Behavioral Styles

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Behavioral Styles
DISC Presentation
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Understanding and Communicating with the D
factor(High side of the Energy Line)

• Dos and Donts of Communicating
• Be clear, specific and to the point.
• Dont ramble on, or waste their time.
• Stick to business
• Dont try to build personal relationships, or
  chitchat.
• Come prepared with all requirements, objectives
  and support material in a well-organized package.
• Dont forget or lose things, be unprepared or
  disorganized.
• Present the facts logically plan your
  presentation efficiently.
• Dont leave loopholes or cloudy issues if you
  dont want to be zapped!
• Ask specific (preferably What?) questions.
• Dont ask rhetorical questions, or useless ones.
• Provide alternatives and choices for making their
  decisions.
• Dont come with the decision made, or make it for
  them.

D Focus Results
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Energizers/SatisfiersChallengesOpportunities to
leadTough assignments DissatisfiersMundane
workNo authorityNo challenge PaceSpeech
Fast, Toward resultsAction Fast, Toward
results  Powerful Words/PhrasesWinResultsLead
the fieldBe the best, or firstChallengeBottom
lineBenefitsFast ImmediateNow TodayNew and
unique
Body LanguageKeep your distanceLean slightly
forwardDirect eye contactStrong handshakeTalk
with your hands using linear motions Tone of
VoiceStrongClearConfidentDirect
D Focus Results
Needs-Driven Behavior Challenge Population of
Core Style 18 Stress Reliever Physical
Activity Expectations Others - High
Conflict Response - Fight   High D -- High need
to challenge Low D -- Low need to challenge
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Understanding and Communicating with the I
factor(High side of the Energy Line)

• Dos and Donts of Communicating
• Plan interaction that supports their dreams and
  intentions.
• Dont legislate or muffle.
• Allow time for relating and socializing.
• Dont be curt, cold or tight-lipped.
• Talk about people and their goals.
• Dont drive to facts, figures and alternatives.
• Focus on people and action items. Put details in
  writing.
• Dont leave decisions up in the air.
• Ask for their opinion.
• Dont be impersonal or task-oriented.
• Provide ideas for implementing action.
• Dont waste time in dreaming.

I Focus The Experience
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Energizers/SatisfiersPeople interactionSocial
recognitionSituations requiring
enthusiasm DissatisfiersSocial
rejectionSkepticismNegativity PaceSpeech
Fast, AnimatedAction Fast, Gesturing  Powerful
Words/PhrasesFunI feelExcitingYou will look
greatRecognitionPut you in the spotlightTons
of peoplePicture this
Body LanguageUse touchSmileExpressive
gesturesStand or sit next to Tone of
VoiceEnergizedEnthusiasticHigh and low
modulationPersuasiveFriendlyColorful
I Focus The Experience
Needs-Driven Behavior Verbalize Population of
Core Style 28 Stress Reliever Interaction
Socializing Expectations Others - Low
Conflict Response - Flight   High I -- High
need to verbalize ideas Low I -- Low need to
verbalize ideas
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Understanding and Communicating with the S
factor(High side of the Energy Line)

• Dos and Donts of Communicating
• Start with personal comments. Break the ice.
• Sincere interest in them as people
• Dont stick coldly or harshly to business.
• Patiently draw out their personal goals and
  ideas. Listen and be responsive.
• Dont force a quick response to your objectives.
• Present your case logically, softly, and
  non-threateningly
• Dont threaten with positional power, or be
  demanding.
• Ask specific (preferably How?) questions.
• Dont interrupt as they speak. Listen carefully.
• Move casually, informally
• Dont be abrupt and rapid

S Focus Listening to Understand
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Energizers/SatisfiersSecurityClosureTeam
harmonyDefined territoriesOpportunities to
serve DissatisfiersLoss of securityLack of
ClosureNo home area PaceSpeech Thoughtful,
RelaxedAction Paced, Relaxed Powerful
Words/PhrasesThink about itTake your timeHelp
you out help me outLogical, step-by-stepTrust
meGuaranteePromiseSecurity
Body LanguageNot too closeLean back, dont
rushRelaxedSmall hand gesturesCalm Tone of
VoiceWarmSoftCalmSteadyLow in volume
S Focus Listening to Understand
Needs-Driven Behavior Accommodation Population
of Core Style 40 Stress Reliever
Rest Expectations Others - Low Conflict
Response - Tolerate   High S -- High need to
accommodate others Low S -- Low need to
accommodate others
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Understanding and Communicating with the C
factor(High side of the Energy Line)

• Dos and Donts of Communicating
• Prepare your case in advance.
• Dont be disorganized or messy.
• Approach them in a straightforward, direct way.
• Dont be casual, informal or personal.
• Use a thoughtful approach. Build credibility by
  looking at all sides of each issue.
• Dont force a quick decision.
• Present specifics, and do what you say you can
  do.
• Dont be vague about expectations or fail to
  follow through.
• Draw up an Action Plan with scheduled dates and
  milestones.
• Dont over promise as to results, be
  conservative.
• Take your time, but be persistent.
• Dont be abrupt and rapid.

C Focus Gathering Data
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Energizers/SatisfiersInformationQuality
standards and rulesCompliance to
rulesAnalysis/research DissatisfiersPersonal
criticismIrrational feelings/emotions PaceSpeec
h Slow, ThoughtfulAction Slow,
Deliberate Powerful Words/PhrasesHere are the
factsProvenGuaranteesThe data showsNo
riskTake your timeThink it overAnalyzeSupporti
ng data
Body LanguageDont touchSit or stand across
fromDirect eye contactLittle or no hand
gestures Tone of VoiceControlledLittle
modulationThoughtfulDirectPrecise
C Focus Gathering Data
Needs-Driven Behavior Rules Population of
Core Style 14 Stress Reliever Time
Alone Expectations Others - High
Conflict Response - Avoid   High C -- High need
to follow rules set by others Low C -- Low
need to follow rules set by others
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Behavioral Style Summary
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• D
• Learning to pace yourself better and learn to
  relax
• Understand that other peoples needs must be met
  in addition to your own
• Understand that everyone needs other people at
  times
• Accept the importance of limits and certain ways
  of doing things, even if you disagree

• I
• Learn more organized ways of doing things
• Be aware of what others expect
• Understand how to be more firm and direct when
  you dont like something
• Accept the importance of completing work and
  meeting deadlines

Learning Opportunities

• S
• Learn to handle unexpected change
• Learn when to pass tasks on to other people to
  get the results you want
• Be more assertive with people when you are in
  change
• Accept the chance to grow by learning to do new
  and different things

• C
• Learn to put up with conflict and mistakes, and
  learn you cant always prevent them
• Learn to speak directly and share your views with
  others
• See how you can work with others who may have
  talents different from yours
• Consider taking on a greater challenge or trying
  something new

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Directions For each activity, determine which
description fits a high D, I, S, and C style
person. Write the letter in the blank. GETTING
ON AN ELEVATOR ON A BUSINESS MORNING _____
Waits in line, but if its too crowded takes the
stairs. _____ Holds the elevator to let others
in says always room for one more. _____ Walks
up, gets on the elevator, pushes button to close
door. _____ Counts the number of people on the
elevator and if it exceeds the limit, makes
someone get off.   SHOPPING FOR GROCERIES _____
Shops without lists tends to leave checkout line
to get forgotten items. _____ Brings coupons and
calculator to be sure of getting best deal. _____
Is prepared with a detailed list. _____ Enjoys
telling you where everything is in the
store.   ON THE GOLF COURSE _____ Is a great
scorekeeper, plays strictly by the rules, cleans
the clubs frequently. _____ Golfs the same day,
the same time, the same place every week and has
an umbrella in case of rain. _____ Spends more
time in the clubhouse talking to people. _____
Drives golf cart aggressively tends to play
through groups of other golfers.
GARDENING _____ Belongs to garden clubs. _____
Grows vegetables and has a 3 year supply of
canned corn. _____ Does not allow weeds on own
lawn and notifies neighbors upon seeing weeds on
their lawns. _____ Hires someone to mow lawn.
Assessing Peoples DISC Styles
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Style Compatibility
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STEADY
DOMINANCE
INFLUENCE
COMPLIANT
Regulate (Directive influence)
Produce (Strategic Influence)
Harmonize (Interaction)
Explore (Inquiry)
Team Role
Conflict Role
Competition
Collaboration
Accommodation
Avoidance
Organization Advice Confrontation Tracking
Sharing Persuasion Feedback Empowerment
Empathy Attention Respect Rapport
Listening Questioning Conceptualize
Clarification
 Organizational Strength
Behavioral Group Dynamics
Project Leader Transformation
Leader General Manager
Coaching Counseling
Personnel Position
Project Leader Crises Manager
Operations Mgr.
Problem Solver Conceptualize Consultant
Organizational Role
Goal Setting Planning Deadlines
Project Implementation Promotion
Negotiation
Relationship Building Team-Building
Reaching Consensus
Information Gathering
Problem Definition Brainstorming
Situational Strengths
Considered Reflective / Anticipatory
Premature Panic
Decisive Impulsive / Reactive Extinct
by instinct
Spontaneous Impulsive / Anticipatory
Burning bridges ahead of you
Deliberate Reflect / Reactive
Paralysis by analysis
Problem Solving Styles
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Managing High Styles
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Behavioral Characteristics