Getting all emotional
This might come as a blow (or relief) to teenagers who received their exam results last week, but employers are apparently less interested in knowledge than other attributes when looking for new staff.
A survey carried out by a careers website found 34 per cent of companies are lending more weight to emotional intelligence (EI) – understanding and controlling emotions and managing relationships – when hiring or promoting members of staff.
And 71 per cent said EI is more valuable in an employee than IQ. The survey of 2,662 HR workers and hiring managers also found 59 per cent would not hire somebody with a high IQ, but low EI.
Companies are looking for specific ‘soft’ skills, top of which is the ability to stay calm under pressure. Other talents mentioned include being able to resolve conflict, to lead by example, to make thoughtful business decisions and empathy with team members.
These are good traits for any business role, but specifically for procurement – whether it is staying calm in a tough negotiation, empathising with the needs of stakeholders or resolving conflict with a supplier.
Procurement doesn’t have the reputation (outside the profession, at least) as a ‘people’ function, but increasingly those are the skills necessary. What are your tips for developing EI and applying it to purchasing?
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In difficult negotiations, I have sometimes found that Procurement’s most important contribution is to keep the parties talking when one or other is ready to walk away… to prevent them from backing themselves into corners from which there is no escape without losing face.
Procurement has to uphold uprightness and integrity at all times. EI shouldn’t be there or the profession will be intervened.
I agree that EI is very important. Empathy and a cool head go along way in business and although IQ is also important, there are many people around with high IQ’s but no common sense whatsoever.
I agree wholeheartedly – I’d love to understand how that is then reflected in the training provided throughout someone’s career. I am often told that EQ and associated attributes are more important but often don’t see that supported by departmental development plans.
Yes, Felix, you are demonstrating your EI as well as usual.
J Walls comment “there are many people around with high IQ’s but no common sense whatsoever.”
In my experience, there are also many people out there with purported superior EQ abilities who, frankly, don’t have them and, are lazy when it comes to developing their technical procurement skills.
Who needs to know the complicated stuff, even when it’s based on sound research, when a winning personality is all you need?
To be ANYONE in the procurement game you need a blend of solid IQ and EQ capabilities. It’s not the place for psychopaths and probably never was; as our profession relies on us being rather useful at influencing and persuasion.
Do remember: neither IQ or EQ actually really exist.