1. Eastern States Conference Applied DISC and Emotional Intelligence Career Path Steps “Its for the Birds” Michael Toscani, Pharm D Research Professor/Fellowship Director Rutgers Institute for Pharmaceutical Industry Fellowships Ernest Mario School of Pharmacy Rutgers, The State University of New Jersey May 2,2016

2. AGENDA Review the DISC styles DISC Applied to the “Taking Flight Bird Concepts”- Team Builders Plus- Merrick Rosenberg Background Information-Emotional Intelligence Career Implications Video Examples 2

3. The History of Styles SourceDISC China Elements – 500 B.C. WoodFireEarthMetal Hippocrates Humours – 400 B.C. CholericSanguinePhlegmaticMelancholic Aristotle Elements – 400 B.C. AirFireWaterEarth Native American Medicine Wheel origin unknown North Buffalo East Eagle South Mouse West Bear Carl Jung Functions - 1921 SensingIntuitingFeelingThinking William Marston Behavioral Styles - 1928 DominanceInducementSubmissionCompliance Roger Sperry Brain Quadrants mid-20th century Upper left cerebral hemisphere Upper right cerebral hemisphere Lower left limbic system Lower right limbic system 3

4. Quotes 4 The key to understanding others is to first understand yourself. A model is a tool for the mind. - Francis Bacon Any virtue carried to extreme can become a crime. - Alexandre Dumas Everyone driving slower than you is an idiot. Everyone driving faster than you is a maniac. - George Carlin

5. The DISC Styles 5 Task People Results-oriented Bottom-line Direct Decisive Detail-oriented Logical Systematic Questioning Optimistic Enthusiastic Motivational Social Harmonious Helpful Listener Consistent Fast-paced, verbal D ominant I nteractive C onscientious S upportive Even-paced, reserved

6. D Give the Big Picture I Generate Excitement S Show Empathy C Provide Details Communicating with Groups

7. Passive Insecure Martyr Resistant to change Overused Strengths Aggressive Impatient Domineering Insensitive Perfectionist Critical Indecisive Detached Unrealistic Disorganized Manipulative Too “bubbly” T ASK P EOPLE F AST - PACED / V ERBAL D OMINANT I NTERACTIVE C ONSCIENTIOUS S UPPORTIVE E VEN - PACED / R ESERVED STRESS 7

8. Be the Chameleon 8 “The secret to being a great chameleon is to adapt to others and not impose who you are on them.” -Xenia, the chameleon from The Chameleon by Merrick Rosenberg “The secret to being a great chameleon is to adapt to others and not impose who you are on them.” -Xenia, the chameleon from The Chameleon by Merrick Rosenberg

9. Career Implications- DISC and Bird Do some career choices “click” with styles? –Investigational clinical supply –Clinical Practice- Hospital/Community –Clinical Coordinator –Pharmacy Director –Regional Manager –Drug Development Industry FDA CRO Biopharmaceutical –Managed Care –Outcomes Research –Academ 9

10. Emotional Intelligence (EI or EQ)

11. Key Learnings from Today You can improve your emotional intelligence!!!! To use emotional intelligence, emotions must be understood and then managed toward a productive response Recognizing a feeling as it happens is the keystone of emotional intelligence Self-awareness means being aware of both our mood and our thoughts about our mood Gut feelings are intuitive signals Emotions have 2 levels……. conscious and unconscious Continuous learning is critical for career path development © 2015 DIA, Inc. All rights reserved.

12. Angry Birds Video-Emotional Awareness https://www.youtube.com/watch?v=pFkRbUK y19g 12

13. Emotional Intelligence (EI) Why? It can help us understand and communicate with others leading to better job performance and satisfaction EI - Innate to everyone Importance is how it is assessed and applied Based on 5 principles (3 about the individual and 2 with how they interact with others) Begins with the individual before it can impact others Communication Teamwork Conflict management Attaining peak performance © 2015 DIA, Inc. All rights reserved.

14. Our Objectives Define EI and how to optimize its value in work situations Conduct a self-assessment of EI identifying your unique profile Identify several methods to improve communications, collaborations, and help build higher performance teams Practice and apply proven techniques to enhance your EI © 2015 DIA, Inc. All rights reserved.

15. Characteristics of Emotional Intelligence All emotions are impulses to act Feelings are essential to thought, thought to feeling Intellect can not optimally work without emotional intelligence IQ scores contribute only 20% to factors that govern success Key point: To use emotional intelligence, our emotions must be understood and managed through a productive response What part of the brain controls this…… Amygdala (direct input from senses-respond) © 2015 DIA, Inc. All rights reserved.

16. Types of Intelligence Intra-personal intelligence Ability to form an accurate truthful model of oneself and to use that model effectively in life Inter-personal intelligence Ability to understand other people in terms of motivation, how they work and process information, and how to work collaboratively with them © 2015 DIA, Inc. All rights reserved.

17. Emotional Intelligence Ability to accurately identify and understand one’s own emotional reactions AND those of others Ability to regulate one’s own emotional reactions and use them to optimize decision making and act effectively Questions……. What does this mean to you? What implications does this have in being an effective employee? How can you apply this to daily work related activities? © 2015 DIA, Inc. All rights reserved.

18. Emotional Intelligence Components Self Awareness-Knowing one’s emotions Managing emotions Motivating oneself Recognizing emotions in others Handling relationships © 2015 DIA, Inc. All rights reserved.

19. Self Awareness Recognize the emotions you are experiencing Acknowledge the feelings about the emotion…..ask how do I feel about this…OK or uncomfortable Recognize WHY you feel that way……. Be a child……..Why, Why, Why, Why, Why Key Learning: Know yourself AND the situation which will help you make better informed decisions What do I prefer? What are my gut feelings? © 2015 DIA, Inc. All rights reserved.

20. Managing Emotions Keep emotions proportionate to the circumstance Due to our brain, we have little control when we are swept by emotion nor over what emotion it will be. To diffuse any emotion you need to undermine the convictions that are fueling the emotion in order to reframe the situation in a more positive way. Two ways to diffuse emotions….. Seize on and challenge the thoughts that trigger the emotion Cooling down by changing the aspects in a setting where it is not likely to trigger the emotion © 2015 DIA, Inc. All rights reserved.

21. Motivating Oneself Do see the donut or the hole? Having hope helps reduce overwhelming anxiety, a defeatist attitude, or depression in the face of setbacks Optimism is important….but have to be realistic too High optimism and hope=SUCCESS !! Self-efficacy is the belief that you are in control of your destiny and you can control your response to challenges Question… What can you do to motivate yourself? Why is motivating yourself important? © 2015 DIA, Inc. All rights reserved.

22. Recognizing Emotions in Others Empathy builds on our self-awareness Key to understanding other’s feelings and to read nonverbal channels: tone of voice, gestures, facial expressions, etc. Ability to know how another feels Ability to perceive subjective experiences of others Questions… What is empathy? Is it easy to express? How do you express empathy? What value does this have? Important? © 2015 DIA, Inc. All rights reserved.

23. Handling Relationships Managing the exchange of emotions Emotions are contagious Displaying emotions: minimize, exaggerate, substitute Components of inter-personal intelligence How we organize groups How we negotiate solutions How we build connections How we analyze social situations Question…. How can we practice emotional intelligence when handling relationships? © 2015 DIA, Inc. All rights reserved.

24. Video Examples of Emotional Intelligence Skills Practical Applications

25. Let’s go to the Video https://www.youtube.com/watch?v=2v8ZzvIbq30

26. Let’s go to the Video https://www.youtube.com/watch?v=BEBidhgoNSs

27. Let’s go to the Video

32. Key Learnings from today You can improve your emotional intelligence!!!! To use emotional intelligence, emotions must be understood and then managed toward a productive response Recognizing a feeling as it happens is the keystone of emotional intelligence Self-awareness means being aware of both our mood and our thoughts about our mood Gut feelings are intuitive signals Emotions have 2 levels……. conscious and unconscious Continuous learning is critical for career path development © 2015 DIA, Inc. All rights reserved.

33. 5 Keys to Successful Career Development Work Hard Do Good Work Take Risks Have Fun Give Back 33

34. THANKS!!!!

35. References for you Taking Flight- Merrick Rosenberg and Daniel Silvert The Chameleon- Merrick Rosenberg How Successful People Think- John C. Maxwell The 21 Indispensable Qualities of a Leader- John C Maxwell One Minute Manager- Ken Blanchard 35

36. Ask