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DISC People-Reading Guide Is this person’s behavior more . . . Outgoing/Direct? • Faster pace • More telling • Louder speech • More inflection More Competitive and Directing (“D” Need)? • Closed posture • Unexpressive/cool face • Feelings unexpressed • Formal • Focuses on “What?” • Priority on goal and results Reserved/Indirect? • Slower pace • More asking • Softer speech • More monotone More Accepting and Doing (“S” Need)? • Open posture • Relaxed/warm face • Feelings expressed • Casual • Focuses on “How?” • Priority on cooperation and stability More Talkative and Interactive (“I” Need)? • Open posture • Animated/warm face • Feelings expressed • Casual • Focuses on “Who”? • Priority on People and Approval More Assessing and Thinking (“C” Need)? • Closed posture • Unexpressive/cool face • Feelings unexpressed • Formal • Focuses on “Why”? • Priority on Quality and Analysis OR Ã Ä OR Æ Å OR Æ Å D Dominance I Influence S Steadiness C Conscientiousness Major Goals: Results Control People involvement Recognition Security/Stability Accuracy Order Major Fears: Losing control of environment Being taken advantage of Rejection Loss of approval Sudden change Losing security Criticism of performance Lack of standards Dislikes: Being controlled by others Lack of results Handling complex details Working alone Hostility, conflict Unpredictability Disorganization Unclear explanations Under Pressure: Domineering Impatient Emotional Disorganized Conforming Indecisive Withdraws Stubborn As A Buyer Responds To: Options Efficiency Testimonials Saving personal ef- fort Assurance of stability Personal Attention Evidence of quality and accuracy Logical approaches Decision Style: Quick Emotional/ “Gut Feel” Deliberate Analytical
