The interviewer's one trump card is remaining in control. If you talk on and on, giving more detail than asked for, the interviewer will avoid using reinforces like, "Mmhm, I see," and the like. If withholding reinforces is not enough to make you stop talking, then you'll be interrupted. He or she will wait for a pause at the end of one of your sentences and then jump in with a neat transition such as, "Well, that tells me all I need to know about your educational background; now could we go on to discuss your work experience?" If that occurs, then you should pick up the cue and cut down on the length of your responses. If you're a nonstop talker who doesn't pause long enough, than you may be interrupted in midsentence. Don't let this happen! Let the interviewer maintain control, As long as you are aware of what is happening, you can adapt to the situation accordingly.
Up to this point we have discussed the use of the most commonly used questions: direct, open ended, reflective, and interpretative. We have also talked about how the interviewer will try to control the interview. Now, let's take closer look at how a skilled interviewer uses these techniques to zero in on you and pinpoint the information sought from you.
Target: you
The professional interviewer conducts interviews with one objective in mind-to get factual information. For this reason, your responses to questions must meet certain criteria. For example, one criterion may call for clear, specific answers. If your responses are general, vague, or open to more than one interpretation, they're of questionable value. The interviewer will have to do more to ensure reaching a depth of understanding.
When your answers are vague
Perhaps the most basic technique used is a request for elaboration and clarification. Systematically, the subject area is explored in depth by probing into all aspects. The professional interviewer will skillfully dig in by using both open-ended questions and direct questions. In addition, he or she may occasionally use reflection or interpretation. These are excellent techniques, which by their nature request elaboration on your part. Now let me show you how the interviewer probes a candidate for elaboration and clarification:
INTERVIEWER: I'd be interested in knowing what's most important to you in a job.
CANDIDATE: Well, I think three things are important. First offal, I think the job must present a challenge. Second, I feel there must be opportunity for growth, both personally and financially . . . and third, I'd like to have the opportunity to become a manager of people in a short term.
INTERVIEWER: Would you explain what you care least about in job?
CANDIDATE: Sure. I don't like jobs where I'm unduly hampered by policies and procedures.
Interviewer: Oh, you feel that policies and procedures restrict you as an employee?
CANDIDATE: Yes, to some extent.
INTERVIEWER; would you explain that for me in more detail?
This brief exchange is indicative of what happens when your answers prove vague. The interviewer's objective will be to explore all aspects in great depth and to pursue the subject matter until enough information is gathered to make a judgment. You may feel that "elaborating" and "clarifying" is threatening, that it might have negative influence on your level of participation; but this is not always the case. You may regard it as an indication of sincere interest and careful attention on the part of the interviewer which will result in gaining greater respect from you. If it does come across as threatening, try to overcome your reaction calmly and confidently.
You should also be aware of several other techniques that may be used on you in the in-depth interview. These are "repeat questions," "looping back", "requesting specifics" "exploring values and feelings," and "silence." Let's take a closer look at these techniques.
Repeat questions
Repeat questions are simply that. Answers to questions asked earlier in the interview did not satisfy the interviewer. Your response may be viewed as being evasive, superficial, or inconsistent. As the interview progresses, the interviewer may feel that he or she has won you overhand that you now appear to be less threatened and more trusting. At this point, the interviewer may go back and ask the same question, hoping to get a better answer. This technique of repeating the same question is a good way forth interviewer to check out your answers to make sure you is consistent.
For example, I always look for the reasons behind people leaving jobs. I know from experience that people rarely leave a job for one single reason. Usually, when I ask why someone has left a job, I get one single reason. It could be for more money. It could be for more challenge. It could be for a promotion. It could be because of relocation of a spouse, and so forth. The one reason presented is usually one that sounds positive. By repeating my earlier questions later on in the interview when a better rapport has been established, I generally find out the real reasons. Several candidates who had left "for better opportunities'' openly admitted later on in their interviews that they had been involuntarily terminated, or more blond, fired.
Be sure to be consistent in your answers throughout the interview. Don't drop your guard and provide contradictory information. Believe me, inconsistency works against you. This holds true for multiple interviews as well. If you give one interviewer one answer and a second interviewer a different answer, that inconsistency will work to your detriment. Formulate your responses beforehand and stick to your story. Be alert for repeat questions, whether they are from the same interviewer or from successive interviewers.
