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Who are you REALLY ?

Who are you REALLY ?. Jill Vogel. Course Objectives. Understand your own behavior design. Recognize, understand and appreciate others’ behavioral designs. Adapt for enhanced communication, understanding and relationships. DISC Behavioral Profile Instructions.

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Who are you REALLY ?

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  1. Who are you REALLY? Jill Vogel AWAG Annual Conference jill.marie.vogel@us.army.mil

  2. Course Objectives • Understand your own behavior design. • Recognize, understand and appreciate others’ behavioral designs. • Adapt for enhanced communication, understanding and relationships. AWAG Annual Conference jill.marie.vogel@us.army.mil

  3. DISC Behavioral Profile Instructions • For each word in a group on handout #1, assign points. • 4 points to the word most like you. • 3 points to the word like you. • 2 points to the word somewhat like you. • 1 point to the word least like you. • Transfer numbers to handout #2. • Total scores, and place the number beside the corresponding letter on the bottom. AWAG Annual Conference jill.marie.vogel@us.army.mil

  4. DISC Behavioral Profile • behavioral assessment • based on work by William Moulton Marston • examines behavior of “normal” people • explains how people act and communicate • gives insight into own and others’ behavior. AWAG Annual Conference jill.marie.vogel@us.army.mil

  5. What is the DISC Model? • Each person, through the “nature-nurture” process, develops a unique behavioral design. • Your behavior design is a “doorway” of communication and interaction to you as well as a “methodology of action” from you. • Nature: • genetic, hereditary • Nurture: • upbringing, environment AWAG Annual Conference jill.marie.vogel@us.army.mil

  6. Four Factors Dominance (“D” factor) How you handle problems and challenges Influence (“I” factor) How you handle people and influence others Steadiness (“S” factor) How you handle change and how you pace yourself Compliance (“C” factor) How you handle rules and procedures set by others AWAG Annual Conference jill.marie.vogel@us.army.mil

  7. Four Categories per Factor • tone of voice • pace of speech and action • body language • words Words account for what percent (%) of total communication? AWAG Annual Conference jill.marie.vogel@us.army.mil

  8. What does DISC measure? • Is it a personality test? YES NO • Does it measure education level? YES NO • Does it measure skill and experience? YES NO • Does it measure values and beliefs? YES NO • Does it measure intelligence? YES NO DISC measures observablebehavior. AWAG Annual Conference jill.marie.vogel@us.army.mil

  9. Outgoing Task- Focused People- Focused Reserved AWAG Annual Conference jill.marie.vogel@us.army.mil

  10. “D” focus: resultsUnderstanding and communicating with the “D” Factor • Needs-driven behavior is challenge. • 18%of population; both men and women • Stress reliever is physical activity. • Expectations of others is high. • Conflict response isfight. 10 AWAG Annual Conference jill.marie.vogel@us.army.mil

  11. “D” focus continued… Do’s and Don’ts of Communicating • Be clear, specific and to the point. • Don’t ramble on or waste their time • Stick to business. • Don’t try to build personal relationships or chit-chat. • Come prepared with all requirements, objectives and supportive material in a well-organized package. • Don’t lose things, be unprepared or disorganized. AWAG Annual Conference jill.marie.vogel@us.army.mil 11

  12. “D” focus continued… Do’s and Don’ts of Communicating • Present the facts logically, and plan your presentation efficiently. • Don’t leave loopholes or cloud issues if you don’t want to be zapped. • Provide alternatives and choices for making their decisions. • Don’t come with the decision made or make it for them. AWAG Annual Conference jill.marie.vogel@us.army.mil 12

  13. “D” focus continued… Do’s and Don’ts of Communicating • Provide facts and figures about probability of success or the effectiveness of options. • Don’t speculate wildly or offer guarantees and assurances when there is a risk in meeting them. • If you disagree, take issue with facts. • Don’t take issue with the “D” personally. • Provide a win/win opportunity. • Don’t force the “D” into a losing situation. AWAG Annual Conference jill.marie.vogel@us.army.mil 13

  14. “D” focus continued…Understanding the “D” • Energizers/Satisfiers • challenges • opportunities to lead • tough assignments • Dissatisfiers • mundane work • no authority • no challenge • Pace • speech –fast, towards results • action –fast, towards results • Tone of Voice • strong • clear • confident • direct AWAG Annual Conference jill.marie.vogel@us.army.mil 14

  15. “D” focus continued…Powerful Words/Phrases • “win” • “results” • “lead the field…” • “be the best or first” • “challenge” • “bottom line” • “benefits” • “fast” • “immediate” • “now” • “today” • “new and unique” AWAG Annual Conference jill.marie.vogel@us.army.mil 15

  16. “I” focus: The ExperienceUnderstanding and Communicating with the “I” Factor • Needs driven behavior is verbalize. • 28%of population; both men and women • Stress reliever is socializing. • Expectations of others is high. • Conflict Response isflight. AWAG Annual Conference jill.marie.vogel@us.army.mil 16

  17. “I” focus continued… Do’s and Don’ts of Communicating • Plan interaction that supports their dreams. • Don’t legislate or muffle. • Allow time for relating and socializing. • Don’t be curt, cold or tight-lipped. • Talk about people and their goals. • Don’t drive to the facts, figures and alternative. • Focus on people and actions items. • Don’t leave decision up in the air. AWAG Annual Conference jill.marie.vogel@us.army.mil 17

  18. “I” focus continued… Do’s and Don’ts of Communicating • Ask for their opinion. • Don’t be impersonal or task oriented. • Provide ideas for implementing action. • Don’t waste time in “dreaming.” • Use enough time to be stimulating, fun, fast-moving. • Don’t cut the meeting short or be too business like. AWAG Annual Conference jill.marie.vogel@us.army.mil 18

  19. “I” focus continued… Do’s and Don’ts of Communicating • Provide testimonials from people they see as important or prominent. • Don’t talk down to them. • Offer special, immediate and extra incentives for their willingness to take risks. • Don’t take too much time. Get to action items. AWAG Annual Conference jill.marie.vogel@us.army.mil 19

  20. “I” focus continued…Understanding the “I” • Energizers/Satisfiers • people interaction • social recognition • situations requiring enthusiasm • Dissatisfiers • social rejection • skepticism • negativity • Pace • speech-fast, animated • action- fast, gesturing • Tone of Voice • energized, enthusiastic • high and low modulation • persuasive • friendly and colorful AWAG Annual Conference jill.marie.vogel@us.army.mil 20

  21. “I” focus continued…Powerful Words/Phrases • “fun” • “I feel…” • “exciting” • “You will look great!” • “recognition” • …put you in the spotlight” • “tons of people” • “Picture this…” AWAG Annual Conference jill.marie.vogel@us.army.mil 21

  22. “S” focus: Listening to UnderstandUnderstanding and Communicating with the “S” Factor • Needs driven behavior is accommodation. • 40%of population; both men and women • Stress reliever is rest. • Expectations of others is low. • Conflict response istolerate. AWAG Annual Conference jill.marie.vogel@us.army.mil 22

  23. “S” focus continued… Do’s and Don’ts of Communicating • Start with personal comments. Break the ice. • Don’t rush headlong into business or the agenda. • Show sincere interest in them as people. • Don’t stick coldly or harshly to business. • Patiently, draw out their personal goals and ideas. Listen and be responsive. • Don’t force a quick response to your objectives. AWAG Annual Conference jill.marie.vogel@us.army.mil 23

  24. “S” focus continued… Do’s and Don’ts of Communicating • Present your case logically, softly, non-threateningly. • Don’t threaten with positional power or be demanding. • Ask specific (preferably “how?”) questions. • Don’t interrupt as they speak. Listen carefully. • Move casually, informally. • Don’t be abrupt and rapid. • If the situation impacts them personally, look for hurt feelings. • Don’t mistake their willingness to go long with the situation for satisfaction. AWAG Annual Conference jill.marie.vogel@us.army.mil 24

  25. “S” focus continued… Do’s and Don’ts of Communicating • Provide personal assurances and guarantees. • Don’t promise something you can’t deliver. • If a decision is required of them, allow them time to think. • Don’t force a quick decision. Provide information. AWAG Annual Conference jill.marie.vogel@us.army.mil 25

  26. “S” focus continued…Understanding the “S” • Energizers/Satisfiers • security • closure • team harmony • defined territories • opportunities to serve • Dissatisfiers • loss of security • lack of closure • no “home” area • Pace • speech-thoughtful, relaxed • action-paced, relaxed • Tone of Voice • warm • soft • calm • steady • low in volume AWAG Annual Conference jill.marie.vogel@us.army.mil 26

  27. “S” focus continued…Powerful Words/Phrases • “Think about it.” • “Take your time.” • “Trust me.” • “Help you out; help me out.” • guarantee • promise • security • logical, step by step AWAG Annual Conference jill.marie.vogel@us.army.mil 27

  28. “C” focus: Gathering DataUnderstanding and Communicating with the “C” Factor • Needs driven behavior is rules. • 14%of population; both men and women • Stress reliever is alone time. • Expectations of others is low. • Conflict response isavoid. AWAG Annual Conference jill.marie.vogel@us.army.mil 28

  29. “C” focus continued… Do’s and Don’t’s of Communicating • Prepared your case in advance. • Don’t be disorganized or messy. • Stick to business. • Don’t build personal relationships or chitchat. • Approach them in a straight forward, direct way. • Don’t be casual, informal or personal. AWAG Annual Conference jill.marie.vogel@us.army.mil 29

  30. “C” focus continued… Do’s and Don'ts of Communicating • Use a thoughtful approach. Build credibility by looking at all sides of each issue. • Don’t force a quick decision. • Present specifics, and do what you say you can do. • Don’t be vague about expectations or fail to follow through on a plan. • Draw up an “action plan” with scheduled dates and milestones. • Don’t over promise as to results; be conservative. • Take your time, but be persistent. • Don’t be abrupt or rapid. AWAG Annual Conference jill.marie.vogel@us.army.mil 30

  31. “C” focus continued… Do’s and Don’ts of Communicating • If you disagree, prove it with data, facts, or testimonials from respected people. • Don’t appeal to opinions or feelings as evidence. • Allow them their space. • Provide them with the information and time they need to make decision. • Don’t make pronouncements, use incentives to get decision. • Don’t touch them. AWAG Annual Conference jill.marie.vogel@us.army.mil 31

  32. “C” focus continued…Understanding the “C” • Energizers/Satisfiers • information • quality standards and rules • compliance to rules • analysis/research • Dissatisfiers • personal criticism • irrational feelings/ emotions • Pace • speech-slow, thoughtful • action-slow; deliberate • Tone of Voice • controlled • little modulation • thoughtful • direct • precise AWAG Annual Conference jill.marie.vogel@us.army.mil 32

  33. “C” focus continued…Powerful Words/Phrases • “Here are the facts.” • “proven” • guarantees” • “The data shows… • “No risk.” • “Take your time.” • “Think it over.” • “analyze” • “supporting data” AWAG Annual Conference jill.marie.vogel@us.army.mil 33

  34. Communicating with Others AWAG Annual Conference jill.marie.vogel@us.army.mil

  35. D I S C Dominance Problems Influence People Steadiness Pace Compliance Procedures AWAG Annual Conference jill.marie.vogel@us.army.mil

  36. Remember… • “Golden Rule” – Do unto others as you would have them do unto you. • “Platinum Rule” – Treat others as they would like to be treated. AWAG Annual Conference jill.marie.vogel@us.army.mil

  37. Remember… • Step 1: Understand yourself. • Step 2: Understand others. • Step 3: Adapt your style for more effective communication. Open the door to communication for success. Remember to practice, practice, practice. AWAG Annual Conference jill.marie.vogel@us.army.mil

  38. Where to use the DISC? • Work • boss • peers • subordinates • volunteers • Home • parents • spouse • children • Social Settings • friends • Sports • coaches • teammates sports work social settings home AWAG Annual Conference jill.marie.vogel@us.army.mil

  39. Course Objectives • Understand your own behavior design. • Recognize, understand and appreciate others’ behavioral designs. • Adapt for enhanced communication, understanding and relationships. AWAG Annual Conference jill.marie.vogel@us.army.mil

  40. Name one take away message! Questions? AWAG Annual Conference jill.marie.vogel@us.army.mil

  41. Who are you REALLY? Jill Vogel AWAG Annual Conference jill.marie.vogel@us.army.mil

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