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Leading global excellence in procurement and supply
Emotional Intelligence and Effective Communication
Learn how managing yourself and motivating others can take you to the top of your profession
Cath Hill, Group Director, CIPS
Leading global excellence in procurement and supply
The Profession Comes of Age
Influence business leaders to demonstrate that P&SM gives a real competitive advantage
RAISE YOUR GAME RAISE YOUR VOICE
Procurement at the heart of business
Licensing the Profession
Leading global excellence in procurement and supply
It’s Good News
Procurement at the heart of business
72% (2017)
50% (2016)
Leading global excellence in procurement and supply
Make use of the Cs
Procurement at the heart of business
£
Leading global excellence in procurement and supply
5 Top Tips
Establish your
credibility
Learn from colleagues
Be a trusted
adviser
Understand business
goals
Lead from the front
Leading global excellence in procurement and supply
Different preferred communication styles
Source: Emotional Business by Ravi Rao MD, PhD, MEd
Numbers, Data Logic
Inspirational Vision
Story, Example
Promises Humour
Empathy
Seven Languages
Leading global excellence in procurement and supply
What is a Leader?
Purpose
Charisma
Determination
EI
Leading global excellence in procurement and supply
• 90% of top performers are high in EI • Managers trained in EI deliver twice the profit • EI is a top predictor of high potential • 67% of competencies essential to effective
leadership performance are EI related • The quality of an organisation’s leadership has
a direct impact on long term growth and success
Benefits of Strong EI
Leading global excellence in procurement and supply
‘Emotional intelligence is the capacity of individuals to recognize their own, and other people's emotions, to discriminate between different feelings and label them appropriately, and to use emotional information to guide thinking and behaviour.’
What is EI
Leading global excellence in procurement and supply
EI - what is it not?
Personality Brand IQ
Leading global excellence in procurement and supply
EI - so what is it?
Personality
Ability to recognise and
understand emotions
Likeability Factor
IQ
Source: Emotional Intelligence 2.0 by Travis Bradberry & Jean Greaves
Leading global excellence in procurement and supply
Earn more Successful leader
Better relationships
Benefits of EI training: to you
£
Source: Emotional Intelligence 2.0 by Travis Bradberry & Jean Greaves
Leading global excellence in procurement and supply
…to your organisation
Attract and retain better
staff
Collaborative workforce
Improved financial
performance
Adaptable staff
Happier workplace
Source: Emotional Intelligence 2.0 by Travis Bradberry & Jean Greaves
Leading global excellence in procurement and supply
EI: the four main skills Self Management Self Awareness
Social Awareness Relationship Management
Source: Emotional Intelligence 2.0 by Travis Bradberry & Jean Greaves
Leading global excellence in procurement and supply
EI: the four main skills Self Management Self Awareness
Social Awareness Relationship Management
Good: open, authentic, trusted Bad: defensive, aggressive, stressed
Good: dependable, compassionate, empathetic Bad: opinionated, unapproachable, demotivating
Good: patient, understanding, professional Bad: panic, emotional, reactive
Good: adaptable, respectful, sincere Bad: impatient, inflexible, unsociable
Source: Emotional Intelligence 2.0 by Travis Bradberry & Jean Greaves
Leading global excellence in procurement and supply
How do we change?
Practice Practice Practice
1 2 3 4
5 6 8 7
9 10
Source: Emotional Intelligence 2.0 by Travis Bradberry & Jean Greaves
Leading global excellence in procurement and supply
10 Ways to increase your EI
Be genuine Be confident Ask
thoughtful questions
Be open minded and don’t pass judgement
Don’t seek attention
Be consistent Use positive
body language
Greet people by name Have fun Smile!
Source: Emotional Intelligence 2.0 by Travis Bradberry & Jean Greaves
Leading global excellence in procurement and supply
If you want to know how you score take the CIPS/JCA EI test http://www.jcaglobal.com/emotional-intelligence/ Some additional reading: Emotional Intelligence 2.0 by Travis Bradberry & Jean Greaves Emotional Business by Ravi Rao MD, PhD, MEd