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

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slide2

THE BUSINESS OF TOMORROW

Module 6

KNOWING ONESELF

- A LOOK IN THE

MIRROR

slide4

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:

slide5

‘DISC’

PERSONAL PROFILE SYSTEM

slide6

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

slide7

Do unto others

as you would wish them

to do unto you.

Do unto others

as THEY would wish

to be DONE UNTO!

slide8

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.

slide9

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

slide10

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:

slide11

Take all the time you need now

to make your word selections

slide12

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

slide13

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

slide14

OUTGOING

TASK

PEOPLE

RESERVED

INFLUENCING

DOMINANCE

D

I

THE DOMAINS

IN SUMMARY

CONSCIENTIOUS

C

S

STEADINESS

slide15

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

slide16

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

slide17

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

slide18

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.

slide19

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.

slide20

‘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.

slide21

‘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!

slide22

‘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!

slide23

?

‘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!

slide24

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

slide25

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'

slide26

“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

slide27

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

slide28

‘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:

slide29

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

slide30

‘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

slide31

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

slide32

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

slide33

Dominance

Influencing

D

I

C

S

Conscientious

Steadiness

RECOGNITION QUIZ‘DISC STYLES

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

slide34

‘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

slide35

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.

slide37

Take Care, Folks!

See You Next Week.