“Introduction to Emotional

Intelligence”

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AGENDA
1. Definition of EI
2. The impact of EI on business
3. The Business Cases
4. EI Yesterday
5. EI Today
 The Four Dimensions
 18 Core Competencies
 The Algorithm
 Sample Competency
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APPLICATION Of EI TODAY

Definition – Daniel
Goleman
“The capacity for recognising our own feelings and
those of others, for motivating ourselves and for
managing emotions well in ourselves and others.”

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PUT SIMPLY
Its about:
 Managing ourselves

 Managing our interaction with

others

 Understanding more about human

behaviour

 Understanding consequences
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OVERVIEW EI
 EI origins stem back to the 30’s & 40’s
 Social versus cognitive intelligence
 Daniel Goleman’s and McLelland’s work on
Competencies – mid 1990’s
 What distinguishes typical performance
from outstanding performance?
 Management theory -previously
 EI versus IQ 1 5
THE BUSINESS CASE
 Research suggests that the
key ingredients of a “star
performer”:
- 33% IQ and technical skills
- 67% EI
 Outstanding Leaders:
- 15% IQ and technical skills
- 85% EI

(Source: Goleman, Working With Emotional

Intelligence)
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EMOTIONAL INTELLIGENCE
YESTERDAY
“What Makes a Leader?”
(HBR Daniel Goleman) Self
Awareness
Self
Five Regulation
Competenci Motivation
es
Empathy

Social Skills
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EI COMPETENCIES
Self Awareness Social Awareness
 Emotional Self-  Empathy
Awareness  Organisational
 Accurate Self Awareness
Assessment  Service Orientation
 Self-confidence
e.i
Self Management Relationship Mgmt
 Emotional Self-  Developing others
Control  Inspirational
 Transparency Leadership
 Adaptability  Change Catalyst
 Achievement  Influence
 Initiative 1 Conflict Management 8
 Optimism  Teamwork and
APPLICATION OF EI IN
BUSINESS TODAY
There is no doubt and the results
clearly show that EI is essential to
success in:

 Leadership
 Sales
 Service
 Change Management
 Mentoring 1 9
ALIGNING TO BUSINESS
 Directly addresses the
Sales/Service and
Relationships targets
 Directly correlates to mission
and values and therefore will
assist in championing them
 Correlates to competency
maps and review frameworks
 Defines and measures
“outstanding
1 performance” as10
BUSINESS CASES cont..
Number of times those who made Director,
demonstrated competency compared to
those passed over:
- Self Confidence - High levels of
confidence twice as likely
- Self Control 3x
- Achievement Orientation 7x
- Empathy 2x
- Teamwork 2.5x

A critical mass of
strengths in:
Self Awareness 78%
($762k)
Self Management 390%
($1.5m) 1 11
Relationship Skills 110%
THE STARTING POINT

- Emotional Self-Awareness
- Accurate Self Assessment
- Self confidence
- Emotional Self control
- Empathy
- Influence
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THE PATHWAYS
 Recognises there are many paths for
success

 Certain combinations of
competencies may contribute to
outstanding performance

 Some competencies are more

critical than others
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 One competency may compensate
SAMPLE COMPETENCY

Empathy
“Empathy is havingDefinition
the ability to understand other people. It
is the ability to accurately hear and understand the unspoken
or partly expressed thoughts, feelings and concerns of others.
It implies taking an active interest in other people’s concerns.
It measures increasing complexity and depth of understanding
of others and may include cross-cultural sensitivity.”

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THE FOUR LEVELS

 Listens
 Reads non verbal clues
 Open to diversity
 Sees (and anticipates)
other’s perspectives
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EMPATHY
People who do NOT demonstrate this
competency:
Stereotype others - see others primarily in terms of ethnic or other
stereotypes
Show no understanding - misunderstand or are surprised by others’
feelings or actions
Show little understanding- show no explicit awareness of others but
no evidence or serious misunderstanding
Come into conflict - clash with others based on not understanding
their concerns or thoughts, even if obvious.
E.g. These people are unable to “read” people or foresee
reactions to certain situations as they “read” people
based on their own feelings and actions.
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EI TEST
 Individual
 Group
 360 Degree
 Comparison to the top 5% Globally
 Strong validity measures
 Test overview 1 17