Welcome to DISC Certification Web #1 – DISC Essentials Bonnie Burn Slide 1 Welcome to Increasing Communication Success with DISC.   Our technical knowledge at work is of course critical, but its true value is when the technical knowledge is applied. The same is true for accomplishing communication success. We each know our own preferences for communicating with others. However, if our plan is to accomplish optimum results, then we will need to understand, as well as to continue …. to stretch to accommodate other’s communication preferences. [CLICK] Copyright © 2005 DISCcert Inc. All rights reserved.

Goals DISCcert #1 Goal: Help YOU Become Outrageously Successful in Training & Coaching DISC! Your Goal? Slide 3   Our selected Plan is based on accomplishing the following milestones: [CLICK] First we will discover what is meant by DISC and how it evolved. [CLICK] Next we’ll identify the characteristics that create the Natural Style. [CLICK] We’ll move onto defining the Adaptive Style and its importance. [CLICK] Our final steps will lead us to useful applications of DISC. As a result, you will then possess successful DISC strategies that you can use a.s.a.p. [CLICK]

Program Agenda 1. DISC Background 2. DISC Training Tools 3. DISC Coaching Tool 4. DISC Implementation Process for Becoming DISC Certified... -Attend 4 Webinars -Complete Assignments -Attend Weekly Coaching Sessions -Complete DISC Admin Site Training -Pass Exam Slide 3   Our selected Plan is based on accomplishing the following milestones: [CLICK] First we will discover what is meant by DISC and how it evolved. [CLICK] Next we’ll identify the characteristics that create the Natural Style. [CLICK] We’ll move onto defining the Adaptive Style and its importance. [CLICK] Our final steps will lead us to useful applications of DISC. As a result, you will then possess successful DISC strategies that you can use a.s.a.p. [CLICK]

DISC History

DISC starts with Marston Lawyer Psychologist (Harvard) Inventor Lie Detector Author/Self-Help 1928 4 Behavioral Types -Sense of Self -Environment Interaction Creator 1941 Wonder Woman Slide 6 (Page 3 of Report)... Handout [CLICK] Dr. Marston, 1893 – 1947 (Died of skin cancer.) a high-profile lawyer and psychologist created the DISC Model for emotions and behavior of normal people. His prominent career, evolved into the unconventional research on how the will of a “normal” person can affect their behavior. [CLICK] In the process, he invented the first prototype of the lie detector, measuring changes in a person’s blood pressure while being questioned, as shown in this photo. [CLICK] In 1928, he published “Emotions of Normal People” based on his DISC Model and Theory that there were 4 core communication behavior styles.   [CLICK] The 4 styles are what we know today as Dominant, Influence, Steady and Conscientious. He discovered that each style possessed a pace; fast or deliberate, as well as a priority of a focus; task or people. Dr. Marston was one of the first in his field to step out of academia and consult with business world on how to use his research findings in a practical manner.  He also believed that the knowledge of emotions of normal people also belonged to the general population. In fact, he was the pioneer in authoring self-help books. William Moulton Marston's life story is an interesting one—filled with accomplishments that at first seem totally unrelated. He was a lawyer, a psychologist, invented the first functional lie detector polygraph, created the DISC model for emotions and behavior of normal people, authored self-help books and created the Wonder Woman comic. Lie Detector Having discovered a correspondence between blood pressure and lying, he built a device to measure changes in a person's blood pressure while the subject was being questioned. Marston formally published his early polygraph findings in 1917 on the lie detection invention he first constructed in 1915. During the 1920s and 30s Marston was an active lecturer and consulted with government groups. Unlike many psychologists of the time, he was more interested in the behavior of the general population of people rather than abnormal psychology. He gained the attention of the federal government for his research. He also sought the attention of the courts and the public by publishing widely and seeking publicity. Following the Lindbergh kidnapping in the 1930s, Marston offered his services to the Lindbergh family. Emotions of Normal People In the early 20s Marston's work continued to be significant in the courts and legal system; however, it evolved in 1924 when he first studied the concepts of will and a person's sense of power and their effect on personality and human behavior. His work in consciousness, colors, primary emotions and bodily symptoms also contributed greatly to the field of psychology. The picture to the right shows Marston's Emotions of Normal People, the 1928 book which formally presenting his findings. He published a second book, Integrative Psychology, in 1931. DISC came, by design, from Marston's search for measurements of the energy of behavior and consciousness. Marston did not develop an assessment or test from his model, although others later did. He did, however, apply his model and theory in the real world when he consulted with Universal Studios in 1930 to help them transition from melodramatic silent pictures to movies with audio.  Wonder Woman Marston was schooled in the Greek and Roman classics as a young man. He was also intimately and personally involved with the earliest movements for women's rights, including issues of birth control, voting and career equity. Knowing that, it is no surprise that William Moulton Marston's most famous work is the creation of the comic book heroine, Wonder Woman. Wonder Woman emerges on the scene in December 1941 in issue #8 of All Star Comics. She is created and brilliantly presented with Greek and Roman goddess archetypes; she uses a lasso for truth and her heroic behaviors have will, power, and the use of the behavioral style dimensions of DISC--dominance, influence, submission, and compliance—to accomplish her missions. It would seem that neither Max Gaines of DC Comics nor William Moulton Marston were absolutely certain how a female heroine would be accepted. Max Gaines introduced the heroine in the back of a comic at first and William Moulton Marston used the pen name of Charles Moulton. They need not have worried. Wonder Woman soon earned her own comic and was a big success. Marston wrote Wonder Woman until his death in 1947 and was inducted into the Will Eisner Award Hall of Fame in 2006.

DISC – Measures Observable Behaviors DISC - Timeline Marston 1920 Model Clarke 1940 Assessment Cleaver 1950 Forced Choice Geier & Downey 1970 Classical Patterns, Updated Marston Clarke – Ipsative (Self-Reporting) Cleaver- Most, Least Geier & Downey – 15 Classical Patterns, Updated DISC terms, simplified DISC – Measures Observable Behaviors

DISC Terminology Evolved Pace (React to Environment) Priority (Environment Focus) (Dominance) Dominant Fast Task (Inducement) Influence Fast People (Submission) Steady Deliberate People (Compliance) Conscientious Deliberate Task Slide 6 (Page 3 of Report) 4 Behavioral Types -Sense of Self -Environment Interaction

DISC Application Evolved 1940 For Hiring Today Career Matching, Change Management, Coaching, Conflict Resolution, Customer Service, Diversity Training, DISC History Hiring, Leadership Programs, Management Skills Managing-Up, Mergers/Acquisitions, Mentoring, Slide 6 (Page 3 of Report) 4 Behavioral Types -Sense of Self -Environment Interaction New Employee Orientation, On-Boarding, Performance Development Plans, Retreats, Sales Training, Teambuilding, Productive Meetings,

DISC – Construct Reliability & Validity Measures Observable Behaviors FYI Validity Report – Based on 28,200 Ipsative Assessment = Self-Report Accuracy? Depends on Respondent Robust Factor Analysis on Word Choice ... Increases Reliability Increased # of Assessment Items ... Increases Reliability

Background - DISC Comparisons Similarities DISC Model - Basically the same definitions of D,I,S,C DISC Data - Basically same results generated – Algorithm ... Public Approval - APA (American Psychological Association ) Meets Standards of Reliability - AERA (American Educational Research Association)

Background - DISC Comparisons Differences DISC - Dominant or Driver - Steady - Influence or Interact - Conscientious, Compliant, Cautious Assessment - Slight variations of word choices - e.g. happy vs cheerful Graphics - Display of Assessment Scores - e.g. Scales, Bars, Circles Interpretations - Short or more comprehensive Report Focus – Just DISC Model with Scores & Explanation - Adds Application & Learning Activities

Style Descriptions

Natural eGraph II Key Points: P. 6 Style NOT skill UNDERLINE Key Points: Style NOT skill Represents BOTH your 24-7, work and home Based on Nature (DNA) and Nurture (society & family influences) Slide 8 (Page 6 of Report) Please turn to page 6, your “DISCcert Natural eGraph II “ in your DISC Report. I am going to initially cover a few key points on this page and then we’ll dive deeper into what each style means in more detail and then you will be looking at your own Natural Graph II with some additional word descriptions. [CLICK] Please underline “Style Assessment.” DISC measures behavior, preference, style… not skill or performance. In addition, Natural Graph II also represents both your work and home. This is important to remember. It does not just represent home, but work and home. And, underline next to “Graph II based on” – underline the “Nature (your DNA) & Nurture (your society and family influencers.)”. [CLICK]

Natural eGraph II Key Points P. 6 Energy Line: indicates degree of preference for each style Natural Style: based on points above the Energy Line - Labeled as your “Pattern” We all have some D, I, S, and C in our style Slide 9 (page 6 of the Report) The Energy Line is used to explain what our communication preferences are when communicating. It is not good or bad to have points above or below the Energy Line. [CLICK] However, it is our strongest behavior preferences, that are above the Energy Line, that actually determines what is known as our DISC Natural Pattern. Please keep in mind, no style is better than another style. [CLICK] We all have varying degrees of the D,I,S,C characteristics in our behavior patterns. Optional: You might be wondering how your Graph II was determined. Actually, researchers discovered that people have more clarity around what they DON’T like. For example, if you asked me what my least favorite food is, I would say Liver. It doesn’t matter where or when you ask me, that will always be my answer… I don’t like liver. So it was your DISC Assessment responses to the “Least” questions that determined your Natural Graph II. We will talk about the Adaptive Graph I a little later in the program. Let’s move onto exploring each of the styles in more detail and then you will return to your Graph II with additional word descriptions. (Trainer: optional insert slides “How graph # is determined”) [CLICK]

Orientation: Problem Solve Dominant P. 6 Orientation: Problem Solve Above the Energy Line Preference: Expediency Slide 10 (Page 6 of Report) Someone’s Dominant Style may be above the energy line. [CLICK] Since the D communication orientation is on Problem Solving, they typically prefer to [CLICK] handle situations with great expediency. They are often referred to as result driven, bottom line, and can be quite competitive… like to win! Challenges and conquering them give them energy. [CLICK] High D’s typically need to beware that others may perceive their assertiveness as quite demanding. And if such behavior persists, that can generate some “withdraws” in their Emotional Bank Account. How many of you have heard of that concept? It’s like your Bank Account… You make deposits, and to pay your bills you make withdrawals. But if someone makes withdrawals consistently, that can contribute to what is referred to as “Emotional Bankruptcy.” (Trainer: have participants remain on page 6 for slides 10-21) [CLICK] Overuse: Demanding

Orientation: Problem Solve Dominant P. 6 Orientation: Problem Solve Below the Energy Line Preference: Contemplative Slide 11 (Page 6 of Report) Another person may have a Dominant Style that is below the energy line. [CLICK] Their preference when it comes to problem solving [CLICK] is to be more on the prudent, contemplative, reflective. Gathering information first, processing it, and then deciding which is the approach they are most comfortable with. Of course, sometimes one can study a situation at great length & still a “whale” might show up! And most assuredly, even though their comfort zone may be collecting data before offering an option, [CLICK] They can certainly make a conscious effort to learn to develop the skill to be quick and expedient to problem solve, if needed.[CLICK] Can Develop Skill: To Be Expedient

Orientation: Problem Solve Dominant Orientation: Problem Solve P. 6 Near the Energy Line Preference: Calculated Risks Slide 12 (Page 6 of Report) Looking for the perfect wave! [CLICK] If someone has a D style that is near the energy line and they are problem solving, [CLICK] they are more apt to be calculated in their risk taking. Their preference would be to approach decision making with a rational strategy. [CLICK] The fact that their style is near the energy line means it is easier for them to speed-up or slow down when needed. In “DISC” terms, that means it requires a more moderate effort to stretch, flex or adapt when communicating with others that have a different problem solving preference. [CLICK] Moderate Effort to Stretch/Flex/Adapt

Orientation: People Connection Influence P. 6 Orientation: People Connection Above the Energy Line Preference: Demonstrative Slide 13 (Page 6 of Report) Someone’s Influence Style may be above the energy line. [CLICK] Since the I Style is focused on how one goes about influencing others, the high I prefers actively interacting with people and is energized by frequent connections with others. [CLICK] They are known for expressing themselves quite openly and enjoy demonstratively inspiring others. Vocations they are often drawn to are related to customer service, sales and marketing.   [CLICK] However, their enthusiasm is not always appreciated and they need to be aware that that it may be a bit on the overpowering side for others. If this is done too frequently then Emotional Withdrawals can occur. [CLICK] Overuse: Overpowering Enthusiasm

Orientation: People Connection Influence P. 6 Orientation: People Connection Below the Energy Line Preference - Understated Slide 14 (Page 6 of Report) Another person may have an I Style that is below the energy line. [CLICK] Their preference when it comes to connecting with others is a more reserved, understated, behind the scenes approach. [CLICK] Being center stage would not be their first or even second choice for interacting with others. If they were to attend a network event, they would typically look for someone they already knew and continue that conversation for the balance of the event.   [CLICK] However, they can certainly make a conscious effort to learn to develop the skill to speak in front of groups, lead meetings and be persuasive if necessary. [CLICK] Can Develop Skill - To Persuade

Orientation: People Connection Influence P. 6 Orientation: People Connection Near the Energy Line Preference: Friendly/Reserved Slide 15 (Page 6 of Report) If someone has an I style that is [CLICK] near the energy line they are usually friendly, poised, reserved and even modest. [CLICK] They are usually comfortable being with others and do want their opinion known, but do not want to overshadow others.   The fact that their style is near the energy line means it is easier for them to speak-up if needed or to wait to express their ideas. They can actively engage others, but that is not a role of choice to be maintained. [CLICK] In “DISC” terms, that means it requires a more moderate effort to stretch, flex or adapt when communicating with others that have a different preference for interacting. [CLICK] Moderate Effort to Stretch/Flex/Adapt

Orientation: Planning Steady Orientation: Planning P. 6 Above the Energy Line Preference: Systematic Slide 16 (Page 6 of Report) Someone’s Steady Style may be above the energy line. [CLICK]The “S” Style is focused on how one goes about planning, having systems and methods. [CLICK] The high S prefers a stable, consistent environment with a predictable and systematic pace. Prefers to be a team player rather than a team leader. The “S” is the most accommodating style.   [CLICK] However, their preference for stability can be observed as wanting to maintain status quo. And, yes, you’re right… they certainly can commit to putting effort towards exploring new options.[CLICK] Overuse: Keep Status Quo

Orientation: Planning Steady Orientation: Planning P. 6 Below the Energy Line Preference: Spontaneous Slide 17 (Page 6 of Report)   Another person may have an S Style that is below the energy line. [CLICK] Their preference when it comes to being organized leans towards someone who loves to be spontaneous and brainstorm. [CLICK] May have a plan and then quickly changes to a whole new approach. Loves to help get projects started. [CLICK] And yes, they can develop the skills and abilities to be organized and follow timelines, if they commit to it. [CLICK] Can Develop Skill: To Be Organized

Orientation: Planning Steady P. 6 Orientation: Planning Near the Energy Line Preference: Composed Slide 18 (Page 6 of Report) If someone has a S style that is near the energy, above or below, [CLICK] they are more apt to be relaxed, composed and calm. [CLICK] They are comfortable checking on the progress of their projects and providing support to others. [CLICK] The fact that their style is near the energy line means it is easier for them to help organize a project and are more apt to also be open to new ideas.   [CLICK]   Moderate Effort to Stretch/Flex/Adapt

Orientation: Procedures Conscientious P. 6 Orientation: Procedures Above the Energy Line Preference: To Analyze Slide 19 (Page 6 of the Report) Someone’s Conscientious Style may be above the energy line. [CLICK] The high C Style is focused on making sure procedures are followed and are accurate. Quality, high standards, correctness are extremely important to them.   [CLICK] They expect to get time to assess and analyze situations or issues. The higher the point is for the C Style, the more logic and facts they expect. Vocations they are often drawn to are related to engineering, science and music (music has a high mathematical component for many musicians.) [CLICK] However, their drive to have exacting figures may lead them to getting stuck in details. And, they can most assuredly commit effort & develop skill towards determining what must have extensive documentation vs priorities that don’t require that level of detailed intensity. [CLICK] Overuse: Stuck in the Details

Orientation: Procedures Conscientious P. 6 Orientation: Procedures Below the Energy Line Preference: Conceptual Slide 20 (Page 6 of the Report) Another person may have a Conscientious Style that is below the energy line. [CLICK] Their preference when it comes to working with details and procedures [CLICK] is a much more conceptual, big picture viewpoint. And if the rules do not seem to fit the situation, they are willing to change the rules. They have quite the “Can Do” attitude. (Does not mean they know how to do something, but, they figure they’ll get it done one way or another.)   Based on their orientation, accurate paperwork is usually not of the highest priority. [CLICK] Of course, once they commit effort & develop the ability to be more detailed, they too can produce correct paperwork. [CLICK] Can Develop Skill: To Be Detailed

Orientation: Procedures Conscientious P. 6 Orientation: Procedures Near the Energy Line Preference: Pragmatic/Focused Slide 21 (Page 6 of the Report) If someone has a C style that is near the energy line [CLICK] and they are working with procedures, [CLICK] they are more apt to be pragmatic and focused.   They often work independently and prefer time to take care of details. Their preference would to approach decision making with a rational strategy. The fact that their style is near the energy line means it is easier for them to become more analytical if need be or stretch to be more experimental. [CLICK] In “DISC” terms, that means it requires a more moderate effort flexing or adapting when working with procedures. [CLICK] Moderate Effort to Stretch/Flex/Adapt

Reading Graphs

Natural Graph - Environment What environment does Natural Graph represent? Home? Work? Home and Work?  

Natural Graph - Environment What environment does Natural Graph represent? Home and Work Combination of Nature & Nurture Real You, 24-7 No need to change Natural. Just is! (Similar – Native Language) Slide 64  

What determines Natural Graph results? Is it the selection of “Most” or “Least” when completing your DISC Assessment? Slide 65

What determines Natural Graph results? Least! Research shows people have more clarity around what they least like. Example “What is your least favorite food?” I will say: Slide 66 Does not matter when or where you ask me. My answer will always be:

Natural Style – Above the Energy Line True or False? Natural Style can have 1, 2 or 3 points above Energy Line. True and…. Must have at least 1 Style above or below in order to be valid. Slide 63  

What determines which styles are capitalized? Start with the Highest Point. That is always 1st in sequence & is capitalized. For 2nd or 3rd point above the Energy Line - Determined by an aggregate. Calculated by combination of the placement of all 4 styles. Typically, if 2nd or 3rd point is close To the Highest Point, they will also be capitalized. (SIc) Slide 63   Typically, if a point is above Energy Line, but significantly lower than high point(s), then Style will be lower case. (SIc)

What results does Adapted Graph represent? One day at work? One week at work? Six months at work? Slide 67  

Adapted Graph represent? What results does Adapted Graph represent? One day at work May also represent … One week at work Six months at work Slide 68  

What determines Adapted Graph results? Most! Research shows our most selections vary – influenced by present circumstance. “What is your most favorite food?” Answer influenced by what? who? where? Slide 69 Adapted Graph is influenced on the day you took the assessment by the 3 R’s: Role? Relating? Responsibilities?

What does it mean Adaptive Graph is similar to Natural? If Natural & Adpated Graphs are similar? The day the person took the assessment they were able to use … their same natural style preferences. Important: Be open to stretching when needed. Slide 70

What if Adaptive Graph is different than Natural? Adpated Graph reflects how one needed to communicate the day they took assessment. If … Role, Responsibilities or who they were Relating to requires stretching outside of their natural comfort zone, then their Adapted Graph will be different than their Natural. Common occurrence, because situations at work may change from day to day. Slide 70

Is it better to have different or similar Graphs? Both options are fine. Similar Natural & Adapted (Stretching not needed the day you took the assessment at work.) Different Natural & Adapted (Stretching needed the day you took the assessment at work) If different, helpful to check out… “Does this stretch occur occasionally or does it represent a longer period of time?” Longer period of time requires more effort. Slide 71

DISC Report