1. Copyright © 2000. Hay Acquisition Company I, Inc. All rights reserved. 0112-9515-HAYG Generic 1 EMOTIONAL INTELLIGENCE

2. Copyright © 2000. Hay Acquisition Company I, Inc. All rights reserved. 0112-9515-HAYG Generic 2 Theoretical Underpinnings of ECI: Performance-Based Theory Competency Methodology n McClelland, Boyatzis, Spencer and Spencer David McClelland’s 1973 landmark article “Testing for Competence Rather Than Intelligence” n Criterion Groups Outstanding vs. Typical on a performance measure n Behavioral Differentiators What did the outstanding do, think, say, and feel that contributed to their success?

3. Copyright © 2000. Hay Acquisition Company I, Inc. All rights reserved. 0112-9515-HAYG Generic 3 Characteristics of “Failed Teen” Characteristics of “Successful Teen” Happy Teen/Unhappy Teen

4. Copyright © 2000. Hay Acquisition Company I, Inc. All rights reserved. 0112-9515-HAYG Generic 4 Emotional Intelligence Defined “The capacity for recognizing our own feelings and those of others, for motivating ourselves, for managing emotions well in ourselves and in our relationships.” Daniel Goleman

5. Copyright © 2000. Hay Acquisition Company I, Inc. All rights reserved. 0112-9515-HAYG Generic 5 Positive impact on others SelfOthers Awareness Actions The Conceptual Model Self- Awareness Self- Awareness Social Awareness Social Awareness Self- Management Self- Management Social Skills

6. Copyright © 2000. Hay Acquisition Company I, Inc. All rights reserved. 0112-9515-HAYG Generic 6 The Impact of Self-Awareness Research supports that Self-Awareness is a necessary underpinning of both Self-Management and Social Awareness.

7. Copyright © 2000. Hay Acquisition Company I, Inc. All rights reserved. 0112-9515-HAYG Generic 7 The Impact of Self-Awareness on Self-Management With Self-Awareness, a person has a 50-50 chance of demonstrating Self- Management. 49% 4% 51% 96% YesNo Yes No N = 427, p <.001 (Burckle and Boyatzis, 1999) Self-Management Self- Awareness Without Self-Awareness, a person has virtually no chance of demonstrating Self- Management. 49% 96%

8. Copyright © 2000. Hay Acquisition Company I, Inc. All rights reserved. 0112-9515-HAYG Generic 8 83% 38% The Impact of Self-Awareness on Social Awareness With Self-Awareness, a person has a 38% chance of having Social Awareness. 83% Without Self-Awareness, a person has an 83% chance of lacking Social Awareness. 38% 17% 62% YesNo Yes No Social Awareness Self- Awareness N = 427, p <.001 (Burckle and Boyatzis, 1999)

9. Copyright © 2000. Hay Acquisition Company I, Inc. All rights reserved. 0112-9515-HAYG Generic 9 Self-Awareness The essence of Self-Awareness is seeing yourself as others see you. n Research shows that people with high Accurate Self-Assessment (ASA) have smaller gaps between self and others’ views than people who score low on ASA* (Burckle & Boyatzis, 1999). * N=214, t-values range from 2.27 to 6.46, p<.001 n 360° feedback is critical for obtaining objective insights.

10. Copyright © 2000. Hay Acquisition Company I, Inc. All rights reserved. 0112-9515-HAYG Generic 10 The Competency Framework Self- Awareness Self- Awareness Social Awareness Social Awareness Self- Management Self- Management Social Skills Emotional Self-Awareness Accurate Self-Assessment Self-Confidence Empathy Organizational Awareness Service Orientation Self-Control Trustworthiness Conscientiousness Adaptability Achievement Orientation Initiative Developing Others Leadership Influence Communication Change Catalyst Conflict Management Building Bonds Teamwork & Collaboration

11. Copyright © 2000. Hay Acquisition Company I, Inc. All rights reserved. 0112-9515-HAYG Generic 11 Self-Awareness Competencies Emotional Self-Awareness n Definition of the competency: (in your own words) n Target-level behavior: Understands the implications of own emotions n Real-life example:

12. Copyright © 2000. Hay Acquisition Company I, Inc. All rights reserved. 0112-9515-HAYG Generic 12 Self-Awareness Competencies Accurate Self-Assessment n Definition of the competency: (in your own words) n Target-level behavior: Leverages self-awareness n Real-life example:

13. Copyright © 2000. Hay Acquisition Company I, Inc. All rights reserved. 0112-9515-HAYG Generic 13 Self-Awareness Competencies Self-Confidence n Definition of the competency: (in your own words) n Target-level behavior: Has presence n Real-life example:

14. Copyright © 2000. Hay Acquisition Company I, Inc. All rights reserved. 0112-9515-HAYG Generic 14 Self-Management Competencies Self-Control n Definition of the competency: (in your own words) n Target-level behavior: Responds calmly n Real-life example:

15. Copyright © 2000. Hay Acquisition Company I, Inc. All rights reserved. 0112-9515-HAYG Generic 15 Self-Management Competencies Adaptability n Definition of the competency: (in your own words) n Target-level behavior: Adapts or changes strategy n Real-life example:

16. Copyright © 2000. Hay Acquisition Company I, Inc. All rights reserved. 0112-9515-HAYG Generic 16 Self-Management Competencies Achievement Orientation n Definition of the competency: (in your own words) n Target-level behavior: Anticipates obstacles n Real-life example:

17. Copyright © 2000. Hay Acquisition Company I, Inc. All rights reserved. 0112-9515-HAYG Generic 17 Social Awareness Competencies Empathy n Definition of the competency: (in your own words) n Target-level behavior: Sees others’ perspectives n Real-life example:

18. Copyright © 2000. Hay Acquisition Company I, Inc. All rights reserved. 0112-9515-HAYG Generic 18 Social Awareness Competencies Service Orientation n Definition of the competency: (in your own words) n Target-level behavior: Addresses underlying needs n Real-life example:

19. Copyright © 2000. Hay Acquisition Company I, Inc. All rights reserved. 0112-9515-HAYG Generic 19 Social Skills Competencies Communication n Definition of the competency: (in your own words) n Target-level behavior: Effective in give-and-take n Real-life example:

20. Copyright © 2000. Hay Acquisition Company I, Inc. All rights reserved. 0112-9515-HAYG Generic 20 Social Skills Competencies Conflict Management n Definition of the competency: (in your own words) n Target-level behavior: Orchestrates win-win solutions n Real-life example:

21. Copyright © 2000. Hay Acquisition Company I, Inc. All rights reserved. 0112-9515-HAYG Generic 21 Social Skills Competencies Building Bonds n Definition of the competency: (in your own words) n Target-level behavior: Uses strong mutual relationships n Real-life example:

22. Copyright © 2000. Hay Acquisition Company I, Inc. All rights reserved. 0112-9515-HAYG Generic 22 Social Skills Competencies Teamwork and Collaboration n Definition of the competency: (in your own words) n Target-level behavior: Encourages others n Real-life example:

23. Copyright © 2000. Hay Acquisition Company I, Inc. All rights reserved. 0112-9515-HAYG Generic 23 Model for Self-Directed Change Understanding the Gap between Actual and Ideal n Do I have aspirations and goals? n Do I have an accurate image of my strengths and needs? Do I see myself as others see me? If not, do I have a plan to learn how others see me? n Until I understand what others say about me, I cannot internalize this information.

24. Copyright © 2000. Hay Acquisition Company I, Inc. All rights reserved. 0112-9515-HAYG Generic 24 Emotions Thoughts Behavior Performance Good News! You can develop Emotional Intelligence! n “Rewire” your responses to feelings. n Change how you think about this. n Alter your behavior.