THE BUSINESS OF TOMORROW

2. THE BUSINESS OF TOMORROW Module 6 KNOWING ONESELF - A LOOK IN THE MIRROR

4. Have identified their personal styles of interacting with others in the work setting. Be able to recognize the circumstances that best promote their personal effectiveness; Be able to shed light on the difference between self and others, and the environment needed to foster and maintain positive, productive interpersonal relationships. Be better equipped to facilitate work teams where the members have a mix of different styles. MLCP: The Business of Tomorrow MODULE 6: KNOWING ONESELF Learning Outcomes On successful completion of this module, participants will:

5. ‘DISC’ PERSONAL PROFILE SYSTEM

6. It’s an aid to identifying your personal style of interacting with others. . . a way to help you understand yourself and others better in the work setting. . . identifies your particular ‘Style Pattern’ and helps you recognize the environment that best promotes your effectiveness. What is the 'DISC'? D I C S

7. Do unto others as you would wish them to do unto you. Do unto others as THEY would wish to be DONE UNTO!

8. It IS highly accurate! The system has been used throughout North America for many years, and 19 out of every 20 are amazed at the accuracy of the information it reveals! It ISN’T a clinical, or ‘pass-or-fail’ test More on what the 'DISC' D I ISN'T C S and IS - There are no ‘right’ or ‘wrong’ answers - There’s only ‘the way it is’ as it applies to you.

9. Being able to study the situation and the people you interact with, to identify the behavioural style that best meets the circumstances; Learning how to adjust your behaviours so as to remain in a positive position by acting flexibly; Becoming more aware of your particular strengths and weaknesses, to capitalize on your strengths and minimize the effects of your weaknesses. Keys to Interpersonal Success

10. For each group in turn, respond in terms of what’smost / least typical of you in the work setting. 1. enthusiastic daring diplomatic satisfied MOST LEAST Choose and circle only the one word that is ‘Most’ typical, then the one word that is ‘Least’ typical of you in each Example group. 'DISC' Response Matrix There’s a two-part ‘scoring matrix’, with 28 groups of 4 words/group:

11. Take all the time you need now to make your word selections

12. OUTGOING TASK PEOPLE RESERVED 'DISC' Fast-Paced Involved Energetic Enthusiastic Optimistic Positive Function Relationships Form Friendships Plans Caring Programs Sharing Dimensions Projects Feelings STEADINESS Process Emotions Slower Pace Cautious Reluctant Concerned Critical Discerning

13. OUTGOING TASK PEOPLE RESERVED THE 'DISC' DOMAINS TASK-ORIENTED AND OUTGOING PEOPLE-ORIENTED AND OUTGOING - Dominant - Direct - Inspiring - Impressive - Demanding - Decisive - Influencing - Inducing - Determined - Doers - Interactive - Interested D I C S TASK-ORIENTED AND RESERVED PEOPLE-ORIENTED AND RESERVED - Careful - Cautious - Steady - Supportive - Contemplative - Compliant - Stable - Sensitive - Calculating - Competent - Status Quo - Specialist

14. OUTGOING TASK PEOPLE RESERVED INFLUENCING DOMINANCE D I THE DOMAINS IN SUMMARY CONSCIENTIOUS C S STEADINESS

15. 5-10% 25-30% 15-20% 45-50% INFLUENCING OUTGOING DOMINANCE D I THE DISC MIX IN NORTH AMERICA TASK PEOPLE CONSCIENTIOUS C S STEADINESS RESERVED

16. TALLY BOX Separate your Response Matrix to reveal the circled symbols. GRAPH 1 MOST GRAPH 2 LEAST GRAPH 3 DIFF. First count the different symbols in the ‘Most’ columns of the Matrix, and fill in your ‘Most’ counts on your Tally Sheet. D D D Z - Z Z = I I I - = S S SD - Next count the symbols circled in the ‘Least’ columns and record these also. = C H C H C H - = Now check that the scores in your first 2 Tally Box columns each add up to 28. (If not, go back & recount the symbols circled on your Response Matrix!) N N +28 +28 Now subtract the ‘Least’ from ‘Most’ Tally Box values to determine your ‘Difference’ scores. Determining Your 'DISC' Scores 2 14 -12 3 11 - 8 11 1 +10 12 1 +11 0 1

17. Starting with the large graph first, Then connect the marks to draw a profile. 2 14 -12 3 11 - 8 Now do likewise to construct your other two profiles. 11 1 +10 12 1 +11 0 1 Graphing Your 'DISC' Results mark your Tally Box scores on the graph scales like this

18. Identifying Your Primary Style Circle the Style Letter above the highest point on each graph. (In the example, it’s a “C” each time. - yours may vary) Your ‘Graph I’ high point denotes your ‘OBSERVED STYLE’ – how others tend to view you. Your ‘Graph II’ high point denotes your ‘BACK-UP STYLE’ – what you tend to be like when under stress. Your ‘Graph III’ high point denotes your ‘PRIMARY STYLE’ or normal behavioral pattern.

19. Dominance Influencing D I When your Primary Style is reviewed, consider how closely it compares with your self-perception. C S Conscientious Steadiness The 'DISC' Styles Explored We’ll next look at each of the Primary Styles in turn: - Likes and dislikes; - Behavioural tendencies; - What’s typical of each.

20. ‘High D’s are motivated to solve problems and get immediate results! “I know what I want - and I go after it!” ‘High D’s have a healthy dissatisfaction with the ‘status quo’. “I like being my own boss!” “I love new challenges!” They like direct answers, variety, and often think and act independently. Dominance D The 'High D' Primary Style They often forget that others may prefer . . - Time to weigh the pros and cons; - Explanations for decisions; - Some time to socialize; - Being more cautious about change.

21. ‘High I’s are motivated to persuade and influence others; “I enjoy telling stories and entertaining!” ‘High I’s are outgoing, and like to share their thoughts and feelings; “I like freedom from control and detail!” They much prefer to work with others than to work alone; “I get very enthusiastic about things!” Influencing I The 'High I' Primary Style They often forget that others may prefer . . - More facts, and shorter answers; - More systematic, organized approaches; - More follow-through (by the ‘High I’) - A lower-key approach!

22. ‘High S’s are motivated to promote stable, organized conditions and relations; “I can be counted on to get the job done!” The ‘High S’ tend to be patient, and have good interpersonal skills; “I like working with people who get along!” “I like helping other people!” They prefer participating more so than directing; listen more than they talk; S Steadiness The 'High S' Primary Style They often forget that others may prefer to - Focus on the ‘big picture’ and prioritize; - Make decisions more promptly; - Know the needs & wants (of the ‘S’); - Challenge the way things are done!

23. ? ‘High C’s are motivated to achieve highest personal standards; “I like people who are organized and have high standards!” ? They tend to be diplomatic and to carefully weigh the pros and cons; “I like taking time to analyze things!” “I’m not comfortable in emotional situations!” ? They prefer environments with very clearly-defined expectations; C Conscientious The 'High C' Primary Style They often forget that others may prefer to - Deal more directly with conflict; - Use policies only as guidelines; - Openly communicate and negotiate; - Better understand what will satisfy!

24. GRAPH III (DIFF.) SEGMENT Using only large Graph III, and starting at your score-mark on the “D” scale, trace across to the right, and note the Segment Number (e.g., a ‘2’). Record the number in the box beneath the “D” scale. Repeat and note your “I”, “S” and “C” Segment Numbers. SEGMENT NUMBERS You will then have identified your 4-digit reference number (e.g., 2167). Establishing Your 'Pattern Number' Now identify your ‘Classical Pattern Reference Number’, as follows: 2 1 6 7

25. Now use the reference tables to identify what your ‘Classical Pattern’ is called. Do this by locating your 4-digit ‘Pattern Number’, and you’ll find the pattern name listed beside it. (e.g., #2176 is a ‘Perfectionist’) 11- Unders 2211- Undershift 2177 2177 - Perfectionist 2176 - Perfectionist 2175 - Perfectionist 2174 - Specialist 2173 - Specialist 72 - Specia You’ll be given a corresponding document that addresses your particular ‘DISC’ Profile in much greater detail. Read, and expect to be surprised at just how insightful you’ll find the information to be! Identifying Your 'Classical Pattern'

26. “Who provided all this information? – I wanna know right this minute!” D “Hey, guys! Wait till you read all this – It’s a hoot, and on the money, too!” I “I’m suspicious! I think my privacy has been violated! - All my secrets are out!” C “Well, I guess it’s alright – it doesn’t say anything nasty, and it’s really all quite true” S

27. D I C S D I S C ‘DISC’ BEHAVIOURSCARRIED TO EXTREME In Normal Situations Under Pressure Extreme Behaviour In-Charge Leaves Demanding Deciding Persuading Gives Up Over-sells Enthusiastic ‘Pouts’ Supportive Acts Hurt Gives In Friendly Accuses Careful Emotional Indecisive Quiet Attacks

28. ‘D’ is an impulse shopper - No list! ‘I’ tells you where everything is, and what’s on special - whether you ask or not! ‘S’ is prepared; has a list, and gets it done quietly and efficiently ‘C’ wouldn’t think of going shopping without the coupons and a calculator ‘DISC’ ON GROCERY SHOPPING:

29. Watch out for ‘D’s on golf carts: They’ve been known to drive clean through other twos and foursomes. ‘D’ The ‘I’s spend more time in the club house talking than on the course. ‘I’ The ‘S’s golf on the same day, at the same time, and same place, using the same clubs. ‘S’ The ‘C’s keep score, and play strictly by the rules. They clean their clubs a lot, too. ‘C’ ‘DISC’ ON THE GOLF COURSE

30. ‘D’ walks up, gets into the elevator, and immediately presses the ‘Close Doors’ button. ‘I’ lets others in, saying, “There’s always room for one more”, and, “Come on, we’ll wait for you” ‘S’ waits first in one line, then in the other, unable to decide which elevator to stand in line for. ‘C’ gets on the elevator, counts the number on board; and if overloaded, makes someone get off. ‘DISC’ AND THE BUSY ELEVATOR

31. D ‘D’ usually reads only the headlines; mixes up the pages, and scatters the sections. ‘I’ usually reads the obituaries first to see if (s)he knows any of those mentioned. I S ‘S’ usually goes over the newspaper from the fron to the back page, and clips articles of interest C ‘C’ calls the newspaper office if (s)he finds a word spelled incorrectly ‘DISC’ ON READING THE NEWSPAPER

32. D comes in late, and makes everyone stand while (s)he takes a middle seat I comes with friends. They do all the talking and all of the applauding. S gets there 15 minutes early. (S)he has seen this movie a number of times before, and C likes it a lot. always reads the reviews before attending ‘DISC’ AT THE MOVIE THEATRE

33. Dominance Influencing D I C S Conscientious Steadiness RECOGNITION QUIZ‘DISC STYLES Now try your hand at recognizing DISC styles in the Quiz provided.

34. ‘DISC’ COMPATIBILITY OF STYLES The circles represent the ‘DISC’ Styles of two people. When the circles overlap only slightly, the compatibility or ‘Comfort Zone’ between the individuals is low. The more the circles overlap, the greater the style compatibility is likely to be

35. ASSESSING ‘DISC’ STYLES OF OTHERS Here’s a ‘Ready Reckoner’ for assessing the ‘DISC’ styles of other people. The instructions are given on the sheets.

36. ‘DISC’ KEYS TO RELATING WITH OTHERS

37. Take Care, Folks! See You Next Week.