Personal Profile System - Training Solutions · Thomas J. Smith Consulting 4500 Oak Road, Suite 8...
23
Thomas J. Smith Consulting 4500 Oak Road, Suite 8 Manorville, MN 56000 [email protected] 507-345-3456 Prepared exclusively for: Sample Workbook Friday, October 13, 2006 This participant workbook provided by: ABC Company Inc 1223 Main St Collegeville, MN 55426 www.abc-company.com [email protected] (222) 345-6543 Reducing Team Conflict © 2006 by Inscape Publishing, Inc. All rights reserved. Reproduction in any form, in whole or in part, is prohibited. Sample Workbook 2 » » » Introduction to Working with Difficult People Goals Recognize the importance of overcoming obstacles to communication. Assess your feelings about different types of people. It’s easy to enjoy work and do well when you’re working with people you like. It is unlikely, however, that we will always be able to avoid people we don’t like or find difficult. The challenge is to succeed with people you would rather avoid. Notes: SAMPLE – to enjoy work njoy work e you like. It is you like. It is e to avoid peop e to avoid peo hallenge is to hallenge is to SA SA A A SA TION g obstacles g obstacles nt nt types of peo types of peo DISTRIBUTI nd do well whe nd do well whe nlikely, howev nlikely, howe e we don’t like e we don’t like ucceed with pe cceed with p TI FOR D Notes: Note NOT FO D FO
Transcript of Personal Profile System - Training Solutions · Thomas J. Smith Consulting 4500 Oak Road, Suite 8...
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
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Sam
ple
Wo
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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
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wh
ole
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is p
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ed.
Sam
ple
Wo
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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
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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
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
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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
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
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hts
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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
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
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hts
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rod
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ion
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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
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hts
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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
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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
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
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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
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
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hts
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ole
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in p
art,
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ed.
Sam
ple
Wo
rkb
oo
k12
Obs
ervi
ng th
e F
our
DiS
C® S
tyle
s»
» »
Eri
c
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p 1
Obs
erve
Eric
’s to
ne, b
ody
lang
uage
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wha
t he
says
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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
�T
ho
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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
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oder
atel
y P
aced
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m, M
etho
dica
l, C
aref
ul
Qu
esti
on
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Logi
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ocus
ed, O
bjec
tive,
Ske
ptic
al, C
halle
ngin
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Acc
epti
ng
Peo
ple-
Foc
used
, Em
path
izin
g, R
ecep
tive,
Agr
eeab
le
SAMPLE
–
LE
atio
ns, d
oes
Eri
atio
ns, d
oes
Eri
SA
NO
T FO
R D
ISTR
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TION
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ic s
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mor
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c se
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ore:
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NO
Glo
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006
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ape
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g, I
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hts
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rod
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ole
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in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
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 __
____
____
_ S
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
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TION
STD
ID
ID
I
N
The
Tho
ught
ful/Q
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ioni
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ombi
natio
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Th N
NN
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hts
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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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ole
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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
for
talk
ing
abou
t our
beh
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
, not
judg
men
ts.
Th
ou
gh
tfu
l
Not
es:
––
PLE E–
E–
EE––
SAMPLPL
ONO
NN
UTIO
NTIOSS
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Ste
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tead
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Co
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usn
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ou
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tfu
lT
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NO
T FO
R D
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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
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
© 2
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hts
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rod
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ole
or
in p
art,
is p
roh
ibit
ed.
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ple
Wo
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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
e &
Acc
epti
ng
:en
thus
iast
ic, s
ocia
ble,
and
livel
y
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
, and
task
-orie
nted
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SAMPLE
AMPLPLE
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SASAAAMAMAMAMAMMMMMMMPPPPPLPLPLPLPL5
SAMAMSASSSASASASAAAAMAMSASSSSASAM
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ole
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ting
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iliar
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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
g a
[�]
chec
kmar
k ne
xt to
thin
gs th
at a
re li
ke y
ou, a
n [X
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thin
gs th
at a
re n
ot li
ke y
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
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ed.
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ple
Wo
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oo
k19
» »
»
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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rig
hts
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rod
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ion
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ole
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in p
art,
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roh
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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
006
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hts
res
erve
d.
Rep
rod
uct
ion
in a
ny
form
, in
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ole
or
in p
art,
is p
roh
ibit
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
© 2
006
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rig
hts
res
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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
k22
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
© 2
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hts
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, in
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ole
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in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k23
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
006
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rig
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
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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rod
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form
, in
wh
ole
or
in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k25
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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rod
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, in
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ole
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in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
rkb
oo
k26
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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hts
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ole
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roh
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Sam
ple
Wo
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oo
k27
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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d.
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rod
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, in
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ole
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in p
art,
is p
roh
ibit
ed.
Sam
ple
Wo
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oo
k28
» »
»
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
© 2
006
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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
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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ole
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k30
» »
»
Diff
eren
t Sty
les
of
Dea
ling
with
Con
flict
Go
als
�D
isco
ver
the
uniq
ue r
eact
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styl
e to
co
nflic
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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:
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FO
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hts
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ole
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art,
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ed.
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ple
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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
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T T
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hts
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ole
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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
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T T
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hts
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ole
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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
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TRST
FO
with
w
ith E
ricE
, wha
t m w
hat
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T T
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006
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hts
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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
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
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TRST
FO
with
w
ith J
esse
J, w
ha, w
h
NO
T T
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006
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hts
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erve
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rod
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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
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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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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
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Ten
ds to
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ends
to:
RD
I
SU
PP
RE
SS
SU
PP
RE D
ID
IS
NO
T FO
RO
R
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hts
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ole
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A M
odel
for
Und
erst
andi
ng D
iffer
ent R
espo
nses
to C
onfli
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» »
Un
iqu
e A
pp
roac
hes
to
Co
nfl
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Ten
ds to
:
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SE
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DE
MA
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ally
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HD
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WG
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Just
ice
CO
MP
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Goa
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arm
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ds to
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es:
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SU
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NO
T FOFO
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hts
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ole
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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
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006
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nc.
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rig
hts
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erve
d.
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rod
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ion
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ny
form
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ole
or
in p
art,
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roh
ibit
ed.
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ple
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oo
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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
