EMOTIONAL INTELLIGENCE

Amygdala Hippocampus

THE EMOTIONAL PROCESS Behavior Awareness of Situation Emotional Arousal Amygdala (triggers emotional response) Neo-Cortex (most recent evolution – complex thought)

From: Q-Metrics Brains Alone Don’t Make a Leader A lack of impulse control... Is a primary derailer of top executives. (Goleman)

EI Framework (Goleman, 1998) Emotional Intelligence consists of four clusters of Competencies: I. Self-Awareness II. Self-Management III. Social Awareness IV. Social Skills Personal Competencies Social Competencies

Social Awareness Ability to attune to how others feel, and to “read” situations Self- Awareness Reading one’s own emotions and recognizing their impact Social Skills Ability to guide the emotional tone of the group Self- Management Keeping disruptive emotions & impulses under control

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

Comparison of Annual Financial Contribution of Superior versus Average Experienced Partners ($ in 000’s) Acct. Rev. Ind. Contr. Rev.

The Case for EI Why Do Smart People Fail? Intellectual Abilities Intellectual Abilities –Intellectual capability (IQ), knowledge, and technical expertise are threshold –Only one cognitive ability (pattern recognition) differentiates outstanding leaders Emotional Intelligence Emotional Intelligence –Emotional Intelligence (EI) is the differentiating factor in success –90% of the difference between outstanding and average leaders is linked to EI –EI is two times as important as IQ and technical expertise combined

Our Studies Show EI has significant financial impact EI has significant financial impact EI impacts leadership performance more than individual performance EI impacts leadership performance more than individual performance Small changes in EI can have a big impact on others – you do not have to show all competencies all of the time Small changes in EI can have a big impact on others – you do not have to show all competencies all of the time

Developing Emotional Intelligence  Emotional Intelligence is learned, not genetic.  People learn what they want to learn.

EMOTIONAL INTELLIGENCE VIDEO As you watch the video As you watch the video –Understand the basic EI skills –Try to relate what you are seeing to material we have already covered, e.g.: Proactivity Proactivity Self-talk Self-talk Circle of influence Circle of influence Ladder of inference Ladder of inference Take notes Take notes –What stands out for you –What questions do you have

Write in Your Insight Journal: Use your journal to listen to your language for a day. Use your journal to listen to your language for a day. –Is it proactive or reactive? Think of an experience in your life. Think of an experience in your life. –How did you handle it? –Were you proactive or reactive? –What could you do to be more proactive? –How can you expand your circle of influence?