WebMD

Presents

Communication Strategies Using DISC

Given by: Michelle Benvenisti

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Purpose for Today

• Purpose

• Process

• Payoff

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DISC FYI …

• Behavioral Styles

– Focus is on external, observable behaviors measured by one’s openness & directness.

• How to use this Report

– Part 1: Understanding your own personal style

– Part 2: Action Plans for interaction

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Question . . .

• If you go to Italy, would it be wise to try and speak the language?

• Why?

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Visiting Four Countries

• Before visiting other countries, learn basic words & actions.• Your native language (or style) remains your most familiar language.• What are some positive characteristics about each profession?

Athlete Coach

ominant nteractive

Teacher Scientist

teady ompliant

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DISC World Tour

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Page 5DISC Report

Natural StyleGraph II

D I S C

Sample Graphs

Identify Natural Style

• Focus on Graph II - Natural

• Circle highest point(s.)

Adapting StyleGraph I

D I S C

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Left Side of Room Right Side of Room

Divide & Conquer!

• Based on the highest point on your Graph II - Natural– Please go to your side of the room.

Teacher Scientist

teady ompliant

Athlete Coach

ominant nteractive

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Energy Line

Please Write the Following on Page 5

Styles Assessment NOT Skill Assessment

Adapting Style Graph I

Snapshot ofOne Workday

Natural StyleGraph II

Real You – 24/7At Work or Home

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Energy Line = Energized when Assertive.

High Intensity =

Problem Solve NOW!

Strong “D” – your example?

I S C

STYLE - High D - Problem Solver (Quick)

May rush into decision making

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STYLE - Low D – Problem Solver (Cautious)

• Thinks before deciding on a solution• Reflects before selecting a

conclusion.• Priority is to first gather

information, then determine best options.• Can develop SKILL to make

quick decisions if needed.

High Intensity = Problem Solve Now

Low Intensity = Process First, thenSolve Problem

I S C

Energy Line = Energized when Assertive.

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STYLE - High I – People (Expressive)

Energy Line = Energized when Interacting.

High Intensity = Gets energizedaround people

D S C

Strong “I” - your example ?

Enthusiasm can overpower

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STYLE - Low I – People (Reserved)

• Prefers to be behind the scenes, not center stage.• Approaches interactions in a

more reserved manner.• More apt to observe before

engaging in conversation with someone new.• Can learn SKILL to be

outspoken, speak in front of groups.

High Intensity = Get energizedaround people

Low Intensity = Prefers calm interactions

D S C

Energy Line = Energized when Interacting.

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STYLE - High S – Plan (Methodical)

D C I

Strong “S” - your example?

Energy Line = Energized by Planning.

High Intensity = Supportive. Orderly plans.

May want to keep things status quo

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STYLE - Low S – Plan (Spontaneous)

• May have a plan and then quickly changes to a whole new approach.• If project is not fun or exciting,

may generate new strategies to get themselves motivated. • Prefers others do the planning.• Can develop SKILL to be

organized and follow timelines.

High Intensity = Supportive.Orderly plans.

Low Intensity = Prefers to be spontaneous, brainstorm lots of ideas.

D C I

Energy Line = Energized by Planning.

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STYLE - High C – Procedures (Accuracy)

D S I

Strong “C” - your example?

High Intensity = Analyzes, prefers procedures.

Energy Line =

Energized by Procedures and Details.

Can get stuck in the details

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STYLE - Low C – Procedures (Sees Possibilities)

• Changes the rules if they don’t seem to fit the situation.• Independent.• Has a “Can Do” attitude.• Results don’t always have to be

100%.• Can learn the SKILL of doing accurate paperwork.

High Intensity = Analyzes, prefers procedures.

Low Intensity = Big Picture.Conceptual.

D S I

Energy Line =

Energized by Procedures & Details.

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The DISC Debriefer – Does this Sound Like You?

ompliant• Energized by Accuracy

with Procedures

teady• Energized by

Accommodating when Planning

ominant• Energized when

Assertive with Problem Solving /Challenges

nteractive• Energized by

Inspiring People

Descriptors• Problem Solve• Challenge• Results

Descriptors• People-Limelight• Idea Person• Light-hearted

Descriptors• Plan/Routine• Cooperative• Reliable/Steady

Descriptors• Accurate• Cautious• Logical

Energy Line

ompliant• Prefers to be big

Picture focused with Procedures

teady• Prefers to be

Spontaneous if Planning

ominant• Prefers to be

Reflective before Solving Problems & Challenges

nteractive• Prefers to be

composed when talking to people

Descriptors• Process • Careful• Reflective

Descriptors• Subtle • Modest• Behind the Scenes

Descriptors• Spontaneous• Care-free• Impulsive

Descriptors• Break the rules if needed• Risk Taker• Big Picture Focus

Graph II - Participant Graphs

Graph II - Participants Graphs

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Based on Graph II - Overview of Styles

Participants DIRECT – Fast Paced

INDIRECT – Slower / Cautious

GUARDED –Task Oriented

OPEN – Relationship / People Oriented

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Page 5 of your report

Graphs I & II - Similar

• If both Adapting Style & Natural Style are similar:

– You tend to use same behavioral traits across environments.

– Work feels inline with how you would like to be communicating.

Adapting Style Graph I

Natural StyleGraph II

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• If Adapting Style is significantly different than Natural Style:

– Going out of comfort zone (style) to get job done.

– Shows flexibility.

– If prolonged, can cause stress.

• Helpful – recall what responsibilities you were carrying out the day you took the DISC.

Graphs I & II - Different

=

Adapting Style

Graph I

Natural Style

Graph II

Page 5 of your report

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Comparing DISC Graph II with IAdapting

Style Graph I

Natural Style

Graph II

In the zone…

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Comparing

Graph II “Natural You” with

Graph I “Snapshot of 1 Day at Work”

Comparing DISC Graph II with IParticipant Guide – Page 2

2

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Start with Graph II and yellow marker.

Example:D is a little below Energy Line.

Worksheet:Under “D”, the word “Calculating” is in similar location.

Start with Graph II

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Example:I is at top of Graph II.“Animated”is yellow.

S is in middle of 5.“Patient”is yellow.

C is below the 2.“Arbitrary” is yellow.

Then connect yellow.

Continue process with I, S, C

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D towards top of 2.“Indirect”is blue.

I a little below top of 6.“Inspiring”is blue.

S is bottom of 1.“Risk-taker” is blue.

C is bottom of 1.“Big-Picture” is blue.

Now, do process with Graph I - with different color marker

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Instructions – Example:1. Start with Graph II, yellow under D.

D is at “Calculating.”

2. On the Graph I, blue under D.D is at “Indirect.”

3. Count words in between with yellow as benchmark.

Example:Blue word is 3 words below Yellow word.

4. Write down “3” at bottom of page-Next to “D Goes Down.”

Graph Gap Analysis – Provides Insights

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With partner, review your:-Strengths-Motivators-Communication Tips

Page 12 of Your Report

Activity

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nteractive• Brings a sense of

enthusiasm• Easily negotiates

conflicts between teams

ominant• Asks questions

that challenge tradition

• Works quickly to resolve issues

teady• Excels at calming

disagreements• Looks for different

approaches

ompliant• Clarifies complex

issues• Demonstrates

technical expertise

Strengths

I

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nteractive• Recognition for

skills and insights• Power to control

own career path

ominant• Authority equal to

responsibility• Opportunities to

express ideas and opinions

teady• Sincerity from

groups and peers• Sufficient time to

adjust to change

ompliant• Tasks completed

right first time• Projects highly

specialized

Motivators

I

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nteractive• Be engaging and

fast-paced• Provide immediate

incentives for them

ominant• Get to the point

quickly; Don’t ramble• Be prepared to

handle some objections

teady• Be candid, open

and patient• Provide assurance

on their input and suggestions

ompliant• Present ideas

logically• List pros and cons

of suggestions you make

Communication Tips

I

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Video

D, I, S, C ?

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Decoding Email-Identify style-Highlight key words or identify tone-How can you communicate more effectively with them?

Activity

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Direct, concise, candid, open, decisive. Tell it like it is.

Appreciates no-nonsense communication in return

Activity Debrief

teady ompliantominant nteractive

Use colorful language, casual, optimistic, outgoing, opinionated, sometimes loud, playful and can appear to be unfocused.

Appreciates upbeat tone to communication

Team-oriented, patient, strive to avoid conflict, slower paced, peace-maker, tends to be cautious in decision-making.

Appreciates more time for decision making

Careful, conscientious, correct, accurate, task-oriented, less assertive, reserved in communication.

Appreciates focus on facts and details

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Emailing a D, I, S, C“Team,

We have narrowed our solutions to the tracking automation down to three different options. Included is an overview of the financial impact / benefits with a detailed explanation of each of these options further below. Please provide your feedback on these options no later than Friday, November 11 th at noon.

Benefits Overview:Option A - Reduces our costs by 10%,Option B - Increases productivity by 5% years 1 & 2,Option C - Combination of A&B but 50% higher upfront investment required.

Detailed Description:Option A – Company XYZ provides the following feature sets…Option B- Company ABC…

Thank you,Jane”

“Hi Everyone!

As you all know we have been exploring multiple solutions to automate the way in which we do tracking. I’m excited to say that we have narrowed it down to three options! If we were to go with Option A , it would reduce our costs by 10%. Option A has some tremendous benefits such as the ability streamline our daily reports and… What this means is no more manual entries ! Option B is still a good option and will increase productivity by 5% during years 1 & 2. With Option B, we can also have several new functionalities such as… We could also do a combination of the two because they offer different benefits but it would be 50% higher upfront investment required.

I know you all have a vested interest in ensuring we choose the right solution. I’d love to get your feedback on this by the end of next week.

Thanks so much!!!Jane

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Emailing a D, I, S, C – Which do you Prefer?“Team,

We have narrowed our solutions to the tracking automation down to three different options. Included is an overview of the financial impact / benefits with a detailed explanation of each of these options further below. Please provide your feedback on these options no later than Friday, November 11th at noon.

Benefits Overview:Option A - Reduces our costs by 10%,Option B - Increases productivity by 5% years 1 & 2,Option C - Combination of A&B but 50% higher upfront investment required.

Detailed Description:Option A – Company XYZ provides the following feature sets…Option B- Company ABC…

Thank you,Jane”

“Hi Everyone!

As you all know we have been exploring multiple solutions to automate the way in which we do tracking. I’m excited to say that we have narrowed it down to three options! If we were to go with Option A , it would reduce our costs by 10%. Option A has some tremendous benefits such as the ability streamline our daily reports and… What this means is no more manual entries ! Option B is still a good option and will increase productivity by 5% during years 1 & 2. With Option B, we can also have several new functionalities such as… We could also do a combination of the two because they offer different benefits but it would be 50% higher upfront investment required.

I know you all have a vested interest in ensuring we choose the right solution. I’d love to get your feedback on this by the end of next week.

Thanks so much!!!Jane”

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Emailing a D, I, S, C

• Be friendly & professional but not too casual– Salutations (Thanks, Thanks!!!!, Best -, Cheers, Regards)

• Don’t overuse exclamations or emoticons• Be brief, but not too brief• Be succinct…use bullets• Provide summary information upfront and elaborate further below• Be consistent – use different font color for pertinent information (i.e.

deadline, call to action, etc.)• Use professional auto-signature

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Tension Among Styles

• Pace Problems• Priority Problems• Pace and Priority Problems

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Your Business Communication Challenge

1. What person have you had the most challenging communication with?

2. Why?

3. What behaviors do they exhibit face-to-face, in meetings or in email communication that makes your communication challenging?

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Action Planning

Pages 8 & 9 of your Participant Guide

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Athlete Coach Teacher Scientist

ominant nteractive teady ompliant

Learn on Your Four Country Visits?

What Actions Will You Take?

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Thank You for Coming!

Michelle BenvenistiTraining Director & Certified DISC Trainer

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APPENDIX

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Recognize these Office Spaces?

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