Attitude Emotional Intelligence

7/31/2019 Attitude Emotional Intelligence

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Attitude and Emotional

Intelligence


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Attitude

An attitude is a point of view, either positive ornegative, about an idea, situation, or person.

We develop favorable attitudes about those ideas,

situations, or people that are associated with positiverewards and benefits

We develop unfavorable attitudes toward those ideas,situations, or people that are associated with

penalties or dislikes.


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Attitude

An attitude has three components:

How you think

How you act

How you feel

You can change an attitude by changing any one of thethree but changing how you feel is hardest.

Acting and thinking positively helps you begin to changethe feelings part of your attitude.


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Attitude

Think positively: If you can dream it, you cando it.

Actions and performance precedeattitude.

If were good at it, we like it.

Sales performance is about 50% attitude, 50%ability.


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Attitudes

Honest

Positive/optimistic

In the middle of difficulty is opportunity.

Committed Bacon and eggs: The chicken is involved, the pig is

committed.

Confident Practice, practice, practice


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Courageous

Competitive

Strong desire to win

Restless self-renewal

Kaizen

Coachable

Open, non-defensive Self-motivated


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Assertive

Flexible

Cooperative

Nurturing


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Attitude

Can I change my attitude?

YES!

Positive framing

Visualization and mental rehearsal Do the right thing


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Attitude

High achievers:

Set goals and objectives

Enjoy solving problems

Take calculated risks (courage) Like immediate feedback

Take personal responsibility for achieving goals andobjectives (results)


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Objectives

Criteria for MADCUDobjectives:

Measurable

Attainable (accepted)

Demanding Consistent with company goals

Under the control of the individual

Deadlined

MADCUD objectives must be flexible


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Goals/Objectives

Motivation

Goal/Objective DifficultyVery Easy Very Hard

Peak Motivation


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Goals/Objectives

The purpose of goals (long term) and objectives(short term) is to make people feel like winners.

Should be bottom-up, not top-down (ha!)

Budgets and quotas are not motivational for somepeople, so find links between other goals and revenuetargets.

Motivation for some: Relationships

Help me on this. Motivation for some: Valued team member

Dont let the team down.


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Emotional

Intelligence


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Emotional Intelligence Is The KeyTo Success

Emotional Intelligence refers to the capacityfor recognizing our own feelings and those ofothers, for motivating ourselves, and formanaging emotions well in ourselves and inour relationships. *

Self-awareness

Self management Social awareness

Relationship management

* Working With Emotional Intelligence, Daniel Goleman, Bantam Books, 1998


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The Emotional CompetenceFramework

Personal Competence: These competenciesdetermine how we manage ourselves. * SELF-AWARENESS

Emotional self-awareness: Reading ones own emotions and

recognizing their impact; using gut sense to guidedecisions

Accurate self-assessment: Knowing ones strengths and limits

Self-confidence:A sound sense of ones self-worth andcapabilities

* Primal Leadership, Daniel Goleman, Harvard Business School Press, 2002P


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Personal Competence: *

SELF-MANAGEMENT

Emotional self-control: Keeping disruptive emotions andimpulses under control

Transparency: Displaying honest and integrity;trustworthiness

Adaptability: Flexibility in adapting to changing situations orovercoming obstacles

Achievement: The drive to improve performance to meetinner standards of excellence

*Primal Leadership, Harvard Business School Press, 2002


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SELF-MANAGEMENT Initiative: Readiness to act and seize opportunities

Optimism: Seeing the upside in events


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Social Competence: These capabilities determinehow we manage relationships: * SOCIAL AWARENESS

Empathy: Sensing others emotions, understanding their

perspective, and taking an active interest in their concerns Organizational awareness: Reading the currents, decision

networks, and politics at the organizational level

Service: Recognizing and meeting client or customer needs

* Primal Leadership, Harvard Business School Press, 2002


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Social Competence:*

RELATIONSHIP MANAGEMENT

Inspirational leadership: Guiding and motivating with acompelling vision (for media salespeople this would translateinto creating value with an inspiring vision for your mediumand your media outlet)

Influence: Wielding a range of tactics of persuasion

Developing others: Bolstering others ability throughfeedback and guidance



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RELATIONSHIP MANAGEMENT

Change catalyst: Initiating, managing, and leading in a newdirection *

Conflict management: Resolving disagreements

Teamwork and collaboration: Cooperation and team building


Documents

Attitude Emotional Intelligence