EI

MBA II YR
 What is Intelligence?
• Typically focused on
– analytic reasoning
– verbal skills
– spatial ability
– attention
– memory
– judgement
• Murky concept with
definitions by many
experts...
 One Definition
• Individuals differ from one another in their ability
to understand complex ideas, to adapt effectively to
the environment, to learn from experience, to
engage in various forms of reasoning, to overcome
obstacles by taking thought… Concepts of
intelligence are attempts to clarify and organize this
complex set of phenomena.
Neisser et al, 1996.
 What Do We Know About IQ?
•Predicts school grades relatively well
•Does not predict success in life
•Predicts 6% of job success
•Peaks in late teens
•Culture-bound
•Racial controversies
•Gets you in the door
– Professional schools (medicine, dentistry, law )
– Can help you get hired
•Static
 IQ
• A weak predictor for
– achievement
– job performance success
– overall success, wealth, & happiness
• Accounts for a major component of
employment success according to numbers
of studies covering career success; maybe
as much as 20-25%.
 More potent predictors of career
success were

• Ability to handle frustrations

• manage own emotions
• manage own social skills
 What is Emotional Intelligence?

•Factors that are related to success in life

•Helps us understand why some people do
well in life while others fail
•Distinct from IQ (Cognitive Intelligence)
 What Emotional Intelligence
is Not

•Cognitive Intelligence (IQ)

•Aptitude
•Achievement
•Vocational Interest
•Personality
•Static - Results can change over time
The Business Case for EI
• A Study of the Financial Impact of Competencies
Demonstrated By Experienced Managers of a Multi-
national Firm
On the basis of top Management, Peers, and New
Board nominations, a sample of 22 “Superior EQ”
Experienced Managers were compared to 21
“Average EQ” Experienced Managers.

These Experienced Managers averaged 19 years

with the firm, and 10 years in management.
• Two years after assessing how often they
demonstrated their competencies by their boss,
peers, and subordinates:
41% of Superior EQ Experienced Managers were
promoted,
10% of the Average EQ Experienced Managers
were promoted.
Superior performers are Successful!
• At L’Oreal, sales agents selected on EQ
competencies significantly outsold those
selected using the company’s old selection
procedure, increasing revenue by over $2
million. Sales agents selected on the basis
of EQ competency also had a 63%
decrease in turnover during the first year.
 Sales and Productivity
• American Express Financial Advisors’ sales
increased 18% after attending the Emotional
Competence Program.
• Sales in regions where the managers attended
the program increased 11% greater than sales
where sales managers did not attend the
program.
• Financial planners said attending the program
was the #1 factor in their success.
 Today’s Environment
• As layers of middle management disappear and
senior management trims down, organizations are
demanding that people work faster, cheaper and
smarter
• Corporate cultures have gone from vertical to
horizontal
• Collaborative partnerships are replacing the old
command-and-control hierarchy
 Today’s Environment
• Pressure to grow
• Internal and external competition
• Increased work hours
• Increase in technological complexity
• High level of stress
• Lack of balance in life
 Why Leaders Fail
• Rigidity: They are unable to adapt to change.They are
unable to take in or respond to feedback about the
traits they need to change.
• Poor Relationships: They alienate those they work
with by being too harshly critical, manipulative,
insensitive, overly demanding or untrustworthy
Study by Centre for Creative Leadership
 Out of control emotions
• Impair reasoning (even smart people
sometimes act stupidly)
• May increase the likelihood that chronic
emotional problems will result, (e.g., clinical
depression or chronic anxiety or hostility)

Managing one’s own emotions

• Evolution of the EI Concept and frameworks
• 1936 (Robert Thorndyke) - “social intelligence
• 1940 (David Wechsler) - “non intellective
intelligence”
• 1980 (Reuven Bar-On) - the concept of “EQ”
• 1983 (Howard Gardner) - “personal intelligence”
• 1985 – Wayne Payne’s dissertation work
• 1989 (John Mayer & Peter Salovey) - “Emotional
Intelligence”
• 1995 (Daniel Goleman) -popularized Emotional
Intelligence
• The first use of the term "Emotional
Intelligence" is attributed to Wayne Payne's
doctoral thesis, ―A Study of Emotion:
Developing Emotional Intelligence published in
1985 (Barrett and Salovey, 2002).
• EI is generally defined as an individual‘s ability
to accurately perceive reality so as to
understand and regulate their own emotional
responses as well as adapt and respond to
others (Mayer, Salovey, 1997; Pellitteri, 2002).
Mayer and Salovey ability based model of EI ―
• the ability to perceive emotions (Identify)
• to access and generate emotions to assist
thought (create and integrate)
• to understand emotions and emotional
knowledge (understand triggers and causes)
• to reflectively regulate emotions to promote
emotional and intellectual growth(goal
achievement)
What is Emotional Intelligence (EI)?

The capacity for recognizing our own feelings and

those of others, for motivating ourselves, and for
managing emotions well in ourselves and in our
relationships.

•a field in infancy •“Being nice”

•fast-growing •Letting feelings
•aspects harken to hang out”
research of the 1940’s
 EI Competency Framework
Self Others
• Emotional Self- • Empathy
Awareness • Organizational
Awareness

• Accurate Self- Self Social Awareness

Assessment Awareness Awareness • Developing Others
• Self-Confidence • Service Orientation

• Self-Control
• Trustworthiness
i •Communication,Active
Listening
Actions

• Initiative Self Social •Assertion

• Adaptability Management Skills •Conflict mgmt
• Achievement •Interpersonal skills,
Orientation •Trust and intimacy
• Conscientiousness
• K. V. Petrides and A. Furnham‘s
Trait emotional intelligence Theory of 2001
• Facets High scorers view themselves as . . .
• Adaptability - flexible and willing to adapt to new conditions
• Assertiveness - forthright, frank, and willing to stand up for their rights
• Emotion expression - capable of communicating their feelings to others
• Emotion management (others) - capable of influencing other people’s feelings
• Emotional perception (self and others) - clear about their own and other people’s feelings
• Emotion regulation - capable of controlling their emotions
• Impulsiveness (low) - reflective and less likely to give in to their urges
• Relationships - capable of maintaining fulfilling personal relationships
• Self-esteem - successful and self-confident
• Self-motivation - driven and unlikely to give up in the face of adversity
• Social awareness - accomplished networkers with superior social skills
• Stress management - capable of withstanding pressure and regulating stress
• Trait empathy - capable of taking someone else’s perspective
• Trait happiness - cheerful and satisfied with their lives
• Trait optimism - confident and likely to ‘‘look on the bright side’’ of life
 Improving Emotional Literacy
• EI is an ability that can be and should be
developed through training, programming, and
therapy (Bar-On, 2005).

• Observing, learning, perceiving and

understanding your own feelings and emotions
• The ability, capacity, skill, or potential to feel,
use, communicate, recognize, remember,
describe, identify, learn from, manage,
understand and explain emotions (Hein, 2007)
• P. Salovey and J.D. Mayer, the leading researchers on emotional
intelligence since 1990s, proposed a model that identified four
different factors of emotional intelligence:
• 1. Perceiving Emotions—the ability to correctly identify how people
are feeling.
• 2. Using Emotions to Facilitate Thought—the ability to create
emotions and to integrate
• your feelings into the way you think.
• 3. Understanding Emotions—the ability to understand the causes of
emotions.
• 4. Managing Emotions—the ability to create effective strategies
that use your emotions to help you achieve a goal.
• (Mayer, Caruso, Salovey, 2000)
 The 5 Components of EI

•Emotional Self-Awareness
•Managing one’s own emotions
•Using emotions to maximize intellectual processing
and decision-making
•Developing empathy
•The art of social relationships
(managing emotions in others)
Goleman’s Categories
Self-Awareness
Self-Regulation
Self-Motivation
Social Awareness
Social Skills
 How do we view emotions?

•chaotic
•haphazard
•superfluous
•incompatible with reason
•disorganized
•largely visceral
•resulting from the lack of effective adjustment
 How do we view emotions?

•Arouse, sustain, direct activity

•Part of the total economy of
living organisms
•Not in opposition to intelligence
•Themselves a higher order of intelligence

Emotional processing
may be an essential part
of rational decision making
See the notes pages for more on
Phineas Gage
 To Get at
Emotion,
Go Deep...
Amygdala is
deep within the most elemental parts
of the brain.
The main purpose of the innermost
part of the brain is survival.
 There is a
Biological Purpose for Emotion

• Signaling function (that we might take

action)
• Promote unique, stereotypical patterns of
physiological change
• Provide strong impulse to take action
Basic Emotions--presumed to be hard wired
and physiologically distinctive

• Joy
• Surprise
• Sadness
• Anger
• Disgust
• Fear
Evolutionary Advantage to Emotion
• For example:
– Fight or flight response
– but can basic emotions
overwhelm rational
thinking?