the business of tomorrow

MLCP: The Business of TomorrowMODULE 6: KNOWING ONESELF

On successful completion of this module, participants will:

Have identified their personal styles of interacting with others in the work setting.

Be better equipped to facilitate work teams where the members have a mix of different styles.

Learning Outcomes

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 able to recognize the circumstances that best promote their personal effectiveness;

‘DISC’PERSONAL

PROFILE SYSTEM

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.

Do unto others

as THEY would wish

to be DONE UNTO!

It IS highly accurate! The system has been used throughout North America for many years, and 19 out of every 20 are amazed atthe accuracy of the information it reveals!

It ISN’T a clinical, or ‘pass-or-fail’ test- There are no ‘right’ or ‘wrong’ answers- There’s only ‘the way it is’ as it applies to you.

Keys to Interpersonal Success

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.

There’s a two-part ‘scoring matrix’,with 28 groups of 4 words/group:

1.enthusiasticdaringdiplomaticsatisfied

MOST LEAST

Example

For each group in turn, respond in terms of what’s most / least typical of youin the work setting.

Choose and circle only the one word that is ‘Most’ typical, then the one word that is ‘Least’ typical of you in each group.

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

FunctionFormPlansProgramsProjectsProcess

RelationshipsFriendshipsCaringSharingFeelingsEmotions

Fast-Paced Involved

OptimisticEnergetic

PositiveEnthusiastic

Slower Pace Cautious

CriticalReluctant

DiscerningConcerned

PEOPLE-ORIENTEDAND OUTGOING

TASK-ORIENTED AND RESERVED

PEOPLE-ORIENTEDAND RESERVED

- Dominant - Direct- Demanding - Decisive- Determined - Doers

- Inspiring - Impressive- Influencing - Inducing- Interactive - Interested

- Careful - Cautious- Contemplative - Compliant- Calculating - Competent

- Steady - Supportive- Stable - Sensitive- Status Quo - Specialist

TASK-ORIENTEDAND OUTGOING

15-20%

5-10% 25-30%

45-50%

Z Z Z

H H HN N

TALLY BOX

+28 +28

D D D

I

S

C

I

S

C

I

SD

C

-

-

-

-

=

=

=

=

GRAPH 1 MOST

GRAPH 2 LEAST

GRAPH 3 DIFF.

-12- 8+10

0

231112

1

14111

1 +11

Separate your Response Matrix to reveal the circled symbols.

First count the different symbols in the ‘Most’ columns of the Matrix, and fill in your ‘Most’ counts on your Tally Sheet.

Next count the symbols circled in the ‘Least’ columns and record these also.

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!)

Now subtract the ‘Least’ from ‘Most’ Tally Box values to determine your ‘Difference’ scores.

0 1

2 14 -123 11 - 811 1 +1

012 1 +11

mark your Tally Box scores on the graph scales like this

Starting with the large graph first,

Then connect the marks to draw a profile. Now do likewise to construct your other two profiles.

Circle the Style Letter above the highest point on each graph. (Inthe example, it’s a “C” each time.- yours may vary)

Your ‘Graph III’high point denotesyour ‘PRIMARYSTYLE’ or normalbehavioral pattern.

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.

Dominance Influencing

Conscientious Steadiness

We’ll next look at each of the Primary Styles in turn:

When your Primary Style is reviewed, consider how closely it compares with your self-perception.

- Likes and dislikes;- Behavioural tendencies;- What’s typical of each.

Dominance

“I like being my

own boss!”

“I know what I want - and I

go after it!”

“I love new challenges!”

They often forget that others may prefer . .

‘High D’s are motivated to solve problems and get immediate results!

‘High D’s have a healthy dissatisfaction with the‘status quo’.

They like direct answers, variety, and often think and act independently.

- Being more cautious about change.- Some time to socialize;- Explanations for decisions;- Time to weigh the pros and cons;

They often forget that others may prefer . .Influencing

“I like freedom

from control and detail!”

“I enjoy telling stories and

entertaining!”

“I get veryenthusiastic

about things!”

- A lower-key approach!- More follow-through (by the ‘High I’)- More systematic, organized approaches;- More facts, and shorter answers;

‘High I’s are motivated to persuade and influence others;

‘High I’s are outgoing, and like to share their thoughts and feelings;

They much prefer to work with others than to work alone;

They often forget that others may prefer to

Steadiness

“I like working with

people who get along!”

“I can be counted on to get

the job done!”

“I like helping other

people!”

- Challenge the way things are done!- Know the needs & wants (of the ‘S’);- Make decisions more promptly;- Focus on the ‘big picture’ and prioritize;

‘High S’s are motivated to promote stable, organizedconditions and relations;

The ‘High S’ tend to bepatient, and have good interpersonal skills;

They prefer participatingmore so than directing;listen more than they talk;

They often forget that others may prefer to

Conscientious

“I like taking time to

analyze things!”

“I like people who are organized

and have high standards!”

“I’m not comfortable in

emotional situations!”

- Better understand what will satisfy!- Openly communicate and negotiate;- Use policies only as guidelines;- Deal more directly with conflict;

‘High C’s are motivated to achieve highest personal standards;

?

They tend to be diplomaticand to carefully weigh thepros and cons;

?

They prefer environments with very clearly-defined expectations;

?

SEGMENTNUMBERS

GRAPH III (DIFF.) SEGMENT

2 1 6 7

Now identify your ‘Classical PatternReference Number’, as follows:

Using only large Graph III, andstarting at your score-mark onthe “D” scale, trace across to the right, and note the Segment Number (e.g., a ‘2’).

Record the number in the boxbeneath the “D” scale.

Repeat and note your “I”, “S”and “C” Segment Numbers.

You will then have identified your 4-digit reference number (e.g., 2167).

11- Unders2211- Undershift

21772177 - Perfectionist2176 - Perfectionist2175 - Perfectionist2174 - Specialist 2173 - Specialist 72 - Specia

Now use the reference tables to identifywhat your ‘Classical Pattern’ is called.

Do this by locating your 4-digit ‘Pattern Number’, and you’ll findthe pattern name listed beside it.(e.g., #2176 is a ‘Perfectionist’)

You’ll be given a corresponding document that addresses your particular ‘DISC’ Profile in muchgreater detail.

Read, and expect to be surprised at just how insightful you’ll find the information to be!

“Who provided all this information? – I wanna know right this minute!”

“Hey, guys! Wait till you read all this – It’s a hoot, and on the money, too!”

“Well, I guess it’s alright – it doesn’t say anything nasty, and it’s really all quite true”

D

I

C

S

“I’m suspicious! I think my privacy has been violated! - All my secrets are out!”

‘DISC’ BEHAVIOURS CARRIED TO EXTREME

D

I

S

C

In Normal Situations

In-ChargeDeciding

PersuadingEnthusiastic

SupportiveFriendly

CarefulQuiet

UnderPressure

Demanding

Over-sells

Gives In

Indecisive

ExtremeBehaviour

Leaves

Gives Up‘Pouts’

Acts HurtAccuses

EmotionalAttacks

‘DISC’ ON GROCERY SHOPPING:

is an impulse shopper - No list!

‘D’

tells you where everything is, and what’s on special - whether you ask or not!

‘I’

is prepared; has a list, and gets it done quietly and efficiently

‘S’

wouldn’t think of going shopping without the coupons and a calculator

‘C’

‘DISC’ ON THE GOLF COURSE

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’

‘D’ walks up, gets into the elevator, and immediately presses the ‘Close Doors’ button.

‘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.

‘I’ lets others in, saying, “There’s always room for one more”, and, “Come on, we’ll wait for you”

‘DISC’ AND THE BUSY ELEVATOR

‘DISC’ ON READING THE NEWSPAPER

D ‘D’ usually reads only the headlines; mixes up the pages, and scatters the sections.

I ‘I’ usually reads the obituaries first to see if (s)he knows any of those mentioned.

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’ AT THE MOVIE THEATRE

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.

C always reads the reviews before attending

S gets there 15 minutes early. (S)he has seen this movie a number of times before, and likes it a lot.

Dominance Influencing

Conscientious Steadiness

Now try your hand at recognizing DISC styles in the Quiz provided.

RECOGNITION QUIZ‘DISC STYLES

‘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

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

‘DISC’ KEYS TO RELATING WITH OTHERS

Take Care, Folks!

See You Next Week.