Labels

D (red)

I (yellow)

S (white)

C (blue)

Behavior

Direct and Self-Contained

Direct and Open

Indirect and Open

Indirect and Self-Contained

Emphasis

Dominance: Shaping the environment by overcoming opposition to get results

Influencing Others: Shaping the environment by forming alliances to get results

Steadiness: Cooperating with others to carry out the task

Compliance: Working with existing circumstances to promote quality in products or services

Theme

Notice My Accomplishments

Notice Me

Notice How Well Liked I Am

Notice My Efficiency

Pace

Fast

Fast

Slow and easy, relaxed

Slow, steady, methodical

Priority

The task

Relationships

Relationships

The task

Focus

Results

Interaction, Dynamics of relationships

Building trust and getting acquainted

The details, the process

Irritation

Wasting time, touchy-feely behavior that blocks action/results

Boring tasks, being alone

Pushy, aggressive behavior

Surprises, unpredictability

Behavior when Angry

Autocratic

Attacking

Acquiescing

Avoiding

Make effort to be:

Efficient

Interesting

Cooperative

Accurate

For Decisions

Give options and probabilities

Give incentives & testimonials

Give guarantees and reassurances

Give facts, details, & documentation

They Question

What it does & by when

Who else uses it

How it will affect personal circumstances

How it works, how you reach your conclusions

Specialty

Being in control

Socializing

Support

Processes, systems

For Security

Relies on being in control

Relies on flexibility

Relies on close relationships

Relies on preparation

Let them save

Time

Effort

Relationships

Face

For Acceptance

Depends on leadership skills, strives to be a winner

Depends on playfulness

Depends on conformity, loyalty and helpful nature ("to have friends, be a friend")

Openly show concern and appreciation of others

Needs climate that

Responds

Collaborates

Processes

Describes

Support their

Conclusions & Actions

Visions & Intuitions

Relationships & Feelings

Principles & Thinking

Measures personal worth by

Results, track record, power

Acknowledgment, recognition, applause

Attention from others

Precision, accuracy, and progress

Follow-up with

Results

Attention

Support

Service

For Growth needs to

Listen

Check

Initiate

Decide

To be more flexible, needs to

practice active-listening; pace self to project a more relaxed image; develop patience, humility, & sensitivity (concern for others' needs); use more caution; verbalize reasons for conclusions; identify with a group; be aware of existing sanctions

control time & emotions; develop an objective mindset; spend more time checking, verifying, specifying, organizing; Follow-thru; concentrate on the task; take a more logical approach

Say "no" occasionally; Attend to completion of tasks without oversensitivity to others feelings; Be willing to reach beyond their comfort zone; take risks; Delegate to others

Occasionally try shortcuts & time savers; Try to adjust more readily to change and disorganization; Work on timely decision-making and initiating new projects; Compromise with the opposition; State unpopular decisions; Use policies as guidelines only

Sign on Desk might read:

Do it now!

Why Not?

My space is your space!

Put it in Writing!

Environmental Clues

Decor suggests power and control; Seating arrangement is closed, formal, non-contact, positioned for power

Likes contact: may move to new seat when talking to you; Decor is open, airy, friendly

Seating is open, informal, conducive to building relationships; Decor is relaxed, open, soothing; Walls may contain personal slogans, serene pictures, or mementos

Decor is functional and working; Seating arrangement suggests formality and non-contact; Walls may contain charts, graphs, or pictures pertaining to job