Tinker, Tailor, Expressive, Driver

Professional Wednesday came early when I attended an all day workshop Tuesday on Dynamic Communication. My friend Andrea Nierenberg asked me to assist her in this training session for a major insurance company with offices in Philadelphia.  Andrea uses the Target Training International, Ltd. DISC training materials for this workshop on human behavior and communications.

I’ve always been a big fan of social styles and have found it useful in my business and personal life. When I learned about social style early in my career, the Merrill and Reid materials were labeled as Social Style Awareness. At that time the four styles were Driver, Expressive, Amiable and Analytical. The study of social styles has evolved over the years to the point where many trainers refer to it as the DISC system.

The Driver, Jack McCoy/Law&Order, is now a Conductor and letter D for dominance.

The Expressive, Oprah Winfrey, is now a Promoter but letter I for influence.

The Amiable, Jimmy Carter, is now a Supporter and letter S for steadiness.

The Analytical, Isaac Asimov, is now an Analyzer and letter C for compliance.

Merrill & Reid put the styles in a box with four quadrants. The DISC method does away with quadrants and uses a wheel to graphically illustrate the styles. By using the wheel the DISC slips in four more styles along the circumference to delineate combinations or blending of the four major styles. These border-styles are the implementor, persuader, relater and coordinator.

The Implementor is between the Analyzer and the Conductor.

The Persuader is between the Conductor and the Promoter.

The Relater is between the Promoter and the Supporter.

The Coordinator is between the Supporter and the Analyzer.

Merrill & Reid postulated that there were quadrants within the quadrants. For example, in the Driver quadrant there would be analytical, driver, expressive and amiable sub-quadrants. Someone could test out as a driver-driver, driver-expressive, etc.  I’m guessing that the Implementor is an Analytical-Driver or a Driver-Analytical depending on where their testing placed them in the quadrants.

The beauty of the circle is that there are no edges and no one is boxed-into a quadrant. There is more of a gradient. Take a look at this page from TTI’s workbook.  I superimposed the four quadrants over the circle.

DISC Graph

I enjoyed the day with Andrea.  It was a great refresher about social styles and I gained new insights into the DISC communication behavior models.

This entry was posted in Professional Wednesday. Bookmark the permalink.

Leave a Reply

Your email address will not be published. Required fields are marked *