2 Emotional Intelligence Is The Key To Success “’Emotional Intelligence’ refers to the capacity for recognizing our own feelings and those of others, for motivating ourselves, and for managing emotions well in ourselves and in our relationships.” *Self-awarenessSelf managementSocial awarenessRelationship management* Working With Emotional Intelligence, Daniel Goleman, Bantam Books, 1998
3 The Emotional Competence Framework Personal Competence: These competencies determine how we manage ourselves. *SELF-AWARENESSEmotional self-awareness: Reading one’s own emotions and recognizing their impact; using “gut sense” to guide decisionsAccurate self-assessment: Knowing one’s strengths and limitsSelf-confidence: A sound sense of one’s self-worth and capabilitiesP* Primal Leadership, Daniel Goleman, Harvard Business School Press, 2002
4 The Emotional Competence Framework Personal Competence: *SELF-MANAGEMENTEmotional self-control: Keeping disruptive emotions and impulses under controlTransparency: Displaying honest and integrity; trustworthinessAdaptability: Flexibility in adapting to changing situations or overcoming obstaclesAchievement: The drive to improve performance to meet inner standards of excellence*Primal Leadership, Harvard Business School Press, 2002
5 SELF-MANAGEMENT Initiative: Readiness to act and seize opportunities Optimism: Seeing the upside in events
6 The Emotional Competence Framework Social Competence: These capabilities determine how we manage relationships: *SOCIAL AWARENESSEmpathy: Sensing others’ emotions, understanding their perspective, and taking an active interest in their concernsOrganizational awareness: Reading the currents, decision networks, and politics at the organizational levelService: Recognizing and meeting…client or customer needs* Primal Leadership, Harvard Business School Press, 2002
7 The Emotional Competence Framework Social Competence:*RELATIONSHIP MANAGEMENTInspirational leadership: Guiding and motivating with a compelling vision (for media salespeople this would translate into creating value with an inspiring vision for your medium and your media outlet)Influence: Wielding a range of tactics of persuasionDeveloping others: Bolstering others’ ability through feedback and guidance* Primal Leadership, Harvard Business School Press, 2002
8 RELATIONSHIP MANAGEMENT Change catalyst: Initiating, managing, and leading in a new direction *Conflict management: Resolving disagreementsTeamwork and collaboration: Cooperation and team building* Primal Leadership, Harvard Business School Press, 2002
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