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Working with 'Influencing' people

Continuing on from the article Using DISC in your Business, this article is about the behavioural traits of those people who prefer the Influencing behaviour.

My previous article, Dealing with Dominant or Direct Behaviours looked at the traits of what I call the 'D' behaviour.

People who prefer Influencing or 'I' behaviour like to:

  • Be involved with others
  • Make a favourable impression
  • Generate enthusiasm
  • Entertain
  • Work in groups

People who use 'I' behaviour tend to prefer a working environment that includes social recognition, group activities, relationships, freedom of expression and freedom from control and detail. They like to be in a position of being able to influence others – whether it is to get agreement on how something should be done or how often you'll have a team morning tea.


This is the person in the office who always has time for other people. They easily give positive feedback to those that they work with and spread their enthusiasm and positive attitude to others.


Now, they also have fears. These include not being liked, disapproval of others and loss of influence.


Some of the limitations of the 'I' behaviour can include:

  • Impulsiveness
  • Disorganisation
  • Lack of follow through

Communicating with an 'I' behaviour

When speaking to a person showing high 'I' behaviour speak to them in terms of change and fun. They like others to be friendly, emotionally honest and recognise contributions.


Maria Pantalone

Maria Pantalone works with individuals and teams to make communication their strength so that their message is heard. Her programs help her clients to excel in their role and be recognised as leaders in their field.
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