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DISC and ValuesTheory & Understanding
Lodi Leadership
February 14, 2012
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GOALS:
1. Understand your own ‘style’
2. Understand those who have a different style
3. Increase effectiveness with your style (become more authentic)
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3
DISC Theory
3
DISC Theory
3
DISC Theory
3
DISC Theory
3
DISC Theory
3
DISC Theory
LA101-9
RDLD
JKKM GS DS
JT
Natural
RL
JW EH
PS
JG
LA101- 9
Adapted
RD
LD
JK
KMGS DS
JT
RL
JW
PS
JG
EH
The Corporate College
EH EHRDRD
LD
LD
JK
JK
KM
KM
PS
PS GS
GS
DS
PS
JT
JT
LV LV
JW
JW
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My 4 Friends: Your Teamates
Recognize any of these people?
• In yourselves?
• In your co-workers?
• In your peer group?
• In your family?
The Training Never Ends 4
Dress Code Accurate
Emotional? ROI
The Training Never Ends 5
Disorganized Enjoy life
Care Free Emotional
The Training Never Ends 6
To the point Multi-task
Demanding Competitive
The Training Never Ends 7
Friendly Easy Going
Sociable Steady
The Training Never Ends 8
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Learning the styles of others Colleagues… in the room
How many?
• High D
• High I
• High S
• High C
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Our 4 Colleagues… in the room
Natural Summary
High S team: speed, pace, stability/certainty driven, change resistant, sense of urgency, traditional versus innovative, camping versus driving?
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“D”-Decisive: Obtaining results & problem-solving.
High D - Solves new problems quickly & directly. Gets to the bottom-line. Active, assertive approach to obtaining results. (Sometimes acts before thinking.)
Low D - Solves new problems in a controlled, calculated, organized manner. Deliberate, thinks before acting.
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“I”-Interactive: with people, & control of emotions.
High I - Meets new people in an outgoing, gregarious, assertive manner. Tends to be emotional, reactive, talkative. (Sometimes impulsive.)
Low I - Meets new people in a quiet, controlled, & reserved manner. Prefers a logical approach. Demonstrates control of emotions.
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“S”-Stabilizing: Pace - Controlled vs. flexible
High S - Prefers a controlled, deliberate, predictable environment. Values security of the situation and disciplined behavior.
Low S - Prefers a flexible, dynamic, unstructured environment. Values freedom of expression and ability to change quickly.
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“C”-Cautious: Adherence to standards, procedures, rules.
High C - Adheres to established rules set by authority. Does things the “right way,” according to the book. “Rules are made to be followed.”
Low C - Operates independently from the rules. The “right way is my way.” “Rules are made to be broken.”
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Team Strengths
D = LEADER, COMMANDING
I = PERSUADING, PRESENTER
S = SUPPORTING, SERVICING
C = QUALITY, COMPLIANCE
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SUPPORT Strengths
D = Quick Problem Solvers
I = Good Empathy w/Customer
S = Calms Excited People
C = High Quality Solutions
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TECHNICAL Strengths
D = Good Project Leaders
I = Good People Skills
S = Good Listening Style
C = High Technical Competence
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High “D” Tendencies:
1. HIGH EGO STRENGTH
2. IMPATIENT
3. DESIRE CHANGE
4. Fears: BEING TAKEN ADVANTAGE OF
5. Motive: DIRECT ANSWERS
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High “I” Tendencies:
1. EMOTIONAL
2. PEOPLE ORIENTED
3. DISORGANIZED
4. Fears: LOSS OF SOCIAL APPROVAL
5. Motive: FLATTERY & PRAISE
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High “S” Tendencies:
1. EXTREMELY LOYAL
2. FAMILY ORIENTED
3. POSSESSIVE
4. Fears: LOSS OF SECURITY
5. Motive: TRADITIONAL PROCEDURES
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High “C” Tendencies:
1. PRECISE & ACCURATE
2. SENSITIVE (About their work.)
3. ANALYTICAL
4. Fears: LOSS OF HARMONY
5. Motive: THE “RIGHT WAY” TO PROCEED
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Adoption Curve
Innovators D
Early Adopters D & I
Early Majority I & S
Late Majority S & C
Non-Adopters C
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“D” Style CharacteristicsTypical characteristics:
• Likes new ideas, projects and innovations.
• High ego factor.
• Wants the “bottom-line:” NOW.
• Impatient, energetic, and restless.
• Impulsive, decisive, direct & to-the-point.
• Formal, authoritative, challenging style.
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“I” Style Characteristics
Typical characteristics:
• Friendly, people-oriented
• Will be glad you called; may trade jokes and stories
• Won’t discuss business too much;
• Likes to try new & innovative products & ideas.
• May be a name-dropper to see who else is...
• May be your “coach” and everyone’s coach.
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High I – Conversations
Telephone style:
Faster-paced conversation. Open answers to your questions. Lively animated speech. Color & enthusiasm in voice. Quick responsiveness. May get off-the-track of your conversation.
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“S” Style Characteristics
Typical characteristics:
• Somewhat shy, but will warm up after you have developed credibility
• Rather slow to make changes
• Not an “innovator,” but likes proven, traditional concepts. Family oriented, member of groups.
• Lower sense of urgency to get things done, may complain about the “rush” of deciding now.
• Stable, dependable, even-keeled, LONG fuse.
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High S – ConversationsTelephone Style:
Slower-paced conversation. Open answers to your questions, especially after they trust you. A bit warmer than the “C” style, but still rather unemotional. Reserved but friendly style.
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“C” Style Characteristics
Typical characteristics:
• Suspicious of you and your solutions.
• Doesn’t make changes readily.
• Not very talkative.
• Usually not an “innovator.” Will not readily try the new and innovative.
• Ruled by logic, not emotion.
• May have been “burned” with another idea or program in the past - and now has generalized low trust level.
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High C – Conversations
Telephone style:
Slower-paced conversation. Closed answers to your questions. Unemotional. Cool / distant. Little variation in voice. No-nonsense.
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Activity...Into logical or working
groups
Discuss these questions and report-out to full group:
• Share one STRENGTH w/ group
• Share one WEAKNESS w/ group
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FASTER
SLOWER
CLOSED OPEN
D I
C S
NegotiationsHigh D – Prepare to be challenged
High I – Prepare to be taken off-track
High S – Stable, patient resistance
High C – Have facts & data ready
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High D – Be direct
High I – Be stimulating & enthusiastic
High S – Stable, patient resistance
High C – Have facts & data ready
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Negotiations
Negotiations –Handling Objections
High D – Challenging objections
High I – Minimal objections
High S – Think it over…
High C – Maybe not for me right now
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Population Trends:Based on Target Consultants, Inc. research in
the high tech industry since 1979. These trends emerge:
High D = 10 - 15% of U.S. pop.
High I = 25 - 35%
High S = 45 - 50%
High C = 20 - 30%
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REGIONAL CULTURES
CD/I S
S
I/S
D/I
DISC
I/SI
I/S
D/I
GOALS (review):
1. Understand your own ‘style’
2. Understand those who have a different style
3. Increase effectiveness with your style (become more authentic)
2
©2008 Target Training
International, Ltd.
ATTITUDES DEFINEDAttitudes are:
• A way of valuing life; paradigm of thought
• A guide to choices throughout life
• A determinant of purpose and direction
• Relatively constant
• Played out through behavioral style
• Interactive with one another
• Different agendas©2008 Target Training International, Ltd.
THE SIX VALUES/ATTITUDESValues Basic Attitudes
Theoretical I will use my cognitive ability to understand, discover and
systemize the truth.
Utilitarian Every investment I make must always have a greater return.
Aesthetic I will enjoy and appreciate the form, harmony and beauty around me and allow it to mold me into all I can be.
Values Basic Attitudes
Social I will invest all resources into helping others to realize their
potential in life.
Individualistic I will achieve the highest position and wield the greatest power.
Traditional From the many individual meanings of life, I will
interpret, understand and seek a system for living.
THE SIX VALUES/ATTITUDES
THEORETICAL ATTITUDE
UTILITARIAN ATTITUDE
©2008 Target Training
International, Ltd.
AESTHETIC ATTITUDE
SOCIAL ATTITUDE
INDIVIDUALISTIC ATTITUDE
TRADITIONAL ATTITUDE
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Feedback / Assessment:
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• I was pleased ...
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• I re-learned ...
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THANKS!
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