Why is non-verbal communication important? As a Purchasing Agent: “The most important thing in negotiations is hearing what isn’t said”.
How well do you interpret nonverbal cues in communications?
Types of Non-Verbal Communications Haptic –Touch –Handshake Kinesic –Body movement –Facial expressions Proxemic –Seating positions –Personal space
The Critical Factor
Let’s try Something
First Impressions “The less you talk, the more you’re listened to” Abigail Van Buren
Making a Positive First Impression Attitude Smile Eye contact Hand shake Lean in slightly
Haptic Communications Handshake Hugs Kiss Holding Hands Pats Caress
The Power of the Handshake
Handshake Rules to Remmber Look directly into the other person’s eyes Smile Stand when being introduced to someone Use a firm handshake Start talking before you let go: “It’s great meeting you”
Kinesic Communications Gestures Body Movement Facial Expressions Posture Shrugs, Nods, etc.
Hand and Body Gestures Open PalmClosed Hands Low Confidence Finger Pointing High Confidence
Hand and Body Gestures
Universal Expression Joy Sadness Surprise Fear Disgust/contempt Anger
Facial Signals Surprised Happy Sad
Facial Signals Scared Angry Astonish
Anxious Disgusted Excited
Facial Signals Constipated
The Power of Eye Contact
Proxemic Communications Personal Space Distance Between People Seating Positions
Sphere Zones of Personal Space Intimate Sphere6 – 18 inches Personal Sphere2 – 4 feet Social Sphere4 – 12 feet Public Sphere12 – 25 feet or more
Take a Seat. Establishing Your Authority
The Seat of Authority
The Seats of Influence
The Neutral Seats
The Seat of Secondary Influence
Purchasing Agents Top 10 Request List to Vendors 10. Stop Describing your product/company/services as “World-Class”, or state-of-the art”. state-of-the-art lasts about 60 days. And what does world-class really mean? 9. Stop sending me catalogs
Purchasing Agents Top 10 Request List to Vendors 8.Stop calling or ing me to subscribe to your magazine or newsletter. 7. Stop checking your every five minutes on you’re new world- class, state-of-the art I-Phone when you’re in my office.
6. Stop dropping by my office just to chat and see if I need to order something from you. Call first! 5. Stop sending me s to take a survey.
4. Stop being late to my Pre-proposal meetings and asking the same questions I answered 10 minutes before you arrived. 3. Stop asking me what I’m paying for a product. I don’t know, file a FOIA request.
Purchasing Agents Top 10 Request List to Vendors 2. Stop trying to sell me a warranty. The odds are small that my End- Users will not remember they have a warranty anyway.
My #1 Request to Vendors 1. Stop telling me your product is a sole source.
Connect For Success with all the Right Moves Alan H. Culpeper CPPO, VCO (540)