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Screening prospective employees for certain positions makes
good common sense. Sales people need to be optimistic. They
must be able to delay gratification, control their emotions and
have empathy with others. For example, when L’Oreal used
Emotional Intelligence as a selection criterion for hiring sales
representatives, they found that emotionally intelligent people
outsold their colleagues by $91,370 per year, on the average.
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Jordan and Troth conducted a study with 350 university students
participating in 108 teams. They found that teams consisting of
members with higher Emotional Intelligence performed better
than teams with members little Emotional Intelligence. Their
results also found that Emotional Intelligence affected which
conflict strategies were adopted. Those with higher Emotional
Intelligence were more likely to use collaboration at both the
individual and team levels of analysis.
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Emotional competencies can be learned. With a good
training program in Emotional Intelligence, a firm can
maximize the potential of the employees it already has,
from the top to the bottom of the organizational chart.
Like any type of intelligence, Emotional Intelligence
includes both an inherent and a learned component.
Education supplies the skills needed to score well on
traditional IQ tests. Training programs in Emotional
Intelligence teach adults the skills needed to become
more emotionally competent. With sufficient training in
Emotional Intelligence, businesses gain more emotionally
competent staff members who function more efficiently,
cooperate more productively and remain with the
company longer.
A good training program in Emotional Intelligence
includes work on integrity, defining key moments,
embracing reality, exercising responsibility, clarity, action
and self-valuing.
Integrity is the ability to act on principle rather than
emotion. It requires developing an inner moral compass
and the strength to be “bigger” than the circumstances
and challenges of our lives. It includes the ability to
delay gratification and to harness emotion in service of
the principles that infuse our lives. Our moral compass
determines how we perceive events and people; how
we judge success or failure; whether we are optimistic
and cheerful or pessimistic and joyless. Project managers
with higher Emotional Intelligence tend to use open
communication and proactive leadership styles that can
bring positive outcomes to the organization.
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WHY COMPANIES USE
EMOTIONAL INTELLIGENCE TRAINING