The actual content of your answers should be stated in the positive. One example of this is the type of hobbies you communicate to employers. As John Molloy notes, many employers prefer "active" hobbies, such as swimming, tennis, golfing, or jogging, to more sedentary activities, such as reading and stamp collecting.
But the most important examples of positive content relate to managing the specific interview questions which are designed to probe your knowledge, abilities, motivations, strengths, and weaknesses. The employer's goal is somewhat negative in the interview; he or she wants to know why not to hire you. The major question is "What are your weaknesses?" Several other questions may be asked to indirectly answer this major one.
You should always phrase your answers to questions in a positive manner. Avoid the use of such commonly used negatives as "can't", "didn't", and "wouldn't". These terms direct listeners into negative avenues of thinking. They do not communicate optimism and enthusiasm -- two qualities you should demonstrate in the interview. Take, for example, two different answers to the following interview question.
QUESTION: Why did you do major in business administration?
ANSWER 1: That's real funny. I wanted to major in history, but my parents told me if they were footing the bills, I shouldn't be studying useless subjects. I tried political science, biology, and accounting but didn't like any of them. Business administration wasn't that difficult for me. I couldn't think of anything like more - except perhaps history. And it's not a bad field to be in these days.
ANSWER 2: I always enjoyed business and wanted to make it a career. As a youth I had my oztm paper route, sold books door to door, and was a member of Junior Achievement. In college I was involved in a couple of small businesses. It seems as though I have always been in business. I tend to have a knack for it, and I love it. My major in business administration further strengthened my desire to go into business. It gave me better direction.
What I want is to work with a small and growing firm that would use my abilities to plan and implement marketing strategies.
While the first answer may be the most truthful, it presents a negative and haphazard image of you. The second answer, while also truthful, stresses the positive by communicating strengths, purpose, and enthusiasm.
Let's take as another example an employer who asks the interviewee why he is leaving his present job:
QUESTION: Why do you want to leave your present job?
ANSWER 1: After working there three years, I don't feel I'm going anywhere. Morale isn't very good, and the management doesn't reward us according to our productivity. I really don't like working there anymore.
ANSWER 2: After working there three years, I have learned a great deal about managing people and developing new markets. But it is time for me to move on to a larger and more progressive organization where I can use my marketing experience in several different areas. I am ready to take on more responsibilities. This change will be a positive step in my professional growth.
Again, the first answer communicates too many negatives. The second answer is positive and upbeat in its orientation toward skills, accomplishments, and the future.
Most interview questions can be answered by using positive language that further emphasizes that you are competent, intelligent, friendly, spontaneous, honest, and likeable. This language should project your strengths, purpose, and enthusiasm.
Consider alternative positive responses to each question. You also may want your spouse or friend to ask you interview questions. Tape record the interview and review your responses. Are your answers positive in both form and content? Do they communicate your strengths, purpose, and enthusiasm? Keep practicing the interview until you automatically respond with positive yet truthful answers.
Overcome Objections and Negatives
Interviewers are likely to have certain objections to hiring you. Some of their objections may be legitimate whereas others are misunderstandings. Objections might relate to any of the illegal questions relating to marital status, sex, or age. But many objections are perfectly legal and are common ways of discriminating one candidate from another. Among these objections are questions relating to your bona fide qualifications - education, experience, and skills.
If you are weak in any of the qualification areas, you may not be able to overcome the objections unless you acquire the necessary qualifications. But chances are these qualifications have been screened prior to the interview and thus will not be a topic of discussion. If, on the other hand, your education, experience, and skill level pose any objections in the mind of the interviewer, stress again your strengths in a positive and enthusiastic manner. Objections to your educational background will be the easiest to deal with if your experience and skills demonstrate your value.
On the other hand, one objection individuals increasingly encounter today from employers is being over-qualified. More and more people by choice are moving down in their careers rather than up. Given the desire for and ease of higher education, more and more people appear over-educated for many jobs today.
Employers' objections to candidates being over-qualified are a legitimate concern. From the perspective of employers, the over-qualified individual may quickly become a liability. Becoming unhappy with the job, they leave after a short period of time. Other individuals may have an unrealistic ambition of quickly moving up the organizational ladder. In either case, the over-qualified individual may cost an employer more than he or she is worth.
On the other hand, the over-qualified candidate may think he or she is doing the employer a favor - the company is getting more for their money. If this is your perception of your value, you need to change it immediately. Unless you are prepared to take a position which is beneath your qualifications and can clearly communicate your desire to the employer so as to lessen his or her fears, you will most likely not get the job. In the interview you must convince the employer that you understand his or her apprehension about you, but you are willing, able, and eager to do the job.
While you want to communicate your strengths, employers want to know your weaknesses. There are several ways to handle questions that try to get at your weaknesses. If the interviewer frankly asks you "What are some of your weaknesses?", be prepared to give him or her positive responses. You can do this in any of four different ways:
Strategies for Handling Negatives
1. DISCUSS A NEGATIVE WHICH IS NOT RELATED TO THE JOB BEING CONSIDERED;
I don't enjoy accounting. I know it's important, but I find it boring. Even at home my wife takes care of our accounts, marketing is what I like to do. Other people are much better at bookkeeping than I am. I'm glad this job doesn't involve any accounting!
2. DISCUSS A NEGATIVE WHICH THE INTERVIEWER ALREADY KNOWS:
I spent a great deal of time working on advanced degrees, as indicated in my resume, and thus I lack extensive work experience. However, I believe my education has prepared me well for this job. My leadership experience in college taught me how to work with people, organize, and solve problems. I write well and quickly. My research experience helped me analyze, synthesize, and develop strategies.
3. DISCUSS A NEGATIVE WHICH YOU MANAGED TO IMPROVE UPON:
I used to get over-committed and miss important deadlines. But then I read a book on time management and learned what I was doing wrong. Within three weeks I reorganized my use of time and found I could meet my deadlines with little difficulty. The quality of my work also improved. Now I have time to work out at the gym each day. I'm doing more and feeling better at the same time.
4. DISCUSS A NEGATIVE THAT CAN ALSO BE A PO SITIVE:
I'm somewhat of a workaholic. I love my work, but I sometimes neglect my family because of it. I've been going into the office seven days a week, and I often put in 12-hour days. I'm now learning to better manage my time.
TAKE INITIATIVE
Employment recruiters on college campuses indicate that the most appealing candidates are those who take some initiative during the interview. We are not suggesting that you take control of the interview, but you need not play a completely passive role either.
Taking initiative is a quality many employers prize in their employees. Indeed, many employers wish they could find more employees who would take initiative.
Even with the best interviewer, you will need to ask questions. Remember, you have a decision to make too. Are you really interested in the job? Does it fit your goals and skills? Will it give you the chance to do something you do well and enjoy doing? Will it give you an opportunity to move in some of the directions you want to move? Use the interview situation to get answers to these and other questions that are critical to your future.
