EMOTIONAL INTELLIGENCEEMOTIONAL INTELLIGENCE

AmygdalaHippocampus

THE EMOTIONAL PROCESSTHE EMOTIONAL PROCESS

BehaviorAwareness of Situation

Emotional Arousal

Amygdala(triggers emotional response)

Neo-Cortex(most recent evolution –

complex thought)

F

rom

: Q

-Met

rics

Brains Alone Brains Alone Don’t Make a LeaderDon’t Make a Leader

A lack of impulse control ...

Is a primary derailer of top executives. (Goleman)

EI FrameworkEI Framework(Goleman, 1998)(Goleman, 1998)

Emotional Intelligence consists of Emotional Intelligence consists of four clusters of Competencies:four clusters of Competencies:

I. Self-AwarenessI. Self-Awareness

II. Self-ManagementII. Self-Management

III. Social AwarenessIII. Social Awareness

IV. Social SkillsIV. Social Skills

Personal Competencies

Social Competencies

SocialAwareness

Ability to attune to how others feel,

and to “read” situations

Self-Awareness

Reading one’s own emotions and recognizing their impact

SocialSkills

Ability to guide the emotional

tone of the group

Self-Management

Keeping disruptive emotions & impulses under control

““I no longer think that I no longer think that learning how to learning how to manage other people, manage other people, especially especially subordinates, is the subordinates, is the most important thing most important thing for executives to learn. for executives to learn. I am teaching, above I am teaching, above all, how to manage all, how to manage oneself.”oneself.”

-- Peter Drucker-- Peter Drucker

DOES EI MAKE A DIFFERENCE?

The Business Case

In a study of more than 2,000 managers from 12 large organizations, 81% of the competencies that distinguished outstanding managers were related to emotional intelligence (Boyatzis, The Competent Manager,1982)

33%

33%

19%

Research Goleman, Working with Emotional Intelligence,

1998“181 different positions from 121 organizations worldwide … 67% of the abilities deemed essential for effective performance were emotional competencies” (cf. Rosier, 1994)

“Reanalyzed data from 40 different corporations … to differentiate star performers from average ones … emotional competencies were found to be twice as important in contributing to excellence as pure intellect and expertise” (cf. Jacobs and Chen, 1997)

0

500

1000

1500

2000

2500

3000

Average n=21

Superior n=22

Comparison of Annual Financial Contribution of Superior versus Average Experienced Partners

($ in 000’s)

Acct. Rev. Ind. Contr. Rev.

The Case for EIThe Case for EIWhy Do Smart People Fail?Why Do Smart People Fail?

• Intellectual AbilitiesIntellectual Abilities– Intellectual Intellectual

capability (IQ), capability (IQ), knowledge, and knowledge, and technical technical expertise are expertise are thresholdthreshold

– Only one Only one cognitive ability cognitive ability (pattern (pattern recognition) recognition) differentiates differentiates outstanding outstanding leadersleaders

• Emotional IntelligenceEmotional Intelligence– Emotional Emotional

Intelligence (EI) is Intelligence (EI) is the the differentiatingdifferentiating factor in successfactor in success

– 90% of the difference 90% of the difference between outstanding between outstanding and average leaders and average leaders is linked to EIis linked to EI

– EI is two times as EI is two times as important as IQ and important as IQ and technical expertise technical expertise combinedcombined

Our Studies ShowOur Studies Show

• EI has significant financial impact EI has significant financial impact

• EI impacts leadership performance EI impacts leadership performance more than individual performancemore than individual performance

• Small changes in EI can have a big Small changes in EI can have a big impact on others – you do not have to impact on others – you do not have to show all competencies all of the timeshow all competencies all of the time

Developing Emotional Developing Emotional IntelligenceIntelligence

Emotional Intelligence is learned, Emotional Intelligence is learned, not genetic.not genetic.

People learn what they want to People learn what they want to learn.learn.

EMOTIONAL INTELLIGENCE EMOTIONAL INTELLIGENCE VIDEOVIDEO

• As you watch the videoAs you watch the video– Understand the basic EI skillsUnderstand the basic EI skills– Try to relate what you are seeing to Try to relate what you are seeing to

material we have already covered, e.g.:material we have already covered, e.g.:•ProactivityProactivity•Self-talkSelf-talk•Circle of influenceCircle of influence•Ladder of inferenceLadder of inference

• Take notesTake notes– What stands out for youWhat stands out for you– What questions do you haveWhat questions do you have

Write in Your Insight Journal:Write in Your Insight Journal:

• Use your journal to listen to your Use your journal to listen to your language for a day. language for a day. – Is it proactive or reactive? Is it proactive or reactive?

• Think of an experience in your life. Think of an experience in your life. – How did you handle it? How did you handle it? – Were you proactive or reactive? Were you proactive or reactive? – What could you do to be more proactive? What could you do to be more proactive? – How can you expand your circle of How can you expand your circle of

influence? influence?