Connect For Success with all the Right Moves

Alan H. Culpeper

CPPO, VCO(540) 727-3488

aculpeper@culpepercounty.gov

Please Interrupt me!

(Really!)

Text Your Notes

To 5407180199

TEXT Respectfully

“I get up every morning determined to both change the world and have one hell of a good time. Sometimes this makes

planning my day difficult”

E.B. White

What is Non-Verbal Communications?

Communications without words that goes on in every

face-to-face encounter with

another human being

Non-Verbal Communications also…

• Expresses Emotions• Conveys Attitudes• Demonstrates

Personality Traits• Supports Verbal

Communications

Non-Verbal Communications also includes:

• Eye contact• Winking• Smells• Clothing• Hairstyles

• Tattoos• Automobile• Jewelry• Photographs

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

Silk

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 Palm Closed Hands

Low Confidence

Finger Pointing

High Confidence

Hand and Body Gestures

Hand and Body Gestures

Universal Expression

• Joy

• Sadness

• Surprise

• Fear

• Disgust/contempt

• Anger

Facial Signals• Surprised

• Happy

• Sad

Facial Signals• Scared

• Angry

• Astonish

Facial Signals• 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 Sphere 6 – 18 inches

• Personal Sphere 2 – 4 feet

• Social Sphere 4 – 12 feet

• Public Sphere 12 – 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

Invisible Seats

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 e-mailing me to subscribe to your magazine or newsletter.

7. Stop checking your e-mail every five minutes on you’re new world-class, state-of-the art I-Phone when you’re in my office.

Purchasing Agents Top 10 Request List to Vendors

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 e-mails to take a survey.

Purchasing Agents Top 10 Request List to Vendors

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) 727-3488

• aculpeper@culpepercounty.gov