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DISC - Ebook 1 CYC
DISC - Ebook 1 CYC
The Universal
Language of
Observable
Behavior
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©2018 TTI Success Insights DISC - The Universal Language of Observable Behavior | 1
DISC is the universal language
of observable behavior.
IT EXPLAINS HOW
A PERSON DOES
WHAT THEY DO.
2 | DISC - The Universal Language of Observable Behavior ©2018 TTI Success Insights
The “How” behind
your “What.”
The study of DISC has evolved and been To fully understand DISC, it’s important
reinterpreted many times. While different to understand how the four individual
interpretations use different terminology, components work together to create the
the basic tenets of DISC are very consistent whole. While a typical person may have
throughout most models. one or two dominant characteristics, it’s the
combination of the four components of DISC
DISC is built around four unique behavioral that defines a person’s behavior. The four
styles, and how the unique qualities of each components of DISC create a “behavioral
impact the way we approach people, tasks makeup” unique to every individual.
and the entirety of our daily lives.
©2018 TTI Success Insights DISC - The Universal Language of Observable Behavior | 3
DISC Defined
The four components of DISC are defined sides of the DISC energy line, which indicates
as Dominance, Influence, Steadiness and a person is either high or low in each of the
Compliance. Each of these concepts will be four areas of DISC. A high score indicates
developed in more detail later in this e-book. a strong tendency toward a particular
behavioral style.
The scores for each individual component
of DISC are measured through assessments, In the universal language of DISC, there
based on answers given to specific questions. is no good or bad. Being “high” or “low”
The results are calculated and all scores are doesn’t indicate positive or negative; it
graphed vertically. Scores are measured simply indicates where a person falls on
against the graph’s midpoint, known as the the vertical continuum of the DISC graph.
energy line. It is important to consider both
4 | DISC - The Universal Language of Observable Behavior ©2018 TTI Success Insights
Natural vs. Adapted
Behaviors fall into two categories: natural
and adapted. Natural behaviors are those Adapted Style Natural Style
behaviors that occur the majority of the time
in a person’s natural element. The adapted D I S C D I S C
70 70
The more a person adapts their behavior, the
60 60
higher the likeliness for fatigue, since it is
a departure from their more comfortable 50 50
natural state.
40 40
Overextensions: Impatience
Body language:
• Stance - Forward learning, hand in pocket
• Walks - Fast, always going somewhere
• Gestures - Lots of hand movement when talking; big linear gestures
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D - Dominance continued
How to create engagement: Provide How to communicate with them: Be clear,
freedom to create and develop their ideas. specific and to the point. Present facts
Keep them challenged and always give them logically and eiciently. Be prepared for
a forum for sharing their opinions and ideas. rebuttal or even anger if they disagree, but
know it won’t be personal. Provide facts and
Value to a team: Self-starting, forward- look for a win/win opportunity. Give them
looking organizer who embraces challenges the freedom to make their own decision.
and places a high value on time.
Words that work: Quick, Advantage, Decisive
What they love to do: Dream big and win.
Be involved in many things at once. Words that don’t work: Inconsistent, Patient,
Follow directions
How they communicate: Direct and to the
point. Blunt and straightforward.
©2018 TTI Success Insights DISC - The Universal Language of Observable Behavior | 7
I - Influence
Observations: Faster-paced, people-oriented communicator
Defined: How one influences people and contacts to their point of view
Overextensions: Disorganization
Body language:
• Stance - Feet spread, two hands in pockets
• Walks - Weaves, people focused, may run into things
• Gestures - Lots of big gestures and facial expressions when talking
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I - Influence continued
How to create engagement: Provide How to communicate with them: Talk about
an environment where communication people and their goals, while allowing time
occurs regularly without a lot of controls for non-business social interaction. Keep the
or supervision. conversation going and engage them in talks
about their intentions and dreams.
Value to a team: Trustworthy, optimistic
team player who motivates others and is Words that work: Flexible, Exciting, Inspiring
adept at negotiating conflict.
Words that don’t work: Ordinary,
What they love to do: Be around people, Quiet, Strict
especially others just like them.
©2018 TTI Success Insights DISC - The Universal Language of Observable Behavior | 9
S - Steadiness
Observations: Slower-paced, people-oriented relater
Overextensions: Possessiveness
Body language:
• Stance - Leaning back, hand in pocket
• Walks - Steady, easy pace
• Gestures - Will gesture moderately with hands
10 | DISC - The Universal Language of Observable Behavior ©2018 TTI Success Insights
S - Steadiness continued
How to create engagement: Use logical How they communicate: Reserved
rationale for the assignment of projects and and deliberate, yet non-confrontational
let the person complete the project at their and friendly.
own pace. When seeking change, bring it
on gradually. How to communicate with them: Break the
ice by showing sincere interest in them as
Value to a team: Dependable team member people. Listen and be responsive. Ask a lot of
who works hard and acts as a great sounding “how” questions to gather more information.
board for ideas. Patient and persistent, this Transition conversations casually and infor-
person is great at seeing tasks through mally. Provide assurances and give them time
to completion. to respond.
What they love to do: Work at their own Words that work: Consistent, Usual, Secure
pace with people they know and trust.
Words that don’t work: Unexpected, Urgent,
Confrontation
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C - Compliance
Observations: Slower-paced, task-oriented analyzer
Ideal environment: Thrives in situations that require critical thinking and analyses. Prefers
scenarios where noise and people are at a minimum and where standards and quality are
valued and prioritized.
Body language:
• Stance - Arms folded, one hand on chin
• Walks - Straight line
• Gestures - Very reserved, little or no gestures
12 | DISC - The Universal Language of Observable Behavior ©2018 TTI Success Insights
C - Compliance continued
How to create engagement: Put expectations How they communicate: Direct and to the
in writing with as many details as possible, point, seeking as many facts and as much
including time expectations. Avoid sudden data as possible.
changes in plans and give them time to think
a project through thoroughly. Lead via strict How to communicate with them: Be
adherence to company policy. prepared with all your ideas and facts laid
out in a logical fashion. Be straightforward
Value to a team: A conscientious, objective and specific. Create an action plan with a
perfectionist. Maintains high standards, detail specific timeframes. Give them their space
and task-oriented, covers all the bases to both physically and regarding time needed
ensure effectiveness of a project. to complete a project. Disagree via facts
rather than with opinions.
What they love to do: Complete projects
thoughtfully through detailed analysis Words that work: Factual, Precise, Verified
and testing.
Words that don’t work: Imagine,
Experimental, Educated guess
©2018 TTI Success Insights DISC - The Universal Language of Observable Behavior | 13
Behavioral
Segments
14 | DISC - The Universal Language of Observable Behavior ©2018 TTI Success Insights
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©2018 TTI Success Insights DISC - The Universal Language of Observable Behavior | 15