1. Understanding self

2. Frame of Reference

3. Factors Influencing Our Frame of Reference Personality Primary Dimension Age Gender Physical Ability Sexual Orientation Ethnicity Race Secondary Dimension Home/Geographic Location Marital Status Income Parental Status Personal Habits Appearance Religion Work Experience Recreational Habits Educational Background Organisational Dimensions Management Status Union Affiliation Job or Position Work Location Seniority

4. WHAT IS “DISC” ?

5. Marston’s cartoon character Wonder Woman

6. Why Unfavourable/Assessing What Less Powerful Compliance Correctness Dominance Achievement More Powerful Than Environment Reserved/Indirect Perception ofPersonal Power Than Environment Active/Direct Steadiness Acceptance & Stability Influence Social Recognition How Favourable/Accepting Who Perception ofEnvironmentPerception ofEnvironment What is DISC?

7. Four DISC ‘styles’ in summary Dominance – Challenge Influence – Contacts Steadiness – Consistency Compliance – Constraints

8. The Principles There is no best or right DISC preference. Different is just different, not wrong. Each style has inherent strengths, but a strength overused can become a weakness. We need to treat people the way that they need to be treated. We can modify our style to achieve greater results.

9. Styles – Basic Definition D:Generates Ideas I:Promotes/sells Ideas S:Follows Through with Ideas C:Will make sure everything is completed and watches details

10. High D Behaviours High Ego Strength Impatient Desires Change Fears: Being taken advantage of Must be confronted or needs direct answers

11. High I Behaviours Emotional People Oriented – Relationship Oriented Disorganised Fear: Loss of Social Recognition Optimistic

12. High S Behaviors Loyal Family Oriented and/or Close Ties Possessive Fear: Loss of Security Slow to Change – Needs planned change

13. High C Behaviors Perfectionist Sensitive Accurate Fear: Criticism of their work Needs many explanations and information for a broader perspective

14. Recognized by: DISC Recognized by: High “D” - High self-confidence, forcefulness, competitiveness High “I” - Talkativeness, enthusiasm, optimism, energy High “S” - Friendliness, co-operation, persistence, patience High “C” - Accuracy, may be cautious, concern for high standards

15. Prefers Work Environment to be: DISC Prefers Work Environment to be: High “D” - Busy, dynamic High “I” - Stimulating, personal, friendly High “S” - Personal, relaxed, friendly High “C” - Structured, organized, functional, formal

16. Pace: DISC Pace: High “D” - Faster High “I” - Faster High “S” - Slower High “C” - Slower

17. Gains Security by: DISC Gains Security by: High “D” - Being in control High “I” - Flexibility, variety High “S” - Close relationships High “C” - Preparation

18. Motivated by (outstanding need): DISC Motivated by (outstanding need): High “D” - Achievement High “I” - Social recognition High “S” - Acceptance, stability High “C” - Correctness

19. Measure progress by: DISC Measure progress by: High “D” - Results High “I” - Applause, praise High “S” - Appreciation High “C” - Getting it right

20. Fears: DISC Fears: High “D” - Being taken advantage of, loss of control High “I” - Social rejection High “S” - Personal rejection, sudden change High “C” - Criticism of what they do

21. Irritated by: DISC Irritated by: High “D” - Inefficiency, indecision, slowness High “I” - Routine, formality High “S” - Insensitivity, impatience High “C” - Surprises, unpredictability

22. Decisions are: DISC Decisions are: High “D” - Quick High “i” - Spontaneous High “S” - Considerate High “C” - Deliberate

23. Major limitation: DISC Major limitation: High “D” - Impatience, selective listening High “I” - Lack of follow-through High “S” - Overly modest, resist change High “C” - Overly critical of self and others

24. Could increase effectiveness by: DISC Could increase effectiveness by: High “D” - Developing patience and listening skills High “I” - Self-discipline, follow through on tasks High “S” - Belief in themselves, being more open to change High “C” - Being more tolerant of self and others

25. READING YOUR GRAPHS

26. HOW TO WORK WITH OTHER TYPES?

27. Working with others High D High D (Fair to Good) Two bosses and no workers. Get along well as they have common in life styles and have respect for each other High I High I (Good) Might waste the whole day for just window shopping and feel great about it. So score for getting things done is very poor High S High S (Good) Get along great. They are team-oriented, supportive and can sympathize with each other. Focus on task, but ignore socializing Take time to complete task High C High C (Good) They are deep thinkers, and very analytical. Take time to complete task

28. Working with others High D High I (Fair to Good) Get along with each other than they do on completing work tasks High D High S (Fair to Poor) High D focuses on task completion, and will exercise skill in deciding and delegating tasks High S gives loyalty to High D and wants time to adjust, security and appreciation in return (but it does not come easily from D) High D High C (Poor) These 2 styles need each other, but often push against each other with the stubbornness. High D has a sense of urgency and a need for quantity, while high C has a need for quality control and a fear of innovation. Need to be careful! “Low in task completion and human relation”

29. Working with others High I High S (Fair to Good) Very good teamwork. High I is a motivator, while High S is a doer. High S might end up doing most of the work, and High I will do the talk and sell the work High I High C (Poor) High I feels that High C is too concerned with exactness and perfection. High C thinks that High I is too public relation oriented Both will get some work done as High I can’t stay with the task or can’t work to please High C High S High C (Good) Both get great amount of work done (Quality and Quantity), although they are quite slow as both are task oriented High C will establish the standards, and High S will achieve the standards. Thus, High C will usually be the leader

30. D I S C Working with others Fair to Good Fair to Poor Poor Fair to Good Poor Good

31. COMMUNICATION EXERCISE

32. Eight Core Styles