HBR Emotional Intelligence Ultimate Boxed Set (14 Books) (HBR Emotional Intelligence Series) by Harvard Business Review;Daniel Goleman;Annie McKee;Bill George;Herminia Ibarra;

Author:Harvard Business Review;Daniel Goleman;Annie McKee;Bill George;Herminia Ibarra;
Language: eng
Format: epub
Publisher: Lightning Source Inc. (Tier 2)
Published: 2019-12-24T00:00:00+00:00

When warmth comes first

Although most of us strive to demonstrate our strength, warmth contributes significantly more to others’ evaluations of us, and it’s judged before competence. Princeton social psychologist Alex Todorov and colleagues study the cognitive and neural mechanisms that drive our “spontaneous trait inferences”—the snap judgments we make when briefly looking at faces. Their research shows that when making those judgments, people consistently pick up on warmth faster than on competence. This preference for warmth holds true in other areas as well. In a study led by Oscar Ybarra of the University of Michigan, participants playing a word game identified warmth-related words (such as “friendly”) significantly faster than competence-related ones (such as “skillful”).

Behavioral economists, for their part, have shown that judgments of trustworthiness generally lead to significantly higher economic gains. For example, Mascha van ’t Wout of Brown University and Alan Sanfey of the University of Arizona asked subjects to determine how an endowment should be allocated. Players invested more money, with no guarantee of return, in partners whom they perceived to be more trustworthy on the basis of a glance at their faces.2

In management settings, trust increases information sharing, openness, fluidity, and cooperation. If coworkers can be trusted to do the right thing and live up to their commitments, planning, coordination, and execution are much easier. Trust also facilitates the exchange and acceptance of ideas—it allows people to hear others’ messages—and boosts the quantity and quality of the ideas that are produced within an organization. Most important, trust provides the opportunity to change people’s attitudes and beliefs, not just their outward behavior. That’s the sweet spot when it comes to influence and the ability to get people to fully accept your message.

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