attitude and emotional intelligence. attitude an attitude is a point of view, either negative or...
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Attitude and Emotional Intelligence
Attitude
An attitude is a point of view, either negative or positive, about an idea, situation, or person.
– We develop favorable attitudes about those ideas, situations, or people that are associated with positive rewards and benefits and unfavorable attitudes toward those that are associated with penalties or dislikes.
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 the three – but changing how you feel is hardest.
Acting and thinking positively helps you begin to change the feelings part of your attitude.
Attitude
Think positively: “If you can dream it, you can do it.”
Actions and performance precede attitude.– If we’re good at something, we like it.
Performance is about 50% attitude, 50% ability.
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 (`0,000 hours to be
an expert)
Courageous Competitive
– Strong desire to win– “Restless self-renewal”– Kaizen (always getting a little better every day)
Coachable– Open, non-defensive
Self-motivated– Intrinsic motivation – love doing the task itself.
Assertive Flexible Cooperative Nurturing
Attitude
Can I change my attitude?– YES!
Positive framing Visualization and mental rehearsal Do the right thing
Attitude
High achievers:– Set goals and objectives– Enjoy solving problems– Take calculated risks (courage)– Like immediate feedback– Take personal responsibility for achieving goals
and objectives (results)
Objectives Criteria for MADCUD objectives:
– Measurable– Attainable (accepted)– Demanding– Consistent with organization goals– Under the control of the individual– Deadlined
MADCUD objectives must be flexible
Goals/Objectives
Motivation
Goal/Objective DifficultyVery Easy Very Hard
Peak Motivation
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.– Budgets and quotas are not motivational for
some people, so find links between other goals and revenue targets.
Motivation for some: Relationships– “Help me on this.”
Motivation for some: Valued team member– “Don’t let the team down.”
Emotional Intelligence
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-awareness– Self management– Social awareness– Relationship management
* Working With Emotional Intelligence, Daniel Goleman, Bantam Books, 1998
The Emotional Competence Framework
Personal Competence: These competencies determine how we manage ourselves. *
– SELF-AWARENESS Emotional self-awareness: Reading one’s own
emotions and recognizing their impact; using “gut sense” to guide decisions
Accurate self-assessment: Knowing one’s strengths and limits
Self-confidence: A sound sense of one’s self-worth and capabilities
* Primal Leadership, Daniel Goleman, Harvard Business School Press, 2002P
The Emotional Competence Framework
Personal Competence: *– SELF-MANAGEMENT
Emotional self-control: Keeping disruptive emotions and impulses under control
Transparency: Displaying honest and integrity; trustworthiness
Adaptability: Flexibility in adapting to changing situations or overcoming obstacles
Achievement: The drive to improve performance to meet inner standards of excellence
*Primal Leadership, Harvard Business School Press, 2002
SELF-MANAGEMENT
Initiative: Readiness to act and seize opportunities Optimism: Seeing the upside in events
The Emotional Competence Framework
Social Competence: These capabilities determine how 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
The Emotional Competence Framework
Social Competence:*– RELATIONSHIP MANAGEMENT
Inspirational 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 persuasion Developing others: Bolstering others’ ability through
feedback and guidance
* Primal Leadership, Harvard Business School Press, 2002
RELATIONSHIP MANAGEMENT
Change catalyst: Initiating, managing, and leading in a new direction *
Conflict management: Resolving disagreements Teamwork and collaboration: Cooperation and team
building
* Primal Leadership, Harvard Business School Press, 2002
Focus
Understanding your and your prospects’ primary focus is essential in framing your offers.
Two focuses:– Promotion– Prevention
PROMOTION-focused people play to win, respond best to optimism and praise, are more likely to take chances and seize opportunities, and excel at creativity and innovation. Non-gains are bad.
PREVENTION-focused people don’t play to win—they play not to lose. Their goals are to meet their responsibilities and to stay safe –they think about what bad might happen if they don’t work hard enough.
Everyone is concerned with both promotion and prevention, but most people have a dominant focus.
Focus is situation specific – lottery tickets and flu shots.