Post on 30-Jun-2020
Tho
mas
J. S
mith
Con
sulti
ng45
00 O
ak R
oad,
Sui
te 8
Man
orvi
lle, M
N 5
6000
tsm
ith@
tjsco
nsul
ting.
com
507-
345-
3456
Pre
par
ed e
xclu
sive
ly f
or:
Sam
ple
Wo
rkb
oo
kF
riday
, Oct
ober
13,
200
6
Thi
s pa
rtic
ipan
t wor
kboo
k pr
ovid
ed b
y:
AB
C C
ompa
ny In
c12
23 M
ain
St
Col
lege
ville
, MN
554
26w
ww
.abc
-com
pany
.com
adm
in@
abc-
com
pany
.com
(222
) 34
5-65
43
Red
uci
ng
Tea
m
Co
nfl
ict
© 2
006
by
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rod
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form
, in
wh
ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k2
» »
»
Intr
oduc
tion
to W
orki
ng
with
Diff
icul
t Peo
ple
Go
als
�R
ecog
nize
the
impo
rtan
ce o
f ove
rcom
ing
obst
acle
s to
com
mun
icat
ion.
�A
sses
s yo
ur fe
elin
gs a
bout
diff
eren
t typ
es o
f peo
ple.
It’s
easy
to e
njoy
wor
k an
d do
wel
l whe
n yo
u’re
wor
king
with
pe
ople
you
like
. It i
s un
likel
y, h
owev
er, t
hat w
e w
ill a
lway
s be
ab
le to
avo
id p
eopl
e w
e do
n’t l
ike
or fi
nd d
iffic
ult.
The
chal
leng
e is
to s
ucce
ed w
ith p
eopl
e yo
u w
ould
rat
her
avoi
d.
Not
es:
SAMPLE
–
y to
enj
oy w
ork
ato
enj
oy w
ork
le y
ou li
ke. I
t is
e yo
u lik
e. It
is
le to
avo
id p
eop
le to
avo
id p
eop
chal
leng
e is
to
chal
leng
e is
to
SASAAASA
TION
ing
obst
acle
s g
obst
acle
s
ent nt ty
pes
of p
eoty
pes
of p
eo
DIS
TRIB
UTI
and
do w
ell w
hean
d do
wel
l whe
unl
ikel
y, h
owev
eun
likel
y, h
owev
ple
we
don’
t lik
e pl
e w
e do
n’t l
ike
suc
ceed
with
pe
succ
eed
with
p
TI
FOR
D
Not
es:
Not
e
NO
T FO
D
FO
© 2
006
by
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ape
Pu
blis
hin
g, I
nc.
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rig
hts
res
erve
d.
Rep
rod
uct
ion
in a
ny
form
, in
wh
ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k3
Intr
oduc
tion
to W
orki
ng w
ith D
iffic
ult P
eopl
e»
» »
Wo
rkin
g w
ith
Dif
ficu
lt P
eop
le
How
did
it fe
el w
orki
ng w
ith th
at p
erso
n?
Why
do
you
thin
k yo
u fe
lt th
at w
ay?
Not
es:
SAMPLE
–
E–
FOR
DIS
TRIB
UTIO
N
UT
BU
O
NO
T FOFO
© 2
006
by
Insc
ape
Pu
blis
hin
g, I
nc.
All
rig
hts
res
erve
d.
Rep
rod
uct
ion
in a
ny
form
, in
wh
ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k4
» »
»
Rec
ogni
zing
You
r P
refe
renc
es
for
Wor
king
with
C
erta
in T
ypes
of P
eopl
e
Go
als
�R
ecog
nize
wha
t typ
es o
f peo
ple
you
rela
te to
. �
Und
erst
and
that
diff
eren
t peo
ple
have
diff
eren
t pr
efer
ence
s w
hen
it co
mes
to w
orki
ng w
ith o
ther
s.
We
all h
ave
peop
le w
e lik
e an
d re
spec
t, pe
ople
we
adm
ire
and
wan
t to
spen
d tim
e w
ith. B
ut w
e’ve
als
o ha
d tim
es w
hen
we
didn
’t ge
t alo
ng w
ith s
omeo
ne. I
ssue
s ar
ise
betw
een
peop
le fo
r m
any
reas
ons,
ver
y fe
w o
f the
m m
yste
rious
. O
ften,
it’s
just
a m
atte
r of
pre
fere
nces
.
Not
es:
SAMPLE
–
hav
e pe
ople
we
peo
ple
we
wan
t to
spen
d ti
ant t
o sp
end
tie
didn
’t ge
t alo
ne
didn
’t ge
t alo
npe
ople
for
man
peop
le fo
r m
anO
fteO
ften,
it’s
jus
n, it
’s
TION
late
to.
late
to.
ve d
iffer
ent
ve d
iffer
king
with
oth
erki
ng w
ith o
ther
STRIB
UT
like
and
res
pec
like
and
res
pec
ime
with
. But
we
me
with
. But
wg
with
som
eone
g w
ith s
omeo
ney
reas
ons,
ver
y y
reas
ons,
ver
RD
IST
st a
mat
ter
of p
rest
a m
atte
r of
p
T
FOR
Not
es:
Not
NO
T FO
RFO
© 2
006
by
Insc
ape
Pu
blis
hin
g, I
nc.
All
rig
hts
res
erve
d.
Rep
rod
uct
ion
in a
ny
form
, in
wh
ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k5
Rec
ogni
zing
You
r P
refe
renc
es fo
r W
orki
ng w
ith C
erta
in T
ypes
of P
eopl
e»
» »
My
Pre
fere
nce
s fo
r W
ork
ing
wit
h O
ther
s
Use
the
spac
e be
low
to m
ake
note
s ab
out t
he k
inds
of p
eopl
e yo
u en
joyi
ng w
orki
ng w
ith a
nd th
e ty
pes
of
peop
le y
ou w
ould
rat
her
avoi
d.
Kin
ds o
f peo
ple
I lik
e to
wor
k w
ith:
Kin
ds o
f peo
ple
I wou
ld r
athe
r av
oid
at w
ork:
Not
es:
SAMPLE
–
E–
LE
FOR
DIS
TRIB
UTIO
N
BUR
IB
FO
NO
T FF
© 2
006
by
Insc
ape
Pu
blis
hin
g, I
nc.
All
rig
hts
res
erve
d.
Rep
rod
uct
ion
in a
ny
form
, in
wh
ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k6
Rec
ogni
zing
You
r P
refe
renc
es fo
r W
orki
ng w
ith C
erta
in T
ypes
of P
eopl
e»
» »
Dif
fere
nt
Pre
fere
nce
s fo
r W
ork
ing
wit
h O
ther
s
In th
e sp
ace
belo
w, n
ote
the
resp
onse
s of
eac
h pe
rson
. Put
a c
heck
mar
k un
der
the
pict
ure
of th
e pe
rson
w
ho s
eem
s m
ost l
ike
you.
Wha
t kin
ds o
f peo
ple
does
Jen
n lik
e to
wor
k w
ith?
Wha
t kin
ds o
f peo
ple
does
she
av
oid?
� J
enn
Wha
t kin
ds o
f peo
ple
does
Jam
es li
ke to
wor
k w
ith?
Wha
t kin
ds o
f peo
ple
does
he
avoi
d?
� J
ames
Wha
t kin
ds o
f peo
ple
does
Jes
se li
ke to
wor
k w
ith?
Wha
t kin
ds o
f peo
ple
does
he
avoi
d?
� J
esse
Wha
t kin
ds o
f peo
ple
does
Bet
h lik
e to
wor
k w
ith?
Wha
t kin
ds o
f peo
ple
does
she
av
oid?
� B
eth
SAMPLE
–
to w
o –
MP
s of
peo
ple
does
f peo
ple
doe
SA
NO
T FO
R D
ISTR
IBU
TION
TIO
hat k
inds
of p
eoat
kin
ds o
f p
BU
ST
s Je
sse
like
to w
Jess
e lik
e to
DI
FO
Wha
t kin
ds o
Wha
t kin
ds
avoi
d?av
oi
Bet
h B
eth
OTO
TO
TO
TO
T
© 2
006
by
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ape
Pu
blis
hin
g, I
nc.
All
rig
hts
res
erve
d.
Rep
rod
uct
ion
in a
ny
form
, in
wh
ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k7
» »
»
Obs
ervi
ng th
e F
our
DiS
C® S
tyle
s
Go
als
�D
isco
ver
the
sim
ilarit
ies
and
diffe
renc
es a
mon
g th
e st
yles
.�
Dis
cove
r th
e tr
aits
of t
he fo
ur D
iSC
® s
tyle
s.
The
beh
avio
ral t
ende
ncie
s of
the
DiS
C m
odel
are
Act
ive,
T
houg
htfu
l, Q
uest
ioni
ng, a
nd A
ccep
ting.
Whi
le p
eopl
e m
ay
shar
e so
me
char
acte
ristic
s w
ith o
ther
s w
ho h
ave
diffe
rent
st
yles
, it i
s th
e ex
act c
ombi
natio
n of
thei
r be
havi
oral
te
nden
cies
that
rev
eals
whe
ther
they
hav
e a
Dom
inan
ce,
Influ
ence
, Ste
adin
ess,
or
Con
scie
ntio
usne
ss s
tyle
.
Not
es:
SAMPLE
–
e be
havi
oral
tend
beh
avio
ral t
enT
houg
htfu
l, Q
ueho
ught
ful,
Que
shar
e so
me
csh
are
som
styl
es, i
t st
yles
, it i
s iste
nden
cite
nden
cIn
fluen
Influ
e
UTIO
NN
nces
nces
am
ong
th a
mon
g th
DiS
CD
iSC
®® s
tyle
s. s
tyle
s.
NO
T FO
R D
ISTR
IBU
T
denc
ies
of th
e D
denc
ies
of th
e D
stio
ning
, and
Ac
stio
ning
, and
hara
cter
istic
s w
ira
cter
istic
s w
the
exac
t com
bihe
exa
ct c
omb
ies
that
rev
eals
wes
that
rev
eal
nce,
Ste
adin
ess
nce,
Ste
adin
ess
UT
OOFORO
RFO
© 2
006
by
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ape
Pu
blis
hin
g, I
nc.
All
rig
hts
res
erve
d.
Rep
rod
uct
ion
in a
ny
form
, in
wh
ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k8
Obs
ervi
ng th
e F
our
DiS
C® S
tyle
s»
» »
Def
inin
g t
he
Ter
ms
Act
ive
Fas
t Pac
ed, A
sser
tive,
Dyn
amic
, Bol
dN
otes
:
Th
ou
gh
tfu
lM
oder
atel
y P
aced
, Cal
m, M
etho
dica
l, C
aref
ulN
otes
:
Qu
esti
on
ing
Logi
c-F
ocus
ed, O
bjec
tive,
Ske
ptic
al, C
halle
ngin
gN
otes
:
Acc
epti
ng
Peo
ple-
Foc
used
, Em
path
izin
g, R
ecep
tive,
Agr
eeab
leN
otes
:
Jess
eR
ebec
caH
olly
Eri
c
SAMPLE
– –
, Ske
ptic
al, C
haS
kept
ical
, C
LE
AM
Peo
ple
Peo
ple S-F
ocus
eF
oc S
DIS
TRIB
UTIO
NNO
BU
lleng
ing
engi
ng RI
DIS
NO
T FO
R D
ed, E
mpa
thiz
ing
mpa
thiz
in
R
T
© 2
006
by
Insc
ape
Pu
blis
hin
g, I
nc.
All
rig
hts
res
erve
d.
Rep
rod
uct
ion
in a
ny
form
, in
wh
ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k9
Obs
ervi
ng th
e F
our
DiS
C® S
tyle
s»
» »
Jess
e
Ste
p 1
Obs
erve
Jes
se’s
tone
, bod
y la
ngua
ge, a
nd w
hat h
e sa
ys.
Mak
e no
tes
in th
e sp
ace
prov
ided
bel
ow.
Ob
serv
atio
ns
Jess
e
Ste
p 2
Bas
ed o
n yo
ur o
bser
vatio
ns, d
oes
Jess
e se
em m
ore:
�A
ctiv
e�
Qu
esti
on
ing
or
or
�T
ho
ug
htf
ul
�A
ccep
tin
gN
otes
:
Glo
ssar
y
Act
ive
Fas
t Pac
ed, A
sser
tive,
Dyn
amic
, Bol
d
Th
ou
gh
tfu
lM
oder
atel
y P
aced
, Cal
m, M
etho
dica
l, C
aref
ul
Qu
esti
on
ing
Logi
c-F
ocus
ed, O
bjec
tive,
Ske
ptic
al, C
halle
ngin
g
Acc
epti
ng
Peo
ple-
Foc
used
, Em
path
izin
g, R
ecep
tive,
Agr
eeab
le
SAMPLE
–
LE
atio
ns, d
oes
Jes
atio
ns, d
oes
Jes
SA
NO
T FO
R D
ISTR
IBU
TION
RIB
sse
seem
mor
e:se
see
m m
ore:
��Q
�
DI
OT
NO
Glo
ssar
yar
y
NONN
ON
ONN
© 2
006
by
Insc
ape
Pu
blis
hin
g, I
nc.
All
rig
hts
res
erve
d.
Rep
rod
uct
ion
in a
ny
form
, in
wh
ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k10
Obs
ervi
ng th
e F
our
DiS
C® S
tyle
s»
» »
Reb
ecca
Ste
p 1
Obs
erve
Reb
ecca
’s to
ne, b
ody
lang
uage
, and
wha
t she
say
s.
Mak
e no
tes
in th
e sp
ace
prov
ided
bel
ow.
Ob
serv
atio
ns
Reb
ecca
Ste
p 2
Bas
ed o
n yo
ur o
bser
vatio
ns, d
oes
Reb
ecca
see
m m
ore:
�A
ctiv
e�
Qu
esti
on
ing
or
or
�T
ho
ug
htf
ul
�A
ccep
tin
gN
otes
:
Glo
ssar
y
Act
ive
Fas
t Pac
ed, A
sser
tive,
Dyn
amic
, Bol
d
Th
ou
gh
tfu
lM
oder
atel
y P
aced
, Cal
m, M
etho
dica
l, C
aref
ul
Qu
esti
on
ing
Logi
c-F
ocus
ed, O
bjec
tive,
Ske
ptic
al, C
halle
ngin
g
Acc
epti
ng
Peo
ple-
Foc
used
, Em
path
izin
g, R
ecep
tive,
Agr
eeab
le
SAMPLE
–
LE
atio
ns, d
oes
Re
atio
ns, d
oes
Re
SA
NO
T FO
R D
ISTR
IBU
TION
RIB
becc
a se
em m
obe
cca
seem
mo
��Q
�
DI
OT
NO
Glo
ssar
yar
y
NONN
ON
ONN
© 2
006
by
Insc
ape
Pu
blis
hin
g, I
nc.
All
rig
hts
res
erve
d.
Rep
rod
uct
ion
in a
ny
form
, in
wh
ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k11
Obs
ervi
ng th
e F
our
DiS
C® S
tyle
s»
» »
Ho
lly
Ste
p 1
Obs
erve
Hol
ly’s
tone
, bod
y la
ngua
ge, a
nd w
hat s
he s
ays.
M
ake
note
s in
the
spac
e pr
ovid
ed b
elow
.O
bse
rvat
ion
s
Ho
lly
Ste
p 2
Bas
ed o
n yo
ur o
bser
vatio
ns, d
oes
Hol
ly s
eem
mor
e:
�A
ctiv
e�
Qu
esti
on
ing
or
or
�T
ho
ug
htf
ul
�A
ccep
tin
gN
otes
:
Glo
ssar
y
Act
ive
Fas
t Pac
ed, A
sser
tive,
Dyn
amic
, Bol
d
Th
ou
gh
tfu
lM
oder
atel
y P
aced
, Cal
m, M
etho
dica
l, C
aref
ul
Qu
esti
on
ing
Logi
c-F
ocus
ed, O
bjec
tive,
Ske
ptic
al, C
halle
ngin
g
Acc
epti
ng
Peo
ple-
Foc
used
, Em
path
izin
g, R
ecep
tive,
Agr
eeab
le
SAMPLE
–
LE
atio
ns, d
oes
Ho
atio
ns, d
oes
Ho
SA
NO
T FO
R D
ISTR
IBU
TION
RIB
lly s
eem
mor
e:
lly s
eem
mor
e:
��Q
�
DI
OT
NO
Glo
ssar
yar
y
NONN
ON
ONN
© 2
006
by
Insc
ape
Pu
blis
hin
g, I
nc.
All
rig
hts
res
erve
d.
Rep
rod
uct
ion
in a
ny
form
, in
wh
ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k12
Obs
ervi
ng th
e F
our
DiS
C® S
tyle
s»
» »
Eri
c
Ste
p 1
Obs
erve
Eric
’s to
ne, b
ody
lang
uage
, and
wha
t he
says
. Mak
e no
tes
in th
e sp
ace
prov
ided
bel
ow.
Ob
serv
atio
ns
Eri
c
Ste
p 2
Bas
ed o
n yo
ur o
bser
vatio
ns, d
oes
Eric
see
m m
ore:
�A
ctiv
e�
Qu
esti
on
ing
or
or
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ho
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ssar
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Act
ive
Fas
t Pac
ed, A
sser
tive,
Dyn
amic
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Th
ou
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tfu
lM
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aced
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m, M
etho
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aref
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Qu
esti
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Logi
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bjec
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Ske
ptic
al, C
halle
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Acc
epti
ng
Peo
ple-
Foc
used
, Em
path
izin
g, R
ecep
tive,
Agr
eeab
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SAMPLE
–
LE
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Eri
atio
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Eri
SA
NO
T FO
R D
ISTR
IBU
TION
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ic s
eem
mor
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c se
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Glo
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© 2
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hts
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ole
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art,
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roh
ibit
ed.
Sam
ple
Wo
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oo
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Obs
ervi
ng th
e F
our
DiS
C® S
tyle
s»
» »
DiS
C® S
tyle
s
Act
ive
The
Act
ive/
Que
stio
ning
com
bina
tion
repr
esen
ts th
e __
____
____
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tyle
The
Act
ive/
Acc
eptin
g co
mbi
natio
n re
pres
ents
the
____
____
___
Sty
le
Not
es o
n th
is S
tyle
:N
otes
on
this
Sty
le:
Not
es o
n th
is S
tyle
:N
otes
on
this
Sty
le:
The
Tho
ught
ful/Q
uest
ioni
ng c
ombi
natio
n re
pres
ents
the
____
____
___
Sty
leT
he T
houg
htfu
l/Acc
eptin
g co
mbi
natio
n re
pres
ents
the
____
____
___
Sty
le
Questioning
Accepting
Tho
ught
ful
PLM
P
NO
T FO
R D
ISTR
IBU
TION
STD
ID
ID
I
N
The
Tho
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ombi
natio
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Th N
NN
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hts
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, in
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ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k14
» »
»
Usi
ng D
iSC
® a
s a
Com
mon
Lan
guag
e
Go
als
�D
isco
ver
the
impo
rtan
ce o
f sha
ring
a co
mm
on
lang
uage
with
pee
rs.
To
redu
ce th
e te
nsio
n an
d an
xiet
y of
wor
king
with
peo
ple
who
are
diff
eren
t fro
m u
s, a
nd to
find
way
s to
be
mor
e su
cces
sful
, we
need
to s
tart
with
a fo
unda
tion.
W
e ne
ed a
co
mm
on
lan
gu
age
to d
iscu
ss o
ur d
iffer
ence
s,
espe
cial
ly w
hen
we’
re ta
lkin
g ab
out s
omet
hing
as
deep
ly
pers
onal
as
our
beha
vior
. Onl
y th
en c
an w
e es
tabl
ish
a tr
ue
dial
ogue
.
Not
es:
SAMPLE
–
the
tens
ion
and
the
tens
ie
diffe
rent
from
uiff
eren
t fro
m
essf
ul, w
e ne
edss
ful,
we
need
e ne
ed a
e
need
a c
om
mco
mm
espe
cial
ly w
hen
espe
cial
ly w
hen
pers
onal
as
ope
rson
al
dial
ogue
.di
alog
ue.
FOR
DIS
TRIB
UTIO
N
com
mon
co
mm
on
d an
xiet
y of
wor
k a
nxie
ty o
f wo
us, a
nd to
find
wus
, and
to fi
nd w
to s
tart
with
a fo
to s
tart
with
a
on
lan
gu
age
on
lan
gu
age
to ton
we’
re ta
lkin
g a
we’
re ta
lkin
g ou
r be
havi
or. O
nou
r be
havi
or.
TIO
Not
eN
ote
OR
NO
T FOFO
© 2
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hts
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, in
wh
ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k15
Usi
ng D
iSC
® a
s a
Com
mon
Lan
guag
e»
» »
Co
mm
on
Lan
gu
age
Act
ive
DD
om
inan
cei
Infl
uen
ce
QuestioningC
Co
nsc
ien
tio
usn
ess
SS
tead
ines
s
Accepting
•T
he D
iSC
® m
odel
pro
vide
s a
safe
har
bor
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talk
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abou
t our
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avio
rs.
•It
give
s us
a s
hare
d id
ea o
f wha
t we
mea
n w
hen
we
use
cert
ain
term
s to
des
crib
e ou
rsel
ves.
•W
ith D
iSC
, diff
eren
t beh
avio
rs a
re e
qual
ly
valid
pre
fere
nces
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judg
men
ts.
Th
ou
gh
tfu
l
Not
es:
––
PLE E–
E–
EE––
SAMPLPL
ONO
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UTIO
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Ste
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NO
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R D
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hts
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erve
d.
Rep
rod
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ion
in a
ny
form
, in
wh
ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k16
» »
»
Get
ting
Fam
iliar
with
Y
our
DiS
C® S
tyle
Go
als
�D
isco
ver
how
peo
ple
of o
ther
sty
les
view
you
r be
havi
or.
�U
nder
stan
d th
at d
iffer
ent p
ersp
ectiv
es c
an le
ad to
di
ffere
nt in
terp
reta
tions
of t
he s
ame
beha
vior
.
If yo
u’re
like
mos
t peo
ple,
you
hav
e m
any
diffe
rent
in
terp
reta
tions
of y
ours
elf.
May
be y
ou’re
an
extr
over
t or
a se
rious
per
son
or a
thril
l see
ker
or a
bas
ebal
l fan
. The
re a
re
a lo
t of w
ays
to lo
ok a
t you
rsel
f, so
me
mor
e ac
cura
te o
r re
leva
nt th
an o
ther
s. T
he D
iSC
® m
odel
can
hel
p us
find
out
m
ore
abou
t wha
t mak
es u
s tic
k an
d ho
w w
e re
late
to o
ther
s.
Not
es:
SAMPLE
–
u’re
like
mos
t pe
’re li
ke m
ost p
ete
rpre
tatio
ns o
f yte
rpre
tatio
ns o
f se
rious
per
son
serio
us p
erso
n a
lot o
f way
sa
lot o
f wre
leva
nt th
rele
vant
thm
ore
abm
ore
a
OR
DIS
TRIB
UTIO
N
ew y
our
your
tives
can
lead
totiv
es c
an le
ad t
sam
e be
havi
or.
ame
beha
vior
ople
, you
hav
e op
le, y
ou h
ave
your
self.
Myo
urse
lf. M
aybe
aybe
or
a th
rill s
eeke
or a
thril
l see
k to
look
at y
ours
to lo
ok a
t you
an o
ther
s.n
othe
rs. T
he
The
bo
ut w
hat m
ake
out w
hat m
ake
UT
FOR
Not
eN
ote
OOR
NO
T FOFO
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hts
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rod
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form
, in
wh
ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
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oo
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Get
ting
Fam
iliar
with
You
r D
iSC
® S
tyle
» »
»
Yo
ur
DiS
C® G
rap
h
Thi
s is
you
r D
iSC
® g
raph
, whi
ch s
how
s yo
ur s
core
s on
eac
h of
the
DiS
C s
tyle
s ba
sed
on y
our
resp
onse
s to
the
prew
ork.
The
hig
hest
poi
nt o
n th
is g
raph
rep
rese
nts
your
prim
ary
DiS
C s
tyle
. You
may
hav
e m
ore
than
one
prim
ary
styl
e.
The
com
bina
tion
of y
our
DiS
C s
core
s of
fers
insi
ght i
nto
your
beh
avio
r.
DA
ctiv
e &
Qu
esti
on
ing
:di
rect
, com
petit
ive,
and
stro
ng-w
illed
iA
ctiv
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Acc
epti
ng
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thus
iast
ic, s
ocia
ble,
and
livel
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ST
ho
ug
htf
ul &
Acc
epti
ng
:ac
com
mod
atin
g, p
atie
nt,
and
even
-tem
pere
d
7 6 5 4 3 2 1
28 27 26 25 24 23 22 21 20 19 18 17 16 15 14 13 12 11 10 9 8 7 6 5 4 3 2 1
Di
SC
Inte
nsi
tyS
egm
ent
64
25
Seg
men
t N
umbe
rs
CT
ho
ug
htf
ul &
Acc
epti
ng
:pr
ivat
e, a
naly
tical
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ole
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iliar
with
You
r D
iSC
® S
tyle
» »
»
Yo
ur
Hig
hes
t D
iSC
® D
imen
sio
ns
Bel
ow is
an
over
view
of
your
prim
ary
DiS
C® s
tyle
or
styl
es. P
erso
naliz
e th
e de
scrip
tion
by p
uttin
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[�]
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kmar
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xt to
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at a
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ou, a
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thin
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ou, a
nd a
[?]
ques
tion
mar
k ne
xt
to th
ings
that
you
are
n’t s
ure
abou
t.
Sam
ple,
you
are
hig
h in
the
Dom
inan
ce d
imen
sion
. As
a re
sult,
you
are
like
ly to
be
focu
sed
on s
hapi
ng y
our
envi
ronm
ent b
y ov
erco
min
g op
posi
tion
to a
chie
ve r
esul
ts.
Tho
se w
ho a
re s
tron
g in
Dom
inan
ce (
“hig
h D
’s”)
like
to ta
ke a
ctio
n to
ach
ieve
the
resu
lts th
ey d
esire
. The
y se
ek o
ppor
tuni
ties
for
adva
ncem
ent a
nd in
divi
dual
acc
ompl
ishm
ent,
and
they
ofte
n as
pire
to p
ositi
ons
of
pow
er a
nd a
utho
rity.
The
mai
n ob
ject
ives
for
peop
le h
igh
in D
omin
ance
are
typi
cally
con
trol
and
res
ults
, with
th
e fr
eedo
m to
mak
e qu
ick
deci
sion
s w
hene
ver
nece
ssar
y.
Tro
uble
shoo
ting
issu
es a
nd s
olvi
ng p
robl
ems
do n
ot in
timid
ate
high
D’s
, eve
n if
this
mea
ns q
uest
ioni
ng th
e st
atus
quo
. Peo
ple
high
in D
omin
ance
hav
e no
pro
blem
tack
ling
varie
d ac
tiviti
es a
nd e
mbr
acin
g a
wid
e ra
nge
of ta
sks.
In fa
ct, t
hey
wor
k be
st w
hen
rece
ivin
g di
fficu
lt as
sign
men
ts o
r ge
tting
the
occa
sion
al s
hock
to th
eir
wor
ldvi
ew.
To
prod
uce
thei
r hi
ghes
t qua
lity
wor
k, h
igh
D’s
nee
d to
iden
tify
with
a g
roup
and
to p
ace
them
selv
es. T
his
can
be c
halle
ngin
g, th
ough
, bec
ause
peo
ple
high
in D
omin
ance
dis
like
bein
g co
ntro
lled
or li
mite
d by
oth
ers.
B
osse
s an
d co
-wor
kers
can
com
plem
ent t
hese
indi
vidu
als
by h
elpi
ng to
str
uctu
re a
pre
dict
able
env
ironm
ent
for
them
selv
es w
hen
need
ed.
Bec
ause
cal
cula
ting
risks
and
em
ploy
ing
caut
ion
are
not t
heir
stro
ng s
uits
, tho
se h
igh
in D
omin
ance
wou
ld b
e w
ise
to s
urro
und
them
selv
es w
ith p
eopl
e w
ho h
ave
thes
e sk
ills.
Sim
ilarly
, wei
ghin
g th
e pr
os a
nd c
ons
of a
si
tuat
ion
is p
roba
bly
not i
n th
eir
natu
re, a
s th
ey a
re fo
nd o
f act
ion
rath
er th
an d
elib
erat
ion.
So
help
in th
at a
rea
wou
ld a
lso
be v
alua
ble.
A p
erso
n hi
gh in
Dom
inan
ce s
houl
d ve
rbal
ize
reas
ons
for
conc
lusi
ons
whe
neve
r po
ssib
le.
Ofte
n it
mig
ht b
e di
ffic
ult f
or h
igh
D’s
to u
nder
stan
d th
at th
ey h
ave
to d
epen
d on
peo
ple,
but
if a
ided
by
indi
vidu
als
who
rec
ogni
ze th
e ne
eds
of o
ther
s, it
may
bec
ome
clea
r. O
f cou
rse,
it a
lso
help
s if
thos
e hi
gh in
D
omin
ance
just
lear
n to
rel
ax m
ore
ofte
n.
ents
o
iden
t id
ent if
y w
ith a
gify
with
inan
ce d
islik
e b
ance
dis
like
divi
dual
s by
hel
pdi
vidu
als
by h
elp
caut
ion
are
not t
autio
n ar
ele
who
hav
e th
eho
hav
e th
re, a
s th
ey a
re fo
, as
they
are
hi
gh in
Dom
inan
igh
in D
omin
a
hig
hhi
gh
S
D’s
to u
n D
’s to
u n
eeds
of
eeds
of
ore re o
DIS
TRIB
UTIO
N
sire
. The
e. T
heos
ition
s of
si
tions
of
l and
res
ults
, wit
l and
res
ults
, wit
mea
ns q
uest
ion
mea
ns q
uest
ion
and
embr
acin
g a
and
embr
acin
g th
e oc
casi
onal
se
occa
sion
a
roup
and
to p
acro
up a
nd to
pac
eing
con
trol
led
ing
cont
rolle
dpi
ng to
str
uctu
rein
g to
str
uctu
re
thei
r st
rong
sui
tsei
r st
rong
sui
tsse
ski
lls. S
imila
rse
ski
lls. S
imila
ond
of a
ctio
n ra
ton
d of
act
ion
ce s
houl
d ve
rba
ce s
houl
d ve
rba
NO
T FO
R D
ders
tand
that
thde
rsta
nd th
at th
oth
ers,
it m
ay b
oth
ers,
it m
ay b
ften.
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ole
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roh
ibit
ed.
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ple
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Intr
oduc
tion
to U
nder
stan
ding
H
ow O
ther
s S
ee Y
ou
Go
als
�U
nder
stan
d ho
w y
our
styl
e co
uld
be in
terp
rete
d di
ffer
ently
by
othe
rs.
�D
isco
ver
that
oth
ers
may
hav
e re
ason
s fo
r th
eir
beha
vior
that
are
not
obv
ious
.
Whi
le u
nder
stan
ding
you
r ow
n be
havi
oral
pre
fere
nces
is a
n im
port
ant s
tep
in b
ecom
ing
mor
e ef
fect
ive
with
oth
ers,
it is
ju
st a
s cr
itica
l to
be a
war
e of
how
oth
ers
inte
rpre
t you
r st
yle.
O
ther
peo
ple
may
inte
rpre
t our
beh
avio
r ve
ry d
iffer
ently
than
w
e in
tend
.
Not
es:
SAMPLE
–
le u
nder
stan
ding
und
erst
andi
ngpo
rtan
t ste
p in
bpo
rtan
t ste
p in
ju
st a
s cr
itica
l to
just
as
criti
cal t
oOO
ther
peo
ple
ther
pe
we
we
inte
ndin
tend
UTIO
N
terp
rete
d er
pret
ed
ason
s fo
r th
eir
ason
s fo
r th
eir
RD
ISTR
IBU
T
you
r ow
n be
ha y
our
own
beha
beco
min
g m
ore
beco
min
g m
ore
o be
aw
are
of h
o b
e aw
are
of h
e m
ay in
terp
ret o
e m
ay in
terp
re
UT
FOR
Not
es:
No
NO
T FO
RFO
© 2
006
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ape
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hin
g, I
nc.
All
rig
hts
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erve
d.
Rep
rod
uct
ion
in a
ny
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, in
wh
ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k20
Intr
oduc
tion
to U
nder
stan
ding
How
Oth
ers
See
You
» »
»
Inte
rpre
tati
on
s
Use
the
spac
e be
low
to m
ake
note
s ab
out h
ow th
ese
char
acte
ristic
s m
ight
be
inte
rpre
ted
by o
ther
s.
Tak
e-ch
arge
atti
tude
Frie
ndly
and
ent
husi
astic
Qui
et a
nd s
uppo
rtiv
e
Ana
lytic
al a
nd h
ighl
y or
gani
zed
SAMPLE
–
PLM
P
NO
T FO
R D
ISTR
IBU
TIONO
TIO
TRST
FO
gani
zed
nize
d
F
© 2
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hts
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ole
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art,
is p
roh
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ed.
Sam
ple
Wo
rkb
oo
k21
» »
»
Exp
erie
ncin
g H
ow O
ther
s S
ee Y
ou:
Beh
avio
ral S
hopp
ing
Spr
ee
Go
als
�D
isco
ver
how
oth
ers
inte
rpre
t you
rbe
havi
or.
�D
isco
ver
how
you
may
mis
inte
rpre
t the
beh
avio
r of
ot
hers
.
Som
etim
es, p
eopl
e m
ay in
terp
ret o
ur b
ehav
ior
in w
ays
that
su
rpris
e us
. We
may
vie
w o
urse
lves
in a
cer
tain
ligh
t, an
d it
can
be s
tart
ling
to fi
nd o
ut th
at o
ther
peo
ple
have
a d
iffer
ent
opin
ion
of o
ur a
ttrib
utes
. Kno
win
g th
is s
impl
e fa
ct c
an k
eep
us fr
om g
ettin
g bo
gged
dow
n in
mis
com
mun
icat
ion,
and
it
just
may
hel
p us
und
erst
and
ours
elve
s a
little
bet
ter.
Not
es:
PLE –
imes
, peo
ple
ma
, peo
ple
ma
rise
us. W
ese
us.
may
may
n be
sta
rtlin
g to
n be
sta
rtlin
g to
SAMP
opin
ion
of o
ur a
opin
ion
of o
ur a
us fr
om g
etti
us fr
om g
just
may
hju
st m
ay h
TION
avio
rav
ior .
the
beha
vior
of
the
beha
vior
o
TRIB
UTI
y in
terp
ret o
ur b
y in
terp
ret o
ur b
vie
w o
urse
lves
vie
w o
urse
lve
find
out
that
oth
find
out
that
oth
RD
IST
attr
ibut
es. K
now
ittr
ibut
es. K
now
ing
bogg
ed d
own
ing
bogg
ed d
oel
p us
und
erst
alp
us
unde
rsta
TI
FOR
Not
es:
No R
NO
T FOFO
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hts
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, in
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ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
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Exp
erie
ncin
g H
ow O
ther
s S
ee Y
ou: B
ehav
iora
l Sho
ppin
g S
pree
» »
»
Beh
avio
ral S
ho
pp
ing
Sp
ree
For
eac
h qu
estio
n be
low
, pic
k so
meo
ne in
this
roo
m w
ho
yo
u t
hin
k w
ou
ld r
esp
on
d a
ffir
mat
ivel
y. If
you
ge
t a p
ositi
ve r
espo
nse,
ask
him
or
her
to s
ign
by th
e qu
estio
n, a
nd th
en g
o to
ano
ther
que
stio
n on
the
list
that
you
thin
k de
scrib
es th
at p
erso
n w
ell.
Con
tinue
unt
il he
or
she
disa
gree
s. T
hen
find
som
eone
els
e in
th
e ro
om w
ho w
ill r
espo
nd p
ositi
vely
to th
e qu
estio
n.
Yo
ur
go
al is
to
get
as
man
y si
gn
atu
res
as p
oss
ible
.
Nam
esB
ehav
ior
Do
you
usua
lly li
ke c
halle
nges
?
Do
you
tend
to b
e pe
rsua
sive
?
Do
you
tend
to b
e re
laxe
d an
d ea
sygo
ing?
Do
you
tell
it lik
e it
is?
Do
you
pref
er to
list
en m
ore
than
talk
?
Do
you
see
your
self
as s
oft-
spok
en?
Do
you
see
your
self
as b
old?
Are
you
usu
ally
cau
tious
?
Do
you
see
your
self
as li
vely
and
ene
rget
ic?
Do
you
tend
to b
e re
serv
ed?
Are
you
usu
ally
out
goin
g?
Do
you
like
to fo
cus
on th
e bo
ttom
line
?
Do
you
tend
to fo
cus
on p
eopl
e?
Do
you
focu
s on
the
qual
ity o
f you
r w
ork?
Do
you
focu
s on
how
to d
o pr
ojec
ts?
SAMPLE
–
ll it
lik
you
pref
er to
lis
u pr
efer
to
Do
you
see
yoD
o yo
u se
e
Do
you
seD
o yo
u s
PL
Are
re
MP
AMSASAS
OR
DIS
TRIB
UTIO
N
eas
ygoi
ng?
eas
ygoi
ng?
en m
ore
than
taen
mor
e th
an ta
urse
lf as
sof
tse
lf as
sof
t --sps
ee y
ours
elf a
s b
ee y
ours
elf a
s b
you
usu
ally
cau
ou u
sual
ly c
au
Do
you
see
yoD
o yo
u se
e
Do
you
teD
o yo
u
FOR
DAre
A
re
RD
OR
TFOFOF
NO
T O
T
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ole
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Sam
ple
Wo
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oo
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Exp
erie
ncin
g H
ow O
ther
s S
ee Y
ou: B
ehav
iora
l Sho
ppin
g S
pree
» »
»
Ho
w O
ther
s S
ee Y
ou
Wer
e yo
u ab
le to
pre
dict
who
wou
ld r
espo
nd p
ositi
vely
or
did
you
get s
ome
surp
rises
?
Wer
e yo
u su
rpris
ed b
y an
y qu
estio
ns th
at o
ther
s as
ked
of y
ou?
How
mig
ht y
ou u
se th
is in
form
atio
n to
bec
ome
mor
e ef
fect
ive
in y
our
inte
ract
ions
and
rel
atio
nshi
ps?
SAMPLE
–
you
?
–
SS
atio
nat
io
RD
ISTR
IBU
TION
UT
BU
OR
DR
D
n to
bec
ome
mo
o be
com
e m
NO
T FO
RO
R
© 2
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hts
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, in
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ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k24
» »
»
Dis
cove
ring
How
Peo
ple
Rea
ct
to D
iffer
ent S
tyle
s
Go
als
�D
isco
ver
how
peo
ple
of o
ther
sty
les
view
you
r be
havi
or.
�U
nder
stan
d th
at d
iffer
ent p
ersp
ectiv
es c
an le
ad to
di
ffere
nt in
terp
reta
tions
of t
he s
ame
beha
vior
.
We
neve
r se
e ou
rsel
ves
exac
tly th
e w
ay o
ther
peo
ple
see
us. T
he s
ame
is tr
ue o
f our
beh
avio
r. W
e ca
n us
ually
tell
if so
meo
ne is
res
pond
ing
posi
tivel
y or
neg
ativ
ely
to u
s, b
ut
som
etim
es w
e’re
hon
estly
con
fuse
d. M
isco
mm
unic
atio
n of
ten
aris
es b
ecau
se d
iffer
ent p
eopl
e in
terp
ret t
he s
ame
trai
ts in
diff
eren
t way
s.
Not
es:
SAMPLE
–
neve
r se
e ou
rsel
ver
see
ours
e. T
he s
ame
is tr
. The
sam
e is
tso
meo
ne is
res
som
eone
is r
esso
met
imes
som
etim
wof
ten
aris
eof
ten
aris
etr
aits
in
trai
ts in
NO
T FO
R D
ISTR
IBU
TION
ew y
our
your
tivtives
can
lead
tes
can
lead
tsa
me
beha
vior
.am
e be
havi
or
lves
exa
ctly
the
lves
exa
ctly
the
rue
of o
ur b
ehav
rue
of o
ur b
ehav
pond
ing
posi
tive
pond
ing
posi
tie’
re h
ones
tly c
oe’
re h
ones
tlyes
bec
ause
diff
e b
ecau
se d
iffe
diff
eren
t way
s.iff
eren
t way
s.
UT
OFOR
No
N OOR
FO
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hts
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ole
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art,
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roh
ibit
ed.
Sam
ple
Wo
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oo
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Dis
cove
ring
How
Peo
ple
Rea
ct to
Diff
eren
t Sty
les
» »
»
My
Rea
ctio
ns
to t
he
Sty
les
In th
e sp
ace
belo
w, n
ote
how
the
pers
on’s
beh
avio
r w
ould
affe
ct y
ou in
the
wor
kpla
ce.
Ann
’s S
tyle
:___
__Y
our
Rea
ctio
ns:
An
n
Jenn
’s S
tyle
:___
__Y
our
Rea
ctio
ns:
Jen
n
Bet
h’s
Sty
le:_
____
You
r R
eact
ions
Bet
h
Jean
nie’
s S
tyle
:___
You
r R
eact
ions
Jean
nie
SAMPLE
–
PL
_______
ions
ions
AM
NO
T FO
R D
ISTR
IBU
TIONO
UT
TR
DIS
FO
Jean
nie’
s S
tyle
:_ea
nnie
’s S
tyl
You
r R
eact
ion
You
r R
eact
ion
nn
ien
nie
TTTO
T
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hts
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ole
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art,
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roh
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Sam
ple
Wo
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oo
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Dis
cove
ring
How
Peo
ple
Rea
ct to
Diff
eren
t Sty
les
» »
»
Ou
r R
eact
ion
s
In th
e sp
ace
belo
w, n
ote
how
the
pers
on’s
beh
avio
r w
ould
affe
ct y
ou in
the
wor
kpla
ce.
D R
eact
ion
s:i R
eact
ion
s:S
Rea
ctio
ns:
C R
eact
ion
s:
An
n–D
D R
eact
ion
s:i R
eact
ion
s:S
Rea
ctio
ns:
C R
eact
ion
s:
Jen
n-i
D R
eact
ion
s:i R
eact
ion
s:S
Rea
ctio
ns:
C R
eact
ion
s:
Bet
h-S
D R
eact
ion
s:i R
eact
ion
s:S
Rea
ctio
ns:
C R
eact
ion
s:
Jean
nie
-C
SAMPLE
– –
PL
ns:s:
i Re
i Re
AMMAMAMMAM
ISTR
IBU
TIONO
C R
eaC
Re
UTU
TU
TU
T
TRU
T
TRTRTR
acti
on
s:ac
tio
ns:
TFO
R D
ISIS
OR
FO
D R
eact
ion
sD
Rea
ctio
NO
T F
nie
nie
-C
-C
TF
OT
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ole
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ple
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oo
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Dis
cove
ring
How
Peo
ple
Rea
ct to
Diff
eren
t Sty
les
» »
»
Ho
w O
ther
s P
erce
ive
My
Sty
le
Use
the
spac
e be
low
to r
ecor
d an
d pr
oces
s ho
w o
ther
s re
act t
o yo
ur D
iSC
® s
tyle
.
Res
pons
es th
at s
urpr
ised
me
abou
t how
oth
ers
inte
rpre
t my
styl
e’s
beha
vior
:
Ides
, sug
gest
ions
, and
feed
back
for
how
I m
ight
bec
ome
mor
e ef
fect
ive:
Tw
o st
rate
gies
I pl
an to
wor
k on
: SAMPLE
–
e m
ore
effe
ctiv
e ef
fec
E–
SA
rk o
nrk
on : S
NO
T FO
R D
ISTR
IBU
TION
UT
BU
DR
NN
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hts
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ole
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roh
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Sam
ple
Wo
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» »
»
Intr
od
uct
ion
to
D
ealin
g w
ith
Co
nfl
ict
Go
als
�E
xplo
re th
e ef
fect
of c
onfli
ct o
n yo
ur b
ehav
ior.
�U
nder
stan
d th
e lin
k be
twee
n co
nflic
t and
inef
fect
ive
rela
tions
hips
.
Whi
le w
e ca
n’t e
limin
ate
conf
lict f
rom
our
live
s co
mpl
etel
y,
we
can
lear
n to
dea
l with
it m
ore
effe
ctiv
ely.
By
beco
min
g aw
are
of h
ow y
ou a
ct w
hen
in c
onfli
ct, y
ou c
an m
inim
ize
the
nega
tive
impa
ct o
f it s
o yo
u do
n’t j
eopa
rdiz
e re
latio
nshi
ps o
r re
sults
.
Not
es:
e ca
n’t e
limin
at c
an’t
elim
ina
an le
arn
to d
eal
n le
arn
to d
eal
war
e of
how
you
are
of h
ow y
oune
gativ
e im
pac
nega
tive
impa
cre
sults
.re
sults
.
TION
havi
or.
havi
or.
t and
inef
fect
ive
and
inef
fect
i
RD
ISTR
IBU
TI
te c
onfli
ct fr
om o
te c
onfli
ct fr
om o
with
it m
ore
with
it m
ore
effe
ef a
ct w
hen
in c
on a
ct w
hen
in c
ont o
f it s
o yo
u do
nt o
f it s
o yo
u d
FOR
TI
Not
es:
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NO
T FOFO
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006
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hts
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ion
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form
, in
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ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
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oo
k29
Intr
oduc
tion
to D
ealin
g w
ith C
onfli
ct»
» »
Beh
avio
r in
Co
nfl
ict
Wha
t is
diffe
rent
abo
ut y
ou w
hen
you’
re in
a c
onfli
ct s
ituat
ion?
Wha
t cha
nges
in b
ehav
ior
do y
ou e
xper
ienc
e?
Not
es:
SAMPLE
–
E–
FOR
DIS
TRIB
UTIO
N
UT
BU
OR
NO
T FOFO
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hts
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ole
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art,
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roh
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ple
Wo
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oo
k30
» »
»
Diff
eren
t Sty
les
of
Dea
ling
with
Con
flict
Go
als
�D
isco
ver
the
uniq
ue r
eact
ion
of e
ach
styl
e to
co
nflic
t.�
Ass
ess
how
you
mig
ht r
espo
nd to
eac
h st
yle
whe
n in
con
flict
.
Con
trar
y to
wha
t we
mig
ht th
ink,
the
way
that
peo
ple
reac
t to
conf
lict i
s no
t arb
itrar
y or
ran
dom
. Eac
h st
yle
has
a un
ique
re
spon
se to
con
flict
, and
if w
e re
cogn
ize
thei
r be
havi
ors,
we
can
som
etim
es d
efus
e st
ress
ful s
ituat
ions
bef
ore
they
ex
plod
e.
Not
es:
SAMPLE
–
trar
y to
wha
t we
ary
to w
hat w
enf
lict i
s no
t arb
itnf
lict i
s no
t arb
ire
spon
se to
con
resp
onse
to c
onca
n so
met
imca
n so
me
expl
ode.
expl
ode.
UTIO
N
sty
le to
st
yle
to
to e
ach
styl
e w
h to
eac
h st
yle
wh
RD
ISTR
IBU
T
mig
ht th
ink,
the
mig
ht th
ink,
the
trar
y or
ran
dom
.tr
ary
or r
ando
m.
nflic
t, an
d if
we
rfli
ct, a
nd if
we
es d
efus
e st
ress
es d
efus
e st
reN
OT F
OR
UT
Not
es:
No R
FO
© 2
006
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Insc
ape
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blis
hin
g, I
nc.
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rig
hts
res
erve
d.
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rod
uct
ion
in a
ny
form
, in
wh
ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k31
Diff
eren
t Sty
les
of D
ealin
g w
ith C
onfli
ct»
» »
Ho
lly in
Co
nfl
ict
How
did
Hol
ly d
escr
ibe
hers
elf w
hen
she
is in
a c
onfli
ct s
ituat
ion?
How
did
you
rea
ct to
Hol
ly?
How
mig
ht h
er b
ehav
ior
in c
onfli
ct a
ffect
oth
ers?
If yo
u ha
d a
conf
lict w
ith H
olly
, wha
t mig
ht h
appe
n?
SAMPLE
–
P
ffect
oth
ers?
ffect
oth
ers? M
TFO
R D
ISTR
IBU
TIONO
NTIO
TRST
FO
with
Hol
ly, w
hat
with
Hol
ly, w
ha
NO
T T
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006
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ape
Pu
blis
hin
g, I
nc.
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rig
hts
res
erve
d.
Rep
rod
uct
ion
in a
ny
form
, in
wh
ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k32
Diff
eren
t Sty
les
of D
ealin
g w
ith C
onfli
ct»
» »
Reb
ecca
in C
on
flic
t
How
did
Reb
ecca
des
crib
e he
rsel
f whe
n sh
e is
in a
con
flict
situ
atio
n?
How
did
you
rea
ct to
Reb
ecca
?
How
mig
ht h
er b
ehav
ior
in c
onfli
ct a
ffect
oth
ers?
If yo
u ha
d a
conf
lict w
ith R
ebec
ca, w
hat m
ight
hap
pen?
SAMPLE
–
P
ffect
oth
ers?
ffect
oth
ers? M
TFO
R D
ISTR
IBU
TIONO
NTIO
TRST
FO
with
w
ith R
ebec
caR
ebec
ca, w
NO
T T
© 2
006
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ape
Pu
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hin
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hts
res
erve
d.
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rod
uct
ion
in a
ny
form
, in
wh
ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k33
Diff
eren
t Sty
les
of D
ealin
g w
ith C
onfli
ct»
» »
Eri
c in
Co
nfl
ict
How
did
Eric
des
crib
e hi
mse
lf w
hen
he is
in a
con
flict
situ
atio
n?
How
did
you
rea
ct to
Eric
?
How
mig
ht h
is b
ehav
ior
in c
onfli
ct a
ffect
oth
ers?
If yo
u ha
d a
conf
lict w
ith E
ric, w
hat m
ight
hap
pen?
SAMPLE
–
P
ffect
oth
ers?
fect
oth
ers? M
TFO
R D
ISTR
IBU
TIONO
NTIO
TRST
FO
with
w
ith E
ricE
, wha
t m w
hat
NO
T T
© 2
006
by
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ape
Pu
blis
hin
g, I
nc.
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rig
hts
res
erve
d.
Rep
rod
uct
ion
in a
ny
form
, in
wh
ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k34
Diff
eren
t Sty
les
of D
ealin
g w
ith C
onfli
ct»
» »
Jess
e in
Co
nfl
ict
How
did
Jes
se d
escr
ibe
him
self
whe
n he
is in
a c
onfli
ct s
ituat
ion?
How
did
you
rea
ct to
Jes
se?
How
mig
ht h
is b
ehav
ior
in c
onfli
ct a
ffect
oth
ers?
If yo
u ha
d a
conf
lict w
ith J
esse
, wha
t mig
ht h
appe
n?
SAMPLE
–
P
ffect
oth
ers?
fect
oth
ers? M
TFO
R D
ISTR
IBU
TIONO
NTIO
TRST
FO
with
w
ith J
esse
J, w
ha, w
h
NO
T T
© 2
006
by
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ape
Pu
blis
hin
g, I
nc.
All
rig
hts
res
erve
d.
Rep
rod
uct
ion
in a
ny
form
, in
wh
ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k35
» »
»
A M
odel
for
Und
erst
andi
ng D
iffer
ent
Res
pons
es to
Con
flict
Go
als
�D
isco
ver
the
sim
ilarit
ies
and
diff
eren
ces
amon
g th
e st
yles
to c
onfli
ct.
�A
sses
s ho
w y
ou r
espo
nd w
hen
in c
onfli
ct.
It w
ould
be
grea
t if p
eopl
e go
t to
the
poin
t tha
t we
coul
d av
oid
conf
lict a
ll to
geth
er. T
hat d
ay, u
nfor
tuna
tely
, doe
sn’t
look
ver
y cl
ose.
But
we
can
at le
ast d
o ou
r pa
rt b
y un
ders
tand
ing
why
we’
re a
rgui
ng.
Not
es:d
be g
reat
if
gre
at i
peo
peo
d co
nflic
t all
toge
con
flict
all
toge
ok v
ery
clos
e. B
ok v
ery
clos
e. B
SAMP
unde
rsta
ndin
g w
unde
rsta
ndin
g
SAAAAA
TION
ces
amon
g th
e es
am
ong
the
in c
onfli
ct.
in c
onfli
ct.
TRIB
UTI
ple
ple
got t
o th
e po
got
to th
e po
ethe
r. T
hat d
ay,
ther
. Tha
t day
ut w
e ca
n at
lea
ut w
e ca
n at
lea
DIS
TR
why
we’
re a
rgui
nhy
we’
re a
rgu
TI
FOR
D
Not
es:
Not
e
D
NO
T FOFO
© 2
006
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ape
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blis
hin
g, I
nc.
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rig
hts
res
erve
d.
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rod
uct
ion
in a
ny
form
, in
wh
ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k36
A M
odel
for
Und
erst
andi
ng D
iffer
ent R
espo
nses
to C
onfli
ct»
» »
Fo
ur
Res
po
nse
s to
Co
nfl
ict
Ten
ds to
:
AS
SE
RT
Di
Focus on:LOGIC
CS
Focus on: FEELINGS
Ten
ds to
:
SU
PP
RE
SS
Not
es:
SAMPLE
–
PLE
SAMAMSAAM OR
DIS
TRIB
UTIO
N
SS
ONO
NFocus on:Focus
UT
I
RDD
IS
Ten
ds to
:T
ends
to:
RD
I
SU
PP
RE
SS
SU
PP
RE D
ID
IS
NO
T FO
RO
R
© 2
006
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hts
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erve
d.
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rod
uct
ion
in a
ny
form
, in
wh
ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k37
A M
odel
for
Und
erst
andi
ng D
iffer
ent R
espo
nses
to C
onfli
ct»
» »
Un
iqu
e A
pp
roac
hes
to
Co
nfl
ict
Ten
ds to
:
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SE
RT
DE
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ND
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l: V
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ally
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puls
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gres
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tions
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mod
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give
s in
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imm
ers
bene
ath
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surf
ace
Focus on: FEELINGS
WIT
HD
RA
WG
oal:
Just
ice
CO
MP
LY
Goa
l: H
arm
ony
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ds to
:
SU
PP
RE
SS
Not
es:
SAMPLE
–
SS�
Avo
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Tr
�� ��
PLE
AW
AW
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ts
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mod
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SU
P RDD
NO
T FOFO
© 2
006
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hts
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erve
d.
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rod
uct
ion
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ny
form
, in
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ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k38
» »
»
Rec
og
niz
ing
Ho
w Y
ou
Dea
lw
ith
Co
nfl
ict
Go
als
�A
sses
s yo
ur r
eact
ions
to c
onfli
ct a
nd s
tres
s.�
Rec
ogni
ze th
e im
pact
of
your
beh
avio
r on
oth
ers
whe
n in
con
flict
.
Whe
neve
r w
e’re
in a
con
flict
situ
atio
n, w
e te
nd to
co
ncen
trat
e m
ostly
on
ours
elve
s an
d ou
r ow
n re
actio
ns to
th
e si
tuat
ion.
But
con
flict
affe
cts
ever
yone
aro
und
us, a
nd
reso
lvin
g it
is n
ot ju
st a
mat
ter
of p
erso
nal c
onve
nien
ce.
Effe
ctiv
e co
nflic
t res
olut
ion
is im
port
ant f
or th
e w
ell-b
eing
of
our
peer
s an
d ou
r ef
fect
iven
ess
in w
orki
ng to
geth
er.
Not
es:M
PLE –
ver
we’
re in
a c
ow
e’re
in a
cen
trat
e m
ostly
ont
rate
mos
tly o
e si
tuat
ion.
But
ce
situ
atio
n. B
ut
reso
lvin
g it
is n
ore
solv
ing
it is
n
SAMP
Effe
ctiv
e co
nE
ffect
ive
our
peer
s ou
r pe
ers
TION
str
ess.
stre
ss.
vior
on
othe
rs
vior
on
othe
r
STRIB
UTI
onfli
ct s
ituat
ion,
nf
lict s
ituat
ion,
on
our
selv
es a
ndn
ours
elve
s an
conon
flict
affe
cts
efli
ct a
ffect
s e
ot ju
st a
mat
ter
ot j
ust a
mat
ter
RD
IST
flict
res
olut
ion
flict
res
olut
ion
is a
nd o
ur e
ffect
ivnd
our
effe
ctiv
TI
FOR
Not
es:
No R
NO
T FOFO
© 2
006
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blis
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g, I
nc.
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rig
hts
res
erve
d.
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rod
uct
ion
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ny
form
, in
wh
ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k39
Rec
ogni
zing
How
You
Dea
l with
Con
flict
» »
»
Yo
ur
Beh
avio
r in
Co
nfl
ict
A m
ajor
ste
p in
man
agin
g co
nflic
t is
to u
nder
stan
d ou
r ow
n re
actio
ns to
a c
onfli
ct s
ituat
ion.
The
in
divi
dual
ized
feed
back
on
this
pag
e is
bas
ed o
n yo
ur D
iSC
® p
atte
rn. P
ay p
artic
ular
atte
ntio
n to
the
bulle
ted
sect
ion
at th
e bo
ttom
of t
he p
age.
The
se b
ulle
ts h
ighl
ight
how
peo
ple
with
you
r D
iSC
pat
tern
tend
to
rea
ct to
con
flict
and
str
ess.
The
y al
so p
rovi
de p
oten
tial a
reas
for
impr
ovem
ent.
Put
a c
heck
mar
k [�
] nex
t to
any
stat
emen
ts th
at s
eem
to d
escr
ibe
you
wel
l whe
n yo
u ar
e in
con
flict
.
The
free
dom
to e
xplo
re li
kely
mea
ns a
gre
at d
eal t
o yo
u. S
o yo
u ar
e of
ten
on th
e lo
okou
t for
uni
que
conc
epts
that
will
sup
plem
ent y
our
stro
ng d
rive
for
perf
ectio
n.
In y
our
purs
uit o
f qua
lity,
how
ever
, yo
u m
ay ig
nore
inte
rper
sona
l rel
atio
nshi
ps. T
he fe
elin
gs a
nd o
pini
ons
of o
ther
s of
ten
do n
ot e
nter
into
you
r pl
ans.
Thi
s is
pro
babl
y se
en in
you
r m
etho
ds, w
hich
may
be
cold
an
d la
ck a
ttent
ion
to y
our
colle
ague
s’ n
eeds
. You
are
pro
babl
y no
t kno
wn
for
bein
g a
war
m in
divi
dual
, but
w
hen
pres
sed
or s
tym
ied,
you
may
act
ually
bec
ome
aggr
essi
ve. I
n an
y ca
se, t
actfu
l com
mun
icat
ion
som
etim
es s
eem
s ju
st o
ut o
f you
r re
ach.
An
envi
ronm
ent t
o yo
ur li
king
will
ofte
n go
a lo
ng w
ay to
war
d m
akin
g yo
u m
ore
hosp
itabl
e to
you
rco
lleag
ues.
You
like
ly w
ant a
wor
king
situ
atio
n th
at ta
kes
adva
ntag
e of
you
r im
pres
sive
abi
lity
to p
lan
and
prio
ritiz
e. A
lso,
you
may
see
k th
e au
thor
ity to
exa
min
e an
d re
test
sol
utio
ns, w
heth
er th
e pr
opos
als
are
your
s or
som
eone
els
e’s
crea
tion.
Ofte
n, y
our
maj
or fe
ar m
ay b
e th
at y
ou la
ck in
fluen
ce. Y
ou c
an a
llevi
ate
this
con
cern
by
acce
ptin
g th
e lim
its o
f a p
roje
ct, t
eam
, or
orga
niza
tion.
Alth
ough
it m
ay b
e di
fficu
lt, y
ou c
ould
als
o be
nefit
from
re
cogn
izin
g yo
ur o
wn
limits
as
wel
l. B
y ac
know
ledg
ing
the
sanc
tions
on
your
cre
ativ
e im
puls
es, y
ou m
ay
find
that
task
s ar
e m
ore
likel
y to
rea
ch s
atis
fyin
g co
nclu
sion
s.
Ano
ther
way
in w
hich
you
can
impr
ove
your
wor
k en
viro
nmen
t is
by w
elco
min
g pr
oduc
tive
team
co
oper
atio
n. Y
our
indi
vidu
alis
tic s
trea
k an
d st
rong
des
ire fo
r pe
rfec
tion
do n
ot h
ave
to p
recl
ude
effe
ctiv
e te
amw
ork.
You
may
find
it h
elpf
ul to
rea
lize
that
you
r am
bitio
ns a
re p
roba
bly
not i
n co
mpe
titio
n w
ith y
our
colle
ague
s’ g
oals
.
Sam
ple,
you
tend
to b
e a
driv
en in
nova
tor
who
se a
bilit
y to
initi
ate
and
desi
gn c
hang
es c
an g
reat
ly
incr
ease
an
orga
niza
tion’
s od
ds o
f suc
cess
.
�Ju
dg
es o
ther
s b
y:pe
rson
al s
tand
ards
; pro
gres
sive
idea
s fo
r ac
com
plis
hing
task
s
�O
veru
ses:
blun
tnes
s; c
ritic
al o
r co
ndes
cend
ing
attit
ude
�U
nd
er P
ress
ure
:be
com
es b
ored
with
rou
tine
wor
k; s
ulks
whe
n re
stra
ined
; act
s in
depe
nden
tly
�F
ears
: lac
k of
influ
ence
; fai
lure
to a
chie
ve th
eir
stan
dard
s
�W
ou
ld in
crea
se e
ffec
tive
nes
s w
ith
mo
re:
war
mth
; tac
tful c
omm
unic
atio
n; e
ffec
tive
team
co
oper
atio
n; r
ecog
nitio
n of
exi
stin
g sa
nctio
ns
SAMPLE
–
ard
mak
ing
king
es a
dvan
tage
oan
tage
e an
d re
test
sol
e an
d re
test
nflu
ence
. You
ca
fluen
ce. Y
ou c
lthou
gh it
may
blth
ough
it m
ay b
ackn
owle
dgi
ackn
owle
dgng
tng
th
satis
fyin
g co
ncat
isfy
ing
co
prov
e yo
ur w
orpr
ove
your
wo
tic s
trea
k an
d s
str
eak
and
s
SA
hel
pful
to r
ealiz
e h
elpf
ul to
rea
liz
en in
en in
DIS
TRIB
UTIO
N
ue
ue
gs a
nd o
pini
ons
gs a
nd o
pini
ons
ich
may
be
cold
h
may
be
cold
a w
arm
indi
vidu
a w
arm
indi
vidu
ful c
omm
unic
ati
ful c
omm
unic
ati
mor
e ho
spita
ble
ore
hosp
ita y
our
impr
essi
ve y
our
impr
essi
vlu
tions
, whe
ther
tions
, whe
ther
an a
llevi
ate
this
an
alle
viat
e th
ise
diffi
cult,
you
ce
diffi
cult,
you
cth
e sa
nctio
ns o
ne
sanc
tions
ocl
usio
ns.
clus
ion
rk e
nviro
nmen
t ien
viro
nmen
t
OT F
OR
DI
rong
des
ire fo
r ro
ng d
esire
foe
that
you
r am
bith
at y
our
amb
nova
tor
who
se a
vato
r w
hose
of s
u o
f su c
cess
cces
s ..
pers
onal
sta
ndpe
rson
al s
tan
ntne
ss; c
ritic
al o
ntne
ss; c
ri
NO
T
ssu
re:
ssu
re:
beco
me
me
lack
of i
nflu
enc
lack
of i
nflu
en
ou
ld in
crea
se e
uld
incr
ease
NO
coop
erat
ion;
re
coop
erat
ion;
re
© 2
006
by
Insc
ape
Pu
blis
hin
g, I
nc.
All
rig
hts
res
erve
d.
Rep
rod
uct
ion
in a
ny
form
, in
wh
ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k40
Rec
ogni
zing
How
You
Dea
l with
Con
flict
» »
»
My
Sty
le in
Co
nfl
ict
Fro
m th
e fe
edba
ck o
n th
e pr
evio
us p
age,
sel
ect o
ne o
r tw
o de
scrip
tions
that
fit y
ou w
ell i
n st
ress
ful
situ
atio
ns w
ithin
you
r te
am.
Writ
e a
brie
f sum
mar
y of
wha
t hap
pene
d w
hen
thes
e be
havi
ors
led
to c
onfli
ct in
a te
am s
ituat
ion.
Not
es:
E–
ehav
iors
led
to
rs le
dSAM
PLE – E–BU
TION
UT
onfli
ct in
aon
flict
in a
team
team
FOR
DIS
TRIB
UBU
OR
NO
T FOFO
© 2
006
by
Insc
ape
Pu
blis
hin
g, I
nc.
All
rig
hts
res
erve
d.
Rep
rod
uct
ion
in a
ny
form
, in
wh
ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k41
Rec
ogni
zing
How
You
Dea
l with
Con
flict
» »
»
Rea
ctio
ns
in C
on
flic
t
Wha
t did
you
lear
n ab
out h
ow y
ou r
eact
in c
onfli
ct?
How
do
othe
rs r
eact
to y
our
beha
vior
?
How
do
you
thin
k it
affe
cts
othe
rs?SAM
PLE –
–
SO
R D
ISTR
IBU
TION
UT
BU
R
NO
T FO
R
rs?
rs?
OR
© 2
006
by
Insc
ape
Pu
blis
hin
g, I
nc.
All
rig
hts
res
erve
d.
Rep
rod
uct
ion
in a
ny
form
, in
wh
ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k42
» »
»
Act
ion
Pla
n: S
trat
egie
s fo
r D
ealin
g w
ith C
onfli
ct
Go
als
�E
xplo
re s
peci
fic m
etho
ds fo
r de
alin
g w
ith c
onfli
ct.
�D
isco
ver
how
oth
er s
tyle
s m
ight
man
age
conf
lict.
�C
reat
e sp
ecifi
c st
rate
gies
for
hand
ling
futu
re c
onfli
ct
situ
atio
ns.
Whe
n w
e ge
t ang
ry, i
t has
bee
n re
com
men
ded
that
we
coun
t to
ten,
take
a b
reat
h, a
nd th
en r
eact
. Usu
ally
it’s
not
that
ea
sy. R
esol
ving
con
flict
is a
n on
goin
g pr
oces
s th
at r
equi
res
us to
und
erst
and
our
own
natu
ral r
eact
ions
and
thos
e of
the
peop
le a
roun
d us
. So,
in th
at r
egar
d, c
ount
ing
to te
n pr
obab
ly is
n’t s
uch
a ba
d id
eaif
we
use
that
tim
e to
con
side
r ho
w w
e’ve
rea
cted
in th
e pa
st, a
nd th
en fi
gure
out
how
to
best
ada
pt o
ur b
ehav
ior.
Jus
t don
’t fo
rget
to e
xhal
e.
Not
es:
SAMPLE
–
we
we
get a
ngry
, g
et a
ngry
, te
n, ta
ke a
bre
a te
n, ta
ke a
bre
aea
sy. R
esol
ving
easy
. Res
olvi
ngus
to u
nder
sus
to u
ndpe
ople
aro
peop
le a
rpr
obab
lpr
obab
how
ho
wbebe
UTIO
N
ith c
onfli
ct.
th c
onfli
ct.
nag
nag e
con
flict
.e
conf
lict.
dlin
g fu
ture
con
fdl
ing
futu
re c
onf
NO
T FO
R D
ISTR
IBU
T
it ha
s be
en r
eco
it ha
s be
en r
ecth
, and
then
rea
th, a
nd th
en r
eag
conf
lict i
s an
o c
onfli
ct is
an
tand
our
ow
n na
tand
our
ow
n ou
nd u
s. S
o, in
tnd
us.
So,
in t
ly is
n’t s
uch
a ba
isn
’t su
ch a
bw
ew
e ’ve
rea
cted
in’v
e re
acte
d in
st a
dap
t ada
t our
beh
t our
be
UT
OFOOOFO
© 2
006
by
Insc
ape
Pu
blis
hin
g, I
nc.
All
rig
hts
res
erve
d.
Rep
rod
uct
ion
in a
ny
form
, in
wh
ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k43
Act
ion
Pla
n: S
trat
egie
s fo
r D
ealin
g w
ith C
onfli
ct»
» »
Bra
inst
orm
: D
ealin
g w
ith
Co
nfl
ict
Tak
e no
tes
from
you
r gr
oup
exer
cise
.
Whe
n th
e te
am is
in c
onfli
ct, w
hich
sty
les
are
mos
t diff
icul
t for
you
to d
eal w
ith?
Do
maj
or c
onfli
cts
aris
e be
twee
n te
am m
embe
rs o
f the
sam
e st
yle
or b
etw
een
thos
e w
ith d
iffer
ent s
tyle
s?
Wha
t hav
e yo
u le
arne
d ab
out h
ow th
e st
yles
han
dle
conf
lict?
How
can
you
impr
ove
your
str
ateg
ies?
SAMPLE
–
PL
e st
yles
han
dle
tyle
s ha
nd
MP
FOR
DIS
TRIB
UTIO
NO
se w
ith d
iffer
ense
with
diff
eren
TIO
TR
con
flict
?co
nflic
t? ST
FO
NO
T F
our
stra
tegi
es?
r st
rate
g F
© 2
006
by
Insc
ape
Pu
blis
hin
g, I
nc.
All
rig
hts
res
erve
d.
Rep
rod
uct
ion
in a
ny
form
, in
wh
ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k44
Act
ion
Pla
n: S
trat
egie
s fo
r D
ealin
g w
ith C
onfli
ct»
» »
Dea
ling
wit
h C
on
flic
t
Use
the
spac
es b
elow
to r
ecor
d ea
ch s
tyle
’s id
eas
for
mor
e ef
fect
ivel
y m
anag
ing
conf
lict.
D i S C
MPLE
–
PL
SAMP
MPSTR
IBU
TIONO
TIO
TR
FOR
DIS
TST
FO
NO
T FOFO
© 2
006
by
Insc
ape
Pu
blis
hin
g, I
nc.
All
rig
hts
res
erve
d.
Rep
rod
uct
ion
in a
ny
form
, in
wh
ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k45
Act
ion
Pla
n: S
trat
egie
s fo
r D
ealin
g w
ith C
onfli
ct»
» »
My
Act
ion
Pla
n f
or
Dea
ling
wit
h C
on
flic
t
Beh
avio
rs I’
d lik
e to
avo
id o
r m
odify
whe
n I a
m in
con
flict
with
oth
ers:
How
will
avo
idin
g or
mod
ifyin
g th
ese
beha
vior
s he
lp m
e be
com
e m
ore
effe
ctiv
e w
hen
I enc
ount
er c
onfli
ct?
Wha
t will
I do
to a
void
or
mod
ify th
ese
beha
vior
s? W
hat i
s m
y tim
elin
e?
SAMPLE
–
ecom
e m
or m
o
E–
OR
DIS
TRIB
UTIO
N
UT
ectiv
e w
hen
ctiv
e w
hen
BU
FORO
R
ify th
ese
beha
vify
thes
e be
hav
NO
T FOFO