Understanding self

Frame of ReferenceFrame of Reference

Factors Influencing Our Frame of Reference

Personality

Primary DimensionAge

Gender

Physical Ability

Sexual Orientation

Ethnicity

Race

Secondary DimensionHome/Geographic Location

Marital Status Income

Parental Status Personal

Habits

AppearanceReligion

Work Experience Recreational Habits

Educational Background

Organisational Dimensions

Management Status

Union Affiliation

Job or

Position

Work Location Seniority

WHAT IS “DISC” ?WHAT IS “DISC” ?

Marston’s cartoon character

Wonder Woman

Why Unfavourable/Assessing What

Less Powerful

ComplianceCorrectness

DominanceAchievement

More PowerfulThan EnvironmentReserved/Indirect

Perception of Personal Power Than EnvironmentActive/Direct

SteadinessAcceptance &

Stability

InfluenceSocial

Recognition

How Favourable/Accepting Who

Perception of

Environment

What is DISC?

Four DISC ‘styles’ in summary

• Dominance – Challenge

• Influence – Contacts

• Steadiness – Consistency

• Compliance – Constraints

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.

Styles – Basic Definition

D: Generates Ideas I: Promotes/sells IdeasS: Follows Through with IdeasC: Will make sure everything is

completed and watches details

High D Behaviours

• High Ego Strength• Impatient• Desires Change• Fears: Being taken advantage of• Must be confronted or needs direct

answers

High I Behaviours

• Emotional• People Oriented – Relationship Oriented• Disorganised• Fear: Loss of Social Recognition• Optimistic

High S Behaviors

• Loyal• Family Oriented and/or Close Ties• Possessive• Fear: Loss of Security• Slow to Change – Needs planned change

High C Behaviors

• Perfectionist• Sensitive• Accurate• Fear: Criticism of their work• Needs many explanations and information

for a broader perspective

DISCRecognized by:Recognized by:

High “D”High “D” - High self-confidence, forcefulness, - High self-confidence, forcefulness, competitivenesscompetitivenessHigh “I”High “I” - Talkativeness, enthusiasm, optimism, - Talkativeness, enthusiasm, optimism, energyenergyHigh “S”High “S” - Friendliness, co-operation, persistence, - Friendliness, co-operation, persistence, patiencepatienceHigh “C”High “C” - Accuracy, may be cautious, concern for - Accuracy, may be cautious, concern for high standardshigh standards

DISC Prefers Work Environment to be:Prefers Work Environment to be:

High “D”High “D” - Busy, dynamic - Busy, dynamic

High “I”High “I” - Stimulating, personal, friendly - Stimulating, personal, friendly

High “S”High “S” - Personal, relaxed, friendly - Personal, relaxed, friendly

High “C”High “C” - Structured, organized, functional, - Structured, organized, functional, formalformal

DISCPace:Pace:

High “D”High “D” - Faster - Faster

High “I”High “I” - Faster - Faster

High “S”High “S” - Slower - Slower

High “C”High “C” - Slower - Slower

DISCGains Security by:Gains Security by:

High “D”High “D” - Being in - Being in controlcontrolHigh “I”High “I” - Flexibility, - Flexibility, varietyvarietyHigh “S”High “S” - Close - Close relationshipsrelationshipsHigh “C”High “C” - Preparation - Preparation

DISCMotivated by (outstanding need):Motivated by (outstanding need):

High “D”High “D” - Achievement - Achievement

High “I”High “I” - Social - Social recognitionrecognitionHigh “S”High “S” - Acceptance, - Acceptance, stabilitystabilityHigh “C”High “C” - Correctness - Correctness

DISCMeasure progress by:Measure progress by:

High “D”High “D” - Results - Results

High “I”High “I” - Applause, - Applause, praisepraiseHigh “S”High “S” - Appreciation - Appreciation

High “C”High “C” - Getting it - Getting it rightright

DISCFears:Fears:

High “D”High “D” - Being taken advantage of, loss of - Being taken advantage of, loss of controlcontrolHigh “I”High “I” - Social rejection - Social rejection

High “S”High “S” - Personal rejection, sudden change - Personal rejection, sudden change

High “C”High “C” - Criticism of what they do - Criticism of what they do

DISCIrritated by:Irritated by:

High “D”High “D” - Inefficiency, indecision, - Inefficiency, indecision, slownessslownessHigh “I”High “I” - Routine, formality - Routine, formality

High “S”High “S” - Insensitivity, impatience - Insensitivity, impatience

High “C”High “C” - Surprises, - Surprises, unpredictabilityunpredictability

DISCDecisions are:Decisions are:

High “D”High “D” - Quick - Quick

High “i”High “i” - - SpontaneousSpontaneousHigh “S”High “S” - - ConsiderateConsiderateHigh “C”High “C” - Deliberate - Deliberate

DISCMajor limitation:Major limitation:

High “D”High “D” - Impatience, selective - Impatience, selective listeninglisteningHigh “I”High “I” - Lack of follow-through - Lack of follow-through

High “S”High “S” - Overly modest, resist - Overly modest, resist changechangeHigh “C”High “C” - Overly critical of self and - Overly critical of self and othersothers

DISCCould increase effectiveness by:Could increase effectiveness by:

High “D”High “D” - Developing patience and listening - Developing patience and listening skillsskillsHigh “I”High “I” - Self-discipline, follow through on tasks - Self-discipline, follow through on tasks

High “S”High “S” - Belief in themselves, being more open - Belief in themselves, being more open to changeto changeHigh “C”High “C” - Being more tolerant of self and others - Being more tolerant of self and others

READING YOUR GRAPHSREADING YOUR GRAPHS

HOW TO WORK WITH OTHER TYPES?HOW TO WORK WITH OTHER TYPES?

Working with othersHigh 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 otherHigh 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

Working with othersHigh 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”

Working with othersHigh 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

DI

S C

Working with others

Fair to Good

Fair to PoorPoor Fair to Good

Poor

Good

COMMUNICATION EXERCISECOMMUNICATION EXERCISE

Eight Core Styles