6 - emotional intelligence

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Emotional Intelligence



Emotional Intelligence

³The ability to monitor one's own & others'

feelings & emotions, to discriminate

among them & to use this information to

guide one's thinking & actions´

- Peter Salovey and John D. Mayer (1990)



EI / EQ

Behavioral model originally developed

during 70's & 80's by psychologists Howard

Gardner, Peter Salovey & John Mayer

Rose to prominence with Daniel Goleman's1995 Book called 'Emotional Intelligence'.

The EQ concept argues that IQ, or

conventional intelligence, is too narrow; that

there are wider areas of emotionalintelligence that dictate & enable how

successful we are.



Emotional Intelligence - Why it matters?

EQ principles provide a new way to understand &

assess people's behaviors, management styles,

attitudes, interpersonal skills,& potential. Emotional Intelligence is an important consideration in

human resources planning, job profiling, recruitment

interviewing & selection, management development,

customer relations & customer service ««.



³Focuses on EI as a wide array of competencies & skillsthat drive managerial performance´

The main EI constructs Self-awareness - The ability to read one's emotions &

recognize their impact while using gut feelings to guidedecisions. Self-management & self motivation- involves

controlling one's emotions & impulses & adapting tochanging circumstances.

Social awareness - the ability to sense, understand, &react to other's emotions while comprehending socialnetworks

Relationship management - the ability to inspire,influence, and develop others while managing conflict

The Emotional Competencies model(Daniel Goleman)




Self Motivation




-Goleman includes a set of emotional competencies within each construct of EI.- Emotional competencies are not innate talents, but rather learned capabilitiesthat must be worked on & developed to achieve outstanding performance.



The Business Case for EI

The US Air Force used the EQ-I to select recruiters & found that themost successful recruiters scored significantly higher in theemotional intelligence competencies of Assertiveness, Empathy,Happiness, & Emotional Self Awareness.

An analysis of more than 300 top-level executives from 15 globalcompanies showed that 6 emotional competencies distinguishedstars from the average: Influence, Team Leadership, Organizational

Awareness, self-confidence, Achievement Drive & Leadership

At L¶Oreal, sales agents selected on the basis of certain emotionalcompetencies significantly outsold salespeople selected using thecompany¶s old selection procedure. On an annual basis,salespeople selected on the basis of emotional competence sold$91,370 more than other salespeople did.

6 - emotional intelligence

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