1. DISC and Values Theory & Understanding Lodi Leadership February 14, 2012 1

2. GOALS: 1. Understand your own ‘style’ 2. Understand those who have a different style 3. Increase effectiveness with your style (become more authentic) 2

3. 3 DISC Theory

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9. LA101-9 RD LD JK KM GS DS JT Natural RL JW EH PS JG

10. LA101- 9 Adapted RD LD JK KM GS DS JT RL JW PS JG EH

11. The Corporate College EH RD LD JK KM PS GS DS PS JT LV JW

12. 3 My 4 Friends: Your Teamates Recognize any of these people? In yourselves? In your co-workers? In your peer group? In your family?

13. The Training Never Ends4 Dress CodeAccurate Emotional?ROI

14. The Training Never Ends5 DisorganizedEnjoy life Care FreeEmotional

15. The Training Never Ends6 To the pointMulti-task DemandingCompetitive

16. The Training Never Ends7 FriendlyEasy Going SociableSteady

17. The Training Never Ends8

18. 9 Learning the styles of others Colleagues… in the room How many? High D High I High S High C

19. 9 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?

20. 10 “D”-Decisive “D”-Decisive: Obtaining results & problem-solving. new High D - Solves new problems quickly & directly. Gets to the bottom-line. Active, assertive approach to obtaining results. (Sometimes acts before thinking.) new Low D - Solves new problems in a controlled, calculated, organized manner. Deliberate, thinks before acting.

21. 11 “I”-Interactive “I”-Interactive: with people, & control of emotions. new High I - Meets new people in an outgoing, gregarious, assertive manner. Tends to be emotional, reactive, talkative. (Sometimes impulsive.) new Low I - Meets new people in a quiet, controlled, & reserved manner. Prefers a logical approach. Demonstrates control of emotions.

22. 12 “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.

23. 13 “C”-Cautious “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.”

24. 14 Team Strengths D = LEADER, COMMANDING I = PERSUADING, PRESENTER S = SUPPORTING, SERVICING C = QUALITY, COMPLIANCE

25. 15 SUPPORT Strengths D = Quick Problem Solvers I = Good Empathy w/Customer S = Calms Excited People C = High Quality Solutions

26. 16 TECHNICAL Strengths D = Good Project Leaders I = Good People Skills S = Good Listening Style C = High Technical Competence

27. 18 High “D” Tendencies: 1. HIGH EGO STRENGTH 2. IMPATIENT 3. DESIRE CHANGE 4. Fears: BEING TAKEN ADVANTAGE OF 5. Motive: DIRECT ANSWERS

28. 28 High “I” Tendencies: 1. EMOTIONAL 2. PEOPLE ORIENTED 3. DISORGANIZED 4. Fears: LOSS OF SOCIAL APPROVAL 5. Motive: FLATTERY & PRAISE

29. 33 High “S” Tendencies: 1. EXTREMELY LOYAL 2. FAMILY ORIENTED 3. POSSESSIVE 4. Fears: LOSS OF SECURITY 5. Motive: TRADITIONAL PROCEDURES

30. 37 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

31. 44 Adoption Curve InnovatorsD Early AdoptersD & I Early MajorityI & S Late MajorityS & C Non-AdoptersC

32. 46 “D” Style Characteristics Typical 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.

33. 48 “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.

34. 49 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.

35. 50 “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.

36. 51 High S – Conversations Telephone 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.

37. 52 “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.

38. 53 High C – Conversations Telephone style: Slower-paced conversation. Closed answers to your questions. Unemotional. Cool / distant. Little variation in voice. No-nonsense.

39. 45 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

40. 54 FASTER SLOWER CLOSED OPEN D I CS

41. Negotiations High D – Prepare to be challenged High I – Prepare to be taken off-track High S – Stable, patient resistance High C – Have facts & data ready 59

42. High D – Be direct High I – Be stimulating & enthusiastic High S – Stable, patient resistance High C – Have facts & data ready 60 Negotiations

43. Negotiations – Handling Objections High D – Challenging objections High I – Minimal objections High S – Think it over… High C – Maybe not for me right now 61

44. 66 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%

45. 67 REGIONAL CULTURES C D/I S S I/S D/I DISC I/S I I/S D/I

46. 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

47. ©2008 Target Training International, Ltd. ATTITUDES DEFINED Attitudes 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.

48. THE SIX VALUES/ATTITUDES ValuesBasic Attitudes TheoreticalI will use my cognitive ability to understand, discover and systemize the truth. UtilitarianEvery investment I make must always have a greater return. AestheticI will enjoy and appreciate the form, harmony and beauty around me and allow it to mold me into all I can be.

49. ©2008 Target Training International, Ltd. ValuesBasic Attitudes SocialI will invest all resources into helping others to realize their potential in life. IndividualisticI will achieve the highest position and wield the greatest power. TraditionalFrom the many individual meanings of life, I will interpret, understand and seek a system for living. THE SIX VALUES/ATTITUDES

50. ©2008 Target Training International, Ltd. THEORETICAL ATTITUDE

51. ©2008 Target Training International, Ltd. UTILITARIAN ATTITUDE

52. ©2008 Target Training International, Ltd. AESTHETIC ATTITUDE

53. ©2008 Target Training International, Ltd. SOCIAL ATTITUDE

54. ©2008 Target Training International, Ltd. INDIVIDUALISTIC ATTITUDE

55. ©2008 Target Training International, Ltd. TRADITIONAL ATTITUDE

56. 70 Feedback / Assessment: I learned that... I realized that... I noticed that... I discovered that... I was surprised... I was pleased... I was displeased... I re-learned...

57. 70 THANKS!