The Practical Application of

Emotional Intelligence
Building Leadership Skills, Developing More Effective Relationships and Earning Trust and Respect Through EQ!
Arturo L. Jaramillo 2007

SECTION ONE
What is Emotional Intelligence and Why Does it Matter?

Emotional Intelligence [EQ] An Overview

EQ is the Ability to Recognize and Understand Emotions [Yours and Those of the People you Interact with] and the Skill to Use that Awareness to Effectively Manage Yourself and Your Relationships with Others! EQ is a Major Indicator of Achievement. It Explains Why Individuals With Similar Intelligence Can Reach Vastly Different Levels of Success in their Professional and Personal Lives. While Strong Intellect [IQ] and Experience May get Individuals into Professional Positions EQ Spells the Difference Between Those Who Excel and Those Who Under-Achieve!

Socrates: Know Thyself

Emotional Intelligence [EQ] Consists of Four Learned Competencies:
1. Self-AwarenessThe Ability to Perceive and Understand Our Own Emotions and the Behavior that Flows Predictably therefrom; 2. Social Awareness The Ability to Read and Understand the Emotional Cues and Responses/Reactions of Other People; 3. Self-Management The Ability to Apply this New Awareness to More Effectively Direct & Manage Ourselves; and 4. Relationship Management The Ability to Build More Effective and Productive Relationships With Others and to Build on our own Achievement & Success.
(Bradberry, T, & Greaves, J., The Emotional Intelligence Quickbook, Talent Smart 2003)

Emotional Intelligence Chart

What I Observe

What I Do

Personal Competence

Self Awareness

Self Management

Social Competence

Social Awareness

Relationship Management

THE LEARNED COMPETENCIES OF EMOTIONAL INTELLIGENCE

DANIEL GOLEMAN (1995) The Most Widely Recognized Writer on EQ. Golemans Original book, Emotional Intelligence (Bantam Books, 1995) Argues that Human Competencies like Self-Awareness, Self-Discipline, Persistence and Empathy are of Much Greater Consequence than IQ in much of life. Goleman Concludes that Companies Increasingly Opt for EQ Training when they Realize that it Raises Job Productivity and Customer Satisfaction Notwithstanding Differences in the IQs of Managers & Staff. Goleman Describes an Emotional Competence as a Learned Capability, based on EQ, that Focuses on Qualities such as Initiative, Empathy, Adaptability & Persuasiveness and Results in Outstanding Performance at Work. Working with EQ, Goleman, (Bantam Books, 1998)

THE COMPETENCIES THAT DRIVE WORKPLACE PERFORMANCE?

Dave McClelland (1998) a Harvard Psychologist, Reviewed Data from more than 30 Diverse Organizations and Professions, from Banking and Management to Sales and Health-Care. He Concluded: A Wide Range of Emotional Intelligence Competencies Consistently Distinguished Top Performers from Average Ones The EQ Competencies that Distinguished Most Powerfully: Achievement Drive [Optimism, Striving to Improve Performance]; The Ability to Develop Others [Sense Needs/Bolster] Adaptability [Managing Change/Open to New Ideas] Influence [Sense Emotions in Others/Persuasion] Self-Confidence [Self Aware Strengths/Weaknesses] Leadership [Inspire Others to Shared Vision] The Only Intellectual or Cognitive Competency [IQ] that Distinguished Top Performers as Strongly as any of these was Analytical Thinking!

Goleman: Why EQ Is Essential in the Workplace

According to Goleman, People who rise to the top of their field arent just good at their jobs, theyre affable, resilient, confident, optimistic, etc. In this sense EQ is explained as the ability to restrain negative feelings, such as anger and selfdoubt, and focus on positive ones, like confidence and congeniality. To Goleman, Cognitive Skills [IQ] may get you in the door of a company, but [EQ] helps you thrive once youre in. For example, success in sales requires the empathic ability to gauge a customers mood and the interpersonal skills to decide when and how to pitch a product and when to keep quiet.

The Value of EQ in the Workplace The Studies & Statistics In Golemans: Working with EQ
When IQ Test Scores are Correlated with how well people actually Perform in their Careers, the Highest Estimate of how much Difference IQ Accounts for is only about 25%! According to R. Sternberg, Successful Intelligence (1996), a More Careful Analysis Suggests the Figure May be no Greater than 10%, and in Some Studies Only 4%. This Means that IQ, at best, Leaves 75% of Job Success Unexplained, and at Worst 96%! According to Goleman, EQ Carries Substantially Greater Weight than IQ in Explaining who Excels in Job Performance!

What EQ Can Mean for Staff Members & Managers: Success & Efficacy
Goleman, Working with EQ ( Bantam 1998)

A study of Harvard graduates in the fields of law, medicine, teaching, and business found that scores on entrance exams (a surrogate for IQ ) had zero or negative correlation with their eventual career success. Paradoxically, IQ has the least power in predicting success among that pool of people smart enough to handle the most cognitively demanding fields, and the value of emotional intelligence for success grows more powerful the higher the intelligence barriers for entry into a field.
In careers like law, medicine, teaching and business where professional selection focuses almost exclusively on intellectual abilities, emotional intelligence carries much more weight than IQ in determining who emerges as a leader.

The Emotional Intelligence Progression

1. 2. 3. 4. Virtually all our professional activities, goals, achievements, failures, etc., are emotionally driven or influenced! Emotions can be Constructive and Inspiring or Nullifying and Disruptive! Despite Their Volatility, Emotions are Closely Associated with Propensities to Act, React or Respond within a Predictable Range of Human Behavior! Increasing Self-Awareness allows us to better Anticipate and Understand our Responses to Particular Situations and, therefore, to better Manage and Direct our Communications and Behavior to Maximize the Short or Long Term Goals, Purposes or Effects we Desire to Achieve. Increasing Social Awareness, the Ability to Recognize, Read and Understand the Emotional Responses of Others, Likewise Increases our Ability to Anticipate the Responses/Reactions of Others and thereby Positively Influence a Desired Outcome. Recognizing Emotions in Others also Enables Us to Develop Specific EQ Competencies, such as Influence, Empathy and Leadership

5.

6.

APPLYING THE 4 EQ SKILLS FOCUS, LISTEN AND PRACTICE

1. Increasing Self Awareness: Learn to Step Outside Yourself! Watch and Listen to Your Emotions and Responses Carefully and Consistently; Learn to Understand Your Proclivities. Track Tendencies in Emotionally Charged Situations and Learn how Your Emotions are Affected by Different People and Situations. Understand What it is About the Person or Situation that Elicits Your Reaction/Response. [Focused Observation and Situational Dynamics].

Maximizing Self Awareness Stepping Outside Yourself! A Perspective You Will Always Respect!

SELF MANAGEMENT
2.

Self Management: PauseTake Time to Analyze and Problem Solve before Responding to Significant Challenges! Learn to Catch your Emotions before they Initiate! Plan & Prepare for Difficult Situations from what youve Learned from Self Awareness. Discipline Yourself! Learn to Reshape & Direct your Reactions! [Strategic Non-Reactive Thinking]

APPLYING THE 4 EQ SKILLS

3. Social Awareness: Empathize! Tune-In Focus and Maximize Your Powers of Observation on the Emotions, Actions and Reactions of Others. Ask, Listen and Learn what Other People are Feeling. Look into and Understand their Perspectives and Sensibilities. Determine the Factors that Influence them Positively & Negatively [Focused Observation and Situational Dynamics]

APPLYING THE 4 EQ SKILLS

4.

Relationship Management: Understand that Emotions Play a Role in Every Interaction between 2 or more People. By Tuning-In to Emotions, you will Understand the Impact they Leave on Otherwise Benign Events. Use Your Emotions as a Change Catalyst to Positively Impact Interactions with Others. Determine What you have a Knack For that Helps you Maximize Your Relationships with Others. Use all these Skills in Forming Solid Relationships [Tactical Communications]

A Platform for EQ: A Desired Purpose, Effect or Change

EQ Does Not Exist or Apply in a Vacuum! The Benefits of EQ are Realized in each Case Through the Achievement of a Specific Purpose, an Effect or a Desired Change. The Keys: 1. Accurately Assessing Situational Dynamics; 2. Designing an Appropriate Course of Action; 3. Managing Emotions and Behavior, and Influencing the Emotions and Behavior of Others in a Positive Manner; and thereby 4. Achieving a Desired Purpose, Effect or Change!

The Emotional Intelligence Assessment Tool

Consider Each of the 14 Emotional Intelligence Competencies Listed on the Assessment Tool In the Self Column: Self-Assess Your Current Level for Each Competency on a Scale of 1 to 10, Using the Descriptors as your Guide In the Others Column Enter a Value for each EQ Competency at the Level you Believe you are Perceived by Others On the Reverse Side, List the Reasons Why Others May Perceive Your Levels Differently. Understanding Why Such Variances Exist is Essential in Managing and Directing Your EQ. EQ has as Much to do with Know when and how to Express Emotion as it does with Controlling it!

Golemans Framework of Emotional Competencies

http://www.eiconsortium.org/research/ei_theory_performance.htm
PERSONAL COMPETENCE SOCIAL COMPETENCE

RECOGNITION

SELF-AWARENESS Emotional SelfAwareness Accurate SelfAssessment Self-Confidence SELF-MANAGEMENT Self-Control Trustworthiness Conscientiousness Adaptability Achievement Drive Initiative

SOCIAL AWARENESS Empathy Service Orientation Organizational Awareness

RELATIONSHIP MANAGEMENT Developing Others Influence Communication Conflict Management Leadership Change Catalyst Building Bonds Teamwork & Collaboration

REGULATION

EQ LIVE! TO RELATE OR NOT TO RELATE THAT IS THE QUESTION!

EQ QUIZ This quiz was developed by Anthony Mersino, author of the book, Emotional Intelligence for Project Managers: The People Skills You Need to Achieve Outstanding Results:

Answer YES____ or NO__

1.

Do you use sarcasm in your communications with team members or other project stakeholders? Do you frequently say yes to action items in meetings or agree to take on work and then regret it later? Do you feel the need to crack a joke or change the subject during tough conversations? Do you find it easier to set the record straight or vent your frustration in an e-mail rather than in person?

2.

3.

4.

EQ QUIZ (Page 2)
5.

Are your relationships with project team members or sponsors superficial and limited to the task at hand? Do you get upset or take it personally when your boss or a project sponsor is angry? Do you ever find yourself dwelling on conflict with project team members or fantasizing about ways to get even? Do you wish you were more charismatic or had more presence as a project manager?

6.

7.

8.

EMOTIONAL INTELLIGENCE EQ PERSONAL COMPETENCY CHART

E Q C O M P E T E N C Y

10

NE/Q
OPTIMISM INITIATIVE COMMITMENT ACHIEVEMENT DRIVE

SELF AWARENESS

SELF CONFIDENCE ACCURATE SELF ASSESSMENT EMOTIONAL AWARENESS

SELF REGULATION

SELF CONTROL

TRUSTWORTHINESS

INNOVATION ADAPTABILITY CONSCIENTIOUSNESS

MOTIVATION

E F F E C T I V E N E S S

LEADERSHIP SKILLS

10

EQ SOCIAL COMPETENCY CHART E Q C O M P E T E N C Y

EMOTIONAL INTELLIGENCE

10

NE/Q
TEAM CAPABILITIES COLLABORATION/COOPERATION BUILDING BONDS CHANGE CATALYST CONFLICT MANAGEMENT COMMUNICATION INFLUENCE
LEADERSHIP

SOCIAL SKILLS
LEVERAGING DIVERSITY

POLITICAL AWARENESS SERVICE ORIENTATION DEVELOPING OTHERS UNDERSTANDING OTHERS

EMPATHY

E F F E C T I V E N E S S

LEADERSHIP SKILLS

10

Concluding Thoughts!
Individuals with High EQ have the Ability to Flourish Where Others Flounder! EQ consists of Flexible Skills that can be Readily Learned! Any Step Taken in Improving EQ is a Leap Towards Realizing Goals and Increasing Personal Efficacy and Satisfaction Improving EQ Happens in a Moment! Learning to Pause, to Think Differently in Response to an Experience is all that is Needed to Make Significant Changes!