webmd presents communication strategies using disc given by: michelle benvenisti
TRANSCRIPT
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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
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Graph II - Participant Graphs
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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?
I
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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?
D
I
C
S