Emotional Intelligence (EI)
Darwin heritage - importance of reading emotional
expression for survival (limbic system – amygdala).
Modern concept - David McClelland, Harvard
University in early ’70’s.
Commercialized by Daniel Goleman books:
Working with Emotional Intelligence
Primal Leadership Thesis
…primal leadership operates at its best through emotionally intelligent
leaders who create resonance. Chapter 3, The Neuroanatomy of
Leadership, page 38
Resonance, in terms of brain function, means that people’s emotional
centers are in synch in a positive way. Chapter 3, page 33
̶ All leadership includes this primal dimension [empathy]…
̶ …outstanding leaders used ‘three’ times more humorous
comments (1 every 4 minutes) than the average leaders. page 34.
̶ Stars* distinguishing competencies
1. Drive to achieve results
2. Ability to take initiative
3. Collaboration and teamwork
4. Ability to lead teams
*Stars – top 10-15% revenue growth and return on sales
Why does E.I. matter? - Daniel Goleman
EI is TWICE as important as cognitive skills for
We learn EI from motivation, behavior practice, and
feedback – the essence of coaching.
EI increases with age.
I.Q. …leaves 75% - 96% of job success
unexplained…it does not determine who
succeeds and who fails.
What Makes a Leader? - Daniel Goleman
SELF-AWARENESS of moods,
emotions and drivers effects
emotions and behaviors.
̶ Reflection & thoughtfulness
̶ Comfort with ambiguity &
̶ Ability to say no to impulses
MOTIVATION - Driven to
̶ Consider feelings of others in
̶ Global cultural differences
̶ Retention of talent
̶ Manage relationships & build
̶ Manage teams
E.I. Skill-building = Effectiveness
Aware of my thoughts
Know my strengths
Learn from experience.
Manage my thoughts
Work from my strengths.
Manage my weaknesses.
Manage my behaviors.
Build positive change
Create real teams.
Listening 100% to others.
Serve and develop others.
Achieve respect, success,
Help other achieve.
The most desirable management
Listening & oral communication skills (EI).
Adaptability & creative responses to setbacks (EI).
Personal management, confidence, goal motivation, pride in
Group & interpersonal effectiveness, teamwork, negotiation skills (EI).
Organizational effectiveness contribution, leadership potential (EI).
Competence in reading, writing, math (IQ).
National Employer Survey
E.I. can be learned & improved
Understand leadership, and what makes a great
leader (e.g., servant leadership by Robert K.
Practice self-awareness, empathy, new behaviors,
& serve/develop others.
Demonstrate 100% listening, seek to understand,
build positive change with others, & support
Why Should Anyone be Led by You?
- Robert Goffee & Gareth Jones
What do you think about their assertions?
…that Good Leaders:
Selectively show their weaknesses
Rely on intuition
Use ‘tough empathy’
Reveal & use their differences
How can you manage Dissonance?
- Resonant Leadership by Boyatzis & McKee
How did you score overall?
90-100 = competent
80-89 = some areas for improvement
70-79 = more areas for improvement
60-69 = credibility needs addressing
> 59 = effectiveness may be an issue
SELF AWARENESS SECTION
Page 5 – top half
1. Confident in abilities
2. Admit shortcomings
3. Understand emotional behavior
4. Understand impact of your behavior
5. Realize when others influence behavior
6. Realize your responsibility for behavior
Page 5 – bottom half
7. Can be counted on
8. Handle stress well
9. Embrace change
10. Tolerate frustration
11. Consider options
12. Optimize situations
13. Self regulation
14. Regretful behavior
15. Ignore people when upset
Page 6 – top half
16. Open to feedback
17. Recognize other’s feelings
18. Recognize room mood
19. Listen carefully
20. Socially withdrawn
Page 6 – bottom half
21. Address directly in difficult situations
22. Get along
23. Communicate well
24. Show caring
25. Handle conflict well
26. Be sensitive to other’s feelings
27. Learn about others
28. Explain self to others
EI Action Planning
A “coaching” approach
Coaching from others