Knowing Personality Styles Helps You To

Understand Yourself . . . And Others!

Twenty-four hundred years ago, scientists and philosophers, most notably Hippocrates, began
to recognize differences in behavior that seemed to follow a pattern. This pattern was explored
by many psychologists and scientists until it was defined by Dr. William Marston. After earning his
doctorate from Harvard University, he wrote The Emotions of Normal People in 1928. From this
breakthrough work, he developed the lie detector test that is still in use today.
Marston theorized that people are motivated by four intrinsic drives. These drives direct
behavior into the patterns that he called DISC. He came to understand that DISC was actually a
special language that describes these behavior patterns. (“D” is the Dominant type; “I” is the Inspiring
type; “S” is the Supportive type; “C” is the Cautious type.) He defined four DISC types that are
composed of observable behavior characteristics or traits. These traits are measured in words
to express intensity in each type; they are objective and descriptive rather than subjective and
judgmental.
This means that DISC shows a pattern in how we act. We give value to these actions as good
or bad and appropriate or inappropriate, but DISC is not designed to measure our values. Also, keep
in mind that your skills and education may affect your opportunities and abilities, but they are not
measured by DISC. We understand that DISC is a valuable instrument that helps us to understand
behavior patterns in ourselves and others.
We spend years in school developing our intelligence to effectively use our mind. Developing
our unique personality to effectively use our behavior is just as vital to successful living.Your Intelligence
Quotient, or IQ, measures your intelligence. Your Personality Quotient, or PQ, refers to your ability
to understand yourself and others for effective communication and teamwork. Studies have shown
that technical skill, beginning with intelligence and developed through education and experience,
accounts for only 15% of success in the workplace. The other 85% of workplace success comes
from people skills! These skills are developed through learning better ways to behave and interact.
As Dr. Robert Rohm likes to say, “If I understand you, and you understand me, doesn’t it make sense
that we can work more effectively together?”
In completing this simple profile assessment, you are taking the first vital step to better
understand your personality style and how you act, interact or react to other people. We hope you
find this experience helpful, useful, practical and applicable to every area of your life.

WAYS TO DEVELOP PEOPLE - People are influenced and motivated differently!

Have you ever wondered why you can say one thing to one person, and get a certain
response, then say exactly the same thing to another person, and get a different response?
The basic reason is because people have different personality styles, and each personality has
a different priority.

© 2004 Robert A. Rohm Ph.     D. / World     - Class Communicator 1

 4 DIFFERENT TYPES – 4 DIFFERENT PRIORITIES
The Dominant type - An outgoing, task-oriented
individual will be focused on getting things done,
accomplishing tasks, getting to the bottom line as quickly
as possible and MAKING IT HAPPEN! (The key insight
in developing a relationship with this type person is
RESPECT and RESULTS.)
The Inspiring type - An outgoing, people-oriented
individual loves to interact, socialize and have fun. This
person is focused on what others may think of him or
her. (The key insight in developing a relationship with this
TM
type person is ADMIRATION and RECOGNITION.)
The Supportive type - A reserved, people-oriented
individual will enjoy relationships, helping or supporting
other people and working together as a team. (The key
MODEL OF HUMAN BEHAVIOR insight in developing a relationship with this person is
FRIENDLINESS and SINCERE APPRECIATION.)
The Cautious type - A reserved, task-oriented
Remember: Everyone is a unique
individual will seek value, consistency and quality
blend of traits from each of the four information. This person focuses on being correct and
personality styles. accurate. (The key insight in developing a relationship
with this individual is TRUST and INTEGRITY.)
You will learn and discover that each person is an important part of the team...both personally
and professionally. You will develop ways to begin to learn how to say the same thing in a different
way in order to create better relationships and build better teams.

The Elevator Test: Which Type Are You?

The elevator doors are about to close on an eager rider who is trying to get on the
elevator. There are four (4) people already inside the elevator. One of the people in the crowded
elevator is in a hurry and does not want to wait. There is also a bubbly, energetic passenger who
holds the door open while greeting the newcomer. A third rider is happy either way. The final
passenger is cautiously concerned as she calculates the weight to see if the elevator can handle
another person.
While not perfectly scientific, this scenario depicts in broad brush strokes the Dominant
(outgoing/task-oriented) person who does not want to wait; the Inspiring (outgoing/people-
oriented) person who holds the door open; the Supportive (reserved/people-oriented) person
who is the peacemaker and tries to get along regardless; and the Cautious (reserved/task-oriented)
person who wants to make sure the added person doesn’t exceed the weight limit.
By completing a personality profile assessment, you will gain valuable insights to aid you
to be that much more effective in all areas of life.

www.personalityinsights.com
PO Box 28592 • Atlanta, GA • 30358-0592 • Tel. 770) 509-7113

© 2004 Robert A. Rohm Ph.   D. / World    - Class Communicator 2