I am sure you will remember the four quadrants of the DISC Model of Human Behavior:
- D = outgoing/faster-paced & task-oriented
- I = outgoing/faster-paced & people-oriented
- S = reserved/slower-paced & people-oriented
- C = reserved/slower-paced & task-oriented
Let me show you one way you can use your understanding of these basic concepts to identify the personality style of someone else with about 80% accuracy. I'm not saying you'll get it right every single time, or that you'll know everything about a person using this practical technique. I am saying that you will be right most of the time with a basic, fundamental awareness of how you might interact with someone else, understanding how to connect with them more quickly, more authentically, and more meaningfully.
THE Key: Observe
The single most important thing you can do to make any of this be useful is to become more observant. Pay attention to how other people are behaving. Let me break it down for you.
Focus on Their ENERGY
You will recall that the first continuum of the DISC Model of Human Behavior I introduced to you was the "motor". This was all about the energy and the speed someone typically uses to engage in the world around them.
The motor is also the continuum that is the easiest to observe in others. Our natural actions and behaviors are readily noticeable. People can see whether we talk fast, walk slow, think before we speak, or rarely pay attention to details. These things are hard to miss because we all do them, all the time.
And this is the first new perspective you gain by now understanding the DISC Model of Human Behavior. You can first observe the levels of energy, the speed at which someone moves, and the "amount of space" they seem to occupy in a room by the tone, tenor, and volume of their speech and actions. Taking note of these things and recognizing the patterns that align with what you know about DISC will give you new insights into their actions.
All you need to do is pay attention to others' patterns of behavior and ask yourself, "Do I see this person being more outgoing or more reserved? Are they faster-paced or slower-paced?"
You may initially make a "snap judgment" with a first-time interaction. But, realize that this is not a one-time observation. It's something you want to notice over time. You're looking for a general pattern of their behavior, not just making a snap decision based on a single incident.
For example, you can understand that the natural tendency a person might have to speak more loudly than others, to make a quick decision, and to take action right away are all characteristics of an outgoing/faster-paced & task-oriented individual. When you see those type of behaviors you can draw a pretty decent conclusion that they are more likely to have strong D-style tendencies.
Now, Focus on Their ORIENTATION
By "orientation" I am referring to their natural tendencies to pay more attention to tasks or to people. Notice the way they talk. Do they talk about relationships, people's reactions, and what is happening in other people's lives? Or, do they tend to just focus on getting things done and let their actions speak louder than their words?
For instance, maybe you notice someone who is quieter, softer-spoken and is often found stabilizing a situation, taking care of the needs of others, and making sure people feel included in the group. You might begin to conclude that this could be a person who has an amazing abundance of the S-style attributes in them.
Your goal is to notice these actions as you observe their behavior over time and to determine whether they tend to be more people-oriented or more task-oriented. You will combine this with your observations about their energy.
These observations help you to begin to understand some of the cause for others' actions, some of their motivations, and even a bit about what they are capable of doing.
A Real-Life Example
Several years ago I hired a woman to come work in the leadership center I was directing. Together we put together programs and offered leadership development experiences to help others become better leaders.
I had noticed in the course of interviewing her for the job that she was very personable, brought a lot of energy into the room, and focused on each member of the search committee. In a matter of just a few minutes I saw that everyone was more comfortable, relaxed, and enjoyed talking with her.
So, as we worked together I would make an extra effort to ask her about her family, listen to what was going on in her life, and not get stressed about the many tasks I was hoping to assign her to do. Because I saw the outgoing/faster-paced & people-oriented style she brought to the office, I was able to adapt my style to her dominant I-style personality and create a more comfortable atmosphere for both us.
In doing that she more quickly accepted assignments and worked more diligently to do them well. She recognized my willingness to meet her needs for social interaction and developing relationships and would make an extra effort to improve the quality of her work to meet my interests and needs for being sure things were done right which supported my strong C-style personality.
By observing her behaviors along both the motor continuum and the compass continuum, I could better adjust to her style. That led to our professional working relationship being stronger and more compatible. She was more willing to meet the high expectations I had for the work we were doing.
Apply What You Have Learned
Improving the relationships you have with others does take effort. It does not have to be a long, arduous, painful effort. But, it does need to be consistent, deliberate, and intentional. It also takes time.
There is not going to be a quiz for this lesson, or the next one. But, there will be a quiz that combines this information and the information you get in the next two lessons. That quiz is going to ask you to report on the observations you have made about someone else. Or, to report about someone you have been thinking about who you know and are familiar with their behavior.
So, my challenge to you is to start observing someone close to you, someone who you know fairly well, someone with whom you have experienced some good times and some difficult times. Or, start thinking about someone you know and are familiar with their behavior.
Take time to notice (or recall from memory) their motor and their compass.
- Are they faster paced?
- Do they talk loudly or more quietly?
- Do they use a lot of large hand gestures when they talked?
- Do they ask a lot of questions?
- Are they more interested in telling stories and socializing?
- Do they hesitate more in making decisions?
- Are they often showing concern for others?
Think about the energy they typically have. Consider whether they tend to stay to themselves or always want to be talking and connecting with others.
Take time to write down what you have noticed. Next time you interact with them, pay attention to these kinds of behaviors. Check your initial observations. Look for additional clues to confirm or adjust your initial conclusions.
Then, based on what you remember, or even based on your next interaction with them, take time to take a few notes about the motor of their personality in terms of the DISC Model of Human Behavior. Then, add a few lines in your notes about their compass.