DISC profiles
Understanding DISC profiles
Chapter 5 p.12
Somebody said that understanding DISC Profiles can be extremely useful in dealing with customers and colleagues. I’m not so sure what it is exactly, let alone how to use it. Can you explain it to me?
Your DISC Profile gives you an indication of the behavioral style that you prefer in based on the DISC Dimensions of Behavior Model.
This model provides for four Behavioral Dimensions, each of which encompasses a set of key characteristics and personal behavioral preferences.
The acronym DISC indicates the main characteristic of each of the four styles or dimensions:
D – Dominance
I – Influencing
S – Steadiness
C – Compliance
The table on the right describes typical behavioral characteristics of persons with High “D”, “I”, “S” and “C” preferences:
High ”D”-Dominance
Active, positive movement in an unfavorable environment.
Observable Characteristics High ego strength forceful, competitive.
Basic Orientation Task-Oriented (Results) move people to action, Desire and cause “change”.
Positive Motivators Directness do not like to be entertained or Restrained.
Negative Motivators being taken advantage of – especially criticism of their character (self-concept/ego).
Basic Growth Factors. Impatience is a behavioral limitation, they are selective listeners, tend to have a blind spot regarding other’s views and feelings.
Sees environment as Antagonistic/Hostile
High “I”-Influence
Active, Positive movement in a favorable environment.
Observable characteristics Optimistic and relate to people.
Basic orientation Social-orientation; high-keyed emotionally, love to Entertain
Positive Motivators Social recognition-need companionship, group “Morale”.
Negative Motivators Social rejection-take disapproval in relationships or task criticism as personal rejection by others.
Basic growth factors Disorganization in task behavior is a competency limitation.
Sees environment as Supportive.
Sees environment as Supportive / Favorable.
High ”S” -Steadiness
Passive, agreeable movement in a favorable Environment.
Observable Characteristics Pragmatic the objective group members, “Team” Player or family person.
Basic Orientation Concrete results-Oriented – “bottom-line” approach, not abstractions.
Positive Motivators proven practices-objectives, procedures followed.
Negative Motivators Loss of stability-suspicious of the “unknown” change.
Basic Growth Factors possessiveness and adherence to the code of “Order”.
Tranquility is a key limitation.
Sees Environment as Antagonistic / Hostile
High“C”-Conscientiousness
Cautious, tentative movement in an unfavorable environment.
Observable Characteristics Accurate-the most precise of all patterns. The “quality control” person.
Basic Orientation Task orientated (Detail)-Highly intuitive, “People Readers”, cautious in relationships.
Positive Motivators the “correct or proper” way most self-Discipline
Negative Motivators criticism of their work or their effort in a situation.
Basic Growth Factors Overly-critical and demanding of both themselves and others because of their high standards (though this criticism is often unspoken)
But what practical value does these concepts have?
DISC Dimensions of Behavior help you Discover and capitalize on your unique behavioral strengths. DISC can also help realize that how overusing your strengths can create misunderstandings, tension and conflict.
Knowing how to be responsive to the communication needs of others is the key to success in relationships.
Understanding the Dimensions of Behavior helps you to better under-stand the behavior of others whose strongest behavioral preferences lie in the dimensions (styles) which differ from your own.
Is there any way to determine the behavioral preference of a person, say, for instance, a customer…?
The DISC People Reading Guide is a most valuable tool in this regard, especially if you use it in combination with the DISC Behavioral Styles Summery:
Outgoing / Direct
Faster Pace
More telling
Louder speech
More inflection
More competitive and directing (“D” need)
Closed posture
Unexpressive / Cool face
Feeling unexpressed
Formal
Focuses on “What?”
Priority on goal and Results
or
Reserved / Indirect
Slower pace
More asking
Softer speech
More monotone
More accepting and doing
(“S” need)
Closed posture
Relaxed / warm face
Feelings expressed
Casual
Focuses on “How?”
Priority on cooperation and stability
or
or
More talkative and interactive (“I” need)
Open Posture
Animated / warm face
Feelings expressed
Casual
Focuses on “Who?”
Priority on people and approval
or
More assessing and thinking
(“C” need)
Closed posture
Unexpressive / cool face
Feelings unexpressed
Formal
Focuses on “Why?”
Priority on quality and analysis
DISC Behavioral Styles Summary
Dominance
“D” Influence
“I” Steadiness
“S” Compliance
“C”
Major Goals: Results
Control People involvement
Recognition Security / Stability
Accuracy
Order
Major Fears: Losing control of environment
Being taken advantage of Rejection
Loss of approval Sudden change
Loss of security Criticism of performance
Lack of standards
Dislikes: Being controlled by others
Lack of results Handling complex details
Working alone Hostility, conflict
Unpredictability Disorganization
Unclear explanations
Under Pressure: Domineering
Impatient Emotional
Disorganized Conforming
Indecisive Withdraws
stubborn
As a buyer responds to: Options
Efficiency Testimonials
Saving personal effort Assurance of stability
Personal attention Evidence of quality and accuracy
Logical approaches
Decision style: Quick Emotional / “Gut feel” Deliberate Analytical
It might be a smart move to fill in your own DISC Profile, as well as those of your team members on this page. It would be very helpful in guiding you in your interaction with them.
Just bear in mind that behavioral preferences are not cast in stone and can change over time…
If you are not sure of what your DISC Profile is ask your Team Leader for assistance.
My profile is that of a counselor.
Counselors are particularly effective in solving people problems. They impress others with their warmth empathy and understanding.
They find it easy to look for the good in others and have an optimistic outlook. Counselors prefer to deal with others on the basis of building long- standing relationships.
Understanding DISC Profiles
Chapter 5 p.12
I Ask
Somebody said that understanding DISC Profiles can be extremely useful in dealing with customers and colleagues. I’m not so sure what it is exactly, let alone how to use it. Can you explain it to me?
I Answer
Your DISC Profile gives you an indication of the behavioral style that you prefer based on the DISC Dimensions of Behavior Model.
This model provides for four Behavioral Dimensions, each of which encompasses a set of key characteristics and personal behavioral preferences.
The acronym DISC indicates the main characteristic of each of the four styles or dimensions:
D – Dominance
I – Influencing
S – Steadiness
C – Compliance
The table below describes typical behavioral characteristics of persons with High “D”, “I”, “S” and “C” preferences:
High D – Dominance
- Active, positive movement in an unfavorable environment.
- Observable characteristics: strong, forceful, competitive.
- Basic orientation: task-oriented (results), moves people to action, desire to cause change.
- Positive motivators: directness, does not like to be entertained or restrained.
- Negative motivators: does not like being taken advantage of , especially criticism of their character (self-concept/ego).
- Basic growth factors: impatience is a behavioral limitation, they are selective listeners, tend to have a blind spot regarding other’s views and feelings.
- Sees environment as antagonistic/hostile.
High I – Influence
- Active, positive movement in a favorable environment.
- Observable characteristics: optimistic, easily relate to people.
- Basic orientation: social, high-keyed emotionally, loves to entertain.
- Positive motivators: needs social recognition, needs companionship, needs group morale.
- Negative motivators: social rejection – experience disapproval in relationships or criticism as personal rejection by others.
- Basic growth factors: disorganization in task behavior is a competency limitation.
- Sees environment as supportive / favorable.
High S – Steadiness
- Passive, agreeable movement in a favorable environment.
- Observable characteristics: pragmatic, objective, team payer, family person.
- Basic orientation: concrete results-oriented, bottom-line approach, prefers concrete to abstract.
- Positive motivators: proven practices, clear objectives, follows procedure.
- Negative motivators: loss of stability, suspicious of the unknown, does not like change.
- Basic growth factors: possessiveness and adherence to the code of order.
- Tranquility is a key limitation.
- Sees Environment as antagonistic / hostile
High C – Conscientiousness
- Cautious, tentative movement in an unfavorable environment.
- Observable characteristics: accurate-the most precise of all patterns, the quality control person.
- Basic orientation task orientated (Detail): highly intuitive, people readers, cautious in relationships.
- Positive motivators: the correct or proper way, most self-discipline.
- Negative motivators: criticism of their work or their effort in a situation.
- Basic growth factors: overly critical and demanding of both themselves and others because of their high standards (though this criticism is often unspoken).
I Ask
But what practical value does these concepts have?
I Answer
DISC Dimensions of Behavior helps you discover and capitalize on your unique behavioral strengths. DISC can also help you realize how overusing your strengths can create misunderstandings, tension and conflict.
Knowing how to be responsive to the communication needs of others is the key to success in relationships.
Understanding the Dimensions of Behavior helps you to better understand the behavior of others whose strongest behavioral preferences lie in the dimensions (styles) which differ from your own.
I Ask
Is there any way to determine the behavioral preference of a person, say for instance, a customer…?
The DISC People Reading Guide is a most valuable tool in this regard, especially if you use it in combination with the DISC Behavioral Styles Summary:
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I Explain
It might be a smart move to fill in your own DISC Profile, as well as those of your team members on this page. It would be very helpful in guiding you in your interaction with them.
Just bear in mind that behavioral preferences are not cast in stone and can change over time…
Example
If you are not sure of what your DISC Profile is ask your team leader for assistance.
My profile is that of a counselor.
Counselors are particularly effective in solving people’s problems. They impress others with their warmth empathy and understanding.
They find it easy to look for the good in others and have an optimistic outlook. Counselors prefer to deal with others on the basis of building long- standing relationships.
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