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Facing Interviews

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Some interviews are more difficult than others. In large measure, the degree of difficulty depends on the questions your prospective boss asks you. Some questions are genuinely tough. Tough enough to upset you and develop a sense of strain between yourself and your interviewer. Given below are a few basic questions. The answers given here aren't necessarily the only ones. But they work. They've been tried. They can make what could be a difficult moment during an interview a whole lot easier on you. A word of caution in providing these answers; put them in your own words. Understand the basic idea behind each, but don't memorize the answers. Let them be yours.

What do you want to make on your next job?

In standard phraseology, "What are your salary requirements?" Your answer to this question depends on when it's asked. If it's too soon, perhaps on the first or second interview, you're better begging off the question. If this company has "the" job you're looking for, why state a salary requirement that might knock you out of the ball game? It makes you an unknown yet premium-priced player. If you are asked your salary requirements early in the game, why not say, "I'm pretty flexible on that score. I'd rather talk about finances after we've decided together whether I'm the right person for this job." Let them be convinced you are the only person they want. Your bargaining position will be that much stronger. Don't let your prospective boss use your salary requirement as a factor in determining whether he wants you. Let him use your salary requirement as a personal challenge after deciding he must have you.



If you're asked your salary requirement on your third or fourth interview, or after your prospective boss has expressed very keen and specific interest in you, give the answer' he seeks. Forthrightly. Positively. Not apologetically. Not as a question. You should expect a 20 percent increase when you leave your current concern to join another company in a similar capacity. This figure, of course, depends on the economic situation. But remember this: As I suggested earlier, a company expects to pay a premium for going on the outside. They expect to pay for training by some other firm. So ask for at least 20 percent more than you're currently making. If you feel confident of their interest in you, ask for 25 percent. The important thing is this: When your prospective boss has been sold on you as his first choice, he'll pay a little bit more to make sure he gets you. Your first job is to make sure he wants you.

What are you currently making?

To most people this is not a difficult question. They are pleased to state their current salary, recognizing that it will be considered in their prospective boss's own salary offer. For two groups of people, however, the question concerning current salary is a tough one.

The first group of people includes those who are currently underpaid. Chances are they are considering leaving their present jobs simply because they are underpaid. These people are concerned that if they reveal their lower-than-fair current salary it will lead to a low-ball offer from their prospective boss. These people are also concerned that their current low salary suggests they have less responsibility than really is the case.

The second groups of people who are concerned about the "what-is-your-current-salary" question are those executives who have a financial package of which salary is only one part. Those people may be paid a bonus and may have stock options on top of their salary. Obviously, if a company you are interviewing offers only salary, you have to take this into consideration, since you will lose out on the cash value you received from a bonus and/or stocks.

For those who are currently underpaid: Tell your prospective boss your current salary without hesitation. And then add, audibly, "That's precisely the reason I am here today." Let your prospective boss know you know you are underpaid by industry standards; that you're leaving your present employer because you want to make a wage comparable to that of others in similar jobs in your industry. Your prospective boss should get the idea quickly.

For those of you who are currently receiving a comprehensive financial package: Tell your prospective boss what your current salary is and then add, "The total value of my current financial package is $.This is made up of the following: my stock is worth $.My guaranteed bonus is $.My incentive bonus is worth $. It is not a reality to consider your current earnings based on salary alone, since no matter how or when you are paid, it's the total value that counts, not the bits and pieces.

What do you think of your present boss?

Sometimes an interviewer will ask you point-blank what you think of your present boss, or perhaps the president of your company. When this occurs, you can pretty much count on your prospective boss knowing your present boss, or the president-personally through a trade organization, or by reputation. In this case, your prospective boss is undoubtedly trying to find out, among other things, whether your opinion of the person in question is similar to his own. I personally think it's an unfair question. But it is asked, nonetheless. If you are confronted by this question, be positive even if it hurts. If you think the president is a tyrant, say instead, "Our president is an extremely strong leader. He's firm in his handling of people and a demanding executive." Whatever you do, don't give an emotional response, even if you think the president is a son-of-a-bitch. The reason is simple. Your prospective boss is not only trying to find out if your judgment agrees with his, but also whether or not you're a loyal employee. Be honest in your appraisal of the person in question, and couch your thoughts in words that should come from a loyal employee.

What actions would you take if you came on board?

Your initial response might be to describe the changes you would make if you were hired to fill the position you're interviewing for. Suppress that inclination. Instead, say that the chances are likely that you wouldn't do very much at all for a while. Not at least until you had a chance to really evaluate the situation from the inside. After all, it's most difficult to determine a course of action without having been totally immersed in the problems involved. The adage, "Fools rush in where angels fear to tread," certainly fits here. If you wish, there is nothing to stop you from adding: "If the situation turns out to be what I think it might be, I might take the following type of action ..." Whatever you do, don't look like a whirling dervish who has come in to change an organization before he has had a chance to see what's good about it.

There will undoubtedly be other difficult questions that you will face on job interviews. While we obviously can't discuss the answers to these specific questions without knowing them, two last thoughts:

First, whatever the question, try to answer it in the most positive manner, particularly if it is in regard to your present affiliation. Whatever the question, try to turn weaknesses into strengths.

Second, if you come across a tough question, one that throws you, make a note of it right after the interview. Think about it for as long as it takes you to come up with a reasonable answer. Say it over to yourself until your answer becomes second nature to you. And tuck it in the back of your mind. It probably won't come up again, but if it should, it makes life a whole lot easier to have a well-thought-out answer-and one in which you have confidence-rather than to have to think out your answer on the spot, under pressure, all over again.
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