DiSC and The Law of Requisite Variety

My client, Jack, is a busy manager who recently took the DiSC assessment as part of his coaching program. He liked the DiSC Model and said that he learned a lot about what makes people tick, but asked, “So what do I do with it now? Why should I put any more effort into applying it?”

How about this – More Power!

Do you want to be in control of your interactions with others? Here’s a way to do just that!


There is a body of knowledge called Neuro-Linguistic Programming -- also known as NLP and Neurolinguistics. NLP studies the structure of how humans think and experience the world, and is based on the presupposition that all behavior has a structure which can be modeled, learned, taught, and changed (re-programmed).

One principle of NLP applies well to how we use the DiSC model. The Law of Requisite Variety states that the one with the most flexibility of behavior will control the entire system, including communication. Have you ever noticed a child in the grocery store asking for cookies, candy, toys, etc.? If one behavior and request doesn’t do the job, he will try many other behaviors with lots of flexibility = controlling mom and getting the result.

“So just by adjusting to the other person’s preferences, I get to be in charge?” Jack asked. Right -- Two simple comparisons will help you to adjust your communication style to that of the other person.

1. Are they Direct/outgoing or are they Reserved?

2. Are they more Task-oriented or more People-oriented?

From those two observations, you can narrow their style to 

• Dominant = Direct, Task-oriented; 
• Influential = Direct, People-oriented; 
• Steady = Reserved, People-oriented; 
• Compliant = Reserved, Task-oriented. 

By starting your interaction where THEY are, you establish rapport, eliminate barriers/walls, and build a relationship that supports getting to a desired result. My challenge to you is that you become a Master of The Law of Requisite Variety.

Take Charge -- Get Moving!

Love and light,

Diane 

Clear - Concise - Compelling

What do you really want?

What is your unique value?

Tell me about yourself ...

In the last entry I asserted that everyone is OurSelf-Employed. Success depends on our being able and willing to sell "Product Me" in ways that set us apart from the competition.

In networking situations, business owners and career transitioners usually offer routine descriptions of who they are and  what they are selling or looking for. Here's an example: "I am an insurance adjuster and I sell a-b-c-... and today I am looking for people who are interested in a quote." Or "I am an IT professional with expertise in SQL, Java, etc. looking for a company in this geographical area." Ho Hum ... nothing special, not unique, uninteresting, non-compelling, unexciting ... get my drift?


The human brain looks for patterns that are quickly identifiable so it can put your information into a mental manila file folder, file it under "insurance guy" or "IT gal" and close the drawer. It isn't that the information doesn't register, it just doesn't cause the brain to think about it very much. The effect is that you are just another "x" in the file drawer.


What if you could influence the brain of your target audience to process "Product You" a little longer before filing you as data? What if curiosity were stimulated by the way you describe yourself or your service? The person might be sparked to ask you some questions, learn more, even to have a positive emotional response to you!


The photo here could be described as a glass ball resting on a laser pattern - true. That description is clear and concise, but not very compelling! Take a few minutes and think about how you might stimulate more interest in the photo. Then review your "elevator introduction" and make it more compelling. Make sure that your uniqueness and value show up as beautifully as the photo on this post.

Love and light,
Diane