Dominance

In the DISC system of personality classification the 'D' stands for Dominance.

People who score high in the intensity of the "D" styles factor are very active in dealing with problems and challenges, while low "D" scores are people who want to do more research before committing to a decision. High "D" people are described as demanding, forceful, egocentric, strong willed, driving, determined, ambitious, aggressive, and pioneering. Low D scores describe those who are conservative, low keyed, cooperative, calculating, undemanding, cautious, mild, agreeable, modest and peaceful.

How to recognize a High "D"

• Environment
  • Multiple project tiles; accomplishments displayed; busy
• Appearance
  • individualistic; showing power/authority; non-compliant
• Walk
  • Fast with a purpose, often carrying a project
• Communication Medium
  • Short voicemails “after hours"; simple “post-it” notes or E mails; unexpected task “drop and runs”; sudden calls or interruptions for a quick answer/decision
• Talks About
  • Accomplishments; business/personal goals
• Quotes
  • “What’s the bottom line?" “Just do it.” 'So what?"
• Questions a "D" would ask
  • When can it be ready?
  • What are next steps?

Communication with a high "D"

• Be prepared to provide a brief and direct “big picture' summary.
• Focus on your purpose, objectives, results, and probability of success.
• Back your claims with evidence.
• Present facts logically and efficiently in “bullets."
• Review details later (avoid unnecessary issues altogether).
• Ask for what you specifically need from them.
• Ask “what" questions to get their input and opinions quickly (before you give yours).
• Allow them to “test” and challenge you.
• Provide direct answers, focusing on the whats, not how's.
• Stick to business, and leave when they’re through (When in doubt, ask.).
• Don't show indecision
• Don't avoid answering their questions directly
• Avoid over elaborating or giving too much detail
• Provide opinions and options
• Don't hold back or be too quiet

Influencing a High "D"

• Be brief and concise
• Keep to the point
• Ask "what" not "how" questions
• Emphasize results, targets, objectives, solutions
• Be enthusiastic & energetic
• Be logical
• Agree on facts

Effective behaviors of a High "D"

• Action-oriented; multi-tasking; busy
• Assumes authority; takes charge
• Challenging to self and others; maintains high expectations
• Competitive
• Confident; self assured; strong-willed
• Decisive
• Determined
• Direct
• Grasps concepts/changes quickly once in agreement
• Independent; self-reliant
• inquisitive; questions status quo, tradition, and authority
• Outspoken
• Results/goal-oriented
• Risk-taking; bold; daring; adventuresome; sense of urgency
• Solves problems; manages trouble

Ineffective behaviors of a High "D"

• Aggressive; authoritative; controlling; domineering; forceful
• Arrogant; egocentric; overconfident; uncompromising; disregards others as incompetent irrelevant
• Blunt, cold; distant; impersonal; resists participation when not in limelight; sarcastic
• Confrontational; disruptive; interrupts; rebellious; rude
• Impatient; hurried; short tempered; doesn't relax/pace self insensitive to others' needs interests, details, and existing sanctions/prerogatives; listens poorly
• Inspires fear intimidating; threatening
• Quick to opinions/decisions/change without verbalizing reasons, or analyzing facts, alternatives, pros, cons, and risks; undervalues stable environments
• Rarely praises; quick to correct; too demanding on self/others; bums others out
• Too competitive (must “win,' often at others' expense)

Motivators of a High "D"

• Authority; power; decision-making; others following their lead/examples
• Autonomy; freedom from controls and supervision; flexibility
• Career gain; advancement opportunities
• Competitive edge
• Difficult and challenging projects
• Economic gain; return on investment
• Frequent changes; new alternatives
• Immediate action; pragmatic approaches
• Individual accomplishments
• Prestige/recognition for their accomplishments
• Results; goal-achievement
• Variety; wide scope of operations

De-motivators of a High "D"

• Close supervision; too many bosses; titles/rank without authority
• Delayed gratification; interference; slow downs; waiting in line
• Details, issues, processes, complications, or forced socializing and team building unrelated to end-results; ‘red tape” bureaucracy
• Incompetence; ineffectiveness; "ha|f” efforts
• Indecision; indirect answers; rambling
• No opportunities for input or decisions
• Non-ambitious plodders; all talk and no action; habitual complainers and “victims”
• Restrictive roles, responsibilities, and authority