“Alan, we need your help, I have been arguing with Gary (not his real name) for over an hour about the conclusion to this report, we need you to sort it out!”

“OK Natalie (also not her real name), I’ll hear what your both saying and see if we can sort it out”.

I go round to the meeting room and ask them to each tell me their point of view. I start with Gary, he’s a company director, always good to start with the boss. His conclusion is fair and reasonable. Then I ask Natalie. At the end of her conclusion I see the problem and grin, her conclusion is the same as Gary’s.

In the past I have been trained in behavioural models and can quickly move from one profile to another, so I restate their conclusions in slightly different language, and the response is instant.

“That’s what I’ve been saying” says Gary in frustration

“No, that’s what I’ve been saying” says Natalie with a confused look on her face.  They had both been arguing about the same conclusions simply because they were using different words that meant different things to each of them.

The good news is that there are tools that can help, these are broadly called behavioural models, and these are what I then proceeded to train the team in.  The model that I use is called DISC. This model is good as it is

• simple to understand, 
• you can quickly get an appreciation of what another person is and 
• it gives some great guidelines on how to then talk to these other people so they can understand your message.

There are 4 dimensions to a person’s behaviour.  Each person has a unique mix of these dimensions but they often have a stronger score on one or two of them.  The 4 dimensions are:

• D for Dominance – Tend to be direct and guarded, fast paced and task/results orientated
• I for Influence – Tend to be direct and open, fast paced and people orientated
• S for Steadiness – Tend to be indirect and one, slower paced and people orientated
• C for Conscientious – Tend to be indirect and guarded, slower pace and task oriented.

For more information click here to get a copy of a PDF extract from one of the reports.

To get your own DISC assessment for $80 click on the link below.  You will then be directed to the assessment, take the assessment without over analysing the questions, at the conclusion of the assessment you will get a comprehensive report includes:

• Detailed explanation of what DISC is and how you can use it
• A review of your style
• Communication tips for others to use when speaking with you
• Potential areas for improvement/blind spots/things to be aware of

If a number of people from your organisation undertake the assessments then we can also provide you with a group report showing some insights on how you work together and how you might be able to improve cooperation and productivity.