Study of Factors Predicting One’s Success in Business

1. 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

2. 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

3. 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 Emotional Intelligence

4. 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

5. Are emotionally intelligent leaders born or made?

6. 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”

7. 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?

8. 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

9. 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

10. 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”