1

Practical Emotional Intelligence:

The secret of Leadership

S P Jain 25 July 2014

Christopher GolisMA (Cambridge) MBA (London) FAICD FAIM

2

Characteristic

Ability to solve complex problems and make decisions

Ethical/high personal standards

Flexible and adaptable to change

Good "people" skills

Self-management

Strategic thinker

Team player

Visionary

What makes a successful GM?

33

Karpin: Survey of 100 GMs

Characteristic %

Ability to solve complex problems and make decisions

25

Ethical/high personal standards 23

Flexible and adaptable to change 50

Good "people" skills 75

Self management 33

Strategic thinker 58

Team player 32

Visionary 52

4

People Skills = Practical & Valid Profiling Tool

Practicality = Midpoint (Simplistic, Complexity)

= 7 items

Validity = Agrees with latest science

5

DISC = Valid but simplistic (2 variables)

NLP= Invalid & Simplistic (3 variables)

Myers-Briggs = Invalid & complex (16)

? = valid & 7 variables

6

My EQ Journey: 1973

Defining moment:

Charles Handy with the key to businesssuccess

Turned down job offer from McKinsey

Became a salesman after emigrating to Australia

7

1974: The Humm- Wadsworth

• 1935 Humm & Wadsworth 7 components 1st decent personality assessment

• 1975 Unhooked only IBM account in world• 1979 Won 15 major tenders in a row• 1980 Became investment banker VC

8

1989 & 1991

9

1995 Goleman’s EQ

1. Self-Awareness

2. Self-Management

3. Social-Awareness = Empathy

4. Social Skills

Book explains why and the what but not the how

10

1995 The $ or The Book

$20 million

11

2007: Dad, What books should I read?

• Up the Organization Robert Townsend• My Years With General Motors Alfred

Sloan• Good to Great Jim Collins• The 7 Habits of Highly Effective People• The Art of War Sun Tzu

12

I decided to write the book myself.

How could I refuse her?

13

The Humm-Wadsworth Temperament Model

• We are all slightly mad• 7 core emotional drives• 6 most common forms of insanity• Other = Freud’s superego• First scientifically valid personality test• Normative test

14

The 7 core desires

1. Mover communication2. Hustler material success3. Double-checker security4. Artist create5. Politician winning6. Engineer completing projects7. Normal order

15

Mover• Desire to

communicate• Extraverts• Active and dynamic• Cheerful and

enthusiastic• Either black or white• Multi-taskers• Fluctuations in mood

16

Doublechecker

• Desire for security• Agreeable and likeable• Cautious, double checkers• Apprehensive and nervous• Compassionate and

sympathetic• Pessimistic and critical• Low energy output but can

show D drive

17

Artists

• Desire to create• Inarticulate, aloof and reserved• Self-conscious and over-

sensitive• Stubborn and single-minded• Good visual imaginations• Individualistic: beat to a

different drum

18

Politicians

• Desire to win• Competitive and assertive• Persistent and tenacious• Defend fixed ideas

skillfully• Suspicious

19

Engineer

• Desire to complete projects• Conscientious• Painstaking planners, read

everything• Practical and objective• Dedicated enthusiasm• Hands-on operators

20

Hustler

• Desire for material success• Astute, good financial acumen• Love of gambling and

excitement• Winners and losers• Opportunistic• Self-interest• Egocentric

21

Normal• Desire for order• Unemotional (cold fish?)• Co-operative and law abiding• Mature and self-controlled • Consistent and rational

(boring?)• Self reliant and confident

22

Normal

Normal is comparable to Freud’s superego:conscience, rules & standards

As your age increases, your Normal increases

The Normal is soluble;

In vino veritas

23

The 7 components are like a web with several strong and

several weak strands

24

Humm Distribution

N H M D A P E0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

40%

14%

56%52%

44%

39%

57%

Dominant Humm Component DistributionSample size = 65,508 people

Component

% o

f p

op

ula

tio

n h

avin

g d

om

inan

t co

mp

on

ent

25

The Big 5

• O = Openness to creativity • C = Conscientiousness • E = Extraversion • A = Agreeableness• N = Neuroticism (lack self-control)

Where is the dark triad? Corporate psychopath

Where is the Type ‘A’? Corporate bully

26

The Big 5 & The Humm

• O = Artist• C = Engineer • E = Mover • A = Double-checker• N = Normal

Corporate psychopath = Hustler & N

Corporate bully = Politician & N

27

Why is identifying corporate psychopaths

important?• Myers-Briggs converted a 85,000

employee company 16 people in one year.

• Myers-Briggs destroyed Arthur Andersen

28

Arthur Andersen

• “Not enough money in the city of Chicago”• “Think straight, talk straight”• Four cornerstones of Arthur Andersen:

– Provide good service to client– Produce quality audits– Manage staff well– Produce profits for AA

29

Arthur Andersen (2)

• First firm to introduce consulting • Eliminated conflicts with the Method• Myers-Briggs embraced• 1989 Jim Edwards & Eye of the Tiger• 1992 Great Partner Purge• 2001 Enron and Worldcom• 2002 85,000 16 employees in 1 year!!!

30

Energy = M

Focus = P (Internal Mobility WSJ)

Empathy = H

Flexibility = H

Conflict = P

Team Player = M

Pfeffer’s Leadership Model

31

32

Why I ♥ the Humm

• Practical & easy to remember• We have all 7 components• Talk, dress, office all provide quick & easy

identification• DISC = Mover & Politician• NLP = Artist, Politician, & Engineer• Freud’s superego = Normal• Psychopath = Uncontrolled Hustler• Bully = Uncontrolled Politician

33

What’s next?

• www.emotionalintelligencecourse.com• Do the quiz and learn about yourself• Invest in The Humm Handbook $40 retail• Or Invest in the ebooks on Kindle• Do my workshops:

• EQ in Management: Lift Your Level of Emotional Intelligence

• EQ in Selling: The Most Useful Technique I have ever used