Chapter 3
Emotional management skills: dealing with people
EQ is not about being nice for the sake of being nice. Organisations are not created to deliver niceness. Organisations are created to deliver results, which in the case of private-sector companies normally come in the form of profits. EQ is not an end in itself. It is a means to an end.
EQ is about knowing how to get other people to do things: this places it at the heart of management. EQ is not the same as command and control. It is about being able to use influence to get other people to do things willingly, regardless of whether or not you have formal control over them. To make things happen in most flat, matrix organisations it is not possible to tell people to do things: you have ...
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