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DISCcert Presents… Communication Strategies Using Creating Powerful Results Together Copyright by DISCcert 2011 Communication Strategies Using DISC Comparing the Two Graphs COMPARING – DISC Graph II “Natural You” at Work & Home, 24-7 With – DISC Graph I “Snapshot of You” 1 Day at Work 1.Start with Graph II: Use YELLOW color and highlight the words that correspond with D, I, S, C. Select the word in that section that’s most fitting. 2.Refer to Graph I: Use second color marker to plot Graph I. Highlight the words that correspond D, I, S, C. Select the word in that section that’s most fitting. 3.Compare Graph II and I for D, I, S, C: Did Graph I go up or down for each? 4.Count the words in between the D, for Graph II & Graph I. Write that number on corresponding line. Apply this same process for the other three styles I, S, & C. 5.If your point spread is 5 or more, read the corresponding descriptions. • Ask yourself what was going on for you the day you took assessment at work? Any changes? Did you need to stretch? • Ask yourself, if this stretch is daily required or occasionally? Same stretch prolonged may need extra checking. ___ ___ ___ ___ ___ ___ ___ ___ goesUP goesDOWN goesUP goesDOWN goesUP goesDOWN goesUP goesDOWN BECAME MORE ASSERTIVE & CHALLENGE-ORIENTED. BECAME LESS ASSERTIVE. BECAME MORE OUTGOING & PEOPLE-ORIENTED. BECAME LESS TRUSTING, GUARD WHAT YOU SHARE. THE WORLD SLOWED DOWN. ACTIVITY LEVEL & PACE INCREASED. RESPONDED TO PROCEDURES, LOWER RISK TAKING OR PROTECT SECURITY. BECAME MORE INDEPENDENT, BE YOUR OWN PERSON. Creating Powerful Results Together Copyright by DISCcert 2011 2 Communication Strategies Using DISC Decoding Email , , , ? Underline the Signs & Signals Creating Powerful Results Together Copyright by DISCcert 2011 3 Communication Strategies Using DISC Strengths They excel at… ominant • Asking questions that challenge tradition • Working quickly to resolve issues I nteractive teady • Bringing a sense of enthusiasm • Easily negotiating conflicts between teams • Calming disagreements • Looking for different approaches Creating Powerful Results Together Copyright by DISCcert 2011 4 ompliant • Clarifying complex issues • Demonstrating technical expertise Communication Strategies Using DISC Motivators They tend to prefer… nteractive ominant • Authority equal to responsibility • Opportunities to express ideas and opinions • Recognition for skills and insights • Power to control own career path Creating Powerful Results Together Copyright by DISCcert 2011 teady • Sincerity from groups and peers • Sufficient time to adjust to change 5 ompliant • Tasks completed right first time • Projects highly specialized Communication Strategies Using DISC Communication Tips When communicating with them, … ominant • Get to the point quickly; Don’t ramble • Be prepared to handle some objections • Be engaging and fast-paced • Provide immediate incentives for them Creating Powerful Results Together Copyright by DISCcert 2011 teady nteractive • Be candid, open and patient • Provide assurance on their input and suggestions 6 ompliant • Present ideas logically • List pros and cons of suggestions you make Communication Strategies Using DISC Signs & Signals in Communication When they’re communicating with you, they … ominant Are direct, concise, candid, open, decisive. Tell it like it is. Appreciates nononsense communication in return Use colorful language, casual, optimistic, outgoing, opinionated, sometimes loud, playful and can appear to be unfocused. Appreciates upbeat tone to communication Creating Powerful Results Together Copyright by DISCcert 2011 teady nteractive Are teamoriented, patient, strive to avoid conflict, slower paced, peacemaker, tends to be cautious in decision-making. Appreciates more time for decision making 7 ompliant Seem careful, conscientious, correct, accurate, task-oriented, less assertive, reserved in communication. Appreciates focus on facts and details Communication Strategies Using DISC Style Based Action Plans Characteristics: DOMINANT STYLE So You… Concerned with being #1 Think logically Want facts and highlights Strive for results Like personal choices Like Changes Prefer to delegate Want others to notice accomplishments Need to be in charge Tendency towards conflict ‐ Show them how to win, new opportunities ‐ Display reasoning ‐ Provide concise data ‐ Agree on goal and boundaries, then support or get out of their way ‐ Allow them to “do their thing,” within limits ‐ Vary routine ‐ Look for opportunities to modify their work-load focus ‐ Compliment them on what they’ve done ‐ Let them take the lead, when appropriate, but give them parameters ‐ If necessary, argue with conviction on points of disagreement, backed up with facts; don’t argue on a “personality” basis COMPLIANT STYLE Characteristics: So You… Concerned with aggressive approaches Think logically Seek data Need to know the process Utilize caution Prefer to do things themselves Prefer to do things themselves Want others to notice their accuracy Gravitate toward quality control Avoid conflict Need to be right Like to contemplate ‐ Approach them in an indirect, nonthreatening way ‐ Show reasoning ‐ Give it to them in writing ‐ Provide explanations and rationale ‐ Allow them to think, inquire and check before they make decisions ‐ When delegating, let them check before they make decisions ‐ When delegating, let them check on others’ progress and performance ‐ Compliment them on their thoroughness and correctness when appropriate ‐ Let them assess and be involved in the process when possible ‐ Tactfully ask for clarification and assistance you may need ‐ Allow them time to find the best or “correct” answer, within available limits ‐ Tell them “why” and “how Creating Powerful Results Together Copyright by DISCcert 2011 Characteristics: INTERACTIVE STYLE So You… Concerned with approval and appearances Seek enthusiastic people and situations Think emotionally Want to know the general expectations Need involvement and people contact Like changes and innovations Want others to notice THEM Often need help getting organized Look for action and stimulation Surround themselves with optimism Want feedback that they “look good” ‐ Show them that you admire and like them ‐ Behave optimistically and provide upbeat setting ‐ Support their feelings when possible ‐ Avoid involved details, focus on the “big picture” ‐ Interact and participate with them ‐ Vary the routine; avoid requiring long term repetition by them ‐ Sincerely compliment them personally and often ‐ Do it together ‐ Keep up a fast, lively, pace ‐ Support their ideas and don’t poke holes in their dreams; show them your positive side ‐ Mention their accomplishments, progress and your genuine appreciation STEADY STYLE Characteristics: So You… Concerned with stability ‐ Show how your idea minimizes risk Think logically Want documentation and facts Like personal involvement ‐ Show reasoning ‐ Provide data and proof Need to know step-by-step sequence ‐ Provide outline and/or one-two-three instructions as you personally “walk them through” ‐ Compliment for their steady followthrough ‐ Give them personal assurances ‐ Act non-aggressively, focus on common interest or needed support Want others to notice their patient perseverance Avoid risks and changes Dislike conflict Accommodate others Look for calmness and peace Enjoy teamwork Want sincere feedback that they’re appreciated 8 ‐ Demonstrate your interest in them ‐ Allow them to provide service or support for others ‐ Provide relaxing, friendly atmosphere ‐ Provide them with a cooperative group ‐ Acknowledge their easygoing manner and helpful efforts, when appropriate Communication Strategies Using DISC What Actions Will You Take? Describe one insight you gained from today’s session? How will you use the skills and information you ’ve learned right away? ACTION Creating Powerful Results Together Copyright by DISCcert 2011 DATE 9