PresentsCommunication Strategies Using DISC

Given by: Heru Wiryanto

2

Purpose for Today

•Purpose

•Process

•Payoff

3

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

4

Question . . .

•If you go to Italy, would it be wise to try and speak the language?

•Why?

5

Visiting Four Countries• Before visiting other countries, learn basic words & actions.

• Your native language (or style) remains your most familiar language.

• What are some positive characteristics about each profession?

Athlete Coach

ominant nteractive

Teacher Scientist

teady ompliant

DISC World Tour

6

7

Self TalkGraph IIID I S C

Sample Graphs

Identify Natural Style

•Focus on Graph III – Self Talk

•Circle highest point(s.)

Adapting StyleGraph ID I S C

8

Left Side of Room

Right Side of Room

Divide & Conquer! •Based on the highest point on your Graph III – Self Talk– Please go to your side of the room.

Teacher Scientist

teady ompliant

Athlete Coach

ominant nteractive

9

Energy Line

Please Write

Styles Assessment NOT Skill Assessment

Adapting Style

Graph ISnapshot ofOne Workday

Self TalkGraph II

Real You – 24/7At Work or Home

10

Energy Line = Energized when Assertive.

High Intensity = Problem Solve NOW!

Strong “D” – your example?

I S C

STYLE - High D - Problem Solver (Quick)

May rush into decision making

11

STYLE - Low D – Problem Solver (Cautious)•Thinks before deciding on a solution

•Reflects before selecting a conclusion.

•Priority is to first gather information, then determine best options.

•Can develop SKILL to make quick decisions if needed.

High Intensity = Problem Solve Now

Low Intensity = Process First, thenSolve Problem

I S C

Energy Line = Energized when Assertive.

12

STYLE - High I – People (Expressive)

Energy Line = Energized when Interacting.

High Intensity = Gets energizedaround people

D S C

Strong “I” - your example ?

Enthusiasm can overpower

13

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.

High Intensity = Get energizedaround people

Low Intensity = Prefers calm interactions

D S C

Energy Line = Energized when Interacting.

14

STYLE - High S – Plan (Methodical)

D C I

Strong “S” - your example?

Energy Line = Energized by Planning.

High Intensity = Supportive. Orderly plans.

May want to keep things status quo

15

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.

High Intensity = Supportive.Orderly plans.

Low Intensity = Prefers to be spontaneous, brainstorm lots of ideas.

D C I

Energy Line = Energized by Planning.

16

STYLE - High C – Procedures (Accuracy)

D S I

Strong “C” - your example?

High Intensity = Analyzes, prefers procedures.

Energy Line = Energized by Procedures and Details.

Can get stuck in the details

17

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%.

•Can learn the SKILL of doing

accurate paperwork.

High Intensity = Analyzes, prefers procedures.

Low Intensity = Big Picture.Conceptual.

D S I

Energy Line = Energized by Procedures & Details.

The DISC Debriefer – Does this Sound Like You?

18

ompliant• Energized by Accuracy with Procedures

teady• Energized by Accommodating when Planning

ominant

• Energized when Assertive with Problem Solving /Challenges

nteractive

• Energized by Inspiring People

Descriptors• Problem Solve

• Challenge• Results

Descriptors• People-Limelight

• Idea Person• Light-hearted

Descriptors• Plan/Routine

• Cooperative• Reliable/Steady

Descriptors• Accurate• Cautious• Logical

Energy Line

ompliant• Prefers to be big Picture focused with Procedures

teady• Prefers to be Spontaneous if Planning

ominant

• Prefers to be Reflective before Solving Problems & Challenges

nteractive

• Prefers to be composed when talking to people

Descriptors• Process • Careful• Reflective

Descriptors• Subtle • Modest• Behind the Scenes

Descriptors• Spontaneous• Care-free• Impulsive

Descriptors• Break the rules if needed

• Risk Taker• Big Picture Focus

19

=

Page 5 of your report

Graphs I & III - 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

Self TalkGraph III

20

• 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

=

Adapting Style

Graph I

Natural Style

Graph II

21

Comparing DISC Graph III with IAdapting Style

Graph I

Self TalkGraph II

In the zone…

22

Start with Graph III and yellow marker.

Example:D is a little below Energy Line.

Worksheet:Under “D”, the word “Calculating” is in similar location.

Start with Graph III

23

Example:I is at top of Graph III.“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

24

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

25

Instructions – Example:1. Start with Graph II, yellow under D.

D is at “Calculating.”

2. On the Graph I, blue under D.

D is at “Indirect.”

3. Count words in between with yellow as benchmark.

Example:Blue word is 3 words below Yellow word.

4. Write down “3” at bottom of page-Next to “D Goes Down.”

Graph Gap Analysis – Provides Insights

26

With partner, review your:-Strengths-Motivators-Communication Tips

Page 12 of Your Report

Activity

27

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

StrengthsI

28

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

MotivatorsI

29

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 TipsI

Video

30

D, I, S, C ?

31

Decoding Email-Identify style-Highlight key words or identify tone-How can you communicate more effectively with them?

Activity

32

Direct, concise, candid, open, decisive. Tell it like it is.

Appreciates no-nonsense communication in return

Activity Debriefteady omplian

tominant

nteractive

Use colorful language, casual, optimistic, outgoing, opinionated, sometimes loud, playful and can appear to be unfocused.

Appreciates upbeat tone to communication

Team-oriented, patient, strive to avoid conflict, slower paced, peace-maker, tends to be cautious in decision-making.

Appreciates more time for decision making

Careful, conscientious, correct, accurate, task-oriented, less assertive, reserved in communication.

Appreciates focus on facts and details

Tension Among Styles

33

•Pace Problems•Priority Problems•Pace and Priority Problems

Your Business Communication Challenge

34

1. What person have you had the most challenging communication with?

2. Why?

3. What behaviors do they exhibit face-to-face, in meetings or in email communication that makes your communication challenging?

TO INCREASE DIRECTNESS/PACE: • Speak and move at faster pace• Initiate conversations and decisions

• Give recommendations• Increase eye contactTO DECREASE DIRECTNESS/PACE:• Talk, walk, and move more slowly

• Seek and acknowledge others’ opinions

• Share decision-making & leadership

• Do not interrupt

Modifying Your Directness

TO INCREASE OPENNESS/ ORIENTATION:

• Share feelings/thoughts

• Pay personal compliments

• Use friendly language

• Digress from agenda

TO DECREASE OPENNESS/

ORIENTATION:

• Stick to the task

• No physical contact

• Maintain logic• Downplay enthusiasm

Modifying Your Openness

APPENDIX

37

Recognize these Office Spaces?

38

D

I

C

S