1. Increasing Communication
Success with

2. 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

3. 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

4. History
Dr. Marston
Lie Detector
Book
P. 3

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

6. DISC Model
FAST
PEOPLE
TASK
DELIBERATE

7. 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

8. 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

9. 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

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

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

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

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

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

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

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

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

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

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

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

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

22. 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

23. Styles Overview
Racer
Talker
Thinker
Listener

24. Group Overview of 4 Styles

25. 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

26. 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

27. 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

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

29. 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

30. 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

31. 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

32. 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

33. 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

34. 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

35. 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

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

37. Communication Tips P

38. Case Scenarios Case Study #1 Sam’s prominent style?
Your communication strategy with Sam?
Case Study # Chris’ prominent style?
Your communication strategy with Chris?
Case Study # Igor’s prominent style?
Your communication strategy with Igor?
Case Study # Doris’ prominent style?
Your communication strategy with Doris? P

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

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

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

42. 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

43. 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

44. 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

46. 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

47. Action Plan for All Styles✔  ✗

48. 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

49. 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 s/IMs
Changes the subject S
Acquiesce
Gives in
Shrugs
No push back

50. 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