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This chapter is from the book

Closing

The following tables summarize key contents of this chapter from the DISC behavioral perspective:

Table 4.2. A High D (Dominator) Likely Exhibits These Tendencies

Behavior Area

Tendency

Eye contact

Looks you straight in the eye.

Body language

Exhibits confidence. Walks quickly. Speaks loudly. May look at watch frequently.

Collaborative conversations

May monopolize conversations. May not allow others who are not high D's to easily contribute their own ideas.

Socratic questioning

May not question because they assume their own views and ideas are the correct ones.

Feigning ignorance

Likely not to feign ignorance because that may show lack of confidence.

Grammar: First versus second versus third

Likely to use first-person more than most. It is about me. Will also use second-person to get someone to do something.

Table 4.3. A High I(Influencer) Likely Exhibits These Tendencies

Behavior Area

Tendency

Body language

Very expressive. Wears their emotions on their sleeves.

Collaborative conversations

May monopolize conversation but will want to hear what others have to say. May stray off topic.

Socratic questioning

Will be the most likely to do this. Will want to draw out what others have to say.

Feigning ignorance

Although confident, will do this if it is a way to get others to speak up.

Grammar: first versus second versus third

Likely to use first-person plural and third-person plural the most. It is about the team, and gossip is OK.

Table 4.4. A High S (Supporter) Likely Exhibits These Tendencies

Behavior area

Tendency

Eye contact

May not make good eye contact.

Body language

Reserved.

Collaborative conversations

Will contribute and want to make sure that everyone on the team gets to contribute. If too many D's or I's are in the discussion, may not get a word in edgewise.

Socratic questioning

Will want to do this. Will care what others feel or believe.

Feigning ignorance

Will be the most likely to do this to get others to share their feelings and ideas.

Grammar: first versus second versus third

Likely to use first-person plural the most. It is all about the team.

Table 4.5. A High C (Critical Thinker) Likely Exhibits These Tendencies

Behavior area

Tendency

Eye contact

Often looks away.

Body language

Reserved. Chin down. Methodical.

Collaborative conversations

Will contribute after they hear the facts and/or when asked for an opinion. If too many D's or I's in the discussion, may not speak up even if they have the best solution.

Socratic questioning

May do this in search of the correct resolution.

Feigning ignorance

Will likely not do this.

Grammar: first versus second versus third

Likely to use first-person or third-person plural the most.

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