DISC PERSONALITY
&
HOW TO COMMUNICATE WELL
Dodi PW
What is DISC ?
Suatu model perilaku manusia yang
membantu masyarakat memahami
“mengapa mereka melakukan apa
yang mereka lakukan.”
Dodi PW
What is DISC ? (2)
Dominan (Dominance)
Intim (Influence)
Stabil (Steadiness/Stable)
Cermat (Compliance)
Dodi PW
Dominance
Fokus : Kekuasaan/POWER
Kata kunci (HI) : Mengendalikan, Kompetitif,
Memaksa,
Ingin tahu, Langsung,
Self-starter,
Tegas
(Keterbatasan) : Lembut, Indecisive,
Tidak menuntut
Gaya Komunikasi : Tell
Gaya Managerial : Autocratic
Motivator : Sasaran yang nyata
Ketakutan : Gagal
Pertanyaan : Apa?
Berhubungan dg : Karakter Memaksa
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Influence
Fokus : Orang/POPULER
Kata kunci (HI) : Berpengaruh, Bersahabat,
Persuasif, Verbal,
Komunikatif,
Positif
(Keterbatasan) : Sadar Diri, Serius,
Menyelidik, Curiga
Gaya Komunikasi : Sell
Gaya Managerial : Demokratis
Motivator : Pengakuan Sosial,
Popularitas
Ketakutan : Penolakan
Pertanyaan : Siapa?
Berhubungan dg : Kepribadian
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Steadiness
Fokus : Irama kerja/STABILITY
Keyword (HI) : Dapat diandalkan, Baik,
Pendengar yg baik,
Hati-hati, Persisten,
Tegas
(Keterbatasan) : Mobile, Siaga, Aktif,
Hasrat tinggi, Demonstratif,
Tidak bisa diam
Gaya Komunikasi : Mendengar
Gaya Managerial : Prosedural
Motivator : Kontrak Kerja & Group
Ketakutan : Rasa tidak aman
Pertanyaan : Mengapa?
Berhubungan dg : Pengalaman
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Compliance
Fokus : Kebijakan/PERFECTION
Kata kunci (HI) : Hati-hati, Tunduk,
Teliti, Logis,
Perfeksionis,
Sistematis, Akurat
(Keterbatasan) : Teguh, Persisten,
Keras kepala, Bebas,
Kemauan keras
Gaya Komunikasi : Tertulis
Gaya Managerial : Tdk terprediksi
Motivator : Job Specs & Peraturan
Ketakutan : Konflik
Pertanyaan : Bagaimana?
Berhubungan dg : Know - How
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4 KUTUB DISC
Open
DOMINANCE INFLUENCE
Task
D I Social
oriented oriented
C S
COMPLIANCE STEADINESS
Close
Dodi PW
Kuadran sadar diri
Sadar Diri Tau Teman
Saya
Tau Kerja Tau Budaya
Dodi PW
How to communicate?
Dodi PW
Dominance – Lee Kuan Yew
Bagaimana merespon D
• Jangan grogi dan langsung
• Fokus pada tindakan dan tujuan
• Konfrontasi terarah bisa untuk mendapatkan
perhatian
Bagaimana berhubungan dengan D
• Ringkas dan “to the point”/jangan basa-basi
• Jelaskan bgm mencapai tujuan secara logika &
tindakan
• Berikan waktu untuk memutuskan ide Anda
Bagaimana membantu D
• Ulangi rencana tindakan dgn Fokus pd tujuan dan hasil
• Berikan instruksi singkat dan jelas
• Jangan halangi jalan/pekerjaannya
Dodi PW
Influence – Oprah, Ponijan
Liaw
Bagaimana merespon I
• Berteman & Positif
• Lakukan dialog informal
• Berikan waktu utk berstimulasi & beraktivitas ceria
Bagaimana berhubungan dengan I
• Gunakan nada suara pertemanan
• Biarkan mereka menyampaikan isi hatinya
• Lanjutkan pembicaraan dengan rencana tindakan
Bagaimana membantu I
• Tawarkan dorongan positif dan insentif atas
tindakannya
• Bantu aturkan rencana tindakan
• Komunikasikan pengenalan yang positif
Dodi PW
Steadiness – Mother Teresa,
Mahatma Gandhi
Bagaimana merespon S
• Jangan mengancam dan bersabar
• Berikan waktu utk memproses & mengatur perubahan
• Bicarakan hubungan menyangkut keluarga
Bagaimana berhubungan dengan S
• Gunakan nada bersahabat saat memberi instruksi
• Berikan penerimaan secara pribadi dan jaminan
tertulis
• Berikan waktu untuk memproses informasi/data
Bagaimana membantu S
• Ulangi setiap instruksi
• Sediakan perlengkapan tertulis
• Bersabar dalam memberikan keyakinan kepadanya
Dodi PW
Compliance - Habibie
Bagaimana merespon C
• Langsung dan akurat
• Biarkan mereka merespon awal dengan hati2 atau
negatif
• Berikan kebebasan utk bertanya-tanya
Bagaimana berhubungan dengan C
• Jawab pertanyaannya dg sabar dan tetap pada
persoalan utama
• Kombinasikan data akurat dengan pendukungnya
• Berikan waktu utk mem”validasi” data/informasi
Bagaimana membantu C
• Bantu dgn pendekatan langkah-langkah ke arah
tujuan
• Berikan dukungan sepenuhnya
• Berikan ijin utk mendapatkan
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informasi pihak ketiga
(ATTITUDE)
Dodi PW
Kekuatan perilaku
Kuat Lemah
Kerja Sama S I C D
Pendirian D I C S
Optimis I D S C
Akurasi C S D I
Dodi PW
Panic button
Kuat Lemah
Kehilangan Aman S C D I
Kritik C S I D
Penguasaan D C S I
Penolakan I S D C
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Karakter perilaku
Kuat Lemah
Kemampuan
mendengarkan S I C D
Percaya orang S I D C
Disiplin kemandirian C D S I
Konsisten S C D I
Penggunaan Logika C S D I
Dodi PW
Karakter perilaku (2)
Kuat Lemah
Kehangatan S I D C
Spontanitas Bicara I D S C
Hasil Nyata S C D I
Suka Tantangan/Agresif D C I S
Tampilan Emosi I S D C
Dodi PW
Perilaku umum
Outgoing I D S C Reserved
Accepting S I C D Assessing
Supporting S I C D Directing
Opened I S D C Closed
Self Maintaining D C I S Self Modifying
Direct D I S C Indirect
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Dodi PW
Musavada
Terdiri dari 4 macam perbuatan buruk yang
dilakukan melalui ucapan :
- Berbohong (musavada)
- Memfitnah (pisunavaca)
- Kata-kata kasar (pharusavaca)
- Ucapan yang tak bermanfaat/omong
kosong (samphappalapa)
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Pegangan dalam berkomunikasi
Dhamma
Berpikir positif
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Conclusion
Memahami
kepribadian
DISC Komunikasi jelas
kompak &
Menghindari harmoni
musavada/
hal buruk
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Additional
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High D Personalities
Extrovert
Like to be in control of their own lives and make
their own decision too powerful and strong for
other people
Want to be at the top and give order (hard to
follow order)
Confident, outspoken, say what they feel can be
thought of arrogant, just the way to express
themselves
Have an active mind that like to be stimulated, like
do lots of thins at once the quality can start to
drop
Difficult to follow something to its end
When you have something done in hurry, give it to
high D
Dodi PW
High D Interaction
Don’t interact well with others
Like to give order and take control detract relationship
Sabotage/undermine the authority of high I and not be at all
worried about it affecting their popularity
Don’t interest to have fun working in a group
Tap into a bit more to gt on with a high I
High D (delegate) work well with high C (to delegate)
compliment
Problem : not detail oriented (high D) vs detail (high C)
Best work with high S (steadying, just told what to do and S
do it, no worry if D take control)
Dodi PW
Selling To A High D
Like to be a leader, innovative pioneers
Best way : tell them that they need to be more
productive (tell them will help that cause), profitable,
successful and a leader of the others using our
service/item, that is what they want to know
Respect them and never make them feel inferior
Most importantly, they need to be confident you can
deliver what you say you can (fact + reason)
Don’t try and be too friendly to them
Want summary of any features, not like detail, just a
brief outline show the logic
Better solution blunt/frankly they don’t mind too
much & don’t care
Dodi PW
High I Personalities
Extrovert
Like to have fun and be popular
Want to be people’s friend
Say in anger don’t want remind something in the
past
Don’t like detail
Like changing environment
Look you in the eye and use a lot of tonal changes
in their voice
Talk a bit louder than other personalities except the
high D
Extrovert
Will respond quicker because they think you’re like
them
Dodi PW
High I Interaction
Get on fairly well with most personality
types
Annoy high C and D because they are
task oriented
Good motivator and team leader
(won’t like pulling a team member into
line if they’ve done something they
shouldn’t have
Dodi PW
Selling To A High I
Need to win them over and be their friend (care)
Show your sense of humor (fun loving person) they
will buy from people who seem to have same nature as
they do be happy and spontaneous
They don’t like detailed work that will take up lots of
their time
Tell about other things apart from what you are selling.
Get chatty at the start, middle and the end of selling
process
Sometimes they want to go off on a tangent
Let them do most of talking, they love it
Tell and advise them on what you think and fell is best
for them, sincere
Prone to exaggerate
Dodi PW
High S Personalities
Introvert
Steady people, don’t like rush, calm
Thinking over before doing
Don’t make quick decision
Plod along
Well liked by others friendly, easy
going, harmless
Dodi PW
High S Interaction
Can plan things take a long time,
understand the high D
Often are married by high D
Get along well with high I both are
people oriented having fun
Reserved version of high I
High concern to others and try to
understand them
Won’t say too much because they like to
keep the peace
Dodi PW
Selling To A High S
Harder to sell to than high D / I
Steady decision making, they want take their time in reaching decision,
don’t like pressure
You need to be their friend + build genuine rapport
Be reserved like they are
Be casual
Outline what you want them to buy + give detail
Give them data to make decision and tell them they need to make it soon
Don’t expect quick decision
Explain at the start that if you can give them everything they want and
expect today and you both are is the best thing, then you’ll outline the
steps needed to get the process under way then ask if it’s OK to do that.
Get them to commit to making a decision there + then if you can
Sometimes won’t make a decision at all on the day be firm in wanting a
decision soon or today but don’t be pushy
Be reserved like they are
Don’t like change tell them that your product won’t involve any major
change, it’s a slow process
I’ve them plenty of eye contact
Build rapport and be their friend
Dodi PW
High C Personalities
Introvert
Interesting I many ways
Tendency to collect data, facts and figures
Often stutter their words when describing something possibly due to
tension + what the perfect way to describe
Often stutter than others personalities
Often create stress for their own perfect standard
Can miss out the big picture as they can get stuck on details
Want to work on their own way the best, other people won’t do as good
as job as they will
Reserved and task oriented aren’t friendly in communication with other
people especially non family and friends
Like to give lots of data when they communicate, as they feel this is what
people want
Have many details before making a decision
Never rush into anything especially without considering all the facts, data
and graphs
Don’t like to be pushed into doing things
Perfectionist
Planning, condition usually have to be perfect before they proceed
Dodi PW
High C Interaction
Self satisfaction + pride from doing
things for others high C and I
interesting combination (people
oriented, extrovert-I and task
oriented, introvert-C)
Need to be shown in detail how to do
something
Dodi PW
Selling To A High C (1)
Can be very sceptical of anyone who says they have
something they’ll need because they often fell what they
already have is good
Resist change because their own way
Won’t consider making a buying decision unless the facts
are shown, valid, lot of them
Prepare to spend a lot of time ask hundred question
+procrastinate wondering whether they’ve covered
every detail they need to know about
How to do things without anyone’s help
New system relearn
Much happier doing what they already know how to do
Give them as much data as you can, graph, table,
written form, essay form
You can’t give too much data to consider
Dodi PW
Selling To A High C (2)
They like to justify their decisions by logic
They don’t care if you are their best friend, they always
consider the fact first
Don’t expect high C will make a quick decision need
time to think, tell about facts backed up by logic
Get back to them another day only if yu tell them you’ve
given them everything they need to make a decision
Confident in their own abilities and are used to relying
on making their own decision
Talk confidently because have a lot of knowledge +
proud of it
Get them attention say : I have a way to help do
something better + more efficiently will love :
anything that improve their standard/efficiency
Dodi PW
Summary
D : productivity, example, summary,
fact, reason, respect, SKSD (what)
I : humor, care, summary, advise,
Prone exaggerate (who)
S : friend, care, reserved, time, detail,
don’t like change (why)
C : think their existing is good, resist
change, fact (graphical data),
improvement, efficiency (how)
Dodi PW