Success. Purpose Leverage Communication Style Build upon your Communication Strategies Process Gain Insight & Practical Application Payoff - PowerPoint PPT Presentation
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Using Communication Styles - Formula for Success
San Diego, California Bonnie Burn
2
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
3
1. DISC Model
2.Your Style
3.All Styles
4.Practice
5. Get Results
Training Outline
4
1. DISC Model
2.Your Style
3.All Styles
4.Practice
5. Get Results
5
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!
6
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
12
1. DISC Model
2.Your Style
3.All Styles
4.Practice
5. Get Results
13
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.
16
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 SameThe 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
34
1. DISC Model
2.Your Style
3.All Styles
4.Practice
5. Get Results
35
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
36
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
37
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
38
Your Opportunity to Stretch
39
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
41
1. DISC Model
2.Your Style
3.All Styles
4.Practice
5. Get Results
42
How to Identify Another’s Style
Job Aid
43
Job Aid - 4 Basic DISC Styles
Job Aid
44
Job Aid - Who is a D ? I? S? C?
Job Aid
45
Your Opportunity to Stretch
Video – The Meeting (Effective Communications)
46
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
53
1. DISC Model
2.Your Style
3.All Styles
4.Practice
5. Get Results
54
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.
55
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)
57
Identifying Styles – On Pg 23, Please write …
Potential Areas for Tension
DPace – FastPriority – Task
SPace - CautiousPriority - People
58
Potential Areas for Tension
I Pace – Fast Priority - People
CPace – CautiousPriority - Task
59
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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
61
1. DISC Model
2.Your Style
3.All Styles
4.Practice
5. Get Results
Thank You for Coming!
Bonnie BurnMaster Certified DISC Trainer