disc and values theory & understanding lodi leadership february 14, 2012 1
TRANSCRIPT
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DISC and ValuesTheory & Understanding
Lodi Leadership
February 14, 2012
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GOALS:
1. Understand your own ‘style’
2. Understand those who have a different style
3. Increase effectiveness with your style (become more authentic)
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DISC Theory
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DISC Theory
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DISC Theory
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DISC Theory
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DISC Theory
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DISC Theory
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LA101-9
RDLD
JKKM GS DS
JT
Natural
RL
JW EH
PS
JG
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LA101- 9
Adapted
RD
LD
JK
KMGS DS
JT
RL
JW
PS
JG
EH
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The Corporate College
EH EHRDRD
LD
LD
JK
JK
KM
KM
PS
PS GS
GS
DS
PS
JT
JT
LV LV
JW
JW
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My 4 Friends: Your Teamates
Recognize any of these people?
• In yourselves?
• In your co-workers?
• In your peer group?
• In your family?
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The Training Never Ends 4
Dress Code Accurate
Emotional? ROI
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The Training Never Ends 5
Disorganized Enjoy life
Care Free Emotional
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The Training Never Ends 6
To the point Multi-task
Demanding Competitive
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The Training Never Ends 7
Friendly Easy Going
Sociable Steady
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The Training Never Ends 8
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Learning the styles of others Colleagues… in the room
How many?
• High D
• High I
• High S
• High C
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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?
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“D”-Decisive: Obtaining results & problem-solving.
High D - Solves new problems quickly & directly. Gets to the bottom-line. Active, assertive approach to obtaining results. (Sometimes acts before thinking.)
Low D - Solves new problems in a controlled, calculated, organized manner. Deliberate, thinks before acting.
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“I”-Interactive: with people, & control of emotions.
High I - Meets new people in an outgoing, gregarious, assertive manner. Tends to be emotional, reactive, talkative. (Sometimes impulsive.)
Low I - Meets new people in a quiet, controlled, & reserved manner. Prefers a logical approach. Demonstrates control of emotions.
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“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.
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“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.”
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Team Strengths
D = LEADER, COMMANDING
I = PERSUADING, PRESENTER
S = SUPPORTING, SERVICING
C = QUALITY, COMPLIANCE
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SUPPORT Strengths
D = Quick Problem Solvers
I = Good Empathy w/Customer
S = Calms Excited People
C = High Quality Solutions
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TECHNICAL Strengths
D = Good Project Leaders
I = Good People Skills
S = Good Listening Style
C = High Technical Competence
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High “D” Tendencies:
1. HIGH EGO STRENGTH
2. IMPATIENT
3. DESIRE CHANGE
4. Fears: BEING TAKEN ADVANTAGE OF
5. Motive: DIRECT ANSWERS
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High “I” Tendencies:
1. EMOTIONAL
2. PEOPLE ORIENTED
3. DISORGANIZED
4. Fears: LOSS OF SOCIAL APPROVAL
5. Motive: FLATTERY & PRAISE
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High “S” Tendencies:
1. EXTREMELY LOYAL
2. FAMILY ORIENTED
3. POSSESSIVE
4. Fears: LOSS OF SECURITY
5. Motive: TRADITIONAL PROCEDURES
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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
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Adoption Curve
Innovators D
Early Adopters D & I
Early Majority I & S
Late Majority S & C
Non-Adopters C
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“D” Style CharacteristicsTypical 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.
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“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.
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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.
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“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.
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High S – ConversationsTelephone 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.
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“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.
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High C – Conversations
Telephone style:
Slower-paced conversation. Closed answers to your questions. Unemotional. Cool / distant. Little variation in voice. No-nonsense.
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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
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FASTER
SLOWER
CLOSED OPEN
D I
C S
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NegotiationsHigh D – Prepare to be challenged
High I – Prepare to be taken off-track
High S – Stable, patient resistance
High C – Have facts & data ready
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High D – Be direct
High I – Be stimulating & enthusiastic
High S – Stable, patient resistance
High C – Have facts & data ready
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Negotiations
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Negotiations –Handling Objections
High D – Challenging objections
High I – Minimal objections
High S – Think it over…
High C – Maybe not for me right now
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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%
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REGIONAL CULTURES
CD/I S
S
I/S
D/I
DISC
I/SI
I/S
D/I
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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
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©2008 Target Training
International, Ltd.
ATTITUDES DEFINEDAttitudes 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.
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THE SIX VALUES/ATTITUDESValues Basic Attitudes
Theoretical I will use my cognitive ability to understand, discover and
systemize the truth.
Utilitarian Every investment I make must always have a greater return.
Aesthetic I will enjoy and appreciate the form, harmony and beauty around me and allow it to mold me into all I can be.
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Values Basic Attitudes
Social I will invest all resources into helping others to realize their
potential in life.
Individualistic I will achieve the highest position and wield the greatest power.
Traditional From the many individual meanings of life, I will
interpret, understand and seek a system for living.
THE SIX VALUES/ATTITUDES
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THEORETICAL ATTITUDE
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UTILITARIAN ATTITUDE
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©2008 Target Training
International, Ltd.
AESTHETIC ATTITUDE
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SOCIAL ATTITUDE
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INDIVIDUALISTIC ATTITUDE
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TRADITIONAL ATTITUDE
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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 ...
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THANKS!
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