How the Humm gives you practical Emotional Intelligence using Goleman\'s model

1. Practical Emotional IntelligenceA Real Tool for Real People Christopher Golis MBA MA FAICD FAIM CEO & Lead Presenter, Emotional Intelligence Courses Australia’s Expert in Practical Emotional Intelligence

2. cgolisau@gmail.com 0418-222219 2 Personal Style Assessment Questionnaire PSAQ instructions: 1. For each pair quickly select one group or the other best describes your personal style. 2. Count the number of ‘1’s, ‘2’s, etc and thenplot the graph. (Total should = 21)

3. cgolisau@gmail.com 0418-222219 3 Two peaks Twotroughs

4. cgolisau@gmail.com 0418-222219 4 What makes a successful GM?

5. cgolisau@gmail.com 0418-222219 5 Karpin: Survey of 100 GMs

6. Forbes awards 2010 cgolisau@gmail.com 0418-222219 6

7. Management Style of Steve Jobs Notorious micro-manager All stick – no carrot, rules by fear Famous for public tirades and making employees cry Paranoid about secrecy Totally focused on innovation cgolisau@gmail.com 0418-222219 7 “Why join the navy if you can be a pirate?”

8. cgolisau@gmail.com 0418-222219 8 Today’s talk Define Emotional Intelligence The Humm-Wadsworth technology How to apply it to EQ Other profiling methods

9. cgolisau@gmail.com 0418-222219 9 What is Emotional Intelligence? The ability to perceive, control, and evaluate emotions 1990 Peter Salovey and John D. Mayer proposed EQ is like IQ Inborn talent vs learned skill?

10. cgolisau@gmail.com 0418-222219 10 Goleman publishes EQ in 1996 Self Awareness Self Management Social Awareness or Empathy Social Skills or Relationship management No model of core emotions!?

12. Bing Nursery School @ Stanford

13. 653 four-year olds

14. 10% could hold back

15. Later in life these 10% were significantly more successfulNew Yorker 18 May 2009 Don’t: The secret of self control

16. cgolisau@gmail.com 0418-222219 12 A defining moment: Charles Handy with the key to businesssuccess

17. cgolisau@gmail.com 0418-222219 13 The 7 core emotions 1920 Rosanoff: What drives our core emotions? “We are all slightly mad” There are only 4 mental illnesses 1935 Humm & Wadsworth 7 components 1993 Empathy Selling The new names

18. cgolisau@gmail.com 0418-222219 14 2007: Dad, What books should I read? Up the Organization Robert Townsend My Years With General Motors Alfred Sloan Good to Great Jim Collins The 7 Habits of Highly Effective People The Art of War Sun Tzu

19. cgolisau@gmail.com 0418-222219 15 I decided to write the book myself. How could I refuse her? Chin-ning Chu

20. cgolisau@gmail.com 0418-222219 #1616 Mover Desire to communicate Hi on Affiliation, extrovert Active and dynamic Cheerful and enthusiastic Either black or white Fluctuations in mood Multi-taskers M = introverted, self-sufficient & independent

22. Organisation

23. Position

24. Dress

25. Office

26. Gambitcgolisau@gmail.com

28. Organisation - Retailers

29. Position - Front counter

30. Dress - Casual, bright colours

31. Office - Messy

34. Organisation - Public service

35. Position - Administrator

36. Dress - Conservative, brown cardigans

37. Office - Magpies, photos of family or company

40. Organisation - Creative

41. Position - Design

42. Dress - Oddball

43. Office - Tasteful

44. Gambit - Punctual but formal A = down-to-earth, reliable, frank & outspoken

45. She arrives alone without an entourage Her English is surprisingly hesitant Photography is a private passion Penelope is very reserved: Almodóvar cgolisau@gmail.com 0418-222219 23

46. cgolisau@gmail.com 0418-222219 24 Politicians Desire to win Drivers & strivers Competitive and assertive Defend fixed ideas skillfully Suspicious  P = likable, relaxed, balanced

48. Organisation - Big

49. Position - Manager

50. Dress - Power

51. Office - Big, degrees on wall

52. Gambit - Late but formal P = likable, relaxed, balanced

53. cgolisau@gmail.com 0418-222219 26 Other famous Ps

54. cgolisau@gmail.com 0418-222219 27 Engineer Desire to complete projects Painstaking planners, read everything Practical and objective Dedicated enthusiasm Hands-on operators E = Jump in, erratic, slipshod

56. Organisation - Builders and developers

57. Position - Consultants

58. Dress - Pens in pocket

59. Office - Whiteboard, full bookshelves

62. Organisation - Wholesalers

63. Position - Brokers and agents

64. Dress - Flashy

65. Office – Showy and glitszy

67. cgolisau@gmail.com 0418-222219 32 Normal Talk - Logical, rational Organisation - Professional Position - Accountant/CoSec Dress - Conservative pinstripes Office - Neat and tidy Gambit - Punctual and formal

69. As your age increases, your Normal increases

71. cgolisau@gmail.com 0418-222219 35 Step 1: Self Awareness

72. cgolisau@gmail.com 0418-222219 36 Ipsative vs. Normative

73. cgolisau@gmail.com 0418-222219 37 Caveat 2:67% of individuals cluster around the average

74. cgolisau@gmail.com 0418-222219 38 Caveat 3: The 7 components are like a web with several strong and several weak strands cgolisau@gmail.com

76. Education & training

77. Job experience & skills

78. Physique & health

79. Mental abilities

80. Interests

81. Temperament

83. cgolisau@gmail.com 0418-222219 41 Step 2:Self Management Hot button for a Engineer Criticise their expertise then demonstrating incompetence yourself Habits for Self Development You are good at understanding things, use that understanding to identify with people

84. cgolisau@gmail.com 0418-222219 42 Step 3: Social Awareness - TOPDOG Talk Organisation Position Dress Office (or Home or Car) Gambit

85. cgolisau@gmail.com

86. cgolisau@gmail.com 0418-222219 44 Humm Distribution

87. cgolisau@gmail.com 0418-222219 45 Step 4: Social Skills People will forget what you said, people will forget what you did, but peoplewill never forget how you made them feel. (Maya Angelou) We like those who are like ourselves.

88. Step 4: Social Skills Fundamental attribution error You forget something you are lazy We forget something∵ we are overworked cgolisau@gmail.com 0418-222219 46

90. Reference sales

91. Observe formalities

93. Negotiate special terms

95. Meet other people in your group

96. Minimize the detail

98. Zero choices

99. Make up their mind

101. Lots of visuals

102. Visual words: look, see

103. Imagine ....

105. Use flattery

106. Minor point closes

107. Auditory words: listen, hear, soundWhen two Ps meet, it's an I for an I

109. Present new ideas in detail

110. Touch words: hot, cold, feel

112. What are the dominant components in the supervisor?

114. Ian Neal http://www.youtube.com/user/EQExpert#p/a/u/2/38MN98xBkB4

115. Larry Gartenstein http://www.youtube.com/watch?v=YNs2wMEX6U8cgolisau@gmail.com

116. cgolisau@gmail.com 0418-222219 56 NLP Reframing Swish Anchoring Rapport V,A,K

117. cgolisau@gmail.com 0418-222219 57 Why I don’t like NLP Pseudoscience Full of scientific sounding terms No research backing Experiments have disproved tenets Founders in lawsuit

118. cgolisau@gmail.com 0418-222219 58 DISC Model Influence Dominance Effective Traits:People OrientedIneffective Traits:Talks too much Effective Traits:Direct, Self Assured Ineffective Traits:Dictatorial, Demanding, Steadiness Compliance Effective Traits:Listener, Loyal, ConsistentIneffective Traits:Indecisive, resists change Effective Traits:Accurate, Detail OrientedIneffective Traits:Perfectionist, Critical DISC & its derivatives Hi Assertiveness Lo Lo Hi Sociability

120. Social Styles: Driving, Expressive, Amiable, Analytical

121. LAFFe: Logic, Action, Fun, Feeling

122. Animals: Analytical Owl, Methodical Hedgehog, Visionary Fox, Connected Meerkat

123. True Colours: Active Orange, Sensible Gold, Persistent Green, Calm Blue59

124. cgolisau@gmail.com 0418-222219 60 Why I don’t like DISC Too simplistic Temperament is not relative and situational Ipsative test rather than normative Original book is psychobabble Where is the corporate psychopath?

125. cgolisau@gmail.com 0418-222219 61 Myers-Briggs Based on the work of Jung Introvert or Extrovert? Sensing or Intuitive? Thinking or Feeling? Perceiving or Judging?

126. cgolisau@gmail.com 0418-222219 62 Why I don’t like Myers-Briggs Actually a model of decision making and not core emotions 16 types too difficult to remember Similar to astrology: cannot pick others Lacks validity and reliability People are Normally distributed not Bi-Polar It does not identify the corporate psychopath

128. C = Conscientiousness

129. E = Extraversion

130. A = Agreeableness

131. N = Neuroticism (lack self-control)Where is the dark triad? Corporate psychopath Where is the Type ‘A’? Corporate bully 63

133. C = Engineer

134. E = Mover

135. A = Double-checker

136. N =  NormalCorporate psychopath = Hustler & N Corporate bully = Politician & N 64

137. cgolisau@gmail.com 0418-222219 65 Why I ♥ the Humm Easy to remember We have all 7 components Talk, dress, office all provide quick & easy identification DISC = Mover & Politician NLP = Artist, Politician, & Engineer Freud’s superego = Normal Bully = Uncontrolled Politician Psychopath = Uncontrolled Hustler

138. cgolisau@gmail.com 0418-222219 66 One final warning cgolisau@gmail.com

139. cgolisau@gmail.com 0418-222219 67 Conclusion What is EQ? 4 stages The Humm model of 7 core emotions http://www.emotionalintelligencecourse.com Read my BNET blog Invest in my book Invest in a workshop

140. cgolisau@gmail.com 0418-222219 68 Q&A Forum

141. cgolisau@gmail.com 0418-222219 69 Why is identifying corporate psychopaths important? Myers-Briggs converted a 85,000 employee company 16 people in one year. Myers-Briggs destroyed Arthur Andersen

142. cgolisau@gmail.com 0418-222219 70 Arthur Andersen “Not enough money in the city of Chicago” “Think straight, talk straight” Four cornerstones of Arthur Andersen: Provide good service to client Produce quality audits Manage staff well Produce profits for AA

143. cgolisau@gmail.com 0418-222219 71 Arthur Andersen (2) First firm to introduce consulting Eliminated conflicts with the Method Myers-Briggs embraced 1989 Eye of the Tiger conference 1992 Great Partner Purge 2001 Enron and Worldcom 2002 85,000  16 employees in 1 year!!!

144. cgolisau@gmail.com 0418-222219 72 Corporate PsychopathsDr John Clarke Charming but frequently lie (very flexible) Does whatever it takes to close a deal Take credit for other peoples’ work Guiltlessly blame co-workers and subordinates, never remorseful Self-focused and act self-important Good at manipulating people emotionally Multiple sexual encounters Never ask permission but if caught out will sincerely ask for forgiveness

145. cgolisau@gmail.com 0418-222219 73 Bob Joss vs Alan Bond M H N M H N