CHAPTER 3 and NVC!. RELATIONSHIP STRATEGY Emotional Intelligence Relationships add value Partnering with Four Key Groups –Customers –Secondary decision.

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Presentation transcript:

CHAPTER 3 and NVC!

RELATIONSHIP STRATEGY Emotional Intelligence Relationships add value Partnering with Four Key Groups –Customers –Secondary decision makers –Company support staff –Management personnel

SELF IMAGE Thoughts about yourself that influence how you relate to others. It’s self-fulfilling It can be changed Development: –Focus on future –Develop expertise in selected areas –Develop a positive mental attitude

Natural and Learned Clustered Trusting

NVC FUNCTIONS Supplementing Substituting Contradicting Regulating Accenting Indicates Status

NVC Kinesics –Entrance and Carriage –Facial Expressions Chronemics Oculesics

NVC Haptics Shaking Hands Eye contact Firmness Depth Duration Dryness

NVC Proxemics –Primary –Secondary –Public

NVC Appearance/Wardrobe Engineering –No single “dress for success” look –Heuristics Simplicity Appropriateness Quality Visual Integrity

NVC Voice Quality/Paralanguage –Rate –Tone- NO MONOTONE!!!!! –Volume –Enthusiasm

MANNERS First names? Offensive comments or stories Personal views on religion/politics Eating Voice/ messages

CONVERSATION STRATEGIES Be yourself! Listen! Here and now observations Compliments Mutual acquaintances or interests BLAH…BLAH….BLAH BLAH….BLAH….BLAH

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