the value of emotional intelligence in procurement and events/be more than proc 23 june 16...the...

Leading global excellence in procurement and supply

The value of Emotional Intelligence in procurement

Peter Clarke Senior Consultant, JCA Global


Soft Skills are critical to job success

Soft Skills matter Insights from the CIPS/Hays Procurement Salary Guide 2016

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Soft Skills in all its forms are important across all job levels – but become more critical at senior levels, especially in relation to influencing

Soft Skills matter Insights from the CIPS Salary Survey

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80% of respondents believe Soft Skills training would help them perform better and have a major impact on their performance at work

More than two in five (42.2%) of respondents have ‘never had any Soft Skills training’ and a further third (35.6%) said they had but it was ‘some time ago’

Critically, Emotional Intelligence is key to our delivery of Soft Skills – for example 64.4% of survey respondents felt EI could aid effective negotiation

BUT... Nearly two thirds (64.4%) of respondents felt their knowledge of EI was basic or none

The need for development Insights from the CIPS/JCA Soft Skills Survey

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How you manage your emotion...

...is critical to how you show up and work with others

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The scale of the challenge?

Soft Skills and stereotypes

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— Dealt with a hectic schedule?

— Done a lot?

— Worked longer than your contracted hours?

— Sacrificed something for work?

— Driven hard for excellent results?

Last working week

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Coaching definition “How I manage my personality.”

For example, an Introvert may have a preference for working on their own, however, all Introverts are capable of working effectively with others.

Process definition “ EI is the habitual practice of thinking

about feeling (and feeling about thinking) to manage behaviour.”

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What is Emotional Intelligence?

IQ: 137 EI: 0


Being too busy has consequences...

If you’re not happy, why not? What’s driving your busyness?

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Our values ground our behaviour in times of stress

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What are the key predictors of engagement

Provide people with meaning and purpose in their work

Inspire others to strive for optimal performance

Articulates a clear and compelling vision

Builds confidence in those they lead

Work collaboratively & seek mutual benefit

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JCA (2014), Survey of 2000 EA employees using Leadership Climate Inventory. Top 5 positive (green) and negative (red) leadership behaviours that significantly influence employee performance, engagement & wellbeing.

Are overly focused on short term goals

Procrastinate and are slow to take action

Seem to lack awareness and understanding of others

Avoid discussion and debate

Can be dogmatic and hard to influence


How does it feel to procure with you?

Take your EIP Snapshot at:

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http://www.cips.org/knowledge/procurement-topics-and-skills/ people-and-skills/emotional-intelligence-ei/

the value of emotional intelligence in procurement and events/be more than proc 23 june 16...the...

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