Chapter 1.1: The Four Behavioral Types

The concept of four behavioral styles was first introduced by Hippocrates, the father of modern medicine, long before Christ. Dr. William Marston later adapted these classifications in the 1920s, branding them with the acronym DISC: Dominance, Influence, Steadfastness, and Conscientiousness.

The simplicity and memorability of the DISC model make it a unique tool for transforming team dynamics and interactions. Numerous DISC assessments are accessible online, some even for free, and I aim to assist you in identifying your primary style, whether you take the test or not.

After conducting a DISC assessment, I always verify the findings for individuals and often for entire groups simultaneously. In one instance, I validated the results for over 200 executives at an international company's meeting, which they hailed as the highlight of their event!

This user-friendly and reliable method boasts an accuracy rate of nearly 100%, and I will outline the straightforward process for you. By the end of this chapter, you will have identified your primary behavioral style.

For any behavioral evaluation, it's crucial to consider your state of mind during the process. For this exercise, envision being in your workplace.

Quote: “Behavior is the mirror in which everyone shows their image.” - Johann Wolfgang von Goethe (1749–1832)

Validation Exercise:

Look at the diagram below and picture yourself in a room divided into four sections or quadrants. I will pose a few simple questions, and you will move across the horizontal and vertical lines in response.

While engaging in this exercise, ensure that you fully cross the line; standing on the line or remaining in the middle is not permitted. Step towards the side that best reflects your behavior in the workplace.

Question #1: Observe the individuals running at the top and walking at the bottom. Do you identify as fast-paced or moderate-paced? Do you thrive in a high-energy environment or a more tranquil one?

If you prefer a quicker pace, step toward the side of the person running. If you lean towards a moderate pace, step to the side of the person walking.

To further affirm your position, consider the following descriptions:

If you are above the centerline, you may feel more empowered than your surroundings. Your internal pace is quicker than average, often making you outgoing, competitive, and assertive.

Conversely, if you are below the centerline, you might feel less powerful compared to your environment. Your pace is typically slower, leading to characteristics such as calmness and cooperation.

After reviewing these descriptions, ensure you are on the side of the line that resonates with your true self.

Question #2: Looking left and right of the centerline, do you gain more energy from social interactions or from completing tasks? If you are more people-oriented, step to the right of the vertical centerline; if you are more task-oriented, step to the left.

To confirm your side, reflect on these descriptions:

If you are to the right of the vertical line, you likely prioritize external connections, gaining energy from interactions. You may be more emotional and agreeable.

If you are to the left, you probably have an internal focus, deriving energy from tasks and planning, often approaching situations with a logical mindset.

Ensure you are positioned according to which description aligns with you best.

You will now find yourself in one of the four sections. Refer to the drawing below to identify your primary behavioral style.

The quadrant where you land indicates your primary behavioral type. Note that many individuals exhibit two dominant styles, but everyone typically gravitates toward one of the four, particularly under stress.

For instance, I identify as a D-C, with Dominance as my primary style, while my wife Jane is an I-D, where Influence takes precedence. Both of us are fast-paced and effective at completing tasks, yet Jane draws energy from socializing, whereas I thrive on accomplishing tasks. This difference can lead to misunderstandings.

Quote: “If language did not affect behavior, it could have no meaning.” - Kenneth Lee Pike (1912–2000)

Chapter 1.2: Exploring the DISC Styles

Each individual embodies a mix of all four DISC styles, which vary in degree. Importantly, no style is superior to another. It’s vital to refrain from making judgments based on behavioral assessments. Even specialists avoid labeling others by their styles. For deeper insights, consider consulting a professional.

Let's delve into the defining traits of each primary DISC style:

• D (Dominance): Comprising about 3% of the population, this group is characterized by being direct, results-focused, and quick to reach conclusions.
• I (Influence): Making up around 11%, these individuals are typically outgoing, sociable, and enjoy being in the spotlight.
• S (Steadfastness): The majority, roughly 69%, belong to this style. They are stable, reliable, and excel in teamwork, often preferring established routines.
• C (Conscientiousness): Roughly 17% of the population fall into this category, known for being detail-oriented and cautious, often seeking more information before making decisions.

There’s an abundance of additional information regarding the many combinations or sub-types of these styles. If you wish to explore further, services like Everything DiSC by Wiley offer in-depth analysis of your unique behavioral makeup.