What’s DISC?
Dr. William Moulton Marston was an expert human behavior. Marston devised a four-dimensional theory (DISC) that attempts to identify an individual’s behavioral style and predict the environments in which that individual will function best.
Over the years, I have taken several tests based on Marston’s theory. (See footnotes below for details.) The results are quite consistent and I feel they are representative. I offer the information below as an additional insight into how we might ensure success in a prospective business relationship.
Natural Behavior Style
- is by nature a convincer and a motivator of others who likes to feel part of a team
- unifying leader who is excellent at working with and through people
- is usually an excellent motivator and manager who can communicate well and has the ability to do well when he sets his mind to it
- has the expertise to win the respect and confidence of various types of individuals
- though dislikes routine, can apply himself well to detail
- endeavors to do business in a friendly way, while pushing forward to win an objective and sell a point of view
- inherently outgoing person who has a genuine interest in others
- cordial, good natured, pleasant, shares ideas, comfortable mixer, conversationalist, socially-inclined
- fast-paced, action oriented, impatient, doer, driver, likes and seeks change
- is an efficient people coordinator who is prepared to delegate
- displays composure and confidence in most situations
- generally follows the rules and will usually work within the guidelines of the company
- has an inborn need to be liked and to avoid, where possible, raw conflict
- is restless for success and prefers a managerial/leadership role to that of directing
Most Natural Career Functions
- should require tangible accomplishment geared to motivating people to act on a voluntary basis rather than through authoritative command
- could be expected to initiate contacts with varied types of people
- tasks could include detailed analysis of data, but not on a routine basis
- tasks should be relatively free of record-keeping and heavy administration
- travel could be involved on a regular basis and there should be ample freedom to act independently in a variety of changing situations
- ideally, the task should include some specific knowledge or expertise which would enhance authority
Response to Pressure
- in pressure situations emphasizes dominance characteristic. This will likely result in a more direct and perhaps forceful style.
- will have a high regard for authority and will improve performance in pressure situations
- will be more optimistic, energetic and aggressive when under pressure
Values to Organization
- meeting people and speaking favorably about his company, organization, products or services
- tends to have natural leadership abilities
- is outgoing, inspiring, optimistic
- getting to and focusing on the ‘bottom line’
- making things happen
- a good motivator of people
- building and maintaining relationships
- making good impressions on others
- taking part in volunteer and community work
- generally brings a positive and friendly attitude to the workplace
- enjoys working with people to a common goal
- in sales situations, tends to be a natural ‘opener’
- a willingness to help others
- starting projects
- seeing the ‘big picture’
- always looking for a better or faster way to accomplish things
- results-oriented person
- enjoys problem solving
- when faced with a decision, has the ability to make it quickly, and then act upon it
- very willing to explore new ideas and take risks
Keys to Motivation
- fast-paced environment with lots of tasks
- a deep need to continually feel challenged with a broad range of activities and responsibilities
- motivated by monetary reward and by knowledge and respect for his work
- prefers working for an individual who is democratic and friendly who should keep focused on achieving results and spending appropriate amounts of time on any given project
- constant need for recognition and reward for tasks accomplished and achievement in general
- opportunity to be the center of attention and to ‘control’ the audience
- sense of pride and well-being, by looking well-dressed and groomed and showing other evidence of success
- opportunity to persuade others to his point of view
- praise and recognition are important motivating factors
- decision making authority to get the job done efficiently and profitably
- tangible reward system linked to performance
Footnotes:
- The Person Analysis, Strategic Assessments International Inc. – 1998
- Professional Dynametric Programs, ProScan – 1996