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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The Emotional CompetenceFramework
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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The Emotional CompetenceFramework
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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The Emotional CompetenceFramework
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
* Primal Leadership, Harvard Business School Press, 2002
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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
* Primal Leadership, Harvard Business School Press, 2002