DISCcertThe DISC Certification Experts
Presents
Communication Strategies Using DISC
San Diego, California
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Purpose for Today
• Purpose
• Process
• Payoff
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DISC FYI …
• Behavioral Styles
– Focus is on external, observable behaviors measured by one’s openness & directness.
• How to use this Report
– Part 1: Understanding your own personal style
– Part 2: Action Plans for interaction
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Trick Question . . .
• If you go to Italy, it would be wise to try and speak which language?
• Increase Receptivity!
• Don’t want to be the UGLY American!
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Visiting Four Countries
• Before visiting other countries, learn basic words & actions.– Positive descriptors about each profession?
• Your native language (or style) remains your most familiar language.
Athlete Coach Professor Scientist
ominant nteractive teady ompliant
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Energy Line
Please Write the Following on Page 5
Styles Assessment NOT Skill Assessment
Adapting Style Graph I
Snapshot ofOne Workday
Natural StyleGraph II
Real You – 24/7At Work or Home
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Energy Line = Determines Preference
in Asserting.
High Intensity = Problem Solve NOW!(FYI… May rush into decision making.)
Low Intensity = Process First, thenSolve Problem
Strong “D” – your example?
I S C
STYLE - High D - Problem Solver (Quick)
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STYLE - Low D – Problem Solver (Cautious)
• Thinks before deciding on a solution• Prefers to reflect before selecting
a conlusion.• Priority is to first gather
information, then determine best options.• Can develop SKILL to make
quick decisions if needed.
Energy Line = Determines Preference
in Asserting.
High Intensity = Problem Solve Now
Low Intensity = Process First, thenSolve Problem
I S C
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STYLE - High I – People (Expressive)
Energy Line = Determines preference in Influencing.
High Intensity = Gets energizedaround people(FYI … Enthusiasm can overpower.)
Low Intensity = Prefers Calm Interactions
D S C
Strong “I” - your example ?
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STYLE - Low I – People ( Reserved)
• Prefers to be behind the scenes, not center stage.• Approaches interactions in a
more reserved manner.• More apt to observe before
engaging in conversation with someone new.• Can learn SKILL to be
outspoken, speak in front of groups.
Energy Line = Determines preference in Influencing.
High Intensity = Get energizedaround people
Low Intensity = Prefers calm interactions
D S C
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STYLE - High S – Plan (Methodical)
Low Intensity = Spontaneous
D C I
Strong “S” - your example?
Energy Line = Determines preference In Planning.
High Intensity = Orderly plans. Supportive.(Fyi … May want to keepThings status quo.)
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STYLE - Low S – Plan (Spontaneous)
• May have a plan and then quickly changes to a whole new approach.• If project is not fun or exciting,
may generate new strategies to get themselves motivated. • Prefers others do the planning.• Can develop SKILL to be
organized and follow timelines.
Energy Line = Determines preference In Planning.
High Intensity = Orderly plans. Supportive.
Low Intensity = Prefers to be pontaneous, brainstorm lots of ideas.
D C I
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STYLE - High C – Procedures ( Accuracy)
.
D S I
Strong “C” - your example?
High Intensity = Analyzes, prefers procedures.(Fyi … Can get stuck in details.)
Energy Line = Determines preference to doing details,
Low Intensity = Big Picture.Conceptual.
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STYLE - Low C – Procedures ( Sees Possibilities)
• Changes the rules if they don’t seem to fit the situation.• Independent.• Has a “Can Do” attitude.• Results don’t always have to be
100%.
Energy Line = Determines preference to doing details,
High Intensity = Analyzes, prefers procedures.
Low Intensity = Big Picture.Conceptual.
D S I
•Can learn the SKILL of doing accurate paperwork.
Graph II - Participants
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Based on Graph II - Overview of Styles Participants
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Page 5 of your report
Graphs I & II - Similar
• If both Adapting Style & Natural Style are similar:
– You tend to use same behavioral traits across environments.
– Work feels inline with how you would like to be communicating.
Adapting Style Graph I
Natural StyleGraph II
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• If Adapting Style is significantly different than Natural Style:
– Going out of comfort zone (style) to get job done.
– Shows flexibility.
– If prolonged, can cause stress.
• Helpful – recall what responsibilities you were carrying out the day you took the DISC.
Graphs I & II - Different
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Adapting Style
Graph I
Natural Style
Graph II
Page 5 of your report
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Comparing DISC Graph II with IAdapting
Style Graph I
Natural Style
Graph II
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Comparing
Graph II
“Real You”
with
Graph I
“Snapshot of 1
Day at Work”
Comparing DISC Graph II with I
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Start with Graph II and yellow marker.
Example:
D is a little below Energy Line.
Worksheet:
Under “D”, the word “Calculating” is in similar location.
Start with Graph II
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Example:
I is at top of Graph II.“Animated”is yellow.
S is in middle of 5.“Patient”is yellow.
C is below the 2.“Arbitrary” is yellow.
Then connect yellow.
Continue process with I, S, C
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D towards top of 2.“Indirect”is blue.
I a little below top of 6.“Inspiring”is blue.
S is bottom of 1.“Risk-taker” is blue.
C is bottom of 1.“Big-Picture” is blue.
Now, do process with Graph I with different color marker
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Instructions – Example:
Start with Graph II, yellow under D.D is at “Calculating.”
On the Graph I, blue under D.D is at “Indirect.”
Count words in between,with yellow as benchmark.
Example:
Blue word is 3 words below Yellow word.
Write down “3” at bottom of page-Next to “D Goes Down.”
Graph Gap Analysis – Provides Insights
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nteractive• Brings a sense of
enthusiasm• Easily negotiates
conflicts between teams
ominant• Asks questions
that challenge tradition
• Works quickly to resolve issues
teady• Excels at calming
disagreements• Looks for different
approaches
ompliant• Clarifies complex
issues• Demonstrates
technical expertise
Strengths
I
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nteractive• Recognition for
skills and insights• Power to control
own career path
ominant• Authority equal to
responsibility• Opportunities to
express ideas and opinions
teady• Sincerity from
groups and peers• Sufficient time to
adjust to change
ompliant• Tasks completed
right first time• Projects highly
specialized
Motivators
I
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nteractive• Be engaging and
fast-paced• Provide immediate
incentives for them
ominant• Get to the point
quickly; Don’t ramble• Be prepared to
handle some objections
teady• Be candid, open
and patient• Provide assurance
on their input and suggestions
ompliant• Present ideas
logically• List pros and cons
of suggestions you make
Communication Tips
I
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Style Summary
Page 12 of Your Report
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Reinforces Action Steps
Page 23 of Your Report
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Athlete Coach Professor Scientist
ominant nteractive teady ompliant
Learn on Your Four Country Visits?
What Actions Will You Take?
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Thank You for Coming!
Bonnie BurnMaster DISC Trainer & Author
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