1. Connect For Success with all the Right Moves Alan H. Culpeper CPPO, VCO (540) 727-3488 aculpeper@culpepercounty.gov

2. Please Interrupt me! (Really!) Text Your Notes To 5407180199 TEXT Respectfully

3. “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

4. What is Non-Verbal Communications? Communications without words that goes on in every face-to-face encounter with another human being

5. Non-Verbal Communications also… Expresses Emotions Conveys Attitudes Demonstrates Personality Traits Supports Verbal Communications

6. Non-Verbal Communications also includes: Eye contact Winking Smells Clothing Hairstyles Tattoos Automobile Jewelry Photographs

7. Why is non-verbal communication important? As a Purchasing Agent: “The most important thing in negotiations is hearing what isn’t said”.

8. How well do you interpret nonverbal cues in communications?

11. Types of Non-Verbal Communications Haptic –Touch –Handshake Kinesic –Body movement –Facial expressions Proxemic –Seating positions –Personal space

12. The Critical Factor

13. Silk

14. Let’s try Something

15. First Impressions “The less you talk, the more you’re listened to” Abigail Van Buren

16. Making a Positive First Impression Attitude Smile Eye contact Hand shake Lean in slightly

17. Haptic Communications Handshake Hugs Kiss Holding Hands Pats Caress

18. The Power of the Handshake

19. 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”

20. Kinesic Communications Gestures Body Movement Facial Expressions Posture Shrugs, Nods, etc.

21. Hand and Body Gestures Open PalmClosed Hands Low Confidence Finger Pointing High Confidence

22. Hand and Body Gestures

24. Universal Expression Joy Sadness Surprise Fear Disgust/contempt Anger

25. Facial Signals Surprised Happy Sad

26. Facial Signals Scared Angry Astonish

27. Anxious Disgusted Excited

28. Facial Signals Constipated

29. The Power of Eye Contact

30. Proxemic Communications Personal Space Distance Between People Seating Positions

31. Sphere Zones of Personal Space Intimate Sphere6 – 18 inches Personal Sphere2 – 4 feet Social Sphere4 – 12 feet Public Sphere12 – 25 feet or more

32. Take a Seat. Establishing Your Authority

33. The Seat of Authority

34. The Seats of Influence

35. The Neutral Seats

36. The Seat of Secondary Influence

37. Invisible Seats

38. 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

39. 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.

40. 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.

41. 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.

42. 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.

43. My #1 Request to Vendors 1. Stop telling me your product is a sole source.

44. Connect For Success with all the Right Moves Alan H. Culpeper CPPO, VCO (540) 727-3488 aculpeper@culpepercounty.gov