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Getting the job you want


The salary question Not good negotiating ... 5 people interviewed The Job Offer When you reach the interview stage ... change job interview questions ... – PowerPoint PPT presentation

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Title: Getting the job you want

The Interview
  • Getting the job you want

These things actually happened
  • A woman brought her large dog to the interview
  • A man interrupted the interview to phone his
    therapist for advice on how to answer one of the
  • A man pulled out a camera and took a picture of
    the interviewer. Said he collected photos of
    everyone who interviewed him

  • Impress upon you the importance of preparation
    and practice
  • Give you some important information and suggest
    some strategies to give you an edge
  • Identify resources for you to use

100 Resumes
When you reach the interview stage of your job
search, you are one step away from a job offer.

Maybe 5 people interviewed
People usually underestimate how much preparation
and practice it takes to have a really great
The Job Offer
They are interested in 2 things
  • v Can and will you do the job (do you have the
    required experience and competencies)
  • v Will you fit in

The key principle
  • As soon as they are convinced that you can do the
    job, the degree to which the interviewer feels
    comfortable with you is probably the single most
    important determinant of your acceptability as a

Six ways to make people like you
  • Become genuinely interested
  • Smile
  • Remember that a persons name is to that person
    the sweetest and most important sound in any
  • Be a good listener encourage others to talk
    about themselves
  • Talk in terms of the other persons interests
  • Make the other person feel importantdo it

There may be more than one round of interviews.
The first interview could be a phone interview
intended to narrow the field of candidates.
  • The industry
  • The company
  • The job
  • Inventory your own talents, skills, and

Sources of information for the industry and
  • On-line data bases through our library website
  • The organizations own literature and website

Know the job
  • a specific skill necessary to do a job

Whats a competency?
Examples of competencies
  • Initiative
  • Customer Service
  • Impact and Influence
  • Integrity
  • Communication
  • Analytical Thinking

The ten most standard competencies (macro
skills) used by organizations
  1. Achievement/Results Orientation
  2. Initiative
  3. Impact and Influence
  4. Customer Service Orientation
  5. Interpersonal Understanding
  6. Organizational Awareness
  7. Analytical Thinking
  8. Conceptual Thinking
  9. Information Seeking
  10. Integrity

Determine the competencies
  • Carefully review the job description
  • Read other companies job descriptions for the
    same position
  • Google position name competencies
  • (project manager competencies)

Interview people who are already doing this job
  • How did they get into this work?
  • What do they like best?
  • What do they like least?
  • What are the key tasks/responsibilities?
  • What are the key skills (competencies) needed to
    be successful?
  • What were their interviews like?
  • Can they recommend someone else with whom you
    could speak?

Think out of the box
  • Not just jobs
  • Class projects
  • Co-curricular leadership roles
  • Volunteer experiences
  • Personal life experiences

Competency Worksheet
  • Competency
  • Customer Service
  • Initiative
  • Communication
  • Problem Solving
  • Proof
  • On this side, you should come up with as many
    examples and situations where you demonstrated
    each of the competencies you have determined are
    essential to doing the job well

Develop your talking points
  • What theyre looking for
  • ? 3 years management/supervisory
  • experience
  • ? Experience working in non-profit organizations
  • ? Proven ability to fund raise
  • ? Involvement with the Austin community
  • What you bring
  • ?
  • ?
  • ?
  • ?
  • ?
  • ?

Questions ???
  • The most important ones are
  • the ones you ask them. ltcareer change
job interview questionsgt
Why is a manhole cover round?
Behavioral questions the cornerstone of
competency based interviewing
  • These are questions designed to draw out how you
    are likely to respond to situations once you are
    on the job, i.e. do you have the requisite
  • Tell me about a time when What would you
    do if

Successful Behavioral Answer STAR
  • S/T- Situation and/or Task (paint a
    picture for the interviewer)
  • A- Action (what did you actually do)
  • R- Result (what was the outcome
  • of your actions)
  • ? Tell me about a time when you demonstrated
    superior customer service skills?
  • ? Can you give me an example of your problem
    solving skills?

Heres an example
  • Interviewer Can you tell me about a time when
    you exhibited superior customer service skills?
  • You I can remember a time when I was working in
    a restaurant and when I came to work, I realized
    that our heater had gone out during the night. I
    called the repair people and provided all of the
    customers free hot drinks until we had the
    repairs made. I received a letter of
    commendation from the owner of the restaurant.
    He mentioned that some of the customers had told
    him what action I had taken.

Possible topics
  • Teamwork
  • Strengths
  • Weaknesses
  • Career Goals
  • Salary
  • Stress
  • Anger
  • Leadership
  • Ethics
  • Project Management
  • Creativity
  • Specific skills

  • Develop your success stories focusing on what
    theyre looking for

Your goal
to try to take charge of the
interview If you are being interviewed by an
individual who is well trained in competency
based interviewing, you may not be able to do
this. In that event, just focus on answering
the questions
Ask open ended questions
  • On what basis will you be making your decision?
  • Could you talk a little bit about what it will
    take to be successful in this position?
  • What are the key responsibilities of this
  • Whats the most important things I can do in the
    first 90 days?
  • What do you enjoy most about working here?

Asking questions does 3 things
  • Demonstrates your interest
  • Helps create a bond with the interviewer
  • Dissipates your anxiety you feel more in

A suggestion
  • Tack your first question on to the end of your
    first answer.

The first question
  • Tell me about yourself?
  • Remember
  • They dont want your life story.
  • Prepare a tight, well-rehearsed two minute
    commercial about why you are the right person for
    the job.
  • Your response to this first question will set the
    tone for the entire interview.
  • Finish your response with a question for them


Developing your 90 second-two minute pitch
  • What is the most important thing you want them to
    know about you?
  • What is the second most important thing I want
    them to know about me?
  • What are the key selling points/accomplishments
    that prove the first two statements?
  • What separates you from the competition?
  • What are some other selling points?
  • What objections might they have and how are you
    going to overcome them?

Try this
  • Them Tell me about yourself
  • You Answer and pause at the end and ask, From
    your experience, what are the two or three most
    important things youre looking for in the ideal
  • Them Someone with A, B, and C
  • You Interesting. Those are all areas I regard
    as strengths. Could I take a minute or two and
    tell you about myself in regard to those things?

A Portfolio ?
  • A kind of show and tell about the things youve
    done relevant to the position certificates,
    samples of your writing, brochures you developed,
    formal letters of commendation, notes thanking
    you for something you did, etc
  • Done in a quality manner
  • Use it during the interview and/or leave it
    behind when you leave
  • Reduces your nervousness

Possible portfolio items
  • List of patents
  • Writing samples
  • List of publications
  • Hierarchical charts
  • Training certificates
  • MS Project spreadsheets
  • Letters of recommendation
  • Detailed project descriptions
  • Performance appraisal excerpts
  • Examples of best work performed
  • Graphs or charts documenting success
  • Awards and certificates of achievement
  • Commendations by customers or direct reports

Some questions NOT to ask
  • Now what is it that your company does?
  • What are your psychiatric benefits?
  • What do you consider as excessive absences?

The salary question
Not good negotiating ploys (actually used)
  • Ive been trying to earn six figures all my
  • I need to pay for my childs private schooling.
  • My wife is now earning more than me.

Do your homework (Rule 1)
  • Know what is fair and reasonable for someone with
    your background, experience, and education.
  • Know what your minimum is, i.e. whats the least
  • youll accept.

Know your own value (Rule 2)
  • Be sure you can articulate why they should pay
    you more
  • Can you provide quantified reasons why youre
    worth more than they are offering?

Postpone the discussion (Rule 3)
  • Postpone any discussion of salary until you
    have an offer. If they ask you What kind of
    salary are you looking for?, stall them
  • Salary is important to me, but not the most
    important thing. If we both think that this job
    is a good fit , Im sure salary wont be an
    issue. Could we talk a little more about my
    qualifications and then come back to the salary

If they press you
  • Smile, and say something like
  • I would like to know a little bit more about
    the position and the responsibilities in order to
    give you an honest answer. May I ask you how you
    would define success for this position?

If they still insist
  • Simply say,
  • Im only looking for something that is
    competitive for someone with my background and
    experience. Have you established a range for
    this position?
  • Of course they have, and they will probably
    tell you what it is

And then
  • If the amount is in your range, take the top of
    their range and make it the bottom of your range
    and say, Thats very close to what I was looking
    for. I was looking for something in the
    40-45,000 dollar range. OR
  • If the amount is in your range, look them in the
    eye and repeat the top of the range and then shut
    up. Dont say a word. Silence is one of the
    most powerful negotiating tactics.

Another one of their tricks
  • Sometimes the interviewer will ask you what
    your current salary is. Say something like
  • Im currently making in the mid thirties, but
    Im really looking for something that is more
    challenging with more responsibilities. Thats
    what attracted me to this position. I feel that
    Im more than ready for a job like this and know
    I can make a difference. Have you established a
    range for this position?

  • My past position is very different from this
    one in so many ways. It would be like apples to
    oranges. Im attracted to this position because
    it has so many more challenges and
    responsibilities. Have you established a range
    for this position?

If you are still far apart, try to change the job
description and identify new responsibilities
that would justify a higher salary.
Other possible compensation
  • Relocation expenses
  • Tuition reimbursement
  • Additional vacation or personal time
  • Bonuses
  • Memberships
  • Severance package
  • Insurance

  • Keep all of these discussions cordial-- not
  • They want you at this stage, they dont want
    their second choice or have to re-open the search
  • Bulls win
  • Bears win
  • Pigs lose

Heres something to try
  • If you are convinced that they really cant
    go any higher on the starting salary and you
    really want the job, say something like
  • I really want this position and I know that
    you will be more than satisfied with my
    performance. The only thing that causes me any
    hesitation in accepting is that I was looking for
    slightly more in a starting salary. Could we
    agree on a set of goals to be accomplished in the
    first six months, and if they are reached, my
    salary would be raised to XXXXX?

  • In the end,
  • What you want should be reasonable and based on
    your research
  • Try to fill the gap between their offer and the
    number you want
  • Talk about differences in terms of monthly salary
  • Think about compensation in broader terms than
    just starting salary

  • Interviewing and Salary Negotiation by Kate
  • How To Make a 1000 a Minute by Jack Chapman
  • http//
  • negotiationssearch_type

The most important question to ask
  • Do I have the job?

Not quite that bluntly, though
  • Say something like
  • Ill be looking forward to your decision, and,
    hopefully seeing you again OR
  • I would love to be part of your team. When
    should I hear from you? OR
  • Im excited about the possibility of working for
    you, and I know I can make a difference. Are you
    at a point yet where you could offer me the job?

The Assessment Center Interview
  • The Center is a process, not a place
  • Its a type of interview that really tries to see
    how you would actually perform in typical
    situations that would come up in the role for
    which you are applying
  • Much more stressful hard to prepare for
  • Panel of experts evaluating your performance
  • Increasingly being used for positions such as
    Department Head, Manager, or Director rarely, if
    ever, used for entry level positions
  • Youll know in advance that this is the type of
    interview that will be used

Heres what a day might look like
  • 900am-915am Orientation
  • 915am-1015am In-box exercise
  • 1015am-1115am Presentation questions and
  • 1115am-1130am Break
  • 1130am-1215pm Psychological testing
  • 1215pm-130pm Lunch with group
  • 130pm-145pm Given scenario description
  • 145pm-230pm Role playing situation
    other participants know their
  • 230PM-330PM Questions and answers with
  • 330pm Wrap-up
  • 400pm THE END

So what do you do?
  • First, dont be applying for jobs that you have
    no business applying for
  • Be sure youve done your research on the
    organization and the position
  • Apply some of the principles we covered today,
    especially during the question and answer portion
    of your interview
  • Always be asking yourself what are they looking
  • Do a google search using ltassessment center
  • The Perfect Interview by John Drake, pp154-156

Three things that will kill you
  • A limp handshake
  • No eye contact
  • Arriving late

Check this fact out
The last person interviewed gets the job 58 of
the time The first person,
14 of the time
Other important things to know
  • The more you get the interviewer talking, the
    greater your chances of getting the job
  • Non-smokers get the offer 94 of the time
  • First impressions are critical. The first 20
    seconds cant get you the job, but it can get you
    eliminated from further consideration

More tips
  • You need a confident walk, a firm handshake, eye
    contact, and a smile
  • Be personable, enthusiastic, and friendly
  • Try to mirror the interviewer
  • Speed read the individual www.personalitytype.c
  • Be nice to the secretary and all other staff you
  • Dress neatly and in conservative business attire
    arrive 5-10 minutes ahead of time
  • Be sure you know how to get there, parking
    conditions, location of the office, etc

Other tips
  • Avoid one word answers.
  • Anticipate reasons why they might feel that
    youre not the exact person they want be
    prepared to tell them something that overcomes
    their reservations.
  • What about illegal questions?
  • Have questions to ask them-go to and
    use ltinterviewee questionsgt as the keyword.

One more tip
  • Be sure to write a thank you note. You not only
    want to thank them for the interview, but also
    want to restate the case for why youre the right
    person. You have the additional knowledge you
    gained through the interview. Put it to work.

Last tip
  • Practice
  • Practice
  • Practice
  • Practice
  • Practice
  • Practice
  • Practice

  • Competency Based Interviews by Robin Kessler
  • Interviewing and Salary Negotiations by Kate
  • Knock Em Dead by Martin Yate
  • 101 Dynamite Questions to Ask at Your Job
    Interview by Richard Fein
  • Hiring The Best by Martin Yate
  • The Perfect Interview by John Drake
  • http//


So, why is a manhole cover round?
  • So it wont fall in.
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