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How To Develop Your Own Skill At Pacing

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The next seven items are a step-by-step guide for developing your own skill at pacing.

If there's a couch in the office, stand there until you are asked to be seated, since that's the best place for your interview. You create an atmosphere of "you and me against the job requisition" rather than "you against me."

The opportunity will probably arise to sit on your favored side (your right-the interview?er's left if you're right-handed, etc.). This is because over 95 percent of the time there are two chairs facing the interviewer. That favored side is psychologically your power side. Sitting there will help you interview more confidently.



Look for an opportunity to walk around to the interviewer's side during the interview so you can look at some report, chart, or project "together."

Remember the lessons of the four personality types. The director and thinker personalities need more space between themselves and you. They're not comfortable with air space invasions and could react negatively if you move in too close.

"Mirror" the interviewer's body language? facial expressions, eye movement, rate of speech, tone of voice, and rate of breathing.

Note that I said "mirror," not "mimic." This is a subtle art, and you'll need practice to get it right. However, the results will amaze and amuse you. This subtle form of imitation is a proven way to establish rapport. Just be careful to align, not offend. With practice, mirroring will become natural for you-it's a basic form of physical agreement.

The company buzzwords and insider language I told you to leave off your resume in Jeff Allen's Best: The Resume should be used during the interview. Every group has its own verbal shorthand that its members use constantly.

The primary use of insider language in pacing is to lock in the alignment with the interviewer. It's a linguistic password that gets you into his or her thinking process and allows you to lead. It also signifies you're compatible with the corporate culture.

"Company" buzzwords should be heard and noted in your job search research and phone work. Understand and use them correctly.

As for the "employment" buzzwords (near and dear to any human resourcer's heart), here's all you need to know from How to Turn an Interview into a fob:
  • Acceptance. The easiest response to any job offer. "When do I start?" are the words used.

  • Available labor pool. What you are walking on, rather than swimming in.

  • Contact information. Your name, address, and telephone number(s).

  • Curriculum vitae. The resume of a nuclear physicist.

  • Exit interview. The termination debriefing when you should say nice things about your former boss and everyone else.

  • Fired. Something you should avoid being. If it occurs, discuss a possible resignation with the firing authority.

  • Internal referral Someone working for your potential employer who will act as your public relations representative.

  • Involuntary termination. One of two ways employment is severed. Generally refers to layoffs and termination for cause. The latter is the same as being fired, and requires the same corrective action.

  • Job comparability. The similarity between what you have done and what the employer is considering for you to do. Even if they appear totally different, 90 percent or more of every job is comparable. It's all in the eye of the beholder.

  • Job congruence. The extent to which the job being offered conforms to what you want to do. Your attitude should be that they are identical, or congruent.

  • Job description. An internal list of duties of a particular position. Looks good on paper, but tells you more about the individual who wrote it than the job.

  • Job order. Authorization to a placement service containing a summary of the position, salary range, and type of individual sought. Generally bears no similarity to the person eventually hired.

  • Job rotation. A system whereby some employers designate certain employees to rotate jobs, so each learns the functions of a certain activity.

  • Labor grade. A device used in wage and salary administration to rank jobs in order of their value and compensation.

  • New start ("new hire"). What you will be on your first day at Company X.

  • Offer. Something you receive as a result of packaging and selling yourself properly. [Often occurs at the time of the first interview after following the techniques in Jeff Allen's Best: Get the Interview.]

  • Opportunity. The employer has a great one for you.

  • Personal references. Those dependent on you for support or who owe you money.

  • Professional references. Former instructors, supervisors, coworkers, and other people familiar with your academic or occupational history and qualifications.

  • [See my book, The Perfect fob Reference (John Wiley & Sons, 1990) for a more complete definition of the two preceding terms and an effective guide for utilizing them.]

  • Qualifications. Combination of "quality," "fit," and "occupation." You have them.

  • Rate range. A device used in wage and salary administration to determine the lowest and highest amount that will be paid for a specific job. A critical consideration for incumbents in any position.

  • Resume. Something with your contact information, room for notes, job history, and enough class to generate an appointment for an interview. [See Jeff Allen's Best: The Resumelor further instructions.]

  • Requisition (The form that is initiated by a supervisor to obtain approval for hiring. Once the approval cycle is completed, it becomes an open requisition ("open rec").

  • Span of control. The number of subordinates a supervisor can handle effectively. Varies widely depending upon the capability of the supervisor, type of subordinates, complexity of the jobs, physical proximity, and amount of empire building permitted.

  • Voluntary termination. One of two ways employment is severed. Generally refers to leaving for a better position.
Develop an action vocabulary.

The winners in life use certain words. If you use them, you too will sound like a winner. Then you'll feel like a winner. It will help you look like a winner.

Is it a "script"? Are you "acting"? If "being yourself" could get you hired, I'd recommend it. It won't, so it don't. Show me a job you got with no preparation, and I'll show you a job you were overqualified to do.
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