What dimensional models have in common is that they attempt to describe observable behavior. In other words, they explain HOW individuals do what they do . . .
The DISC model has been of enormous benefit in determining the HOW of our behavioral choices or style preferences.
As valuable as the DISC concept has become, and while most professionals will agree that each of the basic 4 styles is motivated to avoid its biggest fears, there is more to one’s motivation, than just avoiding fears. There are benefits for getting deeper into the WHY we do what we do.
A greater understanding of a person will be gained with the identification of one’s internal motivators. Your internal motivator is what gets you out of bed early in the morning so that you can get to work. What is it that causes you to move into action? What are the drivers of your behavior? What activities, careers and conversations inspire a “passion” within you, causing you to want to become involved?
Values tell us why we do what we do. Values are sometimes called the ‘hidden motivators,’ because values lie beneath our behavioral style, and are usually not discovered until we’ve known someone for a long period of time. Values initiate and drive our behavioral style. Values are abstract concepts of what is right, worthwhile, or desirable. Values are principles or standards by which one acts.
Values are beliefs held so strongly that they affect the behavior of an individual or organization. Values result in the level of engagement or motivation toward a commitment. Values drive our Behavioral Style.
What drives the High D? Just because the typical High D wants to know the bottom-line, quickly and directly, doesn’t mean that the High D has a low appetite for knowledge. If that High D is also a High Theoretical, then they have a strong desire for knowledge… quickly. If we gloss over some important information, then we haven’t connected with that High D. If we don’t know what drives one’s behavioral style, then we can’t build a relationship based on three key ingredients: Trust, credibility, and rapport.
Values/Motivators are expressed in behavior. Since values are abstract, guiding principles, that initiate our behavior, they can most easily be measured by a carefully constructed instrument that probes ones reasons for making decisions. That’s what the Values model does. The report expresses one’s Values in behavioral terms because that is how one’s Values are manifested: In why we do what we do.
Next week: Values, Drivers, and Motivators!