Successful Communication

With Extended DISC

S

C D

I

Task, Get It Done, Results, Hard Metrics, Goals

People, Harmony, Collaborate, How Matters

Details,

Analytical,

Process,

Grounded,

Realistic

Intuitive, Big

Picture

60,000 Feet

Observing and Identifying Behavioral Styles

D

S

C

I People/Feelings Orientation

Facts/Task Orientation

5 Senses

How things are

6th Sense

How things could be

TALKS ABOUT: Goals, oneself, hard

values, results, change

TALKS ABOUT: Facts, analyses, details,

rules, instructions

TALKS ABOUT: People, team-spirit, good things, future,

oneself

TALKS ABOUT: Agreements, principles,

past, proofs, one’s team

D-Style

• Decisive, tough

• Strong-willed

• Competitive,

demanding

• Independent, self-

centered

• Under pressure –

seems like lack of

concern for people

• Fear - loss of control

I-Style

• Sociable

• Talkative, open,

WYSIWYG

• Enthusiastic

• Energetic, uses

guestures

• Often Persuasive

• Under pressure –

completely disorganised

• Fear - social rejection,

people don’t like me!

S-Style

• Calm, steady

• Careful, patient

• Family-oriented

• Good listener

• Modest

• Trustworthy

• Under pressure - too

willing, sure I can

help, give me more!

• Fear - loss of stability/

change

C-Style

• Precise

• Follows rules

• If there is no process,

lets create one

• Logical, careful

• Formal, disciplined

• Under pressure -

overly critical of you/

your work

• Fear - criticism of

their work, getting it

wrong!

When Communicating with:

D

S

C

I

D-Style: Be direct

Provide alternatives

Ensure he/she wins

Disagree only on facts

Enjoy the battle

Do not be emotional

Do not dominate

Act quickly, he/she decides

fast

Do not “walk over” him/her

D

S

C

I

I-Style: Be a friend, do not ignore

Schedule time for chatting

Have fun and play a bit

Let them talk, they are going

to anyway

Give recognition, whatever

they say, say “that’s great!”

Speak about people and

feelings

Remember to follow up, they

may not!

Feel comfortable to move

closer

When Communicating with:

D

S

C

I

S-Style: Slow down your presentation

Build trust, incrementally

Focus on people and how they

will feel

Provide the information

he/she needs

Present issues logically

Secure commitment piece by

piece

Be sincere, do not dominate

When Communicating with:

D

S

C

I

C-Style: Provide facts

Never, ever touch a C! respect

personal space

Be patient, slow down

Give plenty of detailed

information

Control your own activity,

especially if you are an “I-style”,

you will scare them

Do not talk about personal issues,

don’t bother asking “how was the

weekend” – its irrelevant and

personal

Don’t expect immediate answers

Do not pressure

Focus on issues

When Communicating with:

It’s Time for Action!

Think about someone who perhaps you

don’t get on so well with. Consider their

possible style and experiment with

adapting yours to them. Have fun

observing and testing.