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is with a course based on Dr William Moulton Marston's DISC model, or one of its newer variants. DISC stands for "Dominance - Influence - Steadiness - Conscientiousness" and this system divides everyone into four basic personality types (it has its similarities, therefore, with the Myers-Briggs test, which is based on the ideas of psychologist C.G. Jung.)

The version of DISC that I have personal experience with is one that is also based on Tony Alessandra's Platinum Rule ("Do unto others as they'd like done unto them"), and which divides people into Directors, Expressers, Analysers and Relaters.

Directors tend to be dominant, take-charge leader types. Expressers can be extravert, lively and persuasive. Analysers are methodical information gatherers, focussed on detail and technicalities. Relaters are loyal and team-oriented.

These four personality types are represented by quadrants on a grid (where the axes are Emotive-Reserved and Inquire-Advocate), and by answering a series of questions about yourself, you can find out which quadrant you are in. Broadly speaking, technical professionals might well tend to fall into the Analyser category, but this is not necessarily so, as each of us brings a unique combination of traits into the mix.

Now it becomes interesting. Each type has its preferred way of communicating. For instance, Directors (and Expressers) do not tend to appreciate detail - they want to know about the bottom line and would rather have bullet points, whereas Analysers tend to want data - the more information, the better.

Once this is understood, it becomes a lot easier to deal with someone who is a different type to yourself. A manager or sales person would not want huge volumes of data, but would prefer a summary or a single paragraph. On the other hand, a software tester would not want some vague definition of a problem or issue, but might require plenty of information presented in an organised way.

So how would any of this training help you to become more emotionally intelligent? It succeeds by removing barriers to communication, and thus potentially does away with the cause of much of the stress, anxiety, anger and frustration that can arise in the workplace. By practising, "style flexing", for example, it is possible to adjust your own behaviour and communicate with others in a way that they understand and can resonate with - in effect, by "speaking their language". The result? A happier and more productive workplace.

Going on an influencing skills workshop, based on DISC or one of its variants, is not a panacea and will not turn anyone into a super communicator overnight. However, this form of training has some very good features indeed.

Firstly, it has been devised for professional people and can very easily be incorporated into a company's training schedule.

Secondly, it's about practical results - there's nothing wishy-washy or woolly about it. At the end of the day, taking this kind of course with your colleagues will help you to work more effectively together and get the job done.

Thirdly, it's a relatively straightforward (some might say simplistic) and painless introduction to the complex world of psychology and "soft skills". Course materials normally include a list of recommended books, for those who are interested in learning more about this subject, but you can get a head start now by reading books such as The Platinum Rule, by Tony Alessandra and Michael J. O'Connor, Emotional Intelligence, by Daniel Goleman, On Becoming a Leader, by Warren Bennis, or Listening: the Forgotten Skill, by Madelyn Burley-Allen. You may even find yourself becoming hooked on this subject.

Learn more about this author, Alex Cull.
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