Using Communication Styles - Formula for Success

1. Using Communication Styles - Formula for Success San Diego, California Bonnie Burn

2. Plan . . . Formula for Success Purpose Leverage Communication Style Build upon your Communication Strategies Process Gain Insight & Practical Application Payoff Improved Communications with …. Co-Workers, Boss, Staff Internal Customers & External Customers

3. Training Outline 2. Your Style 3. All Styles 4. Practice 5. Get Results 1. DISC Model

4. Training Outline 1. DISC Model 2. Your Style 3. All Styles 4. Practice 5. Get Results

5. DISC refers to ? DISC Assessment Based on observable behavior (not personality) Measures Pace (how direct) Measures Priorities (how open) DISC Report includes Graphs Part 1: Understanding your own personal style Part 2: Action Plans for interaction… Team, Internal & External Customers DISC Communication Style Describes how we are “wired” Based on Nature & Nurture You’re OK!

6. IF ….. ??? Try to speak? Why? Don’t want to be _____ American! Stretch/Flex Native language remains

7. Your Opportunity to Stretch Your Opportunity to Strech

8. Find Highest Point in Graph II Natural Style Graph II Adapting Style Graph I D I S C D I S C 8 3. Circle Highest Point Go to DISC Report - Page 5 2. Focus on Graph II

9. Activity Based on highest point on your Natural Graph II Back of Room Front of Room 9 Please go to your side of the room.

10. DISC World Tour - Basic Words & Actions Athletes Coaches Scientists Teachers

11. Video – Pure Styles (Intro & Goals) D, I, S, C ?

12. Training Outline 2. Your Style 3. All Styles 4. Practice 5. Get Results 1. DISC Model

13. WRITE ON PG 5- STYLE ASSESSMENT NOT SKILL Natural Style Graph II Adapting Style Graph I Snapshot of One Workday 05—01-12 Real You – 24/7 At Work or Home Energy Line

14. Style - High D Problem Solving (Quick) High Intensity = Problem Solve NOW! I S C May rush into decision making Energy Line = Energized when Assertive. Strong “D” – your example?

15. Style - Low D Problem Solving (Cautious) I S C • 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 Energy Line = Energized when Assertive. Low Intensity = Process First, then Solve Problem

16. Style - High I People (Expressive) D S C High Intensity = Be out front Enthusiasm can overpower Energy Line = Energized when Interacting. Strong “I” - your example ?

17. Style - Low I People (Reserved) D S C • 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 = Be out front Energy Line = Energized when Interacting. Low Intensity = Prefers calm interactions

18. D I C Style - High S Plan (Methodical) High Intensity = Supportive. Orderly plans. May want to keep things status quo Energy Line = Energized by Planning. Strong “S” - your example?

19. Style - Low S Plan (Spontaneous) D I C High Intensity = Supportive. Orderly plans. • May have a plan and then quicklychangesto 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. Energy Line = Energized by Planning. Low Intensity = Prefers to be spontaneous, brainstorm lots of ideas.

20. D I S Style - High C Procedures (Detailed) High Intensity = Analyzes, prefers procedures. Can get stuck in the details Energy Line = Energized by Procedures & Details. Strong “C” - your example?

21. Style - Low C Procedures (Sees Possibilities) D I S • Changes the rules if they don’t seem to fit the situation. • Independent. • Has a “CanDo” attitude. • Results don’t always have to be 100%. • Can learn the SKILL of doing accurate paperwork. High Intensity = Analyzes, prefers procedures. Energy Line = Energized by Procedures & Details. Low Intensity = Big Picture. Conceptual.

22. Handout - Basic Graph II Explanation

23. Instructions - Basic Graph II Explanation

24. Instructions - Basic Graph II Explanation

25. Based on Graph II - Group Breakdown Sample Participants DISC Grad… Replace with your Group’s Breakdown 25

26. = Graphs I & II ... Significantly Different?“You’re OK!” Adapting Style Graph I Natural Style Graph II Explanation – Graph I Different The day you took the assessment, you were flexing, to get the job done..

27. GRAPHS I & II ... Similar“You’re OK” Adapting Style Graph I Natural Style Graph II Explanation – Graph I Same The day you took the assessment, you were able to communicate in your preferred style. =

28. Your Opportunity to Stretch Your Opportunity to Strech

29. Worksheet Comparing Graph II “Natural You” with Graph I “Snapshot of 1 Day at Work” 29

30. How to get started - Example Natural Style Graph II “Calculating.” 30 Line-up Energy Lines Starting with Graph II Line-up D point with word Highlight word in green Example - -

31. Continue process with I, S, C Natural Style Graph II Example • I point lines-up with • S point lines-up with • C point lines-up with • Connect the highlighted words - “Animated” “Patient” “Arbitrary” 31

32. Graph I - Example Adapting Style Graph I • D lines up- • I lines up- • S lines up- • C lines up- • Highlight word in blue - “Indirect” “Inspiring” “Risk-taker” “Big-Picture” 32

33. Graph Gap Analysis - Example 1. Starting with green D highlighted word 2. When counting the words from green to blue … to there are 3 down. 3. The #3 is written at bottom of page “3 D goes Down.” 4. Continue same process for I, S, C. (If blue word is above green word, then the # written would be next to the “Goes up” reference.) - “Calculating” “Calculating.” “Indirect” 3 33

34. Training Outline 3. All Styles 2. Your Style 4. Practice 5. Get Results 1. DISC Model

35. Strengths They excel at … • ominant • Asks questions that challenge tradition • Works quickly to resolve issues I • nteractive • Brings a sense of enthusiasm • Easily negotiates conflicts between teams • ompliant • Clarifies complex issues • Demonstrates technical expertise • teady • Excels at calming disagreements • Looks for different approaches 35

36. Motivators They tend to prefer… I • ominant • Authority equal to responsibility • Opportunities to express ideas and opinions • nteractive • Recognition for skills and insights • Power to control own career path • ompliant • Tasks completed right first time • Projects highly specialized • teady • Sincerity from groups and peers • Sufficient time to adjust to change 36

37. Communication Tips When communicating with them… I • nteractive • Be engaging and fast-paced • Provide immediate incentives for them • ompliant • Present ideas logically • List pros and cons of suggestions you make • teady • Be candid, open and patient • Provide assurance on their input and suggestions • ominant • Get to the point quickly; Don’t ramble • Be prepared to handle some objections 37

38. Your Opportunity to Stretch Your Opportunity to Strech

39. Pair & Share – Using your “Summary Style” • Share • Strengths, • Motivators, • Communication Tips • Similarities? Differences? • What did you learn about communicating with your partner?

40. Style Summary Page 12 of Your Report

41. Training Outline 4. Practice 2. Your Style 3. All Styles 5. Get Results 1. DISC Model

42. How to Identify Another’s Style Job Aid 42

43. Job Aid - 4 Basic DISC Styles Job Aid 43

44. Job Aid - Who is a D ? I? S? C? Job Aid 44

45. Your Opportunity to Stretch Your Opportunity to Strech

46. Video – The Meeting (Effective Communications) D, I, S, C ?

47. What style is Joan? And why? • Conversation: Opens with informal message. Example:"What's Up?!" or "What's happening?!" • Pace: Spontaneous, speaks rapidly.Example:"I have a great idea for the business, • oh, and did you receive my email • about my fantastic vacation?“ • Tone: Enthusiastic, optimistic, inspirational.Focus: Builds alliances, generates ideas. • Talks & Listens in feeling terms.Power Cues: Prestigious awards on wall. • Loves to talk on phone. Example:"I just called because I'm bored..."

48. What style is Greg? And why? Conversation: Formal & Factual. Example:"Mr. Hall, where is the justification for your request?“ Pace: Methodical, procedure-driven, analytical.Example:"Please follow the timeline exactly as it is.“ Tone: Business-like, controlled, logical, listens quietly & then asks why.Example:"Our current software is working, why buy the new version?"Focus: Procedures, accuracy, quality.Example:"We will ship the parts when they are correct.“ Power Cues: Spreadsheets, technical manuals, books, reference materials are sequenced.

49. What style is Michael? And why? • Conversation: Opens with a personal greeting.  Example:"Hello Susan, how are you today? • How are those lovely kids?" • Pace: Methodical, Process-driven, Contemplative. • Tone: Friendly, Compassionate & Soft-spoken.Focus: Relationships, natural listeners. • Example: • "Joe, if you need help on that report, just let me know.“ Power Cues: Family photos, mementos, & serene artwork.

50. What style is Susan? And why? • Conversation: Charges right into issue. Example:"Market's going down, how are you?“ • Pace: Fast & abbreviated.Example:“Ryan? Susan. Bob there?“ • Tone: All business, confident, demanding.Focus: Solve problems...quickly!Power Cues: Determine time & place. Example:"I'll call you at 3:00 PM tomorrow."