Transcript The Values of Rotary International

DISC and Values
Theory & Understanding
Lodi Leadership
February 14, 2012
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GOALS:
1.
Understand your own ‘style’
2.
Understand those who have a different
style
3.
Increase effectiveness with your style
(become more authentic)
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DISC Theory
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DISC Theory
3
DISC Theory
3
DISC Theory
3
DISC Theory
3
DISC Theory
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LA101-9
Natural
JG
EH
JW
RD
LD
JK
KM
GS
DS
JT
RL
PS
LA101- 9
Adapted
JG
EH
JW
RD
LD
JK
KM
GS
DS
JT
RL
PS
JK
GS JT
EH
RD
LD
JK
KM LV
JW
LV
PS
DS
JT
KM
The Corporate College
EH
RD
LD
PS
PS
GS
JW
My 4 Friends: Your Teamates
Recognize any of these people?
• In yourselves?
• In your co-workers?
• In your peer group?
• In your family?
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Dress Code
Accurate
Emotional?
ROI
The Training Never Ends
4
Disorganized
Enjoy life
Care Free
Emotional
The Training Never Ends
5
To the point
Multi-task
Demanding
Competitive
The Training Never Ends
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Friendly
Sociable
Easy Going
The Training Never Ends
Steady
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The Training Never Ends
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Learning the styles of others
Colleagues… in the room
How many?
• High D
• High I
• High S
• High C
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Our 4 Colleagues… in the room
Natural Summary
High S team: speed, pace, stability/certainty
driven, change resistant, sense of urgency,
traditional versus innovative, camping versus
driving?
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“D”-Decisive: Obtaining results &
problem-solving.
High D - Solves new problems quickly &
directly. Gets to the bottom-line. Active,
assertive approach to obtaining results.
(Sometimes acts before thinking.)
Low D - Solves new problems in a controlled,
calculated, organized manner. Deliberate,
thinks before acting.
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“I”-Interactive: with people, & control of
emotions.
High I - Meets new people in an outgoing,
gregarious, assertive manner. Tends to be
emotional, reactive, talkative. (Sometimes
impulsive.)
Low I - Meets new people in a quiet,
controlled, & reserved manner. Prefers a
logical approach. Demonstrates control of
emotions.
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“S”-Stabilizing: Pace - Controlled vs.
flexible
High S - Prefers a controlled, deliberate,
predictable environment. Values security of
the situation and disciplined behavior.
Low S - Prefers a flexible, dynamic,
unstructured environment. Values freedom of
expression and ability to change quickly.
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“C”-Cautious: Adherence to standards,
procedures, rules.
High C - Adheres to established rules set by
authority. Does things the “right way,”
according to the book. “Rules are made to be
followed.”
Low C - Operates independently from the rules.
The “right way is my way.” “Rules are made
to be broken.”
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Team Strengths
D = LEADER, COMMANDING
I = PERSUADING, PRESENTER
S = SUPPORTING, SERVICING
C = QUALITY, COMPLIANCE
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SUPPORT Strengths
D = Quick Problem Solvers
I = Good Empathy w/Customer
S = Calms Excited People
C = High Quality Solutions
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TECHNICAL Strengths
D = Good Project Leaders
I = Good People Skills
S = Good Listening Style
C = High Technical Competence
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High “D” Tendencies:
1. HIGH EGO STRENGTH
2. IMPATIENT
3. DESIRE CHANGE
4. Fears: BEING TAKEN
ADVANTAGE OF
5. Motive: DIRECT ANSWERS
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High “I” Tendencies:
1. EMOTIONAL
2. PEOPLE ORIENTED
3. DISORGANIZED
4. Fears: LOSS OF SOCIAL
APPROVAL
5. Motive: FLATTERY & PRAISE
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High “S” Tendencies:
1. EXTREMELY LOYAL
2. FAMILY ORIENTED
3. POSSESSIVE
4. Fears: LOSS OF SECURITY
5. Motive: TRADITIONAL
PROCEDURES
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High “C” Tendencies:
1. PRECISE & ACCURATE
2. SENSITIVE (About their work.)
3. ANALYTICAL
4. Fears: LOSS OF HARMONY
5. Motive: THE “RIGHT WAY”
PROCEED
TO
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Adoption Curve
Innovators
D
Early Adopters D & I
Early Majority
I&S
Late Majority
S&C
Non-Adopters
C
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“D” Style Characteristics
Typical characteristics:
• Likes new ideas, projects and innovations.
• High ego factor.
• Wants the “bottom-line:” NOW.
• Impatient, energetic, and restless.
• Impulsive, decisive, direct & to-the-point.
• Formal, authoritative, challenging style.
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“I” Style Characteristics
Typical characteristics:
• Friendly, people-oriented
• Will be glad you called; may trade jokes and stories
• Won’t discuss business too much;
• Likes to try new & innovative products & ideas.
• May be a name-dropper to see who else is...
• May be your “coach” and everyone’s coach.
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High I – Conversations
Telephone style:
Faster-paced conversation. Open
answers to your questions. Lively
animated speech. Color &
enthusiasm in voice. Quick
responsiveness. May get off-thetrack of your conversation.
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“S” Style Characteristics
Typical characteristics:
•
Somewhat shy, but will warm up after you have
developed credibility
•
•
Rather slow to make changes
•
Lower sense of urgency to get things done, may
complain about the “rush” of deciding now.
•
Stable, dependable, even-keeled, LONG fuse.
Not an “innovator,” but likes proven, traditional
concepts. Family oriented, member of groups.
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High S – Conversations
Telephone Style:
Slower-paced conversation. Open
answers to your questions, especially
after they trust you. A bit warmer than
the “C” style, but still rather
unemotional. Reserved but friendly
style.
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“C” Style Characteristics
Typical characteristics:
• Suspicious of you and your solutions.
• Doesn’t make changes readily.
• Not very talkative.
• Usually not an “innovator.” Will not readily try the
new and innovative.
•
•
Ruled by logic, not emotion.
May have been “burned” with another idea or
program in the past - and now has generalized low
trust level.
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High C – Conversations
Telephone style:
Slower-paced conversation. Closed
answers to your questions.
Unemotional. Cool / distant. Little
variation in voice. No-nonsense.
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Activity...
Into logical or working groups
Discuss these questions and report-out to full
group:
• Share one STRENGTH w/ group
• Share one WEAKNESS w/ group
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FASTER
D
I
OPEN
CLOSED
C
S
SLOWER
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Negotiations
High D – Prepare to be challenged
High I – Prepare to be taken off-track
High S – Stable, patient resistance
High C – Have facts & data ready
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Negotiations
High D – Be direct
High I – Be stimulating & enthusiastic
High S – Stable, patient resistance
High C – Have facts & data ready
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Negotiations –
Handling Objections
High D – Challenging objections
High I – Minimal objections
High S – Think it over…
High C – Maybe not for me right
now
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Population Trends:
Based on Target Consultants, Inc. research in
the high tech industry since 1979. These
trends emerge:
High D =
10 - 15% of U.S. pop.
High I
=
25 - 35%
High S =
45 - 50%
High C =
20 - 30%
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REGIONAL CULTURES
I/S
S
D/I
I
D/I
I/S
S
D/I
C
DISC
I/S
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GOALS (review):
1.
Understand your own ‘style’
2.
Understand those who have a different
style
3.
Increase effectiveness with your style
(become more authentic)
2
ATTITUDES DEFINED
Attitudes are:
• A way of valuing life; paradigm of
thought
• A guide to choices throughout life
• A determinant of purpose and direction
• Relatively constant
• Played out through behavioral style
• Interactive with one another
Different agendas
©2008 •Target
©2008 Target Training International, Ltd.
THE SIX VALUES/ATTITUDES
Values
Basic Attitudes
Theoretical
I will use my cognitive ability to
understand, discover and systemize the
truth.
Utilitarian
Every investment I make must always
have a greater return.
Aesthetic
I will enjoy and appreciate the form,
harmony and beauty around me and
allow it to mold me into all I can be.
THE SIX VALUES/ATTITUDES
Values
Basic Attitudes
Social
I will invest all resources into
helping others to realize their
potential in life.
Individualistic
I will achieve the highest position
and wield the greatest power.
Traditional
From the many individual
meanings of life, I will interpret,
understand and seek a system for
living.
THEORETICAL ATTITUDE
UTILITARIAN ATTITUDE
AESTHETIC ATTITUDE
©2008 Target
SOCIAL ATTITUDE
INDIVIDUALISTIC ATTITUDE
TRADITIONAL ATTITUDE
Feedback / Assessment:
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I learned that ...
I realized that ...
I noticed that ...
I discovered that ...
I was surprised ...
I was pleased ...
I was displeased ...
I re-learned ...
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THANKS!
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