In one way or another, I have commented on this common difference between people in this blog and in other articles. It seems that I have, in many cases, made the point in an indirect way. Today, I thought I would make a more explicit observation about one of the common differences between task-oriented people and people-oriented people (from the DISC model):

• Task-oriented people generally “think” about things (including relationships).
• People-oriented people generally “feel” about things (including tasks).

In a previous post, I shared the story about calling home while I was traveling. That story illustrated my task nature and how I made a relational effort (calling home) into a task. That story also illustrated how the way that I defined the task led me to ignore the relational aspect of calling home. I called home and I was done. No conversation. No real listening. I checked out when my task (calling home) was checked off my list.

A similar mental barrier can creep into the approach that people-oriented people take with regard to tasks.

For example, I once worked with an extremely people-oriented person on evaluating a potential business investment. As we talked through his options, we came to a logical conclusion about what he should do next. After we came to our conclusion, he paused and said that he had some reservations about being able to invest the money needed to move forward.

I said: “How much money do you have?”

He said: “I don’t know for sure. I just don’t feel like I have enough.”

I wanted to say (but, thankfully, I didn’t): “How much money you feel like you have was not the question. I asked, how much do you have?”

At that moment, we could have had a major communication breakdown. He felt rather than thought about a factual, data-driven issue.

My colleague in this story is a very intelligent person. We did not get into a conflict over this situation because we were both able to adjust our communication styles (word choice, tone, etc) to better connect with each other.

What if, instead of holding back my initial thought, I had said what was in my mind: “…how much do you have?” (With the accompanying sarcastic tone.)

How would our relationship have progressed from that point?

I think it would not have gone well.

The misinterpretation of intent that often comes from this simple difference in perspective and approach can create some pretty intense conflicts.

Task-oriented people can think that people-oriented people are not rational.

People-oriented people can feel that task-oriented people don’t care.

And both assumptions are often wrong.

Related posts:

1. Conflict Resolution Tips: Task Oriented People with People Oriented Individuals
2. Conflict Resolution Tips: People Oriented Individuals with Task Oriented People
3. Better Relationship Tips For Task Oriented People: Redefine Your Task

A few weeks ago, I read an interesting article titled On the Job, Nice Guys May Finish Last. The title immediately caught my attention, and I had to take a look.

In reading the article, I saw an immediate connection to my work and for other people interested in using the DISC model in their professional and personal lives.

The point made in this article is particularly significant for people with supportive tendencies (people who are people-oriented and reserved).

People with strong supportive traits are great at building relationships, easing tensions, helping others, and holding a team together. And, as Dr. Christine Riordan says in the article I mentioned above:

People with this natural personality trait may be less likely to face confrontation or other difficulties at work.

I’m not suggesting that having the supportive trait is a problem (it happens to be a strong secondary trait for me). I am suggesting that people with this trait commit themselves to learning the skills of assertive communication.

People with supportive traits often use passive communication strategies in an effort to ease tensions and reduce conflicts. While these strategies are sometimes useful and necessary, I recommend learning to use them intentionally when appropriate rather than as a default because they are more comfortable.

Consistently passive communication and conflict avoidance can create situations where conflicts go unresolved and continue to simmer under the surface until they explode and destroy a team or family. In addition, passive communication can make people, like the lamb pictured above, susceptible to “predators” in the workplace. Both scenarios can have  major negative impacts on your career.

Learning to apply assertive communication techniques can improve the odds of successfully confronting and resolving conflict situations at work by stopping the spread of destructive conflict and confrontation.

Related posts:

1. Using the DISC Model: Focus on Needs More than Behaviors
2. DISC Model FAQ’s: Is Changing Your Behavior Phoney?
3. Communication Tips: Connecting With Reserved, People-Oriented People

When you find yourself communicating with a person who is reserved and people-oriented (primary Supportive behavioral style), remember these key communication tips:

• Slow down — they usually want you to give them time to process what you’re saying before they respond.
• Show that you care about them — if you come across as focused only on the task at hand, you run the risk of offending them.
• Use stories and experiences more than facts and figures — like people who have a strong Inspiring trait, they tend to relate to the communication of emotion over the communication of facts.
• Use gentle hand gestures and voice tones — they might perceive abrupt motions and/or loud voice tones as angry, and they generally do not respond well to anger or direct confrontation.
• Ask more indirect questions than direct questions — if you come across as very bottom-line, you might appear aggressive from their perspective.

Remember these suggestions the next time you interact with people who are slower-paced and people-oriented, and you will improve the odds that they listen to, understand, and take action on your message.

Check this post, for more insights on how to guess at a person’s DISC style.

Related posts:

1. Communication Tips: Connecting With Reserved, Task-Oriented People
2. Communication Tips: Connecting With Outgoing, People-Oriented People
3. Communication Tips: Connecting With Outgoing, Task-Oriented People

When you find yourself communicating with a person who is outgoing and people-oriented (primary Inspiring behavioral style), remember these key communication tips:

• Smile — they tend to be very much in-tune with your body language and facial expressions as a way to “read” your emotions.
• Show some enthusiasm — if you seem bored, they will be bored.
• Use stories and experiences more than facts and figures — they tend to relate to the communication of emotion over the communication of facts.
• Be friendly and not too business like — they respond better to people who like them.
• Ask about them, their family, and their friends — they tend to connect on a personal level before they are concerned with doing business, they want to know that you care about them.

Remember these suggestions the next time you interact with people who are fast-paced and people-oriented, and you will improve the odds that they listen to, understand, and take action on your message.

Check this post, for more insights on how to guess at a person’s DISC style.

Related posts:

1. Communication Tips: Connecting With Outgoing, Task-Oriented People
2. Communication Tips: Connecting With Reserved, People-Oriented People
3. Communication Tips: Connecting With Reserved, Task-Oriented People

Guy Gives a Quick Overview of
The DISC Model of Human Behavior

As a teenager and young adult, I thought people were totally irrational and unpredictable. In my thirties, I learned about patterns of behavior that people tend to follow in many areas of their lives and in many situations.

Understanding these patterns helped me to realize that people are not totally irrational. Most people simply see the world, prioritize their activities, communicate with others, and act according to relatively predictable patterns of behavior.

The model I learned, and eventually studied to the point of becoming a master trainer, is the DISC model of human behavior.

Before we even get into this post too deeply, I want to emphasize the statement that people tend to do things in predictable ways. I do not mean anything in this post to box people in, label people, or to imply that any of us can know everything about any other person merely by understanding their primary behavioral style (actually styles). Still, understanding the model can form a strong basis for learning to communicate with and understand other people in better and more effective ways.

That being said, here’s a brief overview of how the model describes our behaviors. I’ll be writing more over time. I hope you’ll check back in the future for more posts on this topic.

The foundation for the DISC model comes from the work of a Harvard psychologist named Dr. William Moulton Marston in the 1920′s. He developed a theory that people tend to develop a self-concept based on one of four factors — Dominance, Inducement, Steadiness, or Compliance. This idea forms the basis for the DISC theory as it is commonly applied today.

Later psychologists and behavioral specialists developed a variety of practical tools to apply Marston’s theory. Currently, there are many assessment and measurement tools based on the DISC model.

Dr. Robert Rohm — founder and president of Personality Insights, Inc of Atlanta, Georgia — has developed the best collection of practical application tools using the DISC model that I have found. Through his work, his publications, the work of his team, and a network of Human Behavioral consultants certified to teach his material; he has reached millions of people around the world.

In the DISC model as taught by Personality Insights consultants, the full range of normal human behavior is defined by a circle divided into quadrants as described below.

Divide a circle in half horizontally. The upper half represents outgoing or fast-paced people. The lower half represents reserved or slower-paced people. Outgoing people tend to move fast, talk fast, and decide fast. Reserved people tend to speak more slowly and softer than outgoing people, and they generally prefer to consider things thoroughly before making a decision.

The circle can also be divided vertically. The left half represents task-oriented people. The right half represents people-oriented people. Task-oriented people tend to focus on logic, data, results and projects. People-oriented people tend to focus on experiences, feelings, relationships, and interactions with other people.

Combining these two circles completes the model description…

This post is intended as a brief introduction to the DISC model. I’ll be writing more in the future. If you would like to get an estimate of your primary behavioral styles, check my Free DISC Profile site.

Related posts:

1. Using the DISC Model: How to Create Stress for Other People
2. Using the DISC Model: Focus on Needs More than Behaviors
3. DISC Model FAQ’s: Is Changing Your Behavior Phoney?