Explore Emotional Intelligence: The Key Distinguisher

Between Average and Outstanding Performers

with Daniel Goleman, Psychologist and Author

Emotional intelligence (or EQ), a characteristic first identified by psychologist

Daniel Goleman and extensively studied since, is far more important than IQ in
determining career success. And unlike IQ, it doesn’t purport to measure a fixed,
deterministic quantity. EQ is the sum total of a set of skills that can be developed
at any point throughout the lifespan.

EQ trumps IQ

• Studies point to a high correlation between career success and EQ.

• There’s a strong “floor effect” for IQ in any role. For example, all software
engineers have an IQ of 115 or more. This means the range of variance is
very reduced for IQ and success. Emotional intelligence, however, varies
radically among individuals.
• Emotional intelligence competencies that matter for success include:
o persistence
o positivity
o social perception
o communication
o influence
o persuasion
o cooperation
• The higher you go on the organizational ladder, the more emotional
intelligence matters.

The Four Domains of Emotional Intelligence

1. Self-awareness: Knowing your inner state

2. Self-management: Controlling and improving your own behaviors
3. Social awareness: Tuning into other people (empathy)
4. Relationship management: Dedicating time and energy to your
relationships

• Effective leaders master all four EQ domains. The competencies within

these domains are _learned_ and _learnable_. For example, emotional
self-control is a critical competency within self-management. _How do you
react to crises? Do you remain calm or become agitated? In general, how
do you perform under stress?_
• Consider emotional intelligence when hiring, promoting, and developing
talent.

EQ begins with self-awareness. Knowing your own strengths, weaknesses,

tendencies, and biases. Do you tend to procrastinate? Does perfectionism often
paralyze you? This self-knowledge is the basis for the second dimension of EQ:
self-management. While one person pops out of bed bright and chipper at 5 am,
another needs three alarm clocks to wake up by 8. Self-management means
setting those alarms if you need them.

Being self-aware and self-disciplined will get you only so far, though. Most
human activities involve complex, coordinated problem solving that can’t be done
in isolation. Success, therefore, depends on the ability to understand others and
wisely manage your relationships with them.

The top performers in every profession demonstrate high EQ in all four of these
dimensions. This is especially the case in positions of greater responsibility. Time
and time again, companies find that their unsuccessful c-suite hires have
impressive résumés but low scores in one or more of these dimensions of
emotional intelligence. Whereas legendary leaders are those who can set and
achieve their own goals, manage their emotions, and inspire their teams even in
times of crisis.

Prepare
Before you watch the video
Which do you think is more important to career success: Intelligence (as
measured by IQ testing, for example) or emotional intelligence—the ability to
understand yourself and others?
Practice
After you watch the video
Having watched the video, why do you think emotional intelligence plays such an
outsize role in career success?

Why is EQ especially important in leadership positions? Using your discretion,

share an example you’ve personally observed of strong or poor leadership in
which EQ played a role.
Consider a person that you’ve thoroughly enjoyed working with (or for). Analyze
them in terms of these four dimensions of emotional intelligence. What signs did
they show of self-knowledge and management? What skills did they demonstrate
with respect to understanding others and managing relationships?