Increasing Communication Success with

Today’s Path Purpose: provide communication insights and strategies Process: learn from DISC report, one another and learning activities Payoff: increase communication effectiveness with colleagues and customers

What is DISC? DOMINANT: Gets on, quickly pushes button for “Close Door” INFLUENCE: Keeps door open and says, “We’ll wait for you!” STEADY: Lets others in first, then moves toward corner CONSCIENTIOUS: Checks posted maximum weight, then steps off & takes stairs

History Dr. Marston Lie Detector Book - 1928 P. 3

DISC Model Behavior = Pace + Priority Dominant Fast Task Influence People Steady Deliberate Conscientious

DISC Model FAST PEOPLE TASK DELIBERATE

Offering Helpful Plans Motivator Match Up Dominant Influence Steady Conscientious Judge Judy Tony Robbins Nelson Mandela Albert Einstein Fast + Task Solving Problems Fast + People Inspiring People Deliberate + People Offering Helpful Plans Deliberate + Task Complex Procedures P. 4

Natural eGraph II Key Points: Style NOT skill Represents both your 24/7, work and home Based on nature (DNA) and nurture (society & family influences) UNDERLINE P. 6

Natural eGraph II Key Points: 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 P. 6

Dominant Above the Energy Line Preference: Expediency Overuse: Demanding P. 6

Dominant Below the Energy Line Preference: Contemplative Can develop skill: To be expedient P. 6

Dominant Near the Energy Line Preference: Calculated risks Moderate effort to stretch/ flex/ adapt P. 6

Influence Above the Energy Line Preference: Demonstrative Overuse: Overpowering enthusiasm P. 6

Influence Below the Energy Line Preference: Understated Can develop skill: to persuade P. 6

Influence Near the Energy Line Preference: Friendly/Reserved Moderate effort to stretch/ flex/ adapt P. 6

Steady Above the Energy Line Preference: Systematic Overuse: Keep status quo P. 6

Steady Below the Energy Line Preference: Spontaneous Can develop skill: to be organized P. 6

Steady Near the Energy Line Preference: Composed Moderate effort to stretch/ flex/ adapt P. 6

Conscientious Above the Energy Line Preference: To analyze Overuse: Stuck in the details P. 6

Conscientious Below the Energy Line Preference: Conceptual Can develop skill: to be detailed P. 6

Conscientious Near the Energy Line Preference: Pragmatic/Focused Moderate effort to stretch/ flex/ adapt P. 6

Connecting with people Working with procedures Natural Word Sketch Positive “Style” descriptors for your Natural Style Highlighted words indicate your preference for Problem solving Connecting with people Developing a plan Working with procedures P. 7

Styles Overview Racer Talker Thinker Listener

Group Overview of 4 Styles

Strengths onscientious ominant nfluence teady Clarifies complex issues Demonstrates technical expertise ominant Asks questions that challenge tradition Works quickly to resolve issues nfluence Brings a sense of enthusiasm Easily negotiates conflicts between teams teady Excels at calming disagreements Encourages input from all members P. 11

Motivators onscientious ominant nfluence teady Tasks completed right the first time Highly-specialized projects ominant Authority equal to responsibility Opportunities to express ideas and opinions nfluence Recognition for skills and insights Power to control own career path teady Sincerity from groups and peers Sufficient time to adjust to change P. 12

Communication Tips onscientious ominant nfluence teady Provide rationale Include documentation ominant Offer solutions Anticipate questions nfluence Acknowledge ideas Have joint meetings teady Provide a plan Offer assurances P. 14

Pair and Share With a partner Share Discuss Learn Strengths Motivators Communication tips Discuss Similarities? Differences? Learn About communicating with your partner? P. 8

Adaptive Graph I One day at work Can change day-to-day Influenced by 3 Rs: Role Relating Responsibilities Based on your “most” P. 15

Adaptive similar to Natural If Adaptive and Natural graphs are similar The day you took the assessment you were able to use your same natural style preferences Important: be open to stretching when needed P. 15

Different Adaptive Adapted? Agree? Influencers? Reflects how you needed to communicate (on the day you took the assessment) Agree? One day at work is not always the same as the next day Influencers? Role Responsibilities Relating to another P. 15

Which is better? Both options are fine Similar Natural & Adapted Stretching not needed on day you took the assessment at work Different Natural & Adapted Stretching needed on day you took the assessment at work Ask yourself, “does this stretch occur occasionally or does it represent a longer period of time?” Longer requires more effort P. 15

Connecting with people Working with procedures Adaptive Word Sketch Positive “Style” descriptors for your Adaptive Style One day at work Possibly influenced by 3 Rs Highlighted words indicate your preference for Problem solving Connecting with people Developing a plan Working with procedures P. 16

Overview of Styles All DISC styles are of equal importance Points above Energy Line are not better than points below No one style or combination of styles is better than another P. 17

DISC Style: Non-Verbals Handshake: Firm and not held long Gestures: Used to speed things up Eye Contact: If they are listening to you Handshake: Says “Happy to see YOU!” Gestures: Animated Eye Contact: Looks to engage you P. 18

DISC Style: Non-Verbals Handshake: Solid, but friendly Gestures: Minimal Eye Contact: Direct without intensity Handshake: Formal Gestures: Deliberate Eye Contact: Sparse P. 18

Communication Tips P. 21-22

Case Scenarios Case Study #1 Sam’s prominent style? Your communication strategy with Sam? Case Study #2 Chris’ prominent style? Your communication strategy with Chris? Case Study #3 Igor’s prominent style? Your communication strategy with Igor? Case Study #4 Doris’ prominent style? Your communication strategy with Doris? P. 23-24

Two Key Questions Pace – Quick (Direct) Priority – Task (Guarded) Priority – People (Open) Pace – Deliberate (Indirect) P. 25

May Require Extra Adapting D – Pace is Quick D – Priority is Task S – Pace is Deliberate S – Priority is People P. 25

May Require Extra Adapting I – Pace is Quick I – Priority is People C – Pace is Deliberate C – Priority is Task P. 25

Email: Communication Tips Greeting – Format – Word Choice Tips D States Purpose - Brief - Notification Get to the point ASAP I Happy Tone - , Colors - Party Include acknowledgements S Friendly - Methodical - Productive Well-organized message C Formal - Detailed - Serious Include data, stay on task P. 26-27

How to Modify Your Pace To Increase Your Directness (S & C) Speak, move and make decisions faster Initiate conversations & decisions Give recommendations Use direct statements Use a strong, confident voice Challenge & tactfully disagree Openly face conflict Increase eye contact To Decrease Your Directness (D & I) Talk, walk, and make decisions more slowly Seek & acknowledge other opinions Share decision making Do not interrupt Pause to allow others to speak Refrain from criticizing, challenging, or acting pushy Choose words carefully when disagreeing P. 28

How to Modify Your Priority To Increase Your Openness (D & C) Share feelings; show emotion Respond to others’ feelings Pay personal compliments Develop the relationship Use friendly language Communicate more, loosen up and stand closer Be willing to digress from agenda To Decrease Your Openness (I & S) Get right to the task Maintain a logical, factual orientation Keep to the agenda Do not waste the other’s time Do not initiate physical contact Downplay your enthusiasm and body movement Use businesslike language P. 28

Figuring out a Style Consider the co-worker you’ve met in person Imagine that person in a large group meeting Which scenario describes that person’s behavior On a mission to solve problems Makes friends and interacts with everyone Engages selectively with only a few Waits for others to approach

Action Plan for All Styles ✔  ✗

Action Plan for All Styles ✔ ✗  Action Plan for All Styles At the bottom of the page, write how you will apply the tip Your Action Plan: I’ll meet with Jane next Tuesday to discuss the budget. I’ll bring a copy of this year’s budget along with a planning worksheet we can go through together. P. 29

DISC Under Stress D I C S Autocratic Attack Avoid Acquiesce Demanding Curt Unwilling to listen I Attack Personal Slurs C Avoid Non responsive Ignores emails/IMs Changes the subject S Acquiesce Gives in Shrugs No push back

Today’s Key Insight Pick a key insight, takeaway or learning Determine how to put that insight into action Share your insight and action commitment with one other person