BUSINESS: The Ultimate Resource

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MANAGEMENT LIBRARY
Emotional Intelligence
Daniel Goleman

Why Read It?

Daniel Goleman challenges traditional thinking, which claims that a high IQ is essential for success. He provides examples of people with high IQs and considerable academic achievement who have failed in business and in life, and, conversely, of those who, though apparently less gifted intellectually, were able to manage and harness their emotional intelligence in order to succeed. Although the book does not specifically relate to behavior in business, its conclusions highlight patterns that can be used to improve personal performance at work. Emotional intelligence is also referred to as the soft skills, and these are increasingly regarded as important in business, particularly for people in sales, supervisory, or customer service roles.

Getting Started
Goleman describes the evolution of the brain and explains how the two main brain functions that influence behavioremotion and intelligenceare situated in different parts of the brain. The part of the brain that controls emotions receives external signals before the intelligence functions, and that means that initial reactions to events may be emotional rather than rational. Goleman explains that the brain still retains a primitive survival mode that may trigger reactions and responses that are inappropriate. To succeed, he advises, we need to understand those reactions and learn how to control them.

Contribution
1. Overcoming Impulses According to Goleman, emotions have a wisdom of their own that can be harnessed. Although our natural reaction is to respond emotionally, it is important to make use of emotional intelligence to develop more positive responses.

Bloomsbury Publishing Plc 2004

BUSINESS: The Ultimate Resource

April 2004 Upgrade 19

2. A Framework of Emotional Intelligence Goleman has developed a framework that explains emotional intelligence in terms of five elements:

self-awareness self-regulation motivation empathy social skills

3. Self-awareness According to Goleman, this element enables you to develop a better understanding of the way emotions affect your performance. You can also use your values to guide your decision making. By looking at your strengths and weaknesses and learning from your experiences, you can gain self-confidence and certainty about your capabilities, values, and goals. 4. Self-regulation Goleman describes how this element can help you control your temper and reduce stress by acting in a more positive and action-oriented way. This enables you to retain your composure and improves your ability to think clearly under pressure. Through selfregulation, he claims, you can handle your impulses effectively and exercise selfrestraint. 5. Motivation According to the author, by harnessing this aspect of emotional intelligence, you can enjoy challenge and stimulation, and strive for achievement. You will be committed to the cause and seize the initiative. You will also be guided by your personal preferences in following one set of goals, rather than another. 6. Empathy Empathy is the characteristic that enables you to understand other points of view, and behave openly and honestly. 7. Social Skills Goleman describes how social skills such as persuasion, communication, listening, negotiating, and leading can be honed.

Bloomsbury Publishing Plc 2004

BUSINESS: The Ultimate Resource

April 2004 Upgrade 19

8. Emotional Intelligence and Management Goleman claims that people with a higher degree of emotional intelligence are more likely to succeed in senior management. He also believes that emotional intelligence can be developed over a period of time, although this is disputed by a number of commentators.

Context
Daniel Goleman has built on the work in this book to research leadership styles based on different characteristics of emotional intelligence. These range from coercive leaders who are self-motivated and driven to succeed, to democratic leaders who are good at communication and listening, and coaching leaders who listen well and motivate others. The research is reported in the MarchApril 2000 edition of the Harvard Business Review. Commentators point out a possible contradiction in Golemans work. He claims that emotional intelligence is inherent, yet suggests that it can be developed. Other studies of leaders have pointed out the relationship between high achievement and characteristics such as self-awareness and empathy. In Emotional Intelligence, Goleman does not specifically deal with the relationship between leadership and emotional intelligence. His subsequent research does, however, analyze the relationship further. The ability to control impulse is the basis of will and character. Emotional Intelligence

For More Information

Goleman, Daniel. Emotional Intelligence. New York: Bantam, 1997.

Further Reading
Goleman, Daniel. Working with Emotional Intelligence. New York: Bantam Doubleday Dell, 2000. Goleman, Daniel. Leadership That Gets Results. Harvard Business Review (March April 2000).

Bloomsbury Publishing Plc 2004