Article: Become People-Smart By Learning the DISC Language

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"If being a manager is like running in a swimming pool-taking a lot of effort and making little headway-you are a prime candidate for learning the DISC language" says Jim Rooney, author of "107 Proven Workplace Relationship Strategies." Learning this new language will accelerate your influence and skill with people and deepen your understanding of human behavior. Comprehending how a person likes to interact with his/her environment and their communication preferences is the first step to gaining rapport and trust with an individual. A person who feels understood develops a bond with the one demonstrating the understanding. "They will give extra energy to meet your expectations" quips Rooney.

DISC language was observed as early as 400 B.C. by Hippocrates. He noticed people demonstrate four basic patterns of behavior. He named them Choleric, Sanguine, Phlegmatic, and Melancholy. In 1930, Dr. William Marston conducted research and found the same results as Hippocrates. His original symbols have been adjusted to these descriptions: D = Dominance, I = Influence, S = Steadiness, C = Compliance. Several companies have developed profiles using Marston's research as a starting point and all use some form of the DISC model. Today DISC is considered a universal language as it applies to all races and cultures of people. One leading DISC company is Target Training International led by master researcher Bill Bonstetter. Bonsetter says "In order to understand our relationships with other people, we must first understand ourselves." That's what this is all about, understanding and accepting yourself and understanding the natural behaviors of others and accepting them as they are.

Let's determine which is your strongest temperament letter. Actually people demonstrate all four temperament factors in varying degrees of intensity. However, you will have one that is your preferred style.

• Fast-paced and task oriented = D or Dominant director
• Fast-paced and people oriented= I or Interactive socializer
• Reserved and people oriented = S or Steady relater
• Reserved and task oriented = C or Cautious thinker

Listed below are some insights into the individual types. You will find you are a combination to some degree of all four. Pick out the points that are most like you.

Characteristics Of The Temperament Types

Characteristics of the D or Dominant/Director:
Direct, decisive, bottom line oriented, innovative, problem solver, results oriented, competitive
Basic priority	Power
Fear	Being taken advantage of
Focus	Get the job done now
Ideal environment	Upbeat, fast, powerful
Basic need	Control, needs options
Work style	My way - hard to please
Sees the workplace as	Antagonistic
Under tension	Demanding
Other's view of them	Bossy, arrogant, brash
Growth area	Sensitive to the feelings of others
Receiving oral communication	Short and to the point
Characteristics of the I or Interacting/Influencer:
Interested in people, persuasive, trusting, charming, convincing, inspiring, sociable
Basic priority	People
Fear	Loss of approval
Focus	Interaction
Ideal environment	Fun, friendly, exciting
Basic need	Recognition, approval, popularity
Work style	Fun way, full of interaction
Sees the workplace as	Friendly
Under tension	Attacks verbally, disorganized
Other's view of them	Glib, unrealistic, emotional
Growth area	Sensitive to time
Receiving oral communication	Be upbeat, enthusiastic
Characteristics of the S or Steady/Relater:
Loyal, good listener, supportive, status quo, team player, stable, relaxed, shy, patient.
Basic priority	Pace
Fear	Loss of security
Focus	Team work
Ideal environment	Procedures, stable, harmonious
Basic need	Appreciation, security, affirmation
Work style	Easy way, little change
Sees the workplace as	Friendly
Under tension	Comply
Other's view of them	Slow, stubborn, inflexible
Growth area	Be more willing to change
Receiving oral communication	Non threatening, pleasant tone of voice
Characteristics of the C or Cautious/Thinker:
Contemplative, accurate, analytical, diplomatic, quality oriented, high standards
Basic priority	Procedure
Fear	Criticism of their work
Focus	Doing it correctly the first time
Ideal environment	Structure with procedures, accuracy
Basic need	Quality answers, value, excellence
Work style	The right way - inflexible
Sees the workplace as	Antagonistic
Under tension	Avoidance
Other's view of them	Critical, perfectionist, overly sensitive
Growth area	That self and others aren't perfect
Receiving oral communication	Detailed, prefers instructions in writing

A key point to remember about your style: Your strength overused is a weakness. The Dominant/director can push too hard to get things done and lose the respect of his subordinates. The Interacting/influencer can be too optimistic and trusting and not see the real world. The Steady/relater can resist planned change bogging down those that depend on them. The Cautious/thinker can demand to the letter adherence to rules and slow down workflow. Whatever your strengths are, make sure they work for you and not against you.

To get the most out of the DISC language, you need personalized, individualized, computer reports. These reports are generated from a 24 question response form. Each of the four factors have a high degree of reliability, and validity surpassing the industry standard for excellence. The four factors are intertwined making the report very specific to the individual participant. These reports are used to gain understanding of each other and create an atmosphere with less conflict and more cooperation. Morale increases and so does productivity.

These reports are useful for the following: Employee selection, sales and customer service training, coaching and mentoring, team building, conflict resolution, and interpersonal communication enhancement. Click here for personalized DISC reports delivered on-line.

People Smart Tools provides customized training for your staff. For more information go to Collaborate or Stagnate—New Behavior Techniques For Old Problems.

Click here for a FREE Communications Report: Improve Your Personal Influence by Closing the Communication Loop. It will help you decrease wasted effort and increase positive communication flow. People make mistakes and are ineffective because they are acting on information that isn't timely or is inaccurate. Closing the loop (keeping the juice flowing) is all about communicating the information you have to others so they can act with assurance that their efforts will not be wasted.

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