Study of Factors Predicting One’s Success in Business

• Study of the capabilities associated with star performers relative to the average performer– Technical skills (TS)

– Cognitive abilities (IQ)

– Emotional Intelligence (EI)

• Results– Emotional intelligence separates the “star” performers

from the rest• Contributes to success above and beyond IQ & technical skills

• As you move up in the organization, “EI” becomes even more important – When comparing star performers with average

ones at senior levels, 90% of the difference in their competency profiles (TS, IQ, EI) was attributable to factors associated with EI

Emotional Intelligence

• Self-Management Skills– Self-Awareness

• The ability to recognize & understand your moods, emotions & drives, as well as their effect on others

• Self-Regulation• The ability to control or redirect disruptive impulses

or moods – anger• Do I go to the movie (more enjoyable) or study for my

exam that takes place tomorrow morning?

• Self-motivation• Pursue goals with self-derived energy & persistence

EI (continued)

• Managing relationships with others• Empathy

• The ability to recognize emotions in others• Pay attention to and read peoples reactions

• See and understand the viewpoint of others• Listening • Cross-cultural sensitivity

• Social Skills• Find common ground & build rapport• Persuasive

Are emotionally intelligent leaders born or made?

Setbacks

• Missed promotion, poor performance evaluation, low test score– Top two reasons managers fail:

• failure to “rebound” and failure to adapt

• Experienced as a loss– Reduces enthusiasm (energy to do the work), threatens

self-confidence and self-esteem• Those outcomes may immobilize you• Challenge is to maintain motivation in the face of setbacks

• Setbacks are often experienced in “stages”

Stages of a setback

• Disbelief– “This isn’t happening,”

• Anger– Intensely felt emotion – can feed upon itself

• More anger makes it difficult to move on

• Wanting to turn back time– “Why didn’t I” or “I wish I would have”

• Don’t “beat yourself up” too long• Key question is what can you learn?• What can you do now – going forward?

Stages (cont)

• Depression– Apathy & despair

• Danger of overgeneralization– “I am a terrible student” versus “I did not perform to my ability

on this particular test”

• Acceptance– Its done & its over: time to move forward

• Optimism & positive activity– Key: generate feelings of progress

• Small wins can help build-up confidence

Self-Motivation Strategies

• Imagery– Visualize the outcome and the process used to achieve

the desired results (sports psychology)• Can elicit the same emotions and physiological arousal levels

that occur in reality– In response to the arousal you created, your present

motivation is heightened

– Imitation effects• You identify behaviors congruent with a positive outcome• You have already done this before (mental dress rehearsal)

– Build confidence– Giving a presentation, making the winning free-throw

Self-Motivation (cont.)

• Positive thinking– Self-statements: “I am a confident and capable student”

• Created your own “self-fulfilling prophecy” through high expectations of yourself

– As long as necessary behaviors follow

• Help build self-confidence

• Exercise & physical activity– Through the production of endorphins, energy is generated and

positive feelings result (“runners high”)

• Work environment– Organized, clean work environment

• Reduces “distractions” and reduces feeling “out of control”