One of the critical skills of successful General Managers is not only a clear understanding of self, but the ability to quickly size up people that you meet in a business setting, and Identify ways to work with them. Whether they are new colleagues, a new boss, new clients or new staff- a good GM knows how to quickly find a way to build trust and empathy
I have given some guidance regarding assessing the potential preferences of strangers, but this was a while ago, and really didn’t provide a strong process to assessing a DISC profile.
And so here is a solid process to assess a persons likely DISC behaviour preference, and from there your understanding of communicating with different preferences kicks in.
Briefly, here are some core behaviours of each style. You may have even noticed some of these behaviours in yourself or the people you deal with.
Direct and fast-paced or indirect and slower-paced
Direct/Faster-Paced People (D and I Styles right of the vertical line)
Indirect/Slower-Paced People (S and C Styles left of the vertical line)
Guarded and task-oriented or open and people-oriented
Open/People-Oriented People (I and S Styles below the horizontal line)
Guarded/Task-Oriented People (D and C Styles above the horizontal line)
The Whole Picture
The Four Basic Behavioral Styles Overview
Below is a chart to help you understand some of the characteristics of each of the four basic styles, so you can interact with each style more effectively. Although behavioural style is only a partial description of personality, it is quite useful in describing how a person behaves, and is perceived in a social or work environment.
|HIGH DOMINANCE STYLE||HIGH INFLUENCE STYLE||HIGH STEADINESS STYLE||HIGH CONSCIENTIOUS STYLE|
|SEEKS||Results Control||Participation Praise and encouragement||Acceptance Security||Accuracy Precision|
|STRENGTHS||Challenges Leadership Setting and driving high standards||Persuading Motivating Entertaining High energy||Listening Teamwork Follow-through Supporting others||Planning, creating systems & structures Following the rules Logistics|
|GROWTH AREAS||Impatient; Insensitive to others; Poor Listener||Inattentive to detail; Short attention span; Poor follow-through||Oversensitive; Slow to begin action; Lacks global perspective||Perfectionists; Critical; Unresponsive|
|FEARS||Not having control; Having to completely trust others||Loss of Social recognition||Sudden changes; Instability||Personal criticism of their performance or views|
|IRRITATIONS||Inefficiency; Indecision||Routines; Complexity||Insensitivity; Impatience||Disorganization; Impropriety|
|UNDER STRESS MAY BECOME||Dictatorial; Critical||Sarcastic; Superficial||Passive; Indecisive||Withdrawn; Stubborn|
|GAINS SECURITY THROUGH||Control; Leadership||Recognition others approval||Friendship, Cooperation||Preparation; Thoroughness|
|MEASURES PERSONAL WORTH BY||Impact or results; Track record and process||Acknowledgments; Applause; Compliments||Compatibility with others; Depth of contribution||Precision, Accuracy; Quality of results|
|BEST ENVIRONMENT||Efficient Busy, fast paced; Structured||Interacting Busy; Big picture; Personal||Friendly; Functional; Personal||Formal procedures; Detailed; Structured|