1. DiSC • 1918 the Military asked William Marsden, Professor of Psychology • “Why is it that despite identical training regimes, intakes of recruits behave differently? It is expensive when we recruit the wrong people.” • After 10 years research he published “The Emotions of Normal People”

2. and then ... • Nothing happened until 1950 • William Cleaver, psychologist developed the ideas from the previous research to become one of the most powerful methods available to assess behaviour by measuring people’s personality.

3. DiSC • D - Dominance • I - Influence • S - Stability • C - Compliance

4. C O M P L I A N C E S T A B I L I T Y I N F L U E N C E D O M I N A N C E

5. Dominance - desire to: • Take charge of one’s environment • Win, excel, conquer • To take power and control over own environment • To affect own future

6. Influence - desire to: • Cause others to act to further own aspirations • Be liked and accepted • Project good personal image

7. Stability - desire to • Maintain things as they are • Be secure, work slowly • Be reasonable and sincere • Question and gather information

8. Compliance - desire to: • Have an ordered society • Have clear rules and criteria • A system developed through perfect logic and analysis

9. Basic character Motivational Factors Potential Strengths Potential Weaknesses Learning Style Questioning Method Capability for Organisation and Planning Management Technique Decision-Making Style Acceptance of Managerial Responsibility Response to Technical or Sales Environment Details of Report

10. Basic character Motivational Factors Potential Strengths Potential Weaknesses Learning Style Questioning Method Capability for Organisation and Planning Management Technique Decision-Making Style Acceptance of Managerial Responsibility Response to Technical or Sales Environment Details of Report

11. How Relate to People Response to Authority Factors that threaten self-esteem Time-Scale Factors which demotivate How to manage effectively Details of Report