Using Your EQ (Emotional Intelligence) To Get Ahead

As far back as 1940, the existence of another form of intelligence besides IQ has been acknowledged. David Wechsler, who designed some of the best known IQ tests still widely used today, discussed the "non-intellective factors in general intelligence". For the past 20 years, serious research has been done on this other kind of intelligence, and today it is known as EQ, or emotional intelligence. This type of intelligence refers to the personal, emotional and social intelligence needed to function effectively at both home and work. Measuring this type of intelligence is to measure your ability to cope and get along in the world.

Daniel Goleman has been one of the primary researchers in the area of emotional intelligence. His focus is on the need for high emotional intelligence in the workplace. For many years, cognitive intelligence, or IQ, has been assumed to be the most critical factor in success in the workplace. However, Goleman studied successful leaders and managers, and found that EQ played a much more important role in the success of those studied than did IQ. He states that "cognitive skill ‘gets you in the door' of a company, but emotional skill helps you thrive once you're hired."

One of the good things that has been learned about emotional intelligence that is not true of IQ is that EQ can be changed. You can actually learn how to function more effectively at home and work by developing your ability to deal with your own emotions and the emotions of others.

Many years ago, I learned about the relative importance of the heart over the head in making decisions. We had decided to buy a house, and I was talking to the builder about how logical my decision had been. He responded by saying that I was wrong, that first I had made an emotional decision to buy the house, and then constructed logical reasons to support that decision. Upon reflection, I decided he was right, and later even admitted to others that I bought a red convertible because "I liked it." Current research in EQ substantiates that my builder was right!

EQ in the Job Search

Being aware of your emotions is necessary for a good EQ, but not sufficient. You must also know how to handle them effectively. In a job search, many unpleasant emotions can come into play. You might be scared about finding another position, especially if you are currently unemployed. You may be angry at your former employer. Perhaps you are having conflict with your spouse as a result of your job loss.

At The IMPACT Group, our consultants have helped clients deal with these kinds of emotions many times. Building emotional intelligence helps them to deal with these and other emotions more effectively. Turning anger and fear into constructive action, and learning how to handle conflict with one's spouse more effectively are examples of developing emotional intelligence.

EQ in the Workforce

Robert Cooper wrote in his recent book, Executive Emotional Intelligence, "If the driving force of intelligence in twentieth-century business has been IQ, then – according to growing evidence - in the dawning twenty-first century it will be EQ." His research on EQ has been on its use in business.

Cooper further states, "We are in the beginning stages of what many authorities believe will be the next revolution in business…And emerging research suggests that a technically proficient executive or professional with a high EQ is someone who picks up – more readily, more deftly, and more quickly than others – the budding conflicts that need resolution, the team and organizational vulnerabilities that need addressing, the gaps to be leaped or filled, the hidden connections that spell opportunity, and the murky, mysterious interactions that seem most likely to prove golden – and profitable."

As Yale psychologist Robert Sternberg said, "If IQ rules, it is only because we let it. And when we let it rule, we choose a bad master." When we admit the part that emotions play in our lives, and successfully integrate emotions into our decision-making process, we will make better decisions and be more successful at work.

Developing EQ

How do we begin to develop our emotional intelligence? It is something that is developed over time, and there are several good books out on EQ in business. Daniel Goleman's Working With Emotional Intelligence and Robert Cooper's Executive EQ are two good choices.

Perhaps a place to begin is to develop listening skills. This means listening not so much to the words being used, but to understanding the meaning behind them. How is the person feeling about what is being said? What other agendas might be contained in the message? Can you put yourself in the speaker's shoes? If so, you really understand what that person is trying to say.

This can be difficult, especially if you don't agree with their position. Being able to see the world from another's perspective, and to reflect back that you see their view of the world, leads people to feeling understood, an important beginning to communication and conflict reduction.

Importance of EQ to Job Seekers

How do you sell EQ to a potential employer? Think in terms of handling your and others emotions. Discuss how you use both facts and feelings in making decisions. Give the interviewer examples of how you have resolved conflict among employees by understanding their feelings, communicating your understanding, and devising solutions that acknowledge those feelings. Describe how you utilize information that comes from people's feelings to make better decisions and impact profits. Show examples where your intuition made a positive difference. Give examples of being emotionally honest and courageous. Discuss how you develop trust in your department or business. Tell the company how you are able to develop people's potential, and help employees to develop passion for their job.

Can't do those things? Perhaps your own EQ could use further development. As time marches (or perhaps lunges) forward, EQ will be seen as increasingly important in employees, especially those at the mid and upper levels, but to some extent throughout the organization. Research says that those with a high EQ will be most successful. Does that include you?

Patrick McCracken, Ph.D., is a senior career consultant/coach with The IMPACT Group, a career management company located in St. Louis.

Taken from the St. Louis Post-Dispatch, January 16, 2000