3. What is IQ?
1916 Alfred Binet (Mental Age/Chronological Age)
WWI US Army Alpha/Beta tests
1955 Wechsler Adult Intelligence Scale WAIS
Mean IQ = 100 SD = 15
Multiple intelligences General, Verbal, Numerical
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4. 1983 Gardner’s
Multiple Intelligences
Musical–rhythmic and harmonic
Visual–spatial
Verbal–linguistic
Logical–mathematical
Bodily–kinesthetic
Interpersonal
Intrapersonal
Naturalistic
Existential
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Lack of empirical evidence, high correlation with g
5. What is Emotional Intelligence?
1990 Peter Salovey and
John D. Mayer proposed EQ
is like IQ
The ability to Recognise,
Understand, Label, Express
and Regulate Emotions
RULER
Inborn talent vs learned
skill?
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8. People drive performance,
emotions drive people,
temperament drives emotions
Luck & memory very important
Kings College, London study of 11,117
twins
58% of exam success due to genes
29% due to teachers & schools
Nature 2x nurture
Temperament = genetic emotional bias
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What is Emotional Intelligence?
Self
Understanding
Ψ test
Self
Influencing
Mindfulness
Others
Understanding
Empathy
Others
Influencing
Social Skills
Self
Others
Understanding Influencing
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Why is EQ important?
Walter Mischel
Bing Nursery School @ Stanford
653 four-year olds
10% could hold back
Later in life these 10% were significantly more
successful
New Yorker 18 May 2009 Don’t: The secret of self control
12. The 7 core emotions
1920 Rosanoff
“We are all slightly mad”
There are only 4 mental illnesses
1935 Humm & Wadsworth 7 components
1993 Empathy Selling The new names
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Mover
• Talk - Friendly, jokey
• Organisation - Retailers
• Position - Front counter
• Dress - Casual, bright
colours
• Office - Messy
• Gambit - late but friendly
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Doublechecker
Desire for security
Cautious, double checkers
Apprehensive and nervous
Compassionate and
sympathetic
Pessimistic and critical
Low energy output but can
show D drive
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Doublechecker
• Talk - hypochondriacs
• Organisation - Public service
• Position - Administrator
• Dress - Conservative, brown
cardigans
• Office - Magpies, photos of
family or company
• Gambit - Punctual and friendly
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Engineer
Desire to complete projects
Painstaking planners
Compulsive readers
Practical and objective
Dedicated enthusiasm
Hands-on operators
Process is everything
Poor at delegation
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Engineer
• Talk - Monotonic
• Organisation - Builders and
developers
• Position - Consultants
• Dress - Pens in pocket
• Office - Whiteboard, full
bookshelves
• Gambit - Punctual (?) and
friendly
19. The First Sale: 1974
Electricity
Commission of NSW
Only account taken
off IBM by ICL in the
world!!!
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Artists
Desire to create
Inarticulate, aloof and reserved
Self-conscious and over-
sensitive
Stubborn and single-minded
Good visual imaginations
Individualistic: beat to a
different drum
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Politician
• Talk - I-I-I
• Organisation - Big
• Position - Manager
• Dress - Power
• Office - Big, degrees on wall
• Gambit - Late but formal
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Normal
Desire for order
Co-operative and law abiding
Mature and self-controlled
Consistent and rational
(boring?)
Self reliant and confident
Unemotional (cold fish?)
Increases with age
Soluble “In vino veritas”
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Normal
Talk - Logical, rational
Organisation - Professional
Position - Accountant/CoSec
Dress - Conservative pinstripes
Office - Neat and tidy
Gambit - Punctual and formal
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Hustler
Desire for material success
Empathetic & Charming
Astute, good financial acumen
Love of gambling and
excitement
Winners and losers
Opportunistic
Self-interest: WIIFM
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Hustler
• Talk - Money, name dropper
• Organisation - Wholesalers
• Position - Brokers and agents
• Dress – Flashy, red & gold
• Office – Showy and glitszy
• Gambit - Punctual and friendly
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Self-controlled, rational, follows rules,
steady
Materialistic, shrewd, financially astute,
hard-headed realist
2
PEQAS instructions:
For each pair quickly select one group or the
other best describes your personal style.
Personal EQ Assessment Questionnaire
http://www.emotionalintelligencecourse.com/quiz/
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Caveat 4: You can’t change your personality
but you can change your behaviour
Source: Me, Myself, and Us: The Science of Personality
and the Art of Well-Being by Brian R. Little
