by ACI Partners

Publications23 July 20150 comments

Emotional Intelligence – the key tool of a successful lawyer

is the awareness of one’s emotions and the emotions of others. Emotional intelligence is by no means a new concept. This term has been introduced by psychologists back in the 1960’s and popularized in the 1990’s by Daniel Goleman, who is well known for comparing the importance of emotional intelligence towards IQ.

Studies at Harvard and other important research centers have shown that high IQ does not necessarily result into high productivity, while the ability to “get along with people” has been found to be more essential than intelligence, decisiveness or job expertise in achieving best outcomes; this is why EI is a must-have skill for top professionals, including and especially for successful lawyers.

According to Goleman’s model, emotional intelligence is made of the following emotional competences: self-awareness, self-regulation, social skill, empathy and motivation.

Emotional intelligence can be observed and measured via a number of behavioral indicators, such as awareness of one’s emotional state, persuasiveness, effectiveness in leading change, a strong drive to achieve, self-confidence, trustworthiness, openness to change, empathy, etc.

Emotional intelligence is an extremely important skill to have for personal and professional success.  EI can facilitate a productive and profitable practice and boost performance in the workplace.

The public perception is that the legal profession has no use for feelings and emotions. There is quite a debate whether lawyers should or should not use their emotions.  However, the practice of law often can be adversarial, requiring lawyers to act as emotional buffers to clients in emotionally charged situations such as divorce or child custody cases. Lawyers also must be calm during high-level negotiations or when managing complex financial matters for a client.

Clients want lawyers who can listen well, understand what they want and hear their concerns. People work with people they like, so EI is fundamental to winning, keeping and attracting new clients. Law firms that encourage lawyers to develop their EI can generate a number of benefits, including improved client relationships, stronger team and employee relations. This, in term, can have a positive impact on business development activities, ultimately leading to greater productivity, profitability and employee fulfillment.

In conclusion, EI is not a magic bullet that can replace the importance of legal experience and skills, but it is a tool lawyers can use to develop their proficiency and become future leading lawyers.

At ACI Partners we dedicate time and efforts not only to professional growth of our lawyers and tax specialists, but also to developing an emotionally intelligent, sound and integral personality of each and every member of the entire ACI Team.