Downl

oadthi
sgui
deat http://www.i
nter
vi
ewanswer
s.net

TheUl
t

i
mat
eGuiet

d o
Jo
bInt
erve
iw Answers
!
Uset
hesejbi
o nt
erve
iw answerst
oi
ncreaseyourconf
i
dence,
bui
l
drapport
,ef
f
ect
i
vel
y sel
lyoursel
f
,overcomeobj
ect
i
ons,
anddel
i
vera st
el
l
arpero
f rmancet
hatwi
l
lgethi
red!

Congr
atlat
u i
onsonyoursmar
tdeci
si
ont
oi
nvesti
nyour
selfandyour
ft
uur
e!Thi
sGui
dei
swr

i
t
t
enf
orbot
hf
i
r
stt
i
mejbhu
o
ne
tr
sand
seasonedpr
oe
fssi
on
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ke. Weassumet
hatyouar
ealr
eadyf
amiar
li
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t
ht
hebasi
c
sofpr
epar
i
nga decentr
esumeandcoverlet
t
er
. Thi
si
s
whyt
her
ei
snoBSf
i

ller
orauho
t regost
or
i
esi
nt
hi
sGui
de. Theonly
t
hi
ngyouwi
ll f
i
n
dher

ear
epur
et
i
me-t
ese
tdi
ne
tr
ve
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ngt
echni
ques,
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ne
tr
ve
iw ans
wer
s,andral-wolds
e

r cr
i
pt
sandexamplest
hatyoucan

user
i
ghtawayt
oc
onf
i
dent
lygoi
nt
oyouri
ne
tr
ve
iw,andACEI!

T
Thelayoutoft
hi
sGud
iei
sdesi
gnedt
oallow yout
oeasi
lyf
li
pt
ot
he
appr
opr
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at
epagewhenpr
epar
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orani
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tr
ve
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youf
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ri
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t
ht
hi
sGud
iet
hatyour
eadt
heanswer
sout
loudandli
se
tnt
oyourvoc
ieasyour
eadt
hem. Thi
si
si
mporan!
t t Read
t
heanswer
soutloudandgetcomf
orab
t lewi
t
ht
heshr
ewdand
it
nelli
gentlanguage. Thenextse
tpwouldbet
ost
agesever
al "pr
aci
tce
i
ne
tr
ve
iws" wher
eyouhavea f
r
i
endaskyout
hequest
i
ons andagai
n
si
mplyrady
e
ouranswesf
r r
om t
heGui
de. Thi
swayyoucanchoose
t
heanswer
st
hatbestf
i
tyourper
sonal communc
iat
i
onst
yleandj
ob
hi
so
tr
yandexper
i
ence. Fi
nally,st
agea pac
r t
i
cei
ne
tr
ve
iw t
hati
sas
closet
ot
her
e
al t
hi
ngaspossi
ble. Gr
adeyour
self
,andcont
i
nue
pr
act
i
cei
ne
tr
ve
iwigwi
n
t
h yourf
r
i
endunt
i
l youar
econf
i
dentt
hatar
e
youar
epr
epar
edt
ost
r
at
egc
iallydeli
vera per
f
or
mancet
hatwi
ll get
youhi
r
ed. TheseWi
nnn
igAnswer
swi
ll ber
i
ghtatt
het
i
pofyour
t
onguewhen"j
udgmentday" comes!
Doyour
selfa f
avorandpr
it
n outt
hi
sGui
der
i
ghtaway
. You'
ll be
fp
lipn
igt
hr

ough t
hepagesoverandoveragai
nasyoupr
epar
ef
oryour

i
ne
tr
ve
iws. You'
ll evenwantt
ok
eept
hi
sGui
deandst
udyi
tevenaf
t
er
yougett
hej
ob. Ever
yt
i
meyoumeeta per
soni
na pr
oe
fssi
onal
set
t
igy
n ouwi
ll bepr
ep
ar
e
dt
oi
ne
tlli
gent
lysell your
selfandanswer
anyquest
i
ont
hatcouldpossi
blycomeyourway.
Spendsomet
i
mewi
t
ht
hi
sGui
deandgi
vei
tyourbest
. Youwi
ll havea
ser
i
ousar
senal f
orwhenyougoi
nt
oconquerani
ne
tr
ve
iw andgett
he
j
ob. Not
hi
ngwi
ll beablet
otpy
r
i ouup!
http://www.i
nteve
riwanswes
r.net

Int
erve

iwi
ng
:TheBasi
cs

Employeslo
r okfr
o employeesbecauset
heyhavea NEED. Dont
'
mi
sak
t et
hatt
heitriw
neve i
saboutyou ii
tsrallyab
e
outt
her
iNEED.
Youneedt
relfast
iht
ront
osat
i
f hatneed. Sue
osell yous
her
g pes
syt
r,
ratexpein
TFORTHEM?
youmayhavege
re ce,butWHATSI
' NI
epeoplei
rert
iownjbe
o asir
e. How ar
Manageshi
r r
nod
omaket
her
e
yougon
igt
omaket
heHi
r
igMan
n
age'
rsjbe
o asir
e?How ar
eyougon
ig
t
omaket
heHi
igMan
nTHERb
I os'
sseyes?Youneed
r
n
agerlookgoodi
t
omakeyoursklls
i ,expein
re ce,andeducat
inrle
o e vantt
oTHEM and
t
her
ineeds,goals,andsi
tat
u in
o . Atr
fe eveysatme
r t e ntyoumaket
o
t
heHi
r
igMan
n
age,
r youneedt
oatleastmenallyad
t
d" andt
hi
swi
ll
makeyourjbe
o asir
e because" or" andt
hi
swi
ll makeyoulook
goodbecause" I
magn
heHi
igMan
ig" sohow would
iet
r
n
ageraskn
t
hatbeneimean
ft
dmyneeds"
? Makeyouranswesan
r
dexamples
r
elevantt
oTHERn
I eedsandcommunc
iat
igy
ehow hi
r
n ouwi
ll benei
ft
THEM aswell ast
hecompany.
I
fManageshi
r r
ebasedont
her
ineeds,t
henyouar
egon
igt
ohavet
o
uncoverandrv
e eal t
her
ineedsi
nod
rert
ocomeupwi
t
h answest
r hat
wi
ll getyourhi
rd
e . Remembert
hateveyt
r i
mea hi
r
igman
n
agerasks
youa quesin
GHTTO ASKAQUESTO
IN
to ,YOUHAVEEARNED THERI
OFYOUROWN. Quesin
to sar
ea ge
rato
fllow upt
oa winn
n iganswe.
r
Ear
lyoni
nt
heitriw
neve youshoulduseyourownquesin
to st
o
uncovert
hehid
d enneedsofheH
t
i
r
igMan
n
agersot
hatyoucant
ai
lor
youranswesan
r
dat
t
i
td
u et
oshow t
hatyouundesan
rt dt
her
ineeds
andt
hatYOUar
eexact
lyt
heper
f
ectper
sont
osolvet
hoseneeds.
hesecini
hi
to st
oUncover
Pleaseseet
to nt
sGud
ieon"Quesin
oUset
t
heItr
ne viwe
e r
'
sHid
d enNeeds"

http://www.i
nteve
riwanswes
r.net

WhatHi
rn
i gManagersAreLooki
n
gFor
Whet
hert
heyknow i
tornot
,all Hi
r
igMan
n
agesar
r elookigf
n or
cer
t
ai
nchar
ace
tr
i
st
i
csor"Behavi
or
al Compee
tnci
es." Oneofhemo
t
st
i
mporan
t ti
sCONFD
I ENCE. Now,all ofushavemademi
st
akesi
nt
he
past
,andmaybeall ofyourper
f
oman
r
cerve
e iwshavenotexact
ly
been"glowi
ng,
" butt
hepon
iti
snott
oli
veyourli
f
elookigi
n nt
her
ear
viw
e mi
r
r
or
.I
fyouknow youhavemademi
st
akes,andyouar
e
wor
ki
ngoni
mpo
rvn
igyous
relft
, hent
heei
r snoras
e onwhyyou
shouldn'
tmovef
owar
r dwi
t
h CONFD
I ENCEandanEXPECTATO
I N OF
SUCCESS.
Reve
iw t
hefllo
o wigB
n ehavi
or
al Compee
tnciswi
e
t
h CONFD
I ENCE.
Nobodyi
sa supe-p
r es
ront
hatexhi
bi
t
sall ofhe
t sechar
ace
tr
i
st
i
csat
100%,buti
fyouhaveeverwore
k danyjbt
o henyouhaveexhii
bt
edall
ofhe
t sechar
ace
tr
i
st
i
cst
osomedege
re. EMPHASI
ZETHEPOSII
TVE
whenyour
eadt
hese,andt
hiko
n fi
tmesont
hejbwhe
o
nyouHAVE
exhii
bt
edt
hesechar
ace
tr
i
st
i
cs NOTt
i
meswhenyoumiht
g have
f
ai
ledt.
o
Whatyouwantt
odemonsr
tat
et
ot
heHi
r
igMan
n
ager
:
Courage/Persuasi
on:Thi
si
syourabli
it
yt
oic
nr
easeyour

dee
tr
mi
nat
i
ont
ogett
hejbd
o onewhenyouar
ef
acedwi
t
hr
esi
san
t ce
ora df
if
i
cultsi
tat
u i
on. Show t
heabli
it
yt
omovepeoplet
owarsa
d
commi
t
mentt
obuyoract
. Demonsr
tat
et
hatyouar
ef
ai
randni
ce,but
alsoshow t
hatyouar
eagge
rssi
veandmayevensomet
i
mesi
nt
i
mi
dat
e
ot
her
s. Don'b
t emodest
. Demonsr
tat
econf
i
denceandt
hef
actt
hat
youar
enoteasi
lyi
nt
i
mi
dat
ed. Id
ni
cat
et
hedesi
r
et
oif
nluencet
he
t
hikn
n igofohes
t r. Show t
hatyoucangai
nage
rementrm
fo ohesva
t r i
i,altrat
en ie
to al appeals.
logc
v s,andemoin
Bel
if
e s/Et
hi
cs:Thi
si
syourcapaci
t
yt
obeliv
e esrn
to glyi
nwhatyou

doandemphasies
z evc
rie. Idc
n iat
eloyalt
ysot
hatt
heHi
r
igMan
n
ager
knowst
hatyouwont
'qut
iaf
tr
et
hremo
e
nhs
t
orleaveyource
lins
t
hangn
igandoutofhelo
t
op. Thi
squali
t
yi
skeyt
ot
hedevelopmentof
accounsan
t dcuso
tmersat
i
sacin
f to . Show t
hatyouwi
ll actntr
i emsof
whati
sr
iht
g . Demonsr
tat
et
hatyoufllo
o wt
hru
o gh andacu
tallydo
whatyousayyouwi
ll do.

http://www.i
nteve
riwanswes
r.net

Commime
t nt
:Thi
si
syourcapaci
t
yfr
o becomigd
n edc
iatdt
e oyour

wor.
k Youshoulddemonsr
tat
ea srn
to gbelif
ei
nwhatyoudo.
Demonsr
tat
et
hatyouar
ewin
lligt
omakea saci
rf
i
cefr
o peoplewhen
rpi
ebecauseyouar
ea COMMIT
ron. Show a srn
appo
rat
T ED pes
to g
r
esponsiit
bliyandcommi
t
mentt
onotonlyt
heHi
r
igMan
n
agerandt
he
company,butevenmoei
r mpot
ranly
tmesan
lins
t ,t
ocuso
r
dce
t.
WorkOri
ent
at
i
on/St
ami
na:Thi
si
syourcapaci
t
yt
ohandlemenal
t
itn
ne si
t
yandhar
dwok
r. Idc
n iat
et
hehih
g tmp
e oandspeedatwhi
ch
yfr
hatyouiv
youwok
r,andyourcapaci
t
o enduan
r ce. Show t
n estt
he
TI
MEandENERGYnecesar
s yt
ogett
hejbd
o oner
iht
g t
hef
i
rt
st
i
me
consi
se
tnt
ly.
Int
erpersonalSki
l
l
s/Charm:Thi
si
syourcapaci
t
yt
oknow how
andwhent
ogett
hig
n sdonewi
t
h people. Show t
hatyouar
eoug
ton
ig
n ,andt
eespeci
et
v nt
srg
dwhen
andchar
mig
hatyouar
allyef
fc
iei
hi
e ar
youhaveanobe
jciei
tv nmid
n ,orneedsomeonet
odosomehig
tn.
Demonsr
tat
et
hatyouhaveaniti
nrnsi
cneedt
owi
nt
heappo
rval of
ot
r,ii,
it
obuld
i
hes
ftn andgetalong. Show t
hatyouhavet
heabli
yt
quc
ikrlat
e in
o shiswi
p
t
h people.
Di
scp
il
i
ne:Demon
st
r
at

et
hatyouhavein
n ersan
t darst
d hatmakeyou

boh
t pe
rdcab
it leandpo
rducie
tv . Show t
hatyoueno
jyt
he
bliyofplannn
igandcar
r
yn
c dule. Idc
n iat
r
esponsiit
igoutyourownshe
e
t
hatyoucanmoiat
tv eyous
relfowoko
t
r na t
askuni
tl complein
to .
Compett
ii
veness:Thi
si
syourdiet
rv obebet
tr
et
hanohes
t r. Show
t
hatyouliet
k ocompeean
t
dhavet
hedesi
r
et
owi,
n andshow t
he
mat
ui
rt
yofknowigho
n
wt
hi
sbenei
ft
sevey
rone.
Focus:Thi
si
syourabli
it
yt
odeemiewhat
tr n
i
si
mpot
ran,
t set
pr
ir
oi
t
isfr
e ot
asks,andmait
nai
ndrcin
ie to . Show t
hatyouundesan
rt d
how t
osetshot
r andlong-tr
em obe
jcie
tv s,andhow t
oitllie
ne g nly
t
schedulet
heseobe
jcie
tv ssot
hatyouhiy
t ourgoalsandcomplet
e
t
asksont
i
me.
Bi
gPi
cu
t reThi
nki
ng:Thi
si
syourabli
it
yt
oseet
hebgpcue
i itr,and
notgetboggeddowni
nt
hemiui
n ta ofsmall t
asks. Demonsr
tat
ea
t
endencytwar
o dpoe
rjctclosue
r. Show yourabli
it
yt
oseet
heral
e goal
t akest
r.
andwhatit
ogett
hee

http://www.i
nteve
riwanswes
r.net

"Show,
"Don'
t"Tel
l
"
Youmayhavenoi
tcedi
nt
heabovesect
i
ont
hatii
tssuggese
tdt
hat
you"show" and"demonsr
tat"
e t
hatyouhavewhatit
t akest
of
i
ll t
he
Hi
igMan
si
tase
t
he
r
n
age'
rsneeds. Thi
sconr
tdwi
h si
mply"tllig
e n" t
n
agert
hatyouhavewhatit
t akes. Thefr
hi
s
Hi
r
igMan
omula fr
ot
si
et
ysi
mple:
prt
1)Clar
i
f
yt
heitriwe'
neve rsquesin
to .
2)Conie
fd nlyan
t
swert
hequesinb
to y"tllig
e n " usigt
n woofhe
t
aboveBehavoal
ir Compee
tncis
e.
3)"Show" t
hatyouhavedemonsr
tatdt
e hesecompee
tncisi
e nt
he
pastbyGI
VI
NG EXAMPLES.
4)Askandvei
rf
hatyouhaveanswee
rdt
he
yt
hequesint
to
ot
sat
i
sacino
f to fheitriwe.
t neve r

Say:
"So whatyouar
easkn
igme"X." Thati
sa goodquesinan
to
dIam
gladyouasked. Yes,Idef
i
nt
ielyhavet
heabli
it
yt
o"Y" andt
hati
s
becauseIusuallyhavenopo
rblem don
ig"Z." Forexample,atmylast
j
obIr
nt
oa si
t
uat
o
r "A,
o"B" becauseof
ani
inwheeI
" butIwasablet
myabit
liyt
o"Y" and"Z." Doest
hatmakesense?Canyouseehow
n heexpein
re ceofwokn
rigt
o gh t
hattp
y eofsi
tat
o
uld
havigt
hru
u inwo
makemea goodassett
oyourgr
oup?"
Asi
mpleanswerwouldt
henlookt
hi
s:
"So youar
easkn
igmei
fIhavewok
redwi
t
hi
mpot
rantaco
c uns
t
beoe
fr. Thati
sa goodquesinan
to
dIam gladyouasked. Well,I
fntlyhav
heabli
yt
r
dt
hetu
t,
deii
e
et
it
owokhar
oear
nt
rstofmyce
lins
andt
henfc
o usoncuso
tmersevc
riei
nod
rert
okeept
hem happywi
t
h
t
hebusie
n ssrlat
e in
o shi.
p FOREXAMPLE,atmylasto
jbIwasbo
rught
i
nt
owokwi
r t
h a ds
igu
rnle
t dce
lintaf
tr
e anohe
t rAco
c untManagerlet
f.
Alt
hough ito
t o ka lotofhar
dwok
r,Iwasablet
of
i
xwhatwaswrn
og
byli
se
tnn
igt
ot
hece
lintcarfllyan
eu
dmakn
igsuet
r hatwedeliee
v rd
exaclywhat
t
wasexpece
tdofus. I
tto
o ka whi
le,butIwasablet
o
r
esu
c et
herlat
e in
o shi
pwi
t
ht
hi
si
mpot
rantce
lin.
t Doest
hatmake
sense?OK. Doest
hatansweryourquesin
to ?Good. It
hikI
n couldbe
ruphavn
igwok
o gh t
hi
y eofexpein
re ce
anassett
oyourgo
redt
hru
stp
mpot
rantaco
wi
t
h ani
c un."
t

http://www.i
nteve
riwanswes
r.net

Aboutusi
ng"FOR EXAMPLE"
"FOREXAMPLE" i
st
hemostmp
i ot
rantphr
asei
nyourjbitriw
o neve
ai
n trq
t
t
swer
ar
senal. Dont
'beaf
r
dofusigif
e uenlyasa
par
tofhean
t
oeveyq
r uesin
to !Themoee
r xamplesyoucanpo
rvd
ieofspeci
f
i
c
t ceswheey
tat
tr
si
i
nsan
r ouhavedemonsr
edt
hechar
ace
i
tcsHi
r
i
ng
Managesar
r elookn
o yourabli
yt
i
her
hemoe
igfr
it
of
ll t
ineeds-- t
r
e.
li
kelyyouwi
ll behi
rd
Theear
r et
wot
hig
n st
obesai
daboutusig"F
n
OREXAMPLE"
, howeve.
r
Fi
rt
s,dont
'oved
roio
t nt
heexamples. Youonlyneedt
opo
rvd
ie
enough examplest
syt
neve r orbasi
he
osat
i
f heitriwe,
callyisi
n tll t
conie
fd ncet
hatyouwi
ll besuce
c sfl
su i
nf
in
lligt
her
ineeds. Dont
'
oves
rell yous
relfbygvn
iigtoman
o
yexamples!Wath
c fr
o cuest
hat
t
heitriwe
neve rss
i at
i
sidt
fe hatyourexamplesbackupyour
st
atme
e nso
t rclai
ms. Youshouldalsoaskquesin
to st
opo
rbet
he
ef
fcie
e tv nessofhean
t
swe.
r Askquesin
to slie
k:

Doest
hatmakesense?Youf
ollow me?I
st
hata goodexample?
HaveIadde
rse
s dt
hat100% t
oyoursat
i
sacin
f to ?
Doest
hatansweryourquesinab
to
out"X"?
Doyout
hikt
n hatmyexpein
re cewi
t
ht
hattp
y eofsi
tat
u in
o
wouldber
elevantt
omywor
kher
e?
It
hikt
n hat
'
st
hekn
idofexpein
re ceyouar
elookn
igt
obigt
rn o
yourtam,s
e
intt
'i?

Mostmp
i ot
ranly
t ,whenyouuse"FOREXAMPLE"
, makesuey
r our
examplesar
especi
f
i
c,measuab
r le,andrle
e van.
t Youar
etlliga
e n
str.
oy Youneedt
oPAI
NTTHEPC
I TURE. Bespeci
f
i
c. Usepeoples
'
names. Gieb
v ackgo
rundif
noonce
linsan
t dcolleagues,andidc
n iat
e
n olvemen.
t
o
e vantt
ot
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n
yourrll
o andiv
t Maket
hesi
uat
inasrle
heHi
ig
Manage'
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e
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meandmoneyyouhavesavedbydeployn
ig
yourBehavoal
ir Compee
tnciso
e nt
hejb
o . Usegesue
trsandpauses,
anddont
'beaf
r
ai
dofdawigs
r n i
mplecharso
t rdagamso
i r
npaperor
t
d Paci
r tcetlligt
e n hesesois
tsy
ona whi
eboar.
tre !I
i ourexamplesor
ois
hatpeoplerlat
o andii
tsyourexamplesandsoist
tre hat
"str
e" t
e et,
wi
e . Show,dont
'tll!
ll getyouhi
rd
e

http://www.i
nteve
riwanswes
r.net

Whenyougv
ieexamples,uset
heS.
T.
A.
R.St
at
ementfr
omat
:
Si
t
uat
i
on/Task
Desr
ciet
b hesi
tat
u int
o hatyouweei
r nort
het
askt
hatyouneededt
o
accompli
sh. Beveys
r peci
f
candgv
iedeai,
t ls butkeepis
r and
i
t hot
conci
se. Thru
o ghoutyourneve
itriw youll
' wantt
omakemanyS.T.A.R.
atme
t
nusig"F
St
e nswhe
n
OREXAMPLE."
Act
i
on
Desr
ciet
b heaciny
to outo
o kandbesuet
r okeept
hefc
o usonyou.
Eveni
fyouar
edsu
ic siga
sn
go
ruppoe
rjctoref
fr,
ot desr
ciewhat
b
you
di
d-- nott
heef
frso
ot fhetam.
t e
Dont
'tll
e whatyouMI
GHTdo,or
WOULD do-- tll
e whatyouDI
D do. Ic
n op
roat
r eBehavoal
ir
Compee
not
cit
o fyouracin
tncykeywod
rsit
hedesr
pino
to .
Resul
t
s
Desr
ciewhat
b
youachiv
e ed. Whathappened?How ddt
i heeventend?
Whatdi
dyouaco
c mpli
sh?Whatddy
i oulear?H
n ow ddimak
i t
epeople
f
eel?How ddy
i oufe
e l?How ddy
i ourbossfe
e l?How much t
i
meand
moneyddy
i ousave?
Taket
het
i
met
odevelopandpaci
r tceyourS.T.A.R. Satme
t e ns
t!Youll
'
wantt
ohaveATLEASTt
t
t
i
welveS.T.A.R. Satme
t e nsat
het
pofyour
t
onguewhenyougoit
noani
nt
ev
ri
ew. Crat
e eS.T.A.R. Satme
t e ns
t
f
rm
o t
hejb
o sonyourrs
e umet
hatyouwantt
obigat
rn
tn
et
i
ont.
o As
youuset
hesatme
t e nsase
t
xamples,yourneve
itriwerwi
ll become
f
amiar
li wi
t
ht
hevar
iu
o sposi
t
in
o syouhaveheld,andwi
ll geta good
ie
d a ofyourtac
r krc
e odo
r fsuce
c ssi
nt
hosevar
iu
o sposi
t
in
o s.

http://www.i
nteve
riwanswes
r.net

Int
erve
iw "Do
n
'
t
s
"

Don'
tt
akeyouraccompl
ih
s ment
sf
orgrant
ed. Nomat
t
er
how small,orhow fw,
e youraccompli
shment
sar
ei
mpor
t
ant
.

Packaget
hem andposi
t
i
ont
he
m sot
hatt
heydemonsr
tat
eyour
desi
r
or
tnci
esandshow t
hatyouwi
ll be
ableBe
havi
al Compee
successu
fl atyournew j
ob. Don
tf
or
gett
omakeyour
accompli
s
hment
smeasur
ablei
nt
er
msofsavi
ngt
i
meand
money,ormaki
ngyourcolleagues,cli
ens
i
or
sf
ee
l

t,andsuper
moes
e,r
espece
tdandadmi
r
ed.

r ecur

Don'
tbet
oomodest
. Jbi
o ne
tr
ve
iwsar
enott
het
i
met
obe
modest
. Byall means,don'
t
becoc
kyorovere
b ar
i
ng,butDO
makef
latoutst
atme
e nt
slie"B
asedonmyski
lls,and
k
exper
i
encewi
t
h "X,
" Ir
eallydot
hi
n
kt
hatIwouldbea gr
eat
addt
ii
ont
oyourt
eam." I
fanywher
e,t
hejbi
o ne
tr
ve
iw i
st
he

r
i
ghtt
i
meandplacet
ot
ootyourownhor
n.

Don'
tbeconsr
tai
nedby of
f
i
ci
alj
obdescrp
it
i
ons. Yourr
oll
andr
espons
i
b
i

li
t
i
e
sar
eof
t
enmoet
r hanyourpastorft
uur
e

"of
f
ial
ci tle
i
t s" mayi
ndi
cat.
e Thiko
n fyour
selfasequallyas
mpor
antast
heVi
hi
i
t
cePr
esi
dentorCEO wi
t
nyourspher
eof
if
nluence. I
fyout
hi
nkofyour
selfasani
mpor
t
antper
sonwho
hasa jbt
o odo,t
henot
her
swi
ll t
hi
nkofyoui
nt
hesameway.

Id
n
i
c
at
et
hatyouar
ewi
lli
ngt
ot
akeo
nt
asksous
ti
det
heof
f
ial
ci
j
obdescr
i
pt
i
onasnecessar
yandappr
opr
i
at
e.

Nevervou
l nt
eerany negat
i
vei
nf
ormat
i
onaboutyoursel
f
.
Don'
tt
est
i
f
yagai
nstyour
self
.I
faskedyourgr
eat
estweakness,
r
eplywi
t
h a weaknessyouhaveconquer
ed,ort
ell t
he

i
ne
tr
ve
iwerabouta weaknesst
hatmayact
uallyi
ndc
iat
ea

sr
tengt
h,lie"s
k
omet
i
mesIgeti
mpat
i
entwi
t
ht
eammatswho
e
ar
enotasor
gani
zedasIam." Don'
teverdescr
i
beanyj
ob
r
equr
iementort
askt
hatyouddn
i otli
ke.

Don'
tcriii
tczeyourf
ormerbossorempl
oyer. Talki
ngtas
r h
aboutpastj
obs,bosses,colleaguesorcli
ent
sneverpaysof
f i
n
i
ne
tr
ve
iwsandli
f
ei
ngener
al. I
ti
sbet
t
ert
obea per
sonwho
doesnotgossi
port
alkt
r
ash aboutot
herpeople.

http://www.i
nteve
riwanswes
r.net

Don'
teverl
i
e. Don'
t
bedi
s
hones
ti
nani
ne
tr
ve
iw. I
twi
ll come
wi
nras
backar
oundandgetyou. Youcan,however(
t
hi
e on
)

exagger
at
e,omi
t
,beambi
guousi
fnecessar
y,andt
alki
n
super
lat
i
ves. Youar
et
r
yn
igt
osell your
selfaf
, t
erall. Advers
t
ier
s
havenoqualmsaboutmaki
ngst
r
ongclai
msaboutt
hei
rpr
oduc
t
or
ser
vc
ie
. Dot
hesamef
oryour
self
. Putyourbestf
ootf
or
war
d
andpumpyour
selfup butneverli
e.

Don'
ti
nqur
ieaboutsal
ary,vacat
i
ons,orot
herbene
f
i
t
s

unt
i
laf
t
eryou'

verecev
iedanof
f
er,orwhenyouarecl
ose
t
ot
heof
f
ersag
t
e.
I
tmakessenset
hatyoushouldbui
ldyour
ownper
cev
iedvalueashih
g
asyo
ucanbeo
fr
eyouaskf
ort
he
money. Youwi
ll beablet
opr
i
ceyour
selfhihe
g rt
hi
sway.
However
,youmustbepr
epar
edf
ora quest
i
onaboutyoursalar
y
r
equr
iemens
t. Somei
ne
tr
ve
iwesmaye
r
venaskt
hi
supf
r
ont
. Go
yi
h ani
hepr
it
noever
ne
tr
ve
iw wi
t
dea oft
obablesalar
yr
angef
or
t
heposi
t
i
on. Bepr
ep
ar
e
dwi
t
h anunder
st
andi
ngoft
hemar
ket
r
at
ef
or
t

het
yp
eofposi
t
i
onyouar
ei
ne
tr
ve
iwigf
n or
.I
ft
he
subj
ectofsalar
yi
sbr
oughtupandyoumustaddr
essi
t
,t
henask
f
ort

hehihe
g stnumber
. ALWAYSA
SKFORWHATYOUWANT,or
youwo
n
'
tgett
i. Youwi
ll r
egr
etlow-balligy
n our
self
,soaskf
or
t
hehih
g
nu
mber
,butmakesur
ei

ti
swi
t
hi
nt
her
i
ghtr
angeso
youdon'
tappe
arsu
tp
i
dor
gr
ee
dy orpr
i
ceyour
selfoutoft
he
jb
o.

Don'
tf
eelpressuredt
oanswerevery quest
i
on. Somet
i
mes
t
hebestanswers
i "Idon'
tknow." I
fyoudon'
tknow t
heanswer
,
sayso. Youcan'
tknow ever
y
t
hi
ng
. Us
et
i
mesliet
k heseasan
opporu
tni
t
yt
odemonsr
tat
eyourwi
lli
ngnesst
olear
n
. Byall

means,donott
r
yt
oBSsomehigt
t
n
hatyouknow not
higab
n
out
.

Changet
hesubj
ectoranswerwi
t
h a di
f
f
er
entS.T.A.R. St
or
yi
f"I
don'
tknow" i
snoti
nyourvocabular
y.

Besi
dest
hesebulletpons
it,j
ustusecommonsense. Dr
essandgr
oom
appr
opr
i
atly
e ,don
tbelat
e,bi
rnga copyofyourr
esume,don'
tsmell

lies
k mokeorf
ood,geta goodni
ght
'
ssleep,eatt
her
i
ghtmeal att
he
r
i
ghtt
i
me,
bepoli
t
e,berlax
e ed,don'
tt
alkaboutpoli
t
i
csorr
eli
go
in,
don'
tsr
tes
soutexcessi
ve
ly,
andmosti
t
t
r t
s
mpor
anly
wokwi
ht
hi
Gui
deandPRACTC
I E,PRACTC
I E,PRACTC
I E!Youar
egon
igt
oacei
t
!

http://www.i
nteve
riwanswes
r.net

Tel
lmea l
i

t
t
l
ebi
t
abou
tyo
urse
l
f
.

Di
scusso
i n:Thi
sseemig
n lysi
mplequesinc
to anacu
tallybet
hemost

daunt
i
ngandt
hemostdf
if
i
cultt
oanswer
!I
ti
s,however
,anopenendedoppotnt
ru iyt
ocommunc
iat
ea lotofposi
t
i
veat
t
r
i
bue
ts. Keepi
t
shor
t
,gv
iea bi
tofbackgo
rundonyous
relf
,andhihliht
g g sever
al
accompli
shmens
t. I
ne
tgr
at
ekeywor
dsbasedondesi
r
ableBehavi
or
al
Compee
tnci
es. Youshouldshow how yourcare
e rhast
akena logc
ial
prge
o rssi
on-- noigho
tn
w youreducat
inhe
o
lped,f
ir
elevant-- t
o
wher
eyouar
enow. Youshouldpr
act
i
cet
hi
st
ypeof"openn
ig
st
at
emen"
t unt
i
l youhaveid
t owncold.
"Well,Igrw
e upj
ustous
ti
deofChi
cagoandt
henwentt
oschool att
he
Unv
ies
ri
t
yofMarlan
y dwheeI
r su
tdidP
e oli
t
i
cal Sci
enceandAr
t
Hi
st
oy
r. Whi
leIddlo
i vePoli
t
i
cal Sci
ence,Ialwaysknew t
hatIwould
needt
odosomehigpac
tn r t
i
cal,sor
i
ghtoutofcollegeIgota jbd
o on
ig
"X". J
ob"X" rallyt
e
ese
tdmysami
t na andwokehi
r t cbecauseIhadt
o
wor
kmybut
tof
fb
, utImanagedt
oachi
evea lott
her
eandlear
na lot
aboutmychosenf
ild
e . Fr
om t
heeI
r gothi
r
edi
noa
t moes
r eno
ir
posi
t
i
onatCompany"Y". That
'
swheeI
r rallyd
e
evelopedmy
t
eamwor
kskllsan
i
dleare
n dt
oce
r at
eandmanagebudget
sashih
g as
$1.5 mi
llind
o ollar.
s Riht
g now It
hikt
n hatmyskllsan
i
dexper
i
ence
makemea gr
eatcandd
iat
ef
ora posi
t
i
ononyourt
eam,andIhopet
o
demonsr
tat
et
hatt
oday. Whatkido
n fquali
t
i
esar
eyoulookigf
n orn
i
t
heie
d al candd
iat
efr
ot
hi
sposi
t
in
o ?"

Whatdoyoukno
w abou
tou
rco
mpan
y?

Whatdoyoukno
w abou
tou
rco
mp
et
i
t
ors
?

Di
scusso
i n:B
efr
oeyougoit
not
heitriw,
neve youwantt
ors
e earh
c
t
hecompanysoyouknow asmuch asposileab
sb
outt
ispo
rducs
t,

sie
z ,quarelyrv
tr e enues,mag
i e,rp
e uat
t in
o ,managemen,
t hi
soy
tr,
phi
losophy,goals,po
rblems,andcompei
ttr.
os Communc
iat
et
hatyou
havemadea consciu
o schoc
iet
ot
are
g tt
hi
scompanybecauseofhe
t
grat
e t
hig
n st
hatyouknow abouti
t
.
"Iknow t
hatt
hi
scompanyhasge
ratpo
rducst
t hatconsumesrally
r e
li
ke. Ialsoknow t
hatt
heCEO sare
t tdt
hecompanyi
nhi
sonebedo
rom
aparme
t ntn1979.
i
Iadmi
r
ehi
sleades
rhi
psy
tle,andIundesan
rt d
t e ultdi
e na ge
rat
t
hatirs
ratwoke
r nvrn
io menthee
r,anda ge
t ini
hebusie
n sscommunt.
hatyourmajr
r
epuat
o nt
iy Iknow t
o
compei
ttr
osi
nt
hespaceic
n ludecompane
is"X","Y",and"Z". Irally
e

http://www.iteve
n riwanswes
r.net

10

am qui
t
ei
ne
tr
ese
tdi
nlear
nn
igmoeab
r
outt
hi
scompany'
sf
or
war
d
looki
at
ngcompet
i
t
i
vest
r
egyandplansf
orft
uur
egr
owt
h Di
dI
ment
i
ont
hatIam exci
t
edt
obeher
e?"

Why doyouwantt
oworkhere?

Di
scussi
o
n:Keepyouransweropporu
tni
t
y-or
i
ene
td. Show t
hatyou
ar
elooki
ngt
owor
khar
dandconr
ti
bue
t,butalsot
alkaboutt
he
companyasben
igt
her
i
ghtplacef
oryou. I
ndi
cat
et
hefat
e ur
esoft
he
companyandwhyt
hewokap
r
pealst
oyou. I
ndi
cat
eyourski
llsand
exper
i
encest
hatwi
ll enabley
out
ot
akeadv
anag
t
eoft
hecompany'

f
eat
ur
esandbecomea valu
edemployee.

"Iwantt
obepar
toft
hi
scompany
'
s
"X" pr
oj

ec
t
. Ir
eallyt
hikI
n could
conr
ti
but
et
oi
t
ssuccess.
Icanhandlet
hement
al i
ne
tnsi
t
yandputi
n
t
hehar
dwokt
r hati
twi
ll t
aket
ohelpmakepr
oj
ect"X" a success. I
beli
evet
hatIcanmakea def
ii
nt
econr
ti
but
i
ont
ot
hi
scompany

sgoals
i
ncludi
ngt
heneedt
oi
ncr
easecuso
tmersat
i
sf
act
i
on,cutcoss
t,and
i
ncr
easer
evenues
. Mytac
r kr
ecor
dshowsIhavebeenablet
odot
hi
s

i
nt
hepast
,
andIlookf
or
war
dt
ot
heopporu
tni
t
yofper
f
or
mi
ng,
lear
nn
ig,andben
igr
ecognz
iedmyconr
ti
but
i
onher
e. Whatwouldbe
t
hemosti
mpor
t
antabli
it
yf
ora per
sont
ohavet
osucceedi
nt
hi
s
posi
t
i
on?"
"I
'
dliet
k osayf
latoutt
hatIr
eallydowantt
owokhe
r
r
e!Basi
callyI
am lookn
igf
ort
heopporu
tni
t
yt
oper
f
or
m andber
ecognz
ied. It
hi
nk
hatt
hi
scompanyi
st
her
i
ghtplacef
ormet
odot
hatIt
hiki
n ti
sa
t
goodf
if
tormyski
llsandexper
i
ence. FORI
NSTANCE,Iam VERY
it
ner
ese
tdi
nyourcompany
'
s
"X" pr
oj

ec
t
. Iwantconr
ti
but
et
oi
tand
bea par
toft
hesuccessIt
hi
nki
twi
ll be. Ir
eallyt
hi
nkIcanbenef
i
t
t
hi
scompanyandyour
dep
arme
t
ntbecauseofmyabli
it
yt
oi
dent
i
f
y

cr
i
t
i
cal t
asksandgett
hi
ngsdone. Pr
oj
ect"X" i
sa gr
eatchancef
orme
t
oshi
ne,don'
tyout
hi
nk?"

http://www.i
nteve
riwanswes
r.net

11

Inwhatwaysdoyout
hi
nkyoucanmake
a cont
ri
but
i
ont
oourcompany? What
makesyouqual
i
f
i
edf
ort
hi
sposi
t
i
on?
Di
scusso
in:Remembert
hatconr
tiuin
b to st
oa busie
n ssar
eusually
nt
meandmoney. Show how youcanconr
tiuet
he
measue
rdi
i
b t ot
suce
c ssofpoe
rjcs
t,andmakesuey
r ourlat
e et
hatt
ot
hei
mpacton
t
hebot
tm
o lie
n.
"Irallyt
e
hikt
n hatbasedonmyconsieab
d r leexpein
re cedon
ig"X"
combn
iedwi
t
h mydsiliean
icp n
deneg
ry,Icanrallys
e
avet
i
meby
keepn
igt
hig
n srn
u nn
igsmoohlyan
t
def
f
i
cinly
e t . Also,It
hikI
n can
helpcutcost
orourdeparme
t Iwasable
sandmaxmierv
i z e enuesf
t n.
t
odot
hatato
jb"Y" andIdont
'seeanyras
e onwhyIwouldnotbe
ablet
n
r. FOREXAMPLE,atJb"Y"
o
n rased
odot
hesamet
highee
Iice
r
evenuesby24% overt
hecous
reofhremo
t e
nhsb
t
yi
mplemenig
tn
"Z". Iam conie
fd ntt
hatIwi
ll becomea valuedmemberofyourtam
e
basedont
hattp
y eofconr
b to . Wi
owor
k
tiuin
ll Ihavet
heoppotnt
ru iyt
onbusie
n sspo
rblemsliet
k hati
fIam hi
rdo
e n?"
"Anohe
t rmp
i ot
rantquesin
to
It
hikmyc
n
ouag
r e,honesy
t,har
d
wor,
k andanalyi
tcal abli
it
iswi
e
ll helpmaket
hi
sdeparme
t n'
tspoe
rjcs
t
s Ihavedemonsr
e mar
i
a suce
c s.
tatds
tplannn
ig,r
skmanagemen,
t
r
esouc
reu
flnes,
s andtamwokt
e
r hru
o ghoutmycare
e r-- andt
hi
shas
bru
o ghtmet
ot
hi
sitriw
neve heetd
r o ay. AtJb"X",
o
THETYPESOF
CONTRI
rt n
"
BUTO
I N IMADEWERE Yousee,Igv
ieeveyhigmy"all,
andIhopet
ohelpmaket
hi
sdeparme
t nta suce
c ssi
neveyway
r
and
Iknow Iwi
ll berware
e d dfr
ot
hat
. Whatar
et
heie
d al tp
y esof
conr
tiuin
b to syoulookfr
of
rm
o t
heidvd
n iiualsonyourtam?
e
"

Why areyoul
eavi
ngyourcurrentposi
t
i
on
(or)Why di
dyoul
eaveyourl
astj
ob?
Di
scusso
in:Desr
ciey
b ourras
e onfr
o swi
thigjb
c n o sdrclyan
ie t
d
ly. Donotgoi
t ratdeai
easked. Thelonger
suci
cnct
noge
t l unlessyouar
youspendont
hi
ssube
jctt
hemoes
r uspc
iiu
o st
heitriwe
neve rmay
r ousrs
te syouar
ems. The
become. Makesuey
eleavn
igongoodtr
Hi
igMan
obeliv
r ott
rblem andwi
ll
r
n
agerwi
ll wantt
e eyouween
hepo
rvd
wantt
ogetanie
d a ofhow youhandledyous
relf
. Po
ieevd
ienceyou
handlediwe
t ll byvolune
teigrfrn
rn eee ces. Sat
t et
hef
acsi
t na posi
t
ie
v
way. Dont
'benegat
ieo
v rbadmouh
t yourfr
omerbos,
s colleagues,or

http://www.i
nteve
riwanswes
r.net

12

company. Dont
'speculat
eont
hemoie
tv sorfe
e ligo
n fheohe
t
t rpeople
i
nvolvedi
heevenso
t fyourdepar
t
ur.
i
e ponse. Dont
'
nt
e St
ckt
ooners
changeanswesd
r uigt
rn heitriw.
neve Giea
v "go
rup" answerf
i
f
i
t rposilean
sb
swer
posile
sb ,lie"o
k
urof
cei
sclosig
n ". Anohe
alt
hough nott
hebest i
s"weage
redt
ods
iage
re." Neverrv
e eal
pes
su
tofananswert
ot
squesin
to . Be
ronal oremoin
to al i
s esaspar
hi
sucic
cn t sat
t eyouranswerandleaveiat
t t
hat
. Youar
eatt
he
neve t
odsu
inat
fyouhavebeenf
rdo
itriw
ic sst
heposi
t
o
hand. I
i
e rlai
d
of
fy
, oumayconsie
d ransweigambg
rn
iuouslyorusiga
n
geneal
r
atme
hatavod
hei
s e.
st
e ntt
ist
su
"Well,Irallywan
e
tt
heoppot
runi
t
yt
opef
ror
m,lear,
n anddevelop
f
ut
rhert
hanIt
hikI
n wouldbeablet
oatmylastposi
t
in
o . Iddle
i ave
ongoodtr
ems,butI
'
m heetd
r o aybecauseIknow Ihavet
he"X"
skllsaswe
i
ll ast
heabli
it
yt
o"Y". Ibeliv
e ei
nmyselfan
, dI
'
m lookn
ig
f
ormoers
bliyandt
hege
e posiit
r e ponsiit
ratr
sbliyofadvancigmy
n
car
eer
."
"Mycompanybo
rughti
nnew managementwhowane
tdt
obigi
rn n
t
her
iowntam.
e
Pir
ro t
ot
hatpon,
it Iwasrc
e ognz
iedasoneofheb
t
est
woresi
k r nmydeparme
t n.
t Howeve,
r Iflt
e t
hatIcouldadvancemy
care
e rmoei
r fIpus
ruedohe
t roppotnt
ru iis
e ,andIlet
fongoodtr
ems.
Iwouldbehappyt
opo
rvd
ierfrn
eee cest
ovei
rf
yt
hatIwasid
n eeda
'
e youonet
hig
Iam veye
tdab
valuedemployee. I
ll tll
n
r xci
e
out
comigan
n
dwokn
rigfr
o youBECAUSE"
"Whi
lei
tsane
i
xcellentcompanyt
hataf
fre
od dmemanyf
ie
n
expein
re ces,Ilet
fmylastposi
t
inb
o ecauset
headvancement
oppotnt
ru iisjs
e u tween
r ott
hee
r. Ihadt
oradt
e
hewr
i
t
igo
n nt
hewall
andhelpmyself
. Aposi
t
inwi
o
t
h yourtam
e
wi
ll gv
iemet
he
oppotnt
ru iyt
odogoodwok
r,lear,
n andgo
rw t
hatmylasto
jbjs
ut
wouldnt
'. Iam happyt
obeheean
r
dIam rallyp
e
leasedt
hatIam
ben
igconsiee
d rd."

Whatddyo
i

ul
i
k
ebes
tandlas
e
tabou
t
you
rprevo
iusj
o
b?

Di
scusso
i n:Thi
squesinrv
to e ealsa lotaboutyou. Youwantt
o

idc
n iat
et
hatwhatyoulie
k dbestaboutyourlasto
jbar
et
hig
n st
hat
ot
r
n
age.
r Show t
hatyourlasto
jballowedyou
wi
ll appeal t
heHi
igMan
t
odemonsr
tat
emanydesi
r
ableBehavoal
ir Compee
tncis
e . Gies
v peci
f
i
c
examplesofhow yourlasto
jballowedyout
of
lexyourskllsan
i
dshow

http://www.iteve
n riwanswes
r.net

13

yourmat
ur
i
t
y. Nevermakesatme
t e nslie"I
t k
liet
k hatmylast
companygavemea lotofvacat
ind
tn i
lar
o ays" orsomehigs
mi
. When
answeigab
rn
outwhatyoulie
k dleas,
t keepis
t hot
r,donotbe
i
e eyouranswert
jbli
tdy
negat
ve,andrlat
ohow yourlasto
mi
e oui
n
yourabli
it
yt
oexhiip
bt osi
t
ieB
v ehavoal
ir Compee
tncis
e.
"Onet
higI
n lie
k daboutmylasto
jbwast
hatiallo
t wedmet
odevelop
psklls
i . Forexample,Iwasputnc
g fa poe
myleades
rhi
i hareo
rjct
wher
oear
nt
rm
iledf
eIhadt
he"buy-i"
n ofpeoplef
o mult
p iee
frnt
t ns
icludn
k tn ,I,
T po
deparme
t,n
igmareig
rductdevelopmen,
t andeven
HR. Iheldall t
hers
e ponsiit
bliyfr
o get
t
igt
n hi
spoe
rjctcomplee
tdon
t
i
e auhoi
t rt
e
e ic
heydd
i
me,butIhadnoral
yovermytammatss
n et
notrp
e ot
rt
omeoranyonei
nmydeparme
t n.
t Iwasablet
oce
rat
ea
prjc
oe tvs
iint
o hatt
hetam
e
age
redon. Andt
henf
rm
o dayt
odayI
hadt
omakesuet
r hateach tam
e
membercomplee
tdt
her
iwoko
r n
t
i
si
n ot
iownselfnee
-itrss
me. Iddt
i hi
nmostcasesbyappealigt
her
t.
FOREXAMPLE "
"WhatIlie
k daboutmylasto
jbwast
hef
actt
hatt
heewasg
r
oodon
t
hejbtaiig
o r nn . Iwasablet
orallyd
e
evelopmy"X" sklls
i ,whi
ch I
know wi
ll helpmesuce
c edi
fIam fru
otnat
eenough t
obeablet
oji
on
yourtam.
e
Whatar
et
hequali
t
isan
e
dskllso
i fhep
t
eoplewhohave
beenmostsuce
c sfl
su att
hi
scompany?""
"WhatIli
keleastaboutmylastj
obwast
hatt
hemanagementst
yle
wasprt
et
yhandsof
f andt
hi
swasf
iefr
n o mebecauseIam self
mot
iatdan
v e
dwokhar
r
dt
oachiv
e e butt
helackofsrcue
tu tr
somei
tmesallowedsomeofmytammatst
e
e oslackof
ff
rm
o t
i
met
o
t
i
me,andIotne
fe ndeduphavn
igt
opc
ikupt
heexr
ta wok
r. Iwould
notmidt
n hatSOMETME
I S,butt
igotoldaf
tr
e a whi
le. Ihadt
o
consr
tuci
tvelyappo
rach mymanagerandletherknow whatwasgon
ig
onWIH
T OUTce
rat
igan
n
yf
r
i
cinb
to ewe
t enmeandt
heslacker
t
eammats
e ,whoIacu
tallylie
k daspeople. I
nt
heend,t
iwok
redout
well. Haveyoueverrnit
u not
hattp
y esi
tat
u inasa
o
manage?
r"

Whatwoul
dyourl
astbosssay aboutyou?

Di
scusso
in:Becarfl
eu wi
t
ht
hi
soneasrfrn
eee cesar
elie
k lyt
obe
checked. I
fyoucanr
emembert
er
msorlanguaget
hatyourbossused
i
nt
hepas,
t tyt
r ouset
hem. Behones,
t butonlyidc
n iat
et
heposi
t
ie
v
n st
e tf
t
hig
hatyourbosswouldsayaboutyou. Dont
'tsi
yagais
nt
yous
relf
. Keepis
t hot
r.

http://www.i
nteve
riwanswes
r.net

14

"Shewouldsayt
hatIwasa valuedmemberofhert
eam. Iknow t
hat

shewassor
r
yt
oseemego,butIhadt
odowhatwasr
i
ghtf
ormy
car
eer

. It
hikt
n hemosti
mpor
t
antt
hi
ngshewouldsayi
st
hatshe
couldrallyr
e

elyonmet
of
ollow t
hr
ough anddowhatIsai
dIwas
gon
igt
odo."

Whatdoyoucons
i
de
rt
obeyou
rgre
at
es
t
sr
teng
t
hsandweak
nesses
?

Di
scusso
i n:Tai
loryoursr
tengt
hst
ot
heposi
t
i
onandt
hehi
dden
needsoft
hemanageri
nt
er
msofmaki
ngt
hei
rj
obeasi
erandmaki
ng
t
hem lookgood. What
everyoudo,don'
tclai
mt
hatyoudon'
thaveany
weaknesses. Li
styoursr
tengt
hsf
i
r
s,
t andli
stmany. Youwi
ll wantt
o
li
stt
hedesi
r
ableBehavi
or
al Compee
tnci
est
hathi
r
i
ngmanager
sar
e
looki
ngf
or
. Thenspeakt
oyourweaknesses,butonlynameone.

I
dent
i
f
ya weaknesst
hati
sact
uallya st
r
engt
h. Keept
hedescr
i
pt
i
onof
yourweaknessshor,
t andf
ii
nsh wi
t
h a pauseasi
fyouar
er
eadyt
o
moveont
ot
henextquest
i
on.

i
ont
"It
hikmyg
n
r
eat
estsr
tengt
hsi
ncludemydee
tr
mi
nat
ogett
hej
ob
done,myabli
it
yt
of
ocus,st
ayont
ask,mai
nt
ai
nquali
t
y,andmyabli
it
y
t
ocr
eat
eent
husi
asm andmot
i
vat
ea t
eam. Iam alsover
ygoodwi
t
h
peoplei
nt
er
msofmai
nt
ai
nn
igagr
eementandconsensus. Iam also
ver
ycuso
tmerser
vc
ieor
i
ene

td. It
r
eatever
yoneasa cuso
tmer
. My
ens
t,bosses,andcowore
kr
si
ncluded. Ikeepmycuso
tmer
ser
vc
ie

cli
level hih
g byfllo
o wi
ngt
hr
ough andact
uallydon
igwhatIsayIam

gon
igt
odo. FOREXAMPL
E,
atmylasto
jb
"Iwouldsayt
hatmybi
ggestweaknessi
st
hatIdon'
tliet
k omi
ss
deadli
nes,sosomet
i
mesIgeti
mpat
i
entwi
t
h colleaguest
hatlagwi
t
h
t
hei
rpe
iceofa pr
oj
ect
."

What
areyou
rl
ong
-rang
ecar
eer

obj

ect
i
ves,andwhatse
t p
sh
aveyo
ut
aken

t
o
wardobt

ai
nn
i gt
he
m?

Di
scusso
i n:Thi
squest
i
oni
sanopporu
tni
t
yt
oshow a logc
ial
pr
ogr
essi
oni
nyourcar
eer
. Eveni
fyouhavewore
k dasa tmpat
e
var
i
ousj
obs,orwore
k di
nmult
i
p
ledi

f
f
er
entid
n usr
ti
es,youcant
i
e
yourj
obst
oget
herbyshowigho
n
w youdevelopednew ski
llsand

http://www.i
nteve
riwanswes
r.net

15

honedexsigs
itn kllsat
i
each ofhep
t
osi
t
in
o syouhaveheld. Dont
'
r
ee
hejun
h,butdotu
o sorskllsas
i
tll t
o reyofyourcare
e rpat
o ch onjb
a connece
tdpo
rge
rsint
so hatbuldo
i neach ohe.
t r Makesuey
r ou
iat
hatyouCHOSEeach jbfr
o o a speci
i
e ont
communc
et
f
cras
hati
s
r
elatdt
e oyouroveall
r goal. Makesuey
r ousat
t eyouroveall
r goal asi
t
r
elatst
e ot
o
hatall ofyourcare
re cehas
hejbat
hand. Show t
e rexpein
beenmovn
igtwar
o dt
hejby
o ouar
eitriwigfr
neve n o. Consie
d rsat
t ig
n
em goal hasalwaysbeenwokn
ot
t
hatyourlongtr
rigfr
hecompany
youar
eitriwigat
t et
eai
n o a po
to
neve n
. Sat
hatyouar
migfr
rmoin
o t
heposi
t
o ouar
eitriwigfr
oa posi
t
o g rup
f
rm
iny
neve n o t
inhihe
wi
t
hi
nt
hesamecompany. Thi
si
sa goodt
i
met
odemonsr
tat
et
hat
ben
o3t
si
igatt
hecompanyfr
o5 year
spar
tofyourlong-r
angecare
er
obe
jcie
tv s.
"Mylongtr
em obe
jcie
tv siv
n olveice
n rasigle
n velsofchallengeand
r
esponsiit
nt
ildo
n usr
ti
ieeig
rn . Thru
o ghoutmy
bliyi
hef
e fId
al Engn
care
e rIhavebeenwokn
rigtwar
o da posi
t
injs
o u tliet
k hi
s. Evenat
j
obsI
'
veheldt
hatmi
ghtseem somewhatune
rlatd
e ,Ihavealways
beendevelopn
igt
ry,nt
iii
ie
ii
y andanalyi
y
heeneg
at
v ,ce
rat
vt,
tcal abli
it
Iwouldneedt
obea successf
oryouandyourdepar
t
ment
.I
fIam
hi
r
edi,
n Iwouldliet
k osayat
t
t
hi
scompanyfr
ot
hret
e of
iey
v ear
s i
f
notlonger andhopef
ullybepr
omot
edandr
ewar
dedf
ormyhar
d
wor
kanddedc
iat
in
o . Doest
hatmakesense?"

Whath
aveyoul

e
arne
df
ro
m yo
ur

mi
s
t
ak
es
?

Di
scusso
i n:Show t
hatyouar
eablet
olear
nf
rm
o yourmi
sak
t es,but

dont
'of
fr
e upanynegat
iee
v xamplesconcenn
rigyourpast
per
f
or
mance. Show t
hatyouhavebeensuccessf
ul,butt
hathavet
he
mat
ui
rt
yit
t akest
oexamiey
n ourownbehavo
irsot
hatyoucanlear
n
andgo
rw andbea bet
tr
e employee. Bebif
re.
"Goodquesin
to . Well,Ihavebeensuce
c sfl
su ateveyjbI
r o havehad,
butIhavehadt
henomal
r
upsanddowns. I
'
dsayt
hatIdoacie
tv lyty
r
t
omontr
io mywokhabt
r
isandt
hequali
t
yofmywoks
r ot
hatIcan
consanlyb
t t ei
mpo
rvn
igmyself
. FOREXAMPLE,Ihavehadoneort
wo
hi
ccupswi
t
h ce
linswheet
t
r her
isat
i
sacinwasn
f to
otwheeI
r t
houghti
t
hatIhavet
orallymo
iorcer
ai
if
i
cultce
lins
t
was. Ileare
n dt
e
nt
t
ndf
aket
her
e eatr"
isat
i
f to
closelyand"t
itmp
r ue soIcankeept
her
sacin
level ashih
g asposile
sb . Dohaveanyce
linsliet
t k hathee
r?"

http://www.i
nteve
riwanswes
r.net

16

Canyouexpl
ai
nt
hi
sgapi
nyo
ur

empl
oymen
thit
sor
y? Whathaveyoub
een

don
i gf
o
rt
he"X"mon
t
hssi
nc
eyouwere

ast
e
mpl
o
ye
d
?

Di
scusso
i n:Agapi
nyouremploymenthi
soyc
tr anbealar
mi
ngt
oa

Hi
r
igMan
n
age.
rI
fyouhavea gapi
nyourwokhi
r soy
tr,youmiht
g t
r
y
aceihe
t adonbybign
t ot
neve rsat
tninan
t
of
rn igit
heitriwe'
e to
d
makigp
n osi
t
iesatme
v t e nsab
t outt
it
oeasepoe
tni
tal concen
rs. Unless
youmus,
r
ndi
e onsfr
hegap. Tyt
tt
ynott
oi
cat
epes
ronal ras
ot
r oshow
t
hatyoumadea consiu
co schoc
iet
ot
akea be
rakf
rm
o rg
e ular
employmentsot
hatyoucouldaco
c mpli
sh a goal rlatdt
e e ot
he
posi
t
inat
o
hand. Show t
hati
nt
het
i
meyouween
r otemployedyou
wer
iean
ral acii
y andt
hatyoukept
edon
iga posi
t
v
denrpe
te rneui
tvt,
upwi
t
h te
rndsanddevelopmensi
t nyourchosenf
ild
e . Di
su
c ssany
volune
terwok
r,exr
tacur
r
i
cularacii
tvt
is
e ,clase
s sortaiigy
r nn oumiht
g
havecomplee
td,longr
rjcst
ried
angepoe
t hatyoumayhavesupevs
(
such a majr
o rmo
e deligo
n rmoveofhef
t ami
ly)andanypoe
rfsin
so al
associ
at
in
o st
hatyouhavekeptupwi
t
h,orrg
e ularmeeig
tn syou
at
t
ended. Show t
hatduigt
rn hegapyoushare
p nedskllst
i hatar
e
r
elevantt
ot
heposi
t
inat
o
hand. Show t
hatyouhaveevenleare
n dnew
i hatwi
i
heHi
igMan
skllst
ll f
ll t
r
n
age'
rsneeds.
"Imadea choc
iet
osuppot
r myselffr
o a whi
lebypus
run
iga pes
ronal
goal ofbuldn
i igmyowneBaybusie
n ssrlatdt
e e ooneofmyhobbe
is. I
haveleare
n da tnf
o rm
o t
hataboutsales,og
r aniat
z i
on,poe
rjct
managemen,
t cuso
tmersevc
rie,andlogsi
itc.
s Whi
leIwasdon
igt
hatI
alsokeptupwi
t
h te
rndsi
nmyf
ildb
e yradn
e igrg
e ular
ly,andIalso
at
t
endedseveal
r clase
s srlatdt
e e omycare
e rgoals. Iwassosat
i
sid
fe
wi
t
h myr
esult
st
hatIf
eltIcouldgobackt
or
egularemploymentand
j
ustmanagemyeBaybusie
n ssi
nmyspar
et
i
me. I
t
'
snow a ge
rat
addt
iin
o al souc
reofic
n omet
hatIuset
omovetwar
o dmyownwell
developedpes
ronal f
ian
n ci
al goals."

Haveyoueve
rbee
nf
i
re
dorf
orce
dt
o

resg
i n
?

Di
scusso
i n:Manypeop
lehavebeenf
i
rd
e. I
fyouhave,youar
en
ot

alone,andii
tsnott
heendofhewold
t
r ,andid
t oesnothavet
obe
anyral
e bar
r
ir
et
orac
e higy
n ourcare
e rgoals. I
fyouhavebeenf
i
rd
e,

http://www.i
nteve
riwanswes
r.net

17

hopeu
fllyyouhavecover
edyourt
r
ackssu
f
f
i
ci
ent
lyenough ast
ohave
lef
hatposi
tt
t
i
onof
fyourr
esume,
omi
t
t
e
di
tr
fom yourr
ee
fr
ences,or
ensur
edt
hatwor
dwi
ll notgetout
.I
fyouar
enotablet
odot
hi
s,andi
f
youdon
eeda r
ee
fr
encef
r
o
m t
heplaceyouweef
r i
r
edf
r
om,t
hen
makea li
stoff
or
mer
manager

sandco
wore
k r

si
not

herdep
ar
t
mens
t
whoyout
hikwo
n
uldbewi
lli
ngt
ogi
veyoua goodr
ee
fr
ence. Youcan

evenconsi
derous
ti
devendor
swhoyouhavewore
k dwi
t
h closely. I
f
youchooset
oaddr
esst
hi
sf
u
ll on,
donotuset
hewor
d"f
i
r
ed." Be
cr
eat
i
veandtyt
r oa show anagr
eementorconsensuswi
t
h your
f
or
meremployerconcer
nn
igyourdepar
t
ur
e. Neverassi
gnblame. Do
notgoi
nt
odet
ai
l aboutanyt
hi
ngnegat
i
ve,andt
r
yt
okeepi
tbif
re
.

Wat
ch yourbodylanguageandmakesur
eyousayc
t alm donot
appearner
vousaboutt
hequest
i
on. Follow upwi
t
h a posi
t
i
ve
achi
evementf
r
om t
hefllo
o wigp
n osi
t
i
onyouheld. Smi
le,andendby
pausi
n
gan
dnoddi
ngaf
f
i
r
mat
i
vely. I
fyouhavebeenf
i
r
ed,t
henyou
needt
opac
r t
i
cet
hi
sansweroverandoverunt
i
l youcandeli
veri
twi
t
h
conf
i
dence!
"AtJ
ob"Y" mymanagerandIagr
eedt
odi
sagr
eeandIi
mmedi
at
ely
movedont
ocompany"X",whi
ch wasa smar
tmovef
ormebecausei
t
wast
her
et
hatIi
mplemene
tdt
hecuso
tmerr
elat
i
onshi
pmanagement
pr
ogr
am t
hati
ncr
easedcuso
tmerr
ee
tnt
i
onandloyalt
yby37 per
cent
."
"Despi
t
emyexcellentper
f
or
manceovert
hecour
seoft
woyear
s,Iwas
unexpece
tdlyletgof
r
om Jb"Y"
o
af
t
ert
hecompanylosta maj
or
cli
ent
. Fr
om t
her
e,however
,Ilandedanevenbet
t
erposi
t
i
onat
Company"X" wher
eIwasr
ewar
dedf
ormyexcellentwor
kwi
t
h Cli
ent
"Z".

Why haveyouhadsomany j
obsi
nsucha
shortperi
odoft
i
me?
Di
scussi
o
n:Theear
r emanygoodr
easonsf
oryout
ohavechanged
j
obsf
r
equent
ly. Thei
dea i
sno
tbeper
cev
iedasa "j
obhopper
." You
wi
ll wantt
of
ocusonhow swi
t
chigj
n
obsof
t
enwasmost
lya choi
ce
base
donyout
aki
ngadvanag
t eofopporu
tni
t
i
esf
oryout
oper
f
or
m,
lear
n,gr
ow andadvancecongr
uent
lywi
t
h yourcar
eergoals. Youwi
ll
wantt

oi
ndi
cat
e,however
,t
hatt
hejby
o ouar
ei
ne
tr
ve
iwigf
n orwould
ormi
leso
tnei
nyourcar
eerpat
ht
he"gr
ai
l" youhavebeen
bea maj
wor
ki
ngtwar.
o d Youwi
ll needt
or
ei
t
er
at
eyourcommi
t
mentt
ot
he
companyandyourdedi
cat
i
ont
osayt
t heean
r
df
i
ll t
heHi
r
i
ng
Manager
'

sneeds.

http://www.i
nteve
riwanswes
r.net

18

Youmaynot
et
hatyoufll
e i
nt
odi
f
f
er
entconr
tacso
t rt
empj
obs
because"successbr
eedssuccess." Moeg
r oodanddi
f
f
er
entconr
tact
s
ort
empj
obsmayhavekeptcomi
ngyour
way. Also,many
or
gani
zat
i
onsblendt
empandfll-t
u
i
meemployer
sandyoucannoe
t
t
hatyouhavet
akenadv
ant

ageoft
hi
sasanopporu
tni
t
yt
ogai
nnew
ski
llsandexper
i
ences. Dono
tapologz

ief
ors
wi
t
c
higj
n o
bsf
r
equent
ly.
oudt
hatyouhavebeenablet
oeasi
lyf
ii
tnt
odi
f
f
er
ent
Bep
r
or
ganz
iat
i
onsandmakea soli
dconr
ti
but
i
onf
r
om t
heget
-go.

"So,you'

r
ewonder
i
ngi
fIam gon
igt
ost
ayher
elongenough t
omake
a meani
ngu
fl conr
ti
but
i
onandhelpmakeyourpr
oj
ect
sa success?
n
That
'
sa goodquest
i
onandIam gladyouasked. I
'
veswi
t
chedj
obsi
t
hepasto
frver

ygoodr
easons. Oneras
e oni
st
hati
twasa f
unct
i
onof
t
heecono
my. Ever
yonewaschangn
igj
obsdur
i
ngt
hedotcom t
i
mes
asweweemo
r

vn
igt
owar
dsani
no
fr
mat
i
onandt
echnologydr
i
ven
socit
ey. Iwore
k datsomeexcellentcompani
est
hataf
f
ore
d dmegr
eat
opporu
tni
t
i
est
olear
nnew ski
llst
hatar
et
o
t
allyr
e
levantt
ot
heposi
t
i
on
t
hatwear
edi
scussi
ngheet
r oday. Thesei
ncludemyabi
li
t
yt
o"X"

ef
f
ect
i
velyaswell as"Z". Ibeli
evet
hatt
hosear
et
het
ypesofski
lls
t
hatwi
ll enablemet
obesuccessu
fl her
e,ar
en'
tt
hey?"
"Ic
anseewhyyouaskt
hatquest
i
on,andIhavet
osayt
hatIwas

ablet
opur
suedi
f
f
er
entopporu
tni
t
i
est
hatali
gnedwi
t
h mycar
eer
goalsbec
aus
eIam a r
eli
ablequc
iklear
nerwi
t
ht
hepeopleski
lls
neededt
of
ii
tnandbeef
f
ect
i
vei
ndi
f
f
er
entenvr
ionmens
t. Ihavehad

opporu
tni
t
i
est
oseehow sever
al di
f
f
er
entbusi
nessesdot
hi
ngs,and
t
hati
srallywhyI
e
am heet
r oday. Ihavea f
ai
r
lyclearunder
st
and
i
ng

ofhow t
hi
scompanyoper

at
es,
andIliei
k t
,andIdowantt
obeheea
r
longt
i
mesot
hatIcanconr

ti
bu
t
et
oever
yone'

ssuccess i
ncludi
ngmy
own. Doest
hatmakesense?"
"Icanunder
st
andwhyyouwouldaskt
hatt
ypeofquest
i
on,andIhave
t
osayt
hat'
successbr
eedssuccess.'Ihavebeensuccessu
fl at
t
empi
n
gandconr
tact
i
ng,andnew andbet
t
ergg
iskeptcomigmy
n
way. Ipu
ta lotoft
houghtit
not
aki
ngt
hem,andIalwayslef
tongood
t
er
ms. Plus,Iwasablet
olear
nski
llst
hatwi
ll bei
mpor
t
antt
oTHI
S
posi
t
i
onwhi
leear
nn
iga li
vn
igatt
hesamet
i
me. Now,havi
ngseen
whatot
hercompani
esof
f
er
,Ihavebeenablet
ot
ar
getyourcompany
aswheeI
r wantt
obe. Ialsohavedevelopeda clearunder
st
andi
ngof
myownper
llsandcar
sonal ski
eer
go
als. Canyouseehow t
hatwould
helpmebesuccessu
fl her
e?"

http://www.i
nteve
riwanswes
r.net

19

Whatwasyou
rr
o
l
ei
nyou
rdep
arme
t
n
t
'

mos
trecen
tsuccess
?

Di
scusso
i n:You
'
ll wantt
obeveys
r peci
f
i
chee
r,andf
r
ameyour

answeri
nt
emso
r
fhow yousavedt
i
meandmoney. TheHi
r
i
ng
Manageri
slookigf
n ora pat
t
eno
r fsuce
c ss,andyouneedt
odesr
ci
be
r
ecentsuce
c se
s si
ndet
ai
l. Uset
heS.T.A.R. St
at
ementf
omu
r la f
or
yourexamples. Bepe
rpar
edwi
t
h atleastt
hr
eeexamplesconcenn
r ig
yourr
ecentsuccesses,andmakesur
eatleastoneofhe
t mr
elat
est
o
tamwo
e
r
kandsomet
hi
ngyouaco
c mpli
shedaspar
tofa go
rup. Make
sur
eyouaddr
esshow yourwor
kmadeot
herpeopleFEEL,aswell as
t
het
i
meyousavedandt
her
evenueorcost
-savn
igsyougener
at
ed.
"Iguesst
hatwouldbea rc
e entpoe
r jctf
orce
lint"X." Ihandledall of
t
hecommunc
iat
inwi
o
t
ht
hecli
entf
orourlastpoe
r jct
.I
twasa t
hr
ee
mont
h longpoe
rjctwheemytam
r
e
hadt
obulda
i cuso
tm package
basedont
heneedsofce
lint
. Iwasi
nsrme
tu nt
al i
nt
r
anslat
i
ngt
he
cli
ent
'
sbusi
nessneedsi
nt
odet
ai
ledpr
oductf
eat
ue
rs. Ihadt
omake
sur
et
hatmyt
eam undeso
rtodwhatt
hecli
entwane
td,andt
hencheck
t
hequali
t
yt
omakesur
et
hatwewer
edeli
ver
i
nga quali
t
ypo
r ductwi
t
h
t
hef
eat
ue
r st
hatt
hecli
entwasexpect
i
ng. Thi
swasanongon
ig
prc
o esst
hatrq
e ur
ieda lotofcommunc
iat
i
onandt
eamwor
kwi
t
h my
t
eam aswell ast
hecli
ent
. It
hikmyrll
n
o rallywast
e
oclar
i
f
yt
he
scopeofhep
t
r
oe
jct
,andt
hen"managet
hecli
ent
'
sexpect
at
i
ons." We
wer
eablet
odeli
veront
i
me,andt
hecli
entwast
hr
i
lled!Iwasablet
o
makesuen
r ot
i
mewaswase
tdonaddi
ngunnecesar
s yf
eat
ue
rs,and
si
nceweweewo
r
r
ki
ngona f
i
xedbdpi
i rce,wesavedmycompany
t
i
meandmoney. Mymanagerandevey
rbodyonmyt
eam flt
e ge
r at
becauset
hepo
rj
ectwentsosmoot
hly. I
st
hatt
hekido
n fexpein
re ce
t
hatwouldhelpmebesuccessu
fl her
e?"

Gi
vemeanexampeo
l
fa probl
em you
f
acedont
hej
ob,
andt
e
l
lmehow you
sov
ledi
t
.
Di
scusso
i n:Thi
si
sa po
rblem solvn
igquesint
to hattssy
e t ourci
rt
i
cal
t
hikn
n igsklls
i . Thi
si
sa ge
ratquesinfr
to o showigt
n hatyouar
ea
crat
v
dcapablepo
rblem solve.
r Thepo
e iean
rblem youselectt
ouseas
larasposilet
rblem t
e
anexampleshouldbeassi
mi
sb oa po
hatyouar
lie
k lyt
of
aceatt
hejby
o ouar
eitriwigfr
neve n o.

http://www.iteve
n riwanswes
r.net

20

"That
'
sa ge
ratquesin
to . Atmylasto
jbIf
rq
e uenlyhado
t
usan
tt dn
ig
iv
iest
hatwouldt
hrw
c unsrc
t e ev
n oc
o of
fmyaco
iable. Iwas
r
esponsilefr
b o get
t
igo
n utweeklyrv
e enuerp
e ot
rst
omyVP,andwe
mpot
rantdeci
sin
o sbasedont
e ot,
r
egular
lymadea lotofi
heserp
rs so
iwaso
t
fumo
t stmp
i ot
rancet
hatmyrp
e ot
rsweeasacuat
r
c r eas
posile
sb . Frt
r hatIhadge
o shis
p
is ofall,Ialwaysmadesuet
ratrlat
e in
wi
t
ht
heAco
c untManagess
r oIalwaysnew t
hatIcouldwr
i
t
ea quc
ik
l ormakea quc
heAco
c untManageswo
r
uldhelpme
emai
ikcall andt
outwi
hi
s essur
lintpaymen.
t Also,Iwouldrs
t
su
r
oundn
igce
e earh
c t
he
o lem t
hoo
o beoeI
t td
prb
rughlysoIhadall my"ducksi
na rw"
fr sare
askn
igquesin
to sandt
akn
igupohe
t rpeoplest
' i
me. Iwouldtyt
r o
solvet
rblem onmyown ati
s,wi
t
heifr
inav
lable
hepo
frt
ht
nomat
o
ai
t
ome. Also,Iwouldst
ar
tt
ocr
eat
et
her
epor
t
sonWednesdays. That
wayImadesuet
r hatIwouldhaveplenyo
t fi
tmet
ogett
ot
hebot
tm
o
ofhig
t n si
ncaseanyi
su
s eshappenedt
ocomeup. ThatwayIwasable
t
osolvet
hef
e uentpo
c unigdsrp
tn ice ancis
ids
rq
rblem ofaco
e . Whatkn
ofchallengesar
eyoucur
r
enlyf
t acigi
n nyourdeparme
t n?H
t ow tu
o gh
a posi
t
ind
o oest
hi
sputyoui?What
n
couldt
heie
d al candd
iat
edot
o
helpsolvet
hi
rblem i
sorherf
rt
hremo
t
nt
o ?"
spo
nhi
i
st
e
nhso
hejb
"It
r
yt
ot
akea syse
tmat
i
cappo
rach t
opo
rblem solvn
igwheeI
r t
ake
t
i
met
hegat
hert
herle
e vantdat
a,clear
lydeiet
fn hepo
rblem orgoal,
t
hencomeupwi
t
h posiles
sb oluin
to s. It
hikii
n tsi
mpot
rantt
ogett
he
nomat
o
dclar
i
yt
rblem f
rt
ifr
inan
f
hepo
i
s beoey
fr ousar
t tcomigu
n p
wi
t
h posiles
sb oluin
to s. FORI
NSTANCE"

Gi
vemeanexampl
eofani
mport
antgoal
youhadt
osetandt
el
lmeaboutyour
progressi
nreachi
ngt
hatgoal
.
Di
scusso
in:Thi
squesintssy
to e t ourgoal set
t
ig
n ,ci
rt
i
cal t
hikn
n ig,
andpoe
rjctplannn
igabli
it
is
e. I
talsotssy
e t ournt
iii
at
iean
v
d
mot
iat
v in
o . Show t
hatyoucansetat
t
aiab
n legoals,andt
hatyouknow
how t
owoktwar
r o dachivn
e igt
hesegoalsovera peido
ro fi
tme
t
hru
o gh yourownef
frsan
ot dt
hecoopeat
r ino
o fohes
t r. Dont
'uset
he
t
ighi
e not
sjb
exampleofyourgoal as"get
n
rdit
hi
o ."
"OK. Well,Ihavecet
railyhadt
n
osetmanygoalst
hru
o ghoutmy
car
eer
. WhenIsetgoalsIuset
he"S.M.A.R.T." f
or
mula. Goalsshould
beSpeci
f
i
c,Measuab
r le,Achiv
e able,Reali
si
tc,andTi
me-f
r
amed.
Basi
callyIliet
k osetrali
e si
tcgoalst
hatt
hatar
eclear
lyoulie
tn dand
canbeachiv
e edwi
t
hi
na pe
r-deemie
tr n dt
i
mef
r
ame. Iuset
hi
swhen

http://www.i
nteve
riwanswes
r.net

21

n oalsf
set
t
igg
or myselfandwhenset
t
igg
n oalsf
ormytam.
e
Most
ly,atmylastj
r
ecent
ob,wenot
i
cedt
hatweweeg
r et
t
iga
n
lotof
cuso
tmerser
vc
iecomplai
nt
svi
a emai
l,butwehadnotdevelopedany
sr
tucu
tr
edmet
hodt
ohandlet
heseemai
lsandpassvali
dcuso
tmer
complai
nt
sorconcer
nsont
ot
hedeparme
t nt
st
hatmanagedt
he

pr
oduct
si
nquest
i
on. So,Iseta goal f
or decr
easi
ngt
het
i
mei
tt
ookt
o
addr
esscuso
tmerser
vc
ieemai
lsf
r
om r
oughlyei
ghtdayst
o48 hour
s.

AndIwant
edt
oachi
evet
hi
san dputa new syse
tm i
nplacewi
t
hi
nt
en
wor
ki
ngdays. It
henwore
k dwi
t
h myt
eam t
ocr
eat
ea wayt
o
cat
egor
i
zet
heemai
lsast
heyc amei
n,developedovert
went
yst
ock
r
esponsest
ouse,andwore
k dwi
t
h myManagert
oadda fw
e hour
sa
dayofcuso
tmerser
vc
iedut
i
est
ooneemployee'

sper
manentj
ob
descr
i
pt
i
on. Ialsowore
k dwi
t
ht
hePr
oductManager
satot
her
deparme
t nt
sacr
osst
heor
gani
zat
i
ont
odee
tr
mi
net
hebestwayt
o
passt
he m emai
lsr
elat
edt
ot
hei
r
r
espect
i
v
epr
oducs
t. Wemanaged
notonlyt
or
educeourr
esponset
i
met
ocuso
tmercomplai
nt
st
o48

hour
s,butwealsor
educedt
heover
all volumeofcuso
tmercomplai
ns
t
becauset
hePr
oductManager
ssar
t t
edi
ncor
por
at
i
ngmoec
r onsumer
suggest
i
onsi
nt
ot
hei
rf
i
xli
ss
t. Doest
hatexampledescr
i
behow I

appr
oach goal set
t
i
ng?Canyoudescr
i
beanybusi
nesspr
oblemsher
e
t
hatmaybesi
mi
lart
ot
hepr
oblem Ij
ustdescr
i
bed?"

How doyoude
alwi
t

hco
mpet
i
t
i
on
? Ar
e

youa co
mpet
i
t
i
v
eperson
?

Di
scusso
i n:Mostemployer
sar
elooki
ngf
ora compet
i
t
i
vespr
ii
t
. Thi
s
i
nvolvesnotonlyt
hedr
i
vet
obeatbusi
nesscompet
i
t
i
on,butalsoan

i
ne
tr
nal compet
i
t
i
vef
i
r
et
obet
hebest
. Youwantt
oshow t
hatyou
playt
owi
n,butalsot
hatyouar
ea t
eam playerwhounder
st
andst
hat

i
t
i
onamongcowore
kr
sbenef
i
t
sever
yone.

compet
"Yes,Iwouldsayt
hatIam compet
i
t
i
ve. Iam notaf
r
ai
dof
compet
i
t
i
on. I
nf
ac t
,Iam compet
i
ngf
ort
hi
sposi
t
i
on,andIwantt
o
wi!
n AslongasIhaveclear goals,Iwholehear
t
edlyeno
jycompet
i
ng,
andIkno w t
hatben
igcompet
i
t
i
veandwor
ki
nghar
dbenef
i
t
st
he

companyasa whole,r
i
ght
?Ideal wi
t
h compet
i
t
i
onbyper
f
or
migat
n
mybest
. It
hikc
n ompet
i
t
i
oni
shealt
hy,andIembr
acei
t
."

Whatwou
l
dyoucons
i
de
rani
de
alwor
k
envr
ion
men
t
?

http://www.i
nteve
riwans wes
r.net

22

Di
scusso
i n:I
nanswer
i
ngt
hi
squest
i
on,t
r
yt
odescr
i
bean
envr
ionmentascloseaspossi
blet
ot
heenvr
ionmentyouar
et
r
yn
igt
o
gethi
r
edi
no
t. Makesatme
t e nt
st
hatalinwi
g
t
ht
hecor
por
at
ecult
ur
e.
Also,youshouldment
i
onsomegener
al char
act
er
i
st
i
csabouta healt
hy

wor
ki
ngenvr
ionmentt
opon
itoutt
hetp
y eofcompanysan
t
d
ar

dst
hat

wi
ll br
i
ngoutt
hebesti
nyou. Askquest
i
ons. HRpr
oe
fssi
onalsi
n
par
t
i
cularr
eallyli
ket
ot
alkaboutt
he"cor
por
at
ecult
ur
e" andt
hegr
eat
envr
ionmentt
heyhavecr
eat
edf
oremployees
.

"It
hikani
n
deal envr
epeoplear
et
r
eat
ed
ionmentwouldbeonewher
asf
ai
r
lyasposs
i
b
le,r
ecogni
t
i
oni
sgi
venwheei
r ti
sdue,peopler
eally
car
eaboutt
hei
rwor,
k andt
heopporu
tni
t
i
esf
oradvancementar
e
t
her
e. Ir
eallyli
ket
hef
actt
hat asyoument
i
oned t
hi
scompany
r
eallyvalues"X". Also,Iwouldli
ket
obeablet
oi
ne
tr
actwi
t
h ohe
t r
depar
t
ment
swi
t
hi
nt
heor
gani
zat
i
on,andwoko
r nt
eams. How would
youdescr
i
bet
hecor
por
at
ecult
ur
eher
e?"
"Well J
i

m,It
hikani
n

de
al envr
ionmentwouldbeonewheee
r ver
ybody
wor
kshar
dt
owar
dclear
lydef
i
nedgoals. Also,Ivaluea placewher
e
t
heei
r scompet
i
t
i
vespr
ii
t
,butonebasedona "wi
n-wi
n" at
t
i
t
ude. I
t
hika
n
goodenvr
ionmenti
swher
eever
yonei
st
r
eat
edasa compee
tnt
pr
oe
fssi
onal,
andi
sr
espece
td nomat
t
ert
hei
rt
enur
eorlevel of
exper
i
ence
. Iwantt
owor
ki
nanenvr
ionmentt
hatbi
rngsoutt
hebest
nmeandgi
vesmet
heopporu
tni
t
yt
osucceedandadvance. How
i
doest
heenvr
ion
menther
ei
mpactt
het
ypc
ial dayont
hej
ob?"

How wel
ldoyouworkwi
t
hpeope
l? Do
youpree

f rwor
ki
n
gal
on
eori
nt

e
ams?
Di
scusso
i n:Ben
igablet
owor
kwi
t
h ot
her
si
sexr
temelyi
mpor
t
ant
.

Eveni
fyour
eallyar
ea lone-wolfathear
t
,youneedt
odemonsr
tat
e
t
hatyouenj
oyandwokwe
r
ll wi
t
h ohe
t rpeople. TheHi
r
i
ngManager
wi
ll usuallyhavet
owokwi
r t
h you,andt
hei
ne
tr
ve
iw i
st
hebegn
inn
ig
oft
hatr
elat
i
onshi
p. Thi
si
st
het
i
met
oletyourpeopleski
llsshi
ne. You
shouldgi
vet
hr
eesoldS.T.A.R. Sat
t
e
mentexamplesofhow youhave
dealtwi
t
h var
i
oustam
e
andi
ne
tr
per
sonal si
t
uat
i
onsi
nt
hepas.
t
"Goodquest
i
on. Well,Icer
t
ailyc
n anwoki
r ndependent
lyandsay
t
i
vatdwi
e
t
h li
t
t
lesuper
vs
ii
onanddi
r
ect
i
on. FOREXAMPLE Soyou
mot
canseet
hepr
i
ze" andhi
tdeadli
nes
hatIcankeepmy"eyesont
wi
t
houtsomebodyhavi
ngt
obr
eat
h downmyneck,sot
ospeak. THAT
SAI
D,Ir
eallyeno
jywor
ki
ngontamsb
e
ecauseofall t
hesyner
gyt
hat

http://www.i
nteve
riwanswes
r.net

23

i
scratd
e e . Iam ablet
ot
akedrcinwe
ie to
ll f
rm
o poe
rjctleadesaswe
r
ll
asmyt
eammat
es,andIam alsoablet
oper
suademyt
eammat
est
o
mypon
k nowig
itofve
iw whennecesar.
s y FOREXAMPLE Ialsoliek
n
mpor
antpic
e et
e dsit
noohe
t
hatwhatIdoi
sani
t
hatfe
t rpeoples
'
pr
oj
ect
s,andt
hatwecanall wor
kt
oget
hert
obesuccessf
ul."
"Iam deii
fntlya
e
tam
e
playe.
r Iplayedbaskeb
tall i
ncollegeandt
hat
r inan
e ponsiit
omy
t
aughtmea lotaboutcoopeat
o
drs
bliyt
t
eammats
e . It
n deii
e rughtt
hatspr
tnot
rfsin
hikI
fntlybo
iiit
hepoe
so al
wor
ld. FORI
NSTANCE,Iwor
kedaspar
tofa t
eam atj
ob"X" wher
e
t
Iknew
t
hequali
yofmywokwasrlidu
r
e e ponbyt
hewholetam.
e
t
heyweec
r ounigo
odelie
hesakeof
tn nmeandIknew Ihadt
v rfr
ot
evey
roness
' uce
c s.
s THATSAI
D,Icanalsost
ayf
ocusedt
ogeta jb
o
donewhenIam wokn
rigid
n ependenly
t . FOREXAMPLE,ato
jb"Y" I
hadt
ocompleea
t monh
t longpoe
rjctwi
t
h vru
itallynosupevs
riin
o. I
wasablet
rjctasa wholeanddvd
t utnobt
it ie
olookatt
hepoe
iieio
sie
z dchunkst
hatIneededt
ocompleee
t ach day. Ideliee
v rdt
he
pr
oj
ectj
ustunderbudgetandaheadofschedule,andIwasr
ewar
ded
f
ort
hat
. How wouldyoudesr
ciet
b hetpc
y ial poe
rjcttam
e
hee
r?"

Descri
bea si
t
uat
i
onwhe
nwor
ki
ngwi
t
ha
t
eam producedmores
uccessu
f lresul
t
s

hani
t
fyouhadcomplt
e e
dt
heproj

ec
ton

yourown.

Di
scusso
i n:Thi
si
sa "behavoal
ir itriwig
neve n " sy
tleofquesin
to . The
Hi
r
igMan
n
agerwanst
t olear
nmoeab
r
outyourt
houghtpo
rces,
s and
how well youcanfr
om examplest
oanswert
hi
stamwokrlat
e
r e ed
to . Youwi
oshow yourabli
yt
ciie
td asf
o
quesin
ll wantt
it
osoli
rm
ot
hes
r,li
se
tncarflly
eu ,andpes
ruadepeoplet
oyourpon
itofve
iw.
"Well,Ihavewok
redboh
t id
n ependenlyan
t
donmyownt
hru
o ghout
mycare.
e r Ieno
jyboh,
t andcandoboh
t equallywell. Iwi
ll havet
o
sayt
hough,t
hatwor
kigwi
n
t
h oheshasot
t r
fenye
ildedge
ratrs
e ult
s
f
orpoe
rjcsI
t havewok
redon speci
f
i
callywhenic
t omest
o
br
aisomig
n tr n . Ityt
r ogetevey
roneiv
n olvedi
ncomigu
n pwi
t
h new
soluin
to sbymakn
igt
i
mefr
o sesin
so swhee"t
r heear
r enowrn
o gie
d as
ii
yofa go
rupofpeoplei
igt
oranswes
r." Thece
rat
vt
salwaysgon
obe
e et
hatofonepes
hust
hers
ll bemoe
r
gratr
hant
ron,andt
e ult
swi
suce
c sfl.
su Iddt
i hata lota Jb"Y".
o
FOREXAMPLE"

http://www.i
nteve
riwanswes
r.net

24

"Worigwi
kn
t
h ohesallo
t r
wsyoudat
a-mieohe
n t rpeopless
' kllsan
i
d
expein
rpecie
hatyouwouldnothaveon
re ces,getpes
tv sandie
d ast
yourown,andcheckt
hequali
t
yofyourownwokb
r ef
oeig
r t oesout
r Forexample,atJb"X"
Iwok
redwi
t
t
hedoo.
o
h manyge
rat
prgammesan
or
r
ddesin
g es
r. Iwasablet
o"pc
ikt
her
ibais
r n " sot
o
speak aboutt
heef
fcie
e tv nessofvar
iu
o stc
e hnq
iues,esi
tmatso
e n
how longiwo
t uldt
aket
ogetvar
iu
o st
hig
n sdone,ec
t. Iwouldnot
odomyjbase
o
f
fcie
t
heeb
havebeenablet
e tv lywi
h outt
hem. Wi
ll t
r e
t
heoppotnt
ru iyt
r na tam
si
tat
o satt
hi
o ?"
owoki
e
u in
sjb

Tel
lmeabouta t
i
meyouhadt
ogai
nt
he
cooperat
i
onofa groupoverwhi
chyou
hadl
i
t
t
l
eornoaut
hori
t
y.Whatdi
dyou
do? How ef
f
ect
i
vewereyou?
Di
scusso
in:Thi
squesintssy
to e t ourchar
m,pes
ruasinan
o
d
salesmanshi
psklls
i . Thi
si
sa commonwor
ksi
t
uat
in
o . Youmayneedt
o
of
tng
e ai
nt
hecoopeat
r ino
o fco-wok
resf
r rm
o ohe
t rdeparme
t nsan
t d
especi
allyyourbos.
s Youwantt
oshow t
hatyouundesan
rt dt
hat
diee
f
frntt
hig
n smoiat
tv edf
iee
frntpeople,andt
hatyoucanpes
ruade
t
hem byidc
n iat
igwhat
n
t
hebeneit
ft oTHEM i
sit
fheydot
hig
n syour
way.
"That
'
sa tu
o gh si
tat
u in
o ,butonet
hathasbeenpe
rt
t
ycommoni
nmy
expein
re ce. I
'eotnhadt
v fe
osell myie
d asast
heyrlat
e et
opo
rcess
andpir
roi
t
is
e . Onet
higI
n tyt
r odoi
st
ocommunc
iat
emyie
d asi
n
wayst
hatar,
e mostmp
i ot
ranly
t ,easyt
oundesan
rt d. Ialsotyt
r o
ouliet
tn hebenei
ft
si
na logc
ial way. Butofcous
reIalsotyt
r omake
anemoin
to al appeal t
opeopleso
' wnselfnee
-itrs.
t ILS
I TEN
CAREFULLYt
odeemiewheet
tr n
r heral
e obe
jcini
to s,andt
henItyt
r o
ovec
romet
hatobe
jcin
to . Iam usuallype
rt
t
yef
fciewi
e tv
t
ht
hat
. Also,I
alwaystyt
r ocompo
rmi
sewhenIt
hikt
n hatwi
ll beneit
ft hego
rupor
t
hepoe
rjc.
t FOREXAMPLE Doest
hatanswert
hequesin
to ?"
"Goodquesin
to . Ihavecomet
oraliet
e z hathow youpe
rsentyourd
iea
heie
te
, iht
r oputmyselfi
t r
i
sj
ustasi
mpot
rantast
da i
s lfr
g ?Ityt
nohe
peopless
' hoesandrallyli
e
se
tnt
ot
hem asi
fIwasseen
igt
hig
n sf
rm
o
ipes
rpecie
d asi
t
her
tv . ThatwayIcanpe
rsentmyie
nwayst
hatar
eas
pes
v
osile
sb . FOREXAMPLE"
ruasieasp

http://www.i
nteve
riwanswes
r.net

25

Giemea
v

speci
f
i

cex
ampeo
l f
so
met

hi

ng
l
youddt
i
hathep
l edbu
i
dent
hus
i
asm i

ot
hers.How doyoumot
i
v
at
eot
her

peope
l?
Di
scusso
i n:Thi
si
sa leader
shi
pandmanagementr
elat
edquest
i
on.
Youwantt
oshow t
hatyouar
ea goodmanager
,anda t
eam player
.
Gies
v peci
i
candconcr
et
eexamplesofhow youhavecr
eat
ed
f
ent
husi
asm f
ora t
askorpr
oj
ect
. Show t
hatyouunder
st
andhow
emot
hi
di
f
f
er
entpeoplear
i
vatdb
e ydi
f
f
er
entt
ngs
.

"Well,f
i
r
stofall,Ityt
r oappr
oach ever
yt
higwi
n
t
h a posi
t
i
veat
t
i
t
ude.

It
hikt
n hatcanbecathi
c
ng
. Totyt
r obui
ldent
husi
asm i
not
her
sIt
ell
t
hem "Thi
si
sgon
igt
obef
un,andeasy,
" ori
fi
ti
sr
eallya t
askt
hati
s
nott
hatf
un,Isay"t
hesoonerwecangett
hi
sdone,t
hesoonerwe
canmoveont
ot
hefns
u t
uf
f
." Forid
n ii
v
du
al people,Ityt
r of
i
gur
eout
whatmot
i
vat
est
hem. I
ft
heyar
ei
ne
tr
ese
tdi
nben
igpr
omot
ed,Isay
somehiglie"t
t
n k hi
nkofhow goodt
hi
si
sgon
igt
or
ef
lectonyoui
n
yourper
f
or

mancer
eve
iw" ori
ft
heyli
ket
omakeohe
t rpeoplef
eel

good,Iwi
ll say"Canyoui
magi
nehow gr
eatever
yonei
sgon
igt
of
eel

whenyougett
hi
sdone?" FOREXAMPLE Also,It
r
yt
omakea

gameora cone
tstoutoft
hi
ngs. Imakesur
et
hatIgi
ewar
ds,
veoutr
eveni
ft
heyar
es
mall. FORI
NSTANCEweoncehada cone
tstwher
e
t
heper
sonwhocr
eatdt
e headvers
t
iementt
hatgott
hebestr
esponse
wona $100gi
f
tcer
t
i
f
i
cat
et
oAmazon. Also,ii
tsf
unt
ohavetam
e
di
nner
sandevent
sf
orgr
oupbondi
ng somehigp
t n eoplecanlook
f
or
war
dt
owhenwer
each a mi
leso
tne. Over
all,Ityt
r or
eallybet
her
e
f
orever
yon
ei
nt
er
msofben
igent
husi
ast
i
cmyself
. Whatkid
n sof
t
hi
ngsar
edon
eher

et
obui
ldent
husi
asm andgr
oupspr
ii
t
?"

Descri
bea si
t
uat
i
onwhereyouf

ound
yoursel
fde
al
i
ngwi
t
hsomeonewhodi

dn
'
t

l
i

keyou.How di

dyouhand
l

ei

?
Di
scusso
i n:Thi
squest
i
o
nt
es
t
syour
it
ner
per
sonal ski
llsandyour
mat
ury
i
t. Ofcour
set
her
ear
egon
igt
obet
i
mesont
hejbwhe
o
nyou
needt
odeal wi
t
h a per
sont
hatdoesnotli
keyou. Mostemployer
sar
e
looki
ngf
ora level ofpr
oe
fssi
onali
sm f
r
om t
hei
remployeeswher
et
hey
canputper
sonal di
f
f
er
encesasi
deandgett
hejbd
o one. Employer
s
ar
ealsoar
ealsolooki
ngf
orif
nluencer
s
. Beco
migani
n

nf
luencermeans

http://www.i
nteve
riwanswes
r.net

26

t
hatyouneedt
oseekappo
rval f
rm
o ohe
t rpeopleandwi
nt
hem ove.
r
Useanexamplet
hatshowst
hatyout
r
yt
oseekappr
oval f
r
om people
t
hatdont
k ou,butt
enotni
d e rn
he
'liey
hatyouar
itmiatdo
isecueb
r yt
hatyoumiht
ronso
' pno
f
actt
g notbeablet
ochangea pes
iinofyou.
Donotsayt
hatyouwouldtyt
r oavoda
i pes
ront
hatdoesnotliey
k ou.
"Well,J
i
m,Ioncehadt
odeal wi
t
h a managernan
i ohe
t rdeparme
t nt
eofmyquali
f
cat
in
o mypes
tv he
whowasnotawar
i
o s andf
rm
rpecies
seemedt
ohavesomenegat
v pno
ieo
iinsaboutme. Shewasalways
te lyshot
r wi
h me,andotnwo
fe
uldnotevengv
iemet
i
exrme
t
het
me
ofday,alt
hough shewasnotliet
k hatwi
t
h ohe
t rpeople. Maybewe
hadgot
e f
tno
font
hewrn
o gfo
o torsomehig
t n ,butImadea pon
itof
seekn
igherappo
rval andwinn
n igherove.
r Iwentoutofmywayt
o
doexr
ta wokfr
r o he,
r andbeexr
ta nc
iet
ohe.
r Iwasnotn
isultdb
e y
herlackorrg
e ar
dfr
o me,butIt
houghti
fIcouldi
mpo
rvet
he
r
elat
in
henIwouldbemoee
r f
o shi
pt
fcieat
e tv
myjb
o . Iwasnotgon
ig
t
oletherlackofpoe
rfsin
so ali
sm,u
jdgmenali
t sm,orwhatv
e ert
iwas,
t
akeawayf
rm
o mygoalsatt
hatcompany. AndIwasnotgon
igt
olet
i
taf
fc
e tmygoodat
t
i
t
ude. It
r
idt
e obighe
rn
raru
o ndt
hru
o gh mygood
wor
kandcheeyds
r iposi
t
in
o ,r
at
hert
hanbyben
igconrnat
fo t in
o al or
r
eacie
tv . Iusuallytyt
r odot
hat
.I
fIcant
'bigs
rn omeonearu
o nd,orf
i
Icant
'san
t dsomeoneelse,Ijs
u ttyt
r obeaspoe
rfsin
so al aspossile
b
andf
ocusont
hewor
kandwhatneedst
obedone."

Doyouconsi
deryoursel
ft
obea l
eader?
Whataret
heat
t
ri
but
esofa goodl
eader?
Gi
vemeanexampl
eofwhenyouhadt
o
show goodl
eadershi
p.
Di
scusso
in:Leades
rhi
pi
sani
mpot
rantskll
it
hatHi
r
i
ngManagesar
r e
lookn
igfr
o. Evenit
fhejby
o ouar
egon
igfr
o doesnotn
ivolve
leades
rhi,
p youwi
ll needt
oshow leades
rhi
pi
fyouar
egon
igt
obe
prmoe
o td. Eveni
fyouar
ea lone-wolfo
, ryouar
enotcomfr
ot
able
di
rcigohes
e tn t r,yousi
tll needt
oundesan
rt dwhatmakesa good
leade.
r Desr
ciet
b hequali
t
iso
e fa goodleaderandf
lat
tr
et
heHi
r
ig
n
Managerbysat
t igt
n hatyouar
esuet
r hatheorsheshowsmanyof
t
hesef
ieq
n uali
t
is
e . Whenyougv
ieexamplesofyourleades
rhi
p
re ce,show t
hatyout
i
iean
e ponsiit
o get
t
ig
expein
akeii
nt
at
v
drs
bliyfr
n
o oner
g .
t
hejbd
iht

http://www.i
nteve
riwanswes
r.net

27

"It
hika
n
goodleadermakescleargoalsfr
ot
hetam,
e
andsesan
t
achiv
me-f
r
oaco
e ablet
i
amet
c mpli
sh t
hosegoals. Peoplear
esomuch
happe
irwhent
heyar
eenabledt
owokt
r ot
her
ibestabli
it
istwars
e o d
iggoalst
ie ie
, rali
e si
t
aiab
challengn
hatar
e"bt-s
z d"
tc,andat
n le. A
leadershouldraliet
e z hi
s,andknow whatit
t akest
oenablepeoplet
o
wor
ibes.
nhi
relfan
, d
katt
her
t Agoodleadershouldbeliv
e ei
sorhes
bebeliv
e ableatt
hesamet
i
me. It
hika
n
goodleadersc
i har
i
smat
i
c
r ino
t
rup. Also,a
andearst
n heconsensusandwin
lligcoopeat
o fhego
leadershouldleadbyexample,andhopef
ullynotmanagebyf
earor
unpo
rducien
tv egat
ieci
v rt
i
ci
sm. I'
tstu
ret
hatIhaveneverhada
pue
rlyleades
rhi
prle
o ,butIhavecet
railyd
n emonsr
tatdmo
e
stof
t
hesechar
acei
tcst
osomedege
hru
trsi
ret
o ghoutmycare
e r andI
r
eallylookfr
owar
dt
odevelopn
igmyleades
rhi
pskllsheeat
i
r
t
hi
s
company."
"WhenIwasatJb"X"
o
mymanagerhadanunexpece
tdf
ami
ly
emeg
rencyandheputmei
nchareo
g fmyshi
ffr
to a week. Thig
ns
wentiefr
fn o t
hef
i
rt
st
wodays,butt
henwehada hugeod
rercomei
n
andanohe
t rune
e uso
tmerpo
hesamet
i
rlatdc
rblem happenatt
me.
Wehadt
ord
e ot
hei
r
at
ecustme
o r
'
sod
re,
r butalsohadt
of
i
ll t
hebg
i
ore.
d r Ihadt
oshi
faru
t o ndmyco-wok
resp
r r
ir
oi
t
isan
e
deven
convn
icea couplepeoplet
owoklat
r
esot
hatwecouldcompleeb
t oh
t
oreso
d r nt
i
me. Iwasablet
ot
aket
heii
nt
i
at
ie
v ,makea quc
ikdeci
sin
o
t
o
abouthow wewouldhandlet
hesi
uat
in
andbecauseIhadgood
r
elat
in
o shiswi
p
t
h myco-wok
res
r gett
hecoopeat
r ino
o fhetam
t e
t
o
dowhatneededt
obedone. Whenmymanagercameback,she
congatlatdmyhan
r u e
dligo
n fhes
t i
tat
u inb
o yt
akn
igmeoutt
olunch.
Canyoudesr
ciet
b heleades
rhi
poppotnt
ru iisiv
e n olvedwi
t
ht
hi
s
posi
t
in
o ?"
"It
hikt
n hatt
heral
e challengei
nleades
rhi
pi
st
ohelpohe
t rpeople
r
each t
her
iownpoe
tni
tal. Todot
hi
s,Ityt
r oce
rat
eenhu
t si
asm,
mot
iat
v epeople,andouliec
tn learandachiv
e ablegoalst
hatt
heycan
wor
ktwar.
o d It
hikI
n showedgoodleades
rhi
pandCompany"Y"
wher
eI"

Haveyoueverhadt
ogeta poi
ntacrosst
o
di
f
f
erentt
ypesofpeopl
e? Gi
vemean
exampl
e.Whatapproachdi
dyout
ake?
Di
scusso
in:Agai,
nt
hi
si
sa quesinab
to
outcommunc
iat
inan
o
d
pes
ruasie
v nes.
s Youwantt
oidc
n iat
et
hatyoucancommunc
iat
ewi
t
h

http://www.i
nteve
riwanswes
r.net

28

peoplei
nwayst
hatmakesenset
ot
hem andt
hei
rownexper
i
ences.

Whenwor
ki
n
gwi
t

h a di
ver
segr
oup,youwi
ll wantt
omakesur
et
hat

youar
eu
nder
so
tod. Thi
si
nvolvesben
igclear
andconci
se,andmost
i
mpor
t
anly
t
,
veryn
i
figt
hatyouar
eunder
so
tod. Youwan
tt
oalsoshow
t
hatyoucan"se
ll" ani

dea,andnegot
i
at
et
oagr
eement
.

"Well Bob,Ihavecer
t
ai
nlyhadt
odot
hi
squi
t
ea bi
t
. Fori
nst
ance,i
n
ore
d rf
ormet
obecomeoneoft
heleadi
ngsalesr
epsatJ
ob"X" Ihad
t
ocommunc
iat
eourvaluepr
oposi
t
i
ont
oall di
f
f
er
entt
ypesofpeopleat
all di
f
f
er
entt
ypesofcompani
es. Todot
hi
s,Ihadt
omakeourpr
oduc
t
elevantt
oTHERs
I peci
f
i
cbusi
nessneeds. Fori
nst
ance,i
fIwasselli
ng
r
t
oa solepr
opr
i
eo
tr
,Iwouldhavet
os
how how i
t
wouldbenef
i
thi
m by
f
r
een
igupmor
et
i
mef
orhi
mt
of
ocusonmor
ei
mpor
t
antt
asks. I
fI

wasselli
ngt
oa lar
gerbusi
ness,Iwoulddemonsr
tat
ehow i
twould
maket
heemployeesmoee
r f
f
i
ci
en,
t andt
henIwouldcalculat
ecost
savi
ng
sr
esult
i
ngf
r
om t
hei
ncr
easei
nef
f
i
ci
ency. Beo
fr
eIwouldgoi
no
t
t
hesale,
Iwou
lddee
tr

miewhat
n

ki
n
dofnee
dsandpr
oblemst
he

pr
ospectwasmostli
kelyt
ohave,andIwouldspeakt
ot
heseneeds. I
dot
hesamet
higwhe
n
npr
esent
i
ngmyi
deast
oa tam.
e
Whatkid
n sof
per
suasi
onski
llsar
enecessar
yf
ort
hi
sposi
t
i
on?"
"Sur
e,ben
igablet
ogetyouri
de
a acr
os
st
odi
f
f
er
entt
ypesofpeoplei
s
i
mpor
t
ant

. Youknow,Ihavenot
i
cedt
hatdi
f
f
er
entpeoplelear
n
f
f
er
entways,anddi
f
f
er
entt
hi
ngsmot
i
vat
edi
f
f
er
entpeople. Some
di
peoplear
emoemo
r
t
i
vat
edbyf
eart
hant
heyar
ebyr
ewar
d. Also,
somepeop
lear
emo
r
ei
ne
tr
ese
tdi
nFEELI
NG,andhow t
heywi
ll FEEL
abouta pr
oduct
,r
at
hert
heFACTSsur
r
oundi
ngpr
oductf
eat
ur
esor
benef
i
t
s. Iusuallyt
aket
heappr
oach ofuncover
i
ngwhatmot
i
vat
es
peopleandhow t
heylear
n. Dot
heylear
nbyr
e
adi
ng?Byhear
i
ng?By
seen
ig?Forexample,Ioncehadt
wodi
f
f
er
entcli
ent
swhower
e
it
ner
ese
tdi
nt
heex
acts
amepr
oduct
,butwouldnotbuyf
ort
wover
y
di
f
f
er
entr
easons Ihadt
ouncoverexaclywhat
t
t
hoser
easonswer
e
andt
hensat
i
sf
yt
hem bot
hi
ndi
f
f
er
entwaysi
nore
d rt
oclosebot
h
sales. Doest
hatansweryourquest
i
onabouthow Iappr
oach get
t
i
ng
mypon
itacr
oss?"

Whatdoyoudowhenpeopl
edi
sagree
wi
t
hyouri
deas? Descri
bea si
t
uat
i
oni
n
whi
chyouhadt
oarri
veata compromi
se
orgui
deot
herst
oa compromi
se.

http://www.i
nteve
riwanswes
r.net

29

Di
scusso
i n:Thi
squest
intssy
o e t oursalesmanshi
p,pes
ruasi
veness,

anditres
nep ronal sklls
i . Youwantt
oshow t
hatyoucannegoi
tat,
e and
t
hatpar
tofhi
t si
scompo
rmi
se. Show t
hatyoucanovec
romeadves
ri
t
y
rewi
h yourd
ieas.
andbetn
e aciu
o swhenohesds
t r iage
t
"Youar
easkn
igmehow Ideal wi
t
h ds
iage
rementt
omyie
d as?OK.
Well Marart
g e,Ihavehadt
osell myie
d asandnegoi
tat
equt
iea bt
i
s pari
tcular
o
r
overt
helaste
fw year
lyatJb"Y".
WhenIwast
heewe
hadr
egularsr
e ysessin
r ach memberofhetam
made
tatg
o swheee
t e
o sf
r e isf
e higt
suggest
in
orgoals,andstatge
orrac
n hosegoals. WhatI
woulddoi
s,i
frt
s ofall,tyt
r oovec
romeobe
jcin
to st
omyie
d asbeoe
fr
t
heyact
uallycameup. FORI
NSTANCE Yousee,whenpeople
di
t
r oputmyselfi
her
e
ee
sage
rewi
h meItyt
nt
ishoesandrallys
wher
et
heyar
ecomigf
n rm.
o Ityt
r odeemiewheet
tr n
r heral
e
di
sage
rementsc
i omigf
n rm.
o I
siane
t
goi
su
s e?HaveInotmademy
i
dea clear
?DoIneedt
t eimoei
emsofhow myie
osat
t r ntr
d a would
beneit
ft hem?Ityt
r ohandleds
iage
rementconsrcie
tu tv lyandlookfr
o
a "wi-wi,
n n" andt
hatusuallyiv
n olvessometp
y eofcompo
rmi
se. It
r
y
t
omakeconcesin
fheohe
d
ll alsomakeconcesin
so s. FOR
so sit
t rsiewi
EXAMPLE,onet
i
meatJb"X"
o
Irac
e heda compo
rmi
sewi
t
h a vendor
ont
he"

Areyougoodatdee
lg
at
i
n
gt
as
ks
?

Di
scusso
i n:Thi
squesintssy
to e t ourmanagementandleades
rhi
p
abit
liis
e . Youshouldshow jd
u gmentconcenn
rigwhenii
tsbestt
o
delegat
ea t
ask ort
ackleiy
t ous
relf
. Show t
hatyouknow how t
o
deiec
fn learandmeasuab
r legoalsfr
o ohe
t rpeople,andshow t
hat
t
heear
r enoi
su
s essur
r
oundn
igyourabli
it
yt
otll
e ohe
t rpeoplewhat
t
odo.
"Yes,Bob,Ibeliv
e eIam. I
fIam i
nt
heposi
t
int,
o o Ityt
r odelegat
e
t
asksappo
rpi
ratlys
e ot
hatt
hewokc
r anbespe
radou,
t andpoe
rjcs
t
canbecomplee
tdsoonerr
at
hert
hanlatr
e. Par
tofdelegat
ini
o s
undesan
rt dn
igpeoplesc
' apabli
it
is
e ,andt
hengvn
iigt
hem cleargoals
t
oexecueag
t
ai
nst
. Ihavenopo
rblem def
i
nn
igt
asksfr
o peopleand
odo,becauseIgoi
nt
r vey
rdaywi
t
t
elligt
n hem whatt
owoke
ht
he
at
t
i
td
u et
hatwear
eall wokn
rigtg
o ehe
t rasa tam,
e
andwokn
r eedst
o
hikii
e
mpot
rantt
r oce
ea deai
t ledsetof
bedone. It
n tsrallyi
otyt
rat
isrcin
o peoplewhent
askn
igt
r omakeclearmy
n tu to sfr
hem. Ialsotyt
o sofexaclywhat
obedeliee
v rdandwhen. Iliet
k o
expecat
t in
t
needst
t
r
yt
osetpeopleupf
orsuccess. FOREXAMPLE"

http://www.iteve
n riwanswes
r.net

30

Tel
lmeabouta t
i

mewhe
nyouhadt
ou
se

yourpresent
at
i
o
nsk
i

l
l
st
oi
n
f
l
uence

someone'

sopno
iin.

Di
scusso
i n:Thi
squest
i
oni
saboutcommunc
iat
i
on,per
suasi
on,and
pr
esent
at
i
onski
lls. Focusonyourpr
esent
at
i
onski
llsasyouuset
hem
t
oper
suade. Youwantt
oshow t
hatyoucanpr
epar
eandper
suasi
vely
pr
esenta t
opi
corposi
t
i
ont
oa gr
oupofpeople.
"Youar
easki
ngmeaboutmypr
esent
at
i
onski
lls?Goodquest
i
on.

WhenIwasatbot
h Jb"X"
o
andJ
ob"Y" Ihadt
omakepr
esent
at
i
ons
t
ogr
oupst
hati
ncludedpeoplef
r
om mult
i
pledi
f
f
er
entdeparme

t ns

t.

i
onsi
Thesepr
esent
at
nvolvedmyr
ecommendat
i
onsf
ormar

ket
i
ng
sr
tat
egybasedonmyownr
esear
ch r
esult.
s MymanagerandIhad

usuallyi
ne
tr
pr
ee
tdt
her
esult
sour
selves,andt
henwant
edt
oper
suade
hest
at
ot
r oseeourpon
itofve
iw. Iusuallycr
eatdt
e hepr
esent
i
on
mat
er
i
alsandddmo
i
stoft
hepr
esent
i
ng. Thef
i
r
stt
higI
n ddwast
i
o
alwaysmakesur
et
hatIwaspr
epar
ed. Iwouldout
li
neexact
lywhatI
wasgon
igt
osay,andt
hepon
it
sIwasgon
igt
omake. Iwouldt
hen
cr
eat
eanagenda anddi
sr
ti
but
ei
ti
nadvance. ThenIwouldcr
eat
e
PowerPon
it
st
hatact
uallyADDED t
ocommunc
iat
i
ngmypons
it. Ist
ay
awayf
r
om f
lyi
ngbullet
s,andIwouldnevercr
eat
ebulletpon
itli
ss
t
e
t
hatIwouldmer
elyradf
r
om. IusePowerPon
it
st
okeeppeople
vs
iuallyi
ne
tr
ese
td,andalsot
opr
esentif
nor
mat
i
oni
ngr
aph f
or
m. Iam

a st
r
ongbeli
everi
nusi
ngvi
sual aist
d ogetmypon
itacr
oss,butI
makesur
et
hatt
heyar
enotdi
sr
tact
i
ons. Iwouldbehappyt
oemai
l
youoneoft
hesepr
esent
at
i
onssot
hatyoucanchecki
tout
."
"Well,Ir
eadso
mewher
et
hatf
earofpubli
cspeaki
ngi
soneoft
he
mostcommonf
ear
soutt
her
e. SoIf
i
gur
edt
hati
fIcouldbegoodat
publi
cspeaki
ngandpr
esent
at
i
ons,t
henIwouldhavea r
eal legupon
t
hecompet
i
t
i
on. SoImakepr
esent
at
i
onsasof
t
enaspossi
ble. The

moeI
r dot
hem,t
hebe
t
t
er
Ige
tati
t
. Foronepr
esent
at
i
onImade,I
developedso
met
alki
ngpon
it
swhee
r "

"Iliet
k ouset
hewhi
t
eboar
dt
omyadvanag
t e. Whent
r
yn
igt
o
per
suadepeoplet
seofact
i
on,Icr
eat
stofposi
t
i
vesand
oa cour
ea li
negat
i
vesont
hewhi
t
eboar.
d If
i
ll i
nt
heposi
t
i
vesi
deasmuch asI
can,andt
hegr
oupt
opr
oposenegat
i
ves. Whent
hey
henIopenupt
do,Ityt
r oover
comet
rnegat
i
veobj

ect
i
on
sver
ballyr
at
hert
han
hei
i
t
i
ngt
hem o
nt
hebo
ar.
d
Iam lef
twi
t
h a li
stofposi
t
i
vesont
he

wr

http://www.i
nteve
riwanswes
r.net

31

boar
dt
hatsuppot
rsmyposi
t
in
o . Youfllo
o w me?Canyout
hiko
n f
si
u inwheeI
hi
e hnq
t r oyour
tat
o
r miht
g uset
stc
iuet
opes
ruadeohest
pon
itofve
iw i
fyouandIweeo
r na tam
e
tg
o ehe?
t r"

Canyout

e
l
lmeabou
tani
mport
an
t

wrt
it
endocu
men
tyouwer
erequr
iedt

comp
lt
e e
?

Di
scusso
i n:Theabli
it
yt
owr
i
t
ewell i
sofumo
t stmp
i ot
rancei
nt
he
i
nfr
omat
inag
o
e. Eveni
fyoudont
'wr
i
t
easwell asyouwouldliet,
k o
youneedt
oshow t
hatyouplant
het
i
met
ocarfllypo
eu
rofrady
e
our
wor
kandevenhaveohese
t r dtt
iiasappo
rpi
rat.
e Yourexampleshould
show t
hatyouar
eveyc
r onsiniu
ce to sandquali
t-oine
y re tdwheni
t
comest
ie
iat
o s.
owr
t
tnbusie
n sscommunc
in
"Thi
si
sa quesinab
to
outmywr
i
t
igs
n klls
i ?Well J
i
m,Ihavehadt
o
compleed
t ledpo
rposalst
hru
hesehave
t eai
o ghoutmycare
e r andt
usuallyace
tdhalfassalespe
ices,andhalfaslegallybn
idn
ig
documens
t. Mostrc
e enlyI
t complee
tda f
i
f
te
e n-pagepo
rposal t
hathad
t
obeappr
ovedbymymanagerandbyt
heVPofmydepar
t
ment
.
WhatIdi
dwasce
rat
eanoulie
tn ,andt
hengett
iappo
rvedbyt
heVP
rt
n att
f
i
s. Oncesheappo
rvedmyoulie
tn ,Iknew Ihadsome"buyi"
he
hi
gherlevel,andIalsoknew Iwasont
her
i
ghttac
r kwi
t
ht
hecone
tn.
t
It
henwentaheadanddda
rt
r t dt
ro-rad
i f
i
s dafan
henCAREFULLYpo
fe
i
tbeoeI
fr wentovert
iwi
t
h myManage.
r Iic
n op
roatdhi
r e srvs
e iin
o s,
showedit
t ohi
m agai,
n andt
henIpe
rsene
tdit
t ot
heVP,whosai
di
t
wasgoodt
ogowi
t
houtanychanges. Thewholepo
rcessto
o kabout10
hous
r,andt
hreme
e
eig
tn s. Ihadshe
c duledall ofhi
t sall i
nadvance,
soIgott
hepo
rposal outt
ot
hece
lintont
i
me. Boh
t mymanagerand
myVPknew exaclywhat
t
t
hece
lintwasget
t
ig
n . Wewont
heaco
c un!
t
Mymanagerwasrallyhap
e
pyaboutt
hat
. How i
mpot
rantar
egood
wr
i
t
igs
n kllswi
i
t
ht
hi
sposi
t
in
o ?Whatkn
idofdocumenswo
t
uldIbe
wr
i
t
ig
n ?"

Haveyoueve
rhaddf
i
f
i
cu
l
t
y wi
t

ha

supervs
ior? Wi
t

ha co
worker
? How di

youresov

let
h
econ
f
l

it
c
?

Di
scusso
i n:Youwan
tt
os
how t
hatyoualwayswor
kt
owar
da

prd
o ucies
tv oluint
to oconli
fc,
t andt
hatyoudont
'holda gu
rdgeor

http://www.i
nteve
riwanswes
r.net

32

keepa chi
ponyourshoulder
. Show t
hatyoucanst
i
ckupf
oryour
self
,
na non-conr
at
butdoi
ti
font
i
onal,non-emot
i
onal f
ashi
on. Deli
vert
hi
s
answerwi
h loso
act
t
t feyecont
.
"Thati
sa ver
yi
mpor
t
antquest
i
on. Youar
ewonder
i
nghow Ideal wi
t
h
li
conf
ct
?Well,Iam alwayslooki
ngf
ort
hepr
oduct
i
vesolut
i
ont
o
li
conf
ct
sandIdomybestt
oleavemyegooutofi
t
. If
or
gv
iepeople
of
t
en becauseever
yonehasst
r
ess butwhensomet
hi
ngneedst
o
r obr
besai
d,Idotyt
i
ngi
touti
nt
heopen,andI
N PRI
VATEsoIdon'
t

makesomeone ormyself lookbad. Of

t
enIf
i
ndt
hatt
hecauseof
conf
li
cti
sa mi
sunder
st
andi
ng. SoIappr
oach i
tf
r
om t
hepon
itof
want
i
ngt
ogetclar
i
t
y. Iavoi
daccusat
or
yquest
i
onsli
ke"Di
dyoudo
i
t
?" andusequest
i
onslie"C
k
ouldyoubet
heper
sont
hatddt
i hi
s?"
FOREXAMPLE,onet
i
meatJ
ob"X" "
"Iusuallygetalongwell wi
t
h ever
yone. I
nt
hecaset
hata conf
li
ct
comesup,It
r
yt
of
ocusona pr
oduct
i
vesolut
i
on,r
at
hert
han
per
sonali
t
i
es
. It
r
yt
omai
nt
ai
nr
espectf
orpeop
lenomat
t
erwhatt
hei
r
posi
t
i
on. It
hiki
n ti
spossi
blet
of
i
nda "wi
n/
wi"
n so
lut
i
ont
oever
y
si
t
uat
i
on
. FOREXAMPLE"
"Well Marar
g e,

t Ityt
r oappr
oach conf
li
ctposi
t
i
vely,andtyt
r owor
k
t
owar
da pr
oduct
i
ve"wi-wi"
n
n
r
esolut
i
on. Ityt
r okeeplar
gergoalsi
n
midan
n
df
r

amedi
scussi
oni
nt
er

msoft

hegoalsoft
hecompanyort
he
goalsoft
hetam.
e
FOREXAMPLE,Ioncehada colleaguewhoIflt
e
igme. It
wasalwaysdoggn
houghtaboutt
if
ora whi
le,andt
henmade
i
tcleart
oheri
npr
i
vat
et
hatIwaswi
lli
ngt
olear
nf
r
om her
,butt
hatI
don'
tt
oler
at
eunpr
oduct
i
venegat
i
vecr
i
t
i
ci
sm. Wet
alkedf
ora whi
le
andt
henwehada much bet
t
erwor
ki
ngr
elat
i
onshi
pf
r
om t
henon
out
."

Descri
b
ea t
i
mewhenyouweref
ace
dwi
t

h
probe
lmsorst
ressesatworkt
hatt
ese
td
yourcopn
i gsk
i

l
l
s.
Whatddyo
i

udo
?

Di
scusso
i n:Worp
k lacest
r
essi
sani
ssuef
orever
yone. Don'
tpr
ee
tnd
t
hatyounevergetsr
tessedout
. Youwantt
oshow t
hatyoucandeal
t
r
essandcopewi
t
if
i
cultsi
t
uat
i
ons. Agoodexamplet
ousei
s
wi
h st
h df
a st
yaboutdealigwi
h a ver
yangr
ycli
or
n
t
entorcuso
tmer
.
"Well It
hi
nki
ti
si
mpor
t
antt
or
emembert
hatsr
tessef
f
ect
sever
yone,
andi
ti
si
nevi
t
ablet
hatsomet
i
mespeoplear
egon
igt
ohavebaddays.

http://www.i
nteve
riwanswes
r.net

33

Thati
swhyItyt
r ogv
iepeoplet
hebeneio
ft fhed
t
oubtwhent
hey
seem t
r fse. WhatIdopes
styt
to my
ohavea shotu
ronallyi
r oconrl
r
esponset
oa si
tat
u in
o . Youcant
'necesar
s i
lyconrl
to whathappenst
o
t n
you,butyoucanconrl
to yourrs
e ponse. WhatItyt
r odoi
slenghe
t
het
i
mebewe
t ent
hesrsfl
te su si
tat
u inan
o
dmyrs
e ponse sot
hatI
canie
tf
hecauseofhesrs
d
i.
d ni
yt
t te sanddeciewhat
Icandoaboutt
FOREXAMPLE,onseveal
r ocas
c in
o sIhavehadt
odeal wi
t
h veyi
r r
at
e
r
tallyyelledatme. WhatIddwassayc
i
t alm and
cuso
tmeswhoacu
notlett
hem getundermyskn
i. Irallytidt
e
re oli
se
tnanddeci
de
exact
lywhati
twast
hatwasatt
her
ootofhe
t i
rpo
r blem. ThenI
prv
oi
dedsolui
tonst
hatcouldbecomplet
edwi
t
hi
na speci
f
i
ct
i
mef
r
ame. Ialwaysf
idt
n hatii
tsbestt
of
acet
hoset
ypesofsi
tat
u i
ons
head-onandbeobe
jct
ieab
v
outt
hem. Idomybestt
obepoe
r fssi
onal
andnotgetmyemot
i
onsi
nvolved. Also,It
r
yt
oavoi
dst
rs
e si
nt
he
f
i
r
stplacebyt
ackligdf
n if
i
cultt
asksorconves
rat
i
onssoonerr
at
her
t
hanlat
er
. Doest
hatmakesense?"

Descri
bet
heworkl
o
adi
nyou
rcurren
tor

mostrecentj

ob.

Di
scusso
i n:I
nanswe
r
igt
n hi
squesiny
to ouwi
ll wantt
oshow t
he
i
ntn
e si
t
yandtmp
e oofyourwokhabt.
r
is Show t
hatyouknow how t
o
e eryoudo,dont
'complai
nabouthavn
manageyourwok
rload. Whatv
ig
been"ovewhe
r lmed" orhow eveyd
r aywas"caz
r ybusy." Hi
r
ig
n
Managesar
r elookn
igfr
o employeest
hatar
ecalm i
nt
hef
aceofa
heavywok
rload,andknow how t
roi
iean
t o usedt
owok
opir
t
z
dsayfc
r
ona t
askunt
i
l complei
ton. Show t
hatyouhavemanageda si
gni
f
i
cant
worlo
k adbydevelopn
igce
rat
ies
v oluin
to sfr
o aco
c mpli
shigall
n
ofyour
wor
kont
i
mewi
t
houtsrsigo
te sn utorhavn
igt
osaylat
t
eorwok
r
weekends.
"Well,atmycur
r
entj
obIdohavea pr
et
t
yheavywor
kload. Tomake
suet
r hatIgeteveyhigd
rt n oneont
i
me,andt
ot
her
iht
g san
t darso
d f
quali
t,
y Idoa coupledf
iee
frntt
hig
n s. Frt
is ofall,Iplanchunksofmy
daywheeI
r canwokwi
r t
houtne
itr
r
upin
to . I
'
ll t
aket
wohouswheeI
r
r
dont
'answert
hephoneorcheckemai
l,andIjs
u tcan
r kio
t ut
. Wi
t
hi
n
t
hi
st
i
meItyt
r ocompleeasman
t
yt
asksasposile
sb . Ialsotyt
r o
handleeveype
r iceofpaperonlyonce. Iwont
'woko
r nsomehigjs
t n ut
t
t
lebi
t Iwi
ll tyt
r oshe
c dulet
i
mesoIcanwoko
r na t
askuni
tl
a li
to ot
rssio
tf
fmyli
t FOREXAMPLE,Ideveloped
compleins
hatIcanco
s.
a syse
tm frn
o icomigod
n reswheeI
r
r aco
c mpli
shed"X" Imoiat
tv e

http://www.i
nteve
riwanswes
r.net

34

myselfog
t ett
hr
ough mywor
kloadbykeepn
igi
nmidt
n hatwhatI
f
ii
nsh t
odayIwon'
thavet
odot
omor
r
ow. Doest
hatmakesense?"

Descri
bet
hemostcreat
i
vet
hi
ngyouhav
e

everd
one.
Di
scusso
i n:Cr
eat
ii
vt
yi
sa r
eal valuei
nt
hewor
kplacet
oday. I
ts
i
hr
ough cr
eat
ii
vt
yandi
nnovat
i
ont
hator
gani
zat
i
onsgett
he
t
i
t
i
veedge. Uset
hi
squest
i
ont
odemonsr
tat
et
hatyouar
ea

compet
cr
eat
i
veper
son,anda cr
eat
i
vepr
oblem solver
.
"Oneofmymostcr
eat
i
veaccompli
shment
swaswhenIhadt
o
i
ncr
easemar
ketshar
ef
ora new pr
oductwi
t
houtmaki
nganyi
mpact
onourexs
it
i
ngbudget
. Idevelopeda wodo
r fmout
h mar
ket
i
ng
t
echni
quewheeI
r hadani
ne
tr
ncr
eat
eanonli
neBlogandmessage
boar
drlatdt
e e omycompany'

snew pr
oducs
t. Theit
ner
nmanagedt
he

cone
tn,
t andact
i
velywentoutont
heI
ne
tr
nett
or
ecr
ui
tmember
s. We
st
ar
t
eda communi
t
yt
hatgr
ew t
oover1,
500member
s. Idee
tr
mi
ned
t
hati
feach ofhe
t seact
i
veuser
st
oldj
ustt
hr
eeot
herpeopleaboutour
new pr
oduc,
tt
heni
twouldr
esulti
nani
ncr
easeofover$50,
000
dollar
si
nr
evenueovert
heli
f
et
i
meoft
heseconsumer
s. AndIcr
eat
ed
t
hi
swholepr
ogr
am i
ncludi
ngt
heconr
ti
but
i
ont
ot
hebot
t
om lie
n
wi
t
houta si
ngledi
mei
naddi
t
i
onal budget
. How doyout
hikI
n could
uset
hatki
ndofcr
eat
ii
vt
yt
osolvemar
ket
i
ngchallengesher
eat
Company"X"?"

Descri
bet
here
l
at
i
onshi
pt
hatshoul
dexs
it
bet
wee
nt
h
esupervs
io
randt
hose
report
i
n
gt
ohi
m orher.

Di
scusso
i n:Thi
squest
i
ont
est
syourmat
ur
i
t
yandappr
oach t
o
busi
nessrlat
e i
onshi
ps. Youshoulddemonsr
tat
eyourpr
oe
fssi
on
ali
sm
andunder
st
andi
ngofwhatgoesi
nt
oa goodwor

ki
n
grlat
e
i
onshi
p.
"Well,It
hi
nkgoodcommunc
iat
i
oni
sr
eallyi
mpor
t
an.
t Communc
iat
i
on
shouldbeablet
of
low i
nbot
h di
r
ect
i
ons. Communc
iat
i
onandt
r
ust
.I
t
hikb
n ot
ht
hemanagerandt
heemployeeneedt
oclear
lyunder
st
and
t r
'

sr
oll andr
esponsi
bi
t
i
es. Thatsai
d,Iliet
k okeepmy
each ohe
li
busi
nessr
elat
i
onshi
pspr
oe
fssi
onal. Whi
leIdomybestt
obef
r
i
endly
andpleasantwi
t
h ever
ybody,Idon'
taskquest
i
onsaboutpeople'
s

http://www.i
nteve
riwanswes
r.net

35

pes
ronal lie
v sunlesst
heybigiu
rn t p. AndIdont
't
hiky
n ouhavet
obe
bestr
e dswi
t
hati
t n hatnatr
fin
h yourmanagerunlesst
ssomehigt
ually
evolves. It
hikii
n tsbestt
okeepbusie
n ssandpes
ronal li
f
esomewhat
at,
hepiean
r
dtwar
separ
e andjs
u tkeepyoureyesont
rz
dwokhar
o d
t
hegoalsoft
het
eam andt
hegoalsoft
hecompany."
"It
hikt
n hemostmp
i ot
rantt
higt
n hesupevs
riorcandofr
ot
he
o shi
pi
rvd
henenablet
r
elat
in
spo
iecleargoalsandt
heemployeet
o
r
each t
hosegoals. Theemployeeshouldt
hennotonlywor
khar
dt
o
exceedt
hosegoals,butalsocommunc
iat
eclear
lyandconsi
se
tnly
t
wi
t
ht
hemanageraboutpo
rge
rs,
s oranyi
su
s est
hatmiht
g san
t di
n
t
heway. Agoodwokn
e in
sbasedongoodcommunc
in
rigrlat
o shi
pi
iat
o,
t
rs,
u t andmuu
tal rs
e pec.
t Thatsai,
d Idotyt
r oavodas
i kn
igquesin
to s
aboutpeoplesp
' es
ronal lie
v s,andIdont
't
hiky
n ouhavet
onecesar
s i
ly
be"bestbudde
is" wi
t
h someonet
ohavea goodwokn
rigrlat
e in
o shi
p
i
'
eamwor,
ngalong,andget
t
saboutt
k get
t
i
t
igt
n hejbd
o one. Does
t
hatmakesense?"
"It
hikii
n tsi
mpot
rantt
oundesan
rt dt
hateach andeveyrlat
r e in
o shi
p
i
sdf
iee
frn.
t Ityt
r oconductmyselfpoe
rfsin
so ally,anditr
neactwi
t
hout
anyasu
s mpin
to sorjd
u gmens
t. ThatwayIcanseehow t
he
r
elat
in
o shi
pevolves,andgof
rm
o t
hee
r. Idohavea healt
hyrs
e pect
f
orauhoi
t rt,
y butIalsoliet
k obevaluedfr
o myconr
tiuin
b to s. It
hik
n
o shisar
p
ebasedona gv
g ?"
all r
elat
in
ieandt
ake,r
iht

Whatmot
i
v
at
e
syout
ogot
h
eext
r
a mi

l
e

o
na p
ro
j

ec
to
rj
o
b?

Di
scusso
i n:Wi
t
ht
hi
squesiny
to ouwantt
odemonsr
tat
et
hatyouar
e

a self
-sar
t t
erandt
hatyouar
eablet
omoi
tvat
eyous
relf
. Nobody
want
st
ohavet
olookoveryourshoulderandbea mi
co
r-managn
ig
t
ask-mase.
tr TheHi
r
igMan
n
agerwanst
t oknow wi
t
h cet
rait
nyt
hat
youwi
ll compleey
t ourwoko
r nt
i
mewi
t
houthavn
igt
obenaggedor
montrd
ioe . Youshouldshow t
hatyouar
emoiatdb
tv e ya combn
iat
in
o
ofitral
nen andexen
tral at
tiue
rb tsorgoals. Forn
isan
t ce,youwantt
o
demonsr
tat
et
hatrs
e ponsiit
bliyi
spar
tofyourese
s ni
tal natr.
ue Show
sto
rngitral
nen belif
esandehi
t csast
heyrlat
e et
omoiat
tv igy
n ous
relf
t
opull t
hru
o gh fr
ot
hetam
e
andfr
o yous
relf becausei
t
'
st
her
iht
g
n odo. Also,show t
tral matr
al goal you
t
higt
hatyouhaveanexen
ei
ktwar
k et
t
iga
n
new car
.
wor
o d lieg

http://www.i
nteve
riwanswes
r.net

36

"Youar
easkn
igwhatmoiatsme
tv e
?Well J
i
m,Ihavea rallysrn
e
to g
belifhat
et i
fIwokhar
r
di
f,
ll berware
e d d. Advancementnmy
i
nli
e Iwi
care
e rsi
i mpot
rantt
ome,andIwantt
obers
e pece
tdbymy
manages
r,colleaguesandcli
ens
t. Yousee,I
m itrallymo
t
iatdt
'
nen
v e o
makesuet
r hatmywoki
r sofhih
g quali
t,
y andt
hatIgett
idoneon
t
i
obeknownast
idofpes
k obepo
rudof
me. Iwantt
hatkn
ron. Iliet
whatIdo,andfe
e l goodaboutget
t
igid
n t one. Thatsai,
d Ialsohave
ronal f
n ci
al goalst
t ce,Iam
pes
ian
hatIwoktwar.
r o d Forn
isan
cur
niCoope.
t
r
enlys
t avigfr
n o a new Tub
r oMi
r Ievenknow exacly
r andt
heopt
o st
oge!
tI
'ealrad
whatcolo,
in
hatIam goi
ngt
v
e ysaved
a goodamountofcash fr
ot
hi
s,andIknow t
hati
fIwokhar
r
dIwi
ll
geta goodbonusandIwi
ogetmyde
ram carevensoone.
r
ll beablet
Doyousetgoalsliet
k hi
sfr
o yous
relf
?If
idirallymoiatsme
n te
tv e
."

Gi
vemeanexampl
eofa t
i
meyoudi
d
moret
hanwhatwasrequi
redi
nyourj
ob.
Di
scusso
in:Fort
hi
squesiny
to ouwantt
odemonsr
tat
eyournt
iii
at
ie
v.
Doyouf
idwokt
n
r hatneedst
obedoneandt
hendoi
t
,ordoyouwai
t
ar
ounduni
tl youar
etldwhat
o
t
odo?Youmaywantt
oshow how you
havepthe
nonpoe
rjcsi
ch youween
r otn
ivolved,u
jstsoyou
ic di
t nwhi
canhelpoutt
heover
all ef
f
or
t
soft
hecompany. Youmayalsowantt
o
i var
eyofhig
t n st
tiey
show t
hatyoudda
it
hatweeo
r us
d ourjb
o
desr
cit
pini
o nod
rert
okeepa ce
linthappy.
"OKsue
r. I
'eg
v oneaboveandbeyondmanyt
i
mest
hru
o ghoutmy
care.
e r Moslyt
t okeepce
linshap
t
py,ort
omakesuet
r hatsomehig
tn
happensont
i
mewhenilo
t okslieimiht
k t g belat.
e Also,Ihaveno
prb
o lem helpn
igohe
t rpeopleoutwi
t
ht
hig
n saslongasmywoki
r si
n
rjctso
i ntac
me
goodshapeandmytam'
e spoe
r k. FOREXAMPLE,onet
i
Ihada clin
e tt
hathadanug
rentneedt
ohavea poe
rjctcomplee
td
ear
ly. Ipo
rmi
sedt
hece
lintt
hatIwoulddoi
t
,butIddn
i otwantt
hi
s
t
ounai
fr
lyi
mpactmytammatsshe
e
e c dules,soIsay
t edlat
et
hre
e
niht
g si
na rw
o t
odowhatito
t o kt
ocompleet
t hepoe
rjc.
t It
hen
actallydo
u
rvet
hecomplee
tddocumenat
t int
o wohousd
r ownt
ot
he
clin
e tona Satray
ud . ThatwayIensue
rdt
hatt
hece
lintwouldbe
oreigf
d rn rm
o t
hecompanyfr
o year
st
ocome. Whatar
et
hemost
i
mpot
rantshot
rt
em
r goalsfr
ot
hi
sdeparme
t ntwheeane
r
xr
ta ef
fr
ot
e
ea df
frnce?"
couldrallymak
iee

http://www.i
nteve
riwanswes
r.net

37

Whatdoesi
obes
uccessu

fl
?

tmeant
Accor
di
oyourd
e
f
ngt
ii
nt
i
on,
how
successu

f lhaveyoubeensof
ar? How d
o

youdet
er
mi

n
eorev
alat
u
esuccess
?

Di
scusso
i n:Thi
squesini
to saboutholi
si
tct
hikn
n ig. Youranswerwi
ll
r
ele
f ctonyourvalues. Geneally
r ,suce
c sshast
odowi
t
h secui
rt
yanda
rai
otlevel. Youwi
ogv
cet
ncomfr
ll wantt
iea geneal
r answe,
r butalso
r
elat
eyourd
iea ofsuce
c sst
oyourcare
e rgoals.
"Suce
c ssi
sa senseofwell-ben
ig,att
hehear
tofi
t
.I
tsab
i oute
felig
n
goodaboutwhatIdo,knowigt
n hatIcangot
owoke
r vey
rday
knowigt
n hat"challengesequal sklls
i ." Icanbei
nt
hezone,wokhar,
r
d
andberware
e d dfr
hat
hef
yt
ot
. ThatwayIcanhavet
lexbli
iit
odo
t
higt
n hig
n si
nli
f
et
hatIwantt
odoous
tieo
d fmywok
r. Thatic
n ludes
t
r
avelig
n ,i
fshig
n ,andspendn
igt
i
mewi
t
h myf
ami
ly. Yes,Ife
e l Ihave
beenpe
c sfl
arwi
t
heusual upsanddowns. Andyes,I
rt
t
ysuce
su sof
ht
am happyaboutwhatIhaveaco
c mpli
shedsof
arnmyc
i
are,
e r andI
dont
seeanyras
e onwhyIwont
'coniu
tn et
obesuce
c sfl.
su What
woulda pes
ronneedt
odoona dai
lybasi
si
nod
rert
obesuce
c sfl
su at
t
hi
sposi
t
i
on?"
"Suce
c ssfr
o mei
ssuce
c ssfr
o myselfaswe
,
ll assuce
c ssfr
o myco
woresan
kr
dmycompany. Suce
c sst
omei
sasa senseofwell-ben
ig
andsat
i
sf
act
i
ont
hatcomesf
rm
o usigmys
n
kllst
i oovec
romepo
rblems
ef
fcie
e tv ly. I'
tsaboutevey
roneonmytam
e
fe
e ligg
n oodaboutt
hejb
o
wear
edon
ig,andhavn
igpiei
rd nt
hequali
t
yofourwok
r. Thatkn
idof
suce
c ssont
hejbtan
o r slatsit
e nosuce
c ssi
nli
f.
e Iknow t
hati
fIwok
r
har
d,Iwi
ll berware
e d dandIwi
ll advanceandear
nmoes
r ot
hatI
canhavet
hef
lexbli
iit
yi
nli
f
et
ot
akege
ratvacat
in
o sandpo
rvd
iefr
o
myf
ami
ly. I
'eb
v eensuce
c sfl
su t
hru
o ghoutmycare
e r wi
t
ht
he
nomal
r
upsanddowns andbasedonwhatyouhavesai
dtd
o ay,I
dont
'seeanyras
e onwhyIwouldn'
tcont
iu
n et
obesuce
c sfl
su wi
t
ht
hi
s
posi
t
in
o . WhatwouldIneedt
odoheei
r nod
rert
obea suce
c s?
s"

Whatwast
hebes
tdecso

ii nyouever

made? Whatwer
et
heal
t
ern
at
i
ves
? Ho
w

dyougoabou
tmaki
d
i
n
gi

http://www.i
nteve
riwanswes
r.net

38

Di
scusso
i n:Thi
squest
i
onchecksyourj
udgmentanddeci
si
onmaki
ng
pr
ocess. Tyt
r ogi
vea bgp
i i
cu
tr
eexample,andshow t
her
eper
cussi
ons
t
hatyourgooddeci
si
onhadonyourli
f
e. Agoodanswercouldi
nclude
scussi
nghow youcamet
ot
hedeci
si
ont
ot
ar
getandt
akea jbwi
o
t
h
di
a pastemployerwher
eyouhavehadsuccess. Or
,youmaywantt
o
t
alkabouta moveyoumadeacr
osst
hecounr
tyandhow t
hatopened
upnew door
sf
oryou. Makesur
eyoushowedhow youevaluat
edt
he

alt
er
nat
i
ves. Youmaywantt
odi
scussanyf
or
mal deci
si
onmaki
ng
modelsyouused.

"I
st
hi
sa quest
i
onaboutmydeci
si
onmaki
ngpr
ocess?OK. Well,f
or
mostbi
gdeci
si
ons,It
r
yt
odoa S.W.O.T. analysi
s. Iout
li
net
he

St
r
engt
hs,Weaknesses,Opporu
tni
t
i
es,
andThrat
e sassoc
i
at
e
dwi
t
ha
cour
seofact
i
on. Ar
eyouf
amiar
li wi
t

ht
hemodel?Sot
henyouknow
t
hatSt
r
engt
hsandWeaknessesar
esomehigt
t n hatyouar
eawar
eof
it
ner
nallywi
t
hi
ny
our
self
,orwi
t
hi
nanor
gani
zat
i
on. Opporu
tni
t
i
esor
Thrat
e sar
econdi
t
i
onsexe
tr
nal t
oyour
self
oryouror
gani
zat
i
on. Iused
t
hi
st
yp
eof
analysi
swhenIf
acedt
hebgd
i eci
si
onofwhi
ch companyt
o
t
ar
getwhenf
ii
nshedcollege. It
ooka goodlookatmyownst
r
engt
hs
andweaknessesandt
hent
r
i
edt
oi
dent
i
f
yt
heopporu
tni
t
i
esand
t
hr
e
at
sr
e
latdt
e
ot
hevar
i
ousposi
t
i
onsandcompani
esIwast
ar
get
i
ng.

I
c
hos
et
oj
oi
nCo
mpany"X" becauseofmyst
r
engt
hsi
nelecr
ti
cal
powerhandligan
n
alysi
s,andIalsot
houghtt
hatCompany"X" would
allow met
heopporu
tni
t
yt
odevelopmyski
lls event
hough t
hepay

wasnotashih
g asanot
herj
obIwasconsi
der
i
ngatt
het
i
me. Ther
e
wer
ealsoot
heralt
er
nat
i
vest
hatIr
uledout
. Ideci
dedt
oj
on
i
Company"X",andboyddI
i maket
her
i
ghtdeci
si
on!Ihada f
anas
t t
i
c
exper
i
enceatco
mpany"X". Ilear
nedsomuch,andIwaspr
omot
ed
t
wi
ce. Ihavealsodon
ea lotoft
hi
nki
ngaboutmycar
eerr
ecent
ly,and
Ihavedee
tr

mi
ne
dt
hatj
onn
iigyourcompanywouldbet
hebest
possi
blemovef
ormebasedonmyownst
r
engt
hsandt
he

opporu
tni
t
i
esavai
lableher
e. Ir
eallydot
hikI
n havea lott
oof
f
eri
n

t
er
msofmaki
ngyourpr
oj
ect
sa success."

Whatse
t p
sd
oyouf
ol
l
o
w t
ost
u
dy a

pro
bl
e
m beo
f r
emaki
n
ga d
ecso
iin
?

Di
scusso
i n:Youwantt
oshow t
hatyoumakedeci
si
onsi
na logc
ial
f
ul way. Show t
hatyouunder
st
andt
hatt
hedeci
si
onsyou
andt
hought
makehaveani
mpactonohe
t r
s. Alsoshow t
hatyoucanmakea

deci
si
onef
f
i
ci
ent
ly,andt
hatyouar
ealwayslooki
ngt
osavet
i
meand
money.

http://www.i
nteve
riwanswes
r.net

39

"WhenImakea deci
si
on, Ibasi
callyt
r
yt
omanager
i
sk. Imakea li
st
ofpossi
blecour
sesofact
i
on,andt
henIexamiet
n hebenef
i
t
sand
poe
tnt
i
al r
i
sksofeach. I
'
ll dot
hi
sment
ally,onpaper
,ort
hr
ough a
di
scussi
onwi
t
h mycolleagues. Basi
callyIt
r
yt
omakedeci
si
onsbased
ont
hebestpossi
bleouc
tomewi
t
ht
helowestpr
obabli
it
yofr
i
sk. Ido
t
endt
obeso
mehigo
t
n fa r
i
skt
aker
,however
,soof
t
enIwi
ll choosea
r
i
ski
erdeci
si
oni
ft
hebenef
i
twouldbesi
gni
f
i
canlyhi
t
gher
. Iai
m hi
gh,
andIwantt
oachi
hi
evegr
eatt
ngsi
nmycar
eer
,andIt
hiky
n ouhave
t
ot
aker
i
skst
odot
hat butcalculat
edr
i
sksmadet
hr
ough car
eu
fl

deci
si
onmaki
ng."
"Thati
sa g
r
eatquest
i
on . WhenImakedeci
si
onsItyt
r olookatt
he
i
mpactt
hatmyd
eci
si
onwi
ll haveonmycowore
kr
sandcli
ens
t,andof
cour
seIkeept
hebi
gpi
cu
tr
ei
nmi
n d. Ityt
r oseehow mydeci
si
o ncan

benef
i
tmeandmyt
eam bysavi
ngei
t
hert
i
meormoney,orbot
h.
r
Ever
ydayi
sa ser
i
esofsmall deci
si
ons,andIt
yt
oali
gnt
hem all wi
t
h
t
helar
gergoalsoft
hepr
oj

ec,

ti
ft
hatmakessense. SoIsu
tdyt
he

pr
oblem t
ose
ewhatki
ndofi
mpactdi
f
f
er
entcour
sesofact
i
onwi
ll
have. Mos
t
lyonef
f
i
ci
ency,t
i
me,andmoney f
orbot
ht
hepeopleon
mytam,
e
andt
hep
r
oj
ectasa whole. Doest
hatansweryour

quest
i
on?"

Whati
st
hebestt
hi
ngyouhaveever
done? (or)Whati
st
hebestt
hi
ngt
hat
everhappenedt
oyou?
Di
scussi
o
n:Thi
si
sa v er

yope
nende
dquest
i
ont
hatyoushouldbe
pr
epardf
e or
. Don'
tlett
isu
tmpyou!Show t
hatt
he"bestt
higy
n ou
haveeverdone" wasanaccompli
shmentt
hatyo uwore
k dtwar
o dover
a per
i
odofi
tme notsomehigt
t n hat"happenedt
oyou." Answer
i
n

t
er
msoft
hebestt
higy
n ouhaveachi
eved. Di
scusshow youusedyour
desi
r
ableBehavi
or
al Compee
tnci
esliep
k lannn
ig,r
esour
ceu
flness,and
t
enaci
t
yt
oaccompli
sh "t
hebestt
higy
n ouhaveeverdone." Usea
maj
ormi
leso
tnei
nyourli
f
easanexample ,oryoumayalsousea
volune
teract
ii
vt
y,orsomeohe
t ract
ii
vt
ywheey
r oumadea maj
or
di
f
f
er
encei
not

her
peop
le'
sli
vest
hr
ough yourownhar
dwo
r
kor
br
av
er
y.

"Well Marar
g e,
tI
'
dsayt
hatt
hebestt
higI
n haveeverdonei
schoose
t
ogoi
nt
ot
hef
i
eldofHumanResour
ces. Af
t
er t
r
yn
iga coupleof
di
f
f
er
entj
obsaf
t
ercollege,If
i
nallygota goodsenseofmyown

http://www.iteve
n riwanswes
r.ne t

40

abit
lii
esandIwast
henwasablet
odet
er
miet
n hebestplacefr
o mei
n
t
hewokn
r . Irallymad
e
ea goal ofget
n noHR,andI
rigwold
t
igit
mot
iatdmy
v e
selforallywokhar
t e
r
dt
osu
tdyandrade
e
veyhigI
rt n
t dbestpaci
i ut
e
couldaboutHRdeparme
t nsan
r tces. Ialsoddq
iea fw
i
nfr
omat
in
o al itriwswi
neve
t
h peoplewhohadge
ratcaresi
e r nHR. I
knew t
fIkepttyn
heposi
t
o wane
hati
rig,Iwouldgett
inI
td. WhenI
f
iallylan
n
deda posi
t
ini
o nHRatCompany"Y",Iwasovejy
ro ed!I
t
r hatIshare
it
o
wast
heet
p nedmypeopleskllsaswe
i
ll asmyabli
yt
developandi
mplementpo
rcese
s sandpo
rcedue
rs. FOREXAMPLE
c sfl
n e,andI
'eflt
Yousee,Ihavebeenhappyandsuce
su eversic
v e
r
eallygr
eataboutwhatIdodayt
oday. SoIwouldhavet
osayt
hat
choosigt
n ogoit
noHRwast
hebestmoveIhaveevermade. What
aboutyou?Whatwouldsaywast
hebestt
higt
n hatyouhaveever
done?"

What
'
soneoft
hehardes
tdecso
iins

you
'

omake
?

v
eeve
rhadt
Di
scusso
i n:Thi
squest
intssy
o e t ourehi
t c,
s beli
ef
sanddeci
sin
o
makigabli
n
it
is
e . Makesuey
r ou"sell" youranswerandrallymak
e
et
he
casefr
o speci
i
f
callywhyt
hedeci
siny
o ouhadt
omakewasa df
if
i
cult
one. Useanexamplef
r
om youcar
eer notf
r
om yourper
sonal li
f
e.
n olvea deci
sint
o oleavea jb
sint
o o
Yourexamplemayiv
o ,a deci
exposea cowok
rerwhowasds
ihones,
t ora deci
sint
o ochangeyour
care
e rna
i sinf
g ii
cantway.
"Well,It
hiko
n neofhemo
t
stdf
if
i
cultdeci
si
onsIhavehadt
omake
wast
oletgoofanemployeet
hathadt
hatbeenwi
t
h mefr
o seveal
r
year.
s Hi
snamewasJe
o ,andIrallylie
e
k dhi
m. Whenhef
i
rt
s came
redrallyhar,
e
d andItu
rse
mt
v rquali
t
r
on,hewok
tdhi
odelie
ywok
wi
t
h li
t
t
lesupevs
riin
o . Wewok
redrallyc
e
loselytg
o ehe
t ronseveal
r
prjcs
oe t,andweacu
tallyddt
i hig
n stg
o ehe
t rous
tieo
d fwoko
r n
ocas
c in
o . Howeve,
r whenwehadsomesrcual
tu tr changesandhe
pi
ckedupsomemoec
r hallengn
igrs
e ponsiit
bliis
e ,hesare
t tdt
oshow a
pat
tr
enoff
ain
ligt
ofllo
o wt
hru
o gh andcompleet
t het
askshesai
dhe
would. Now,Irallyddliet
e
i k hi
sguy,andknew whathewascapable
ofs
, oIrs
e olvedt
ospeakwi
t
h hi
m andletmyconcen
rsbeknown. I
t
oldhi
mt
hatIwoulddowhatv
e erIcouldt
ohelphi
m besuce
c sfl,
su
un doutt
hatirallyc
oa lastsr
r had
butt
itre
te
amedownt
taw wheeI
m go. Ihadt
frmytam
e
t
olethi
odowhatwasbesto
asmuch asI
li
kedJe
o. I
twasa tu
o gh deci
sinfr
o o me. Haveyoueverhadt
omake
a deci
sinliet
o k hat"
?

http://www.i
nteve
riwanswes
r.net

41

Recal
la t
i
mewhenyouwereassi
gned
whatyouconsi
deredt
obea compl
ex
proj
ect
.Speci
f
i
cal
l
y,whatst
epsdi
dyou
t
aket
opreparef
orandf
i
ni
sht
heproj
ect
?
Wereyouhappy wi
t
ht
heout
come? What
onest
epwoul
dyouhavedonedi
f
f
erent
l
y
i
fgi
vent
hechance?
Di
scusso
in:Thi
squesintssy
to e t ourpoe
rjctplannn
igandpe
rpar
at
in
o
sklls
i . Demonsr
tat
et
hatyoucanyouseet
hebgpcue
i itr,butalso
ie
d ni
tf
yt
hedeai
t lsrlat
e igt
n owhatyouwi
ll needt
ododay-t-d
o ayt
o
compleet
t hepoe
rjc.
t Show t
hatfllo
o wigt
n hecompleino
to fpoe
rjcs
t,
yout
aket
het
i
met
olookfr
o "leso
s nsleare
n d" andbet
tr
e tc
e hnq
iues
t
hatyoucanapplyt
of
ut
ur
epr
oj
ect
s.
"Ihavewok
redonmanycomplexpoe
rjcs
t. It
hikt
n hatt
hemost
i
mpot
higi
oclar
i
yt
rantt
n st
f
hegoalsofhepoe
t
rjctasmuch asyou
cani
nt
hebegn
inn
ig,andt
hence
rat
ea ras
e onablet
i
meliewi
n
t
h
mi
r inf
cantparso
t
rjctwi
ni
shed. Also,
leso
tneswhees
g ii
t fhepoe
ll bef
i
ii
tssmar
tt
ot
acklet
hemostdf
if
i
cultparse
t ar
lyoni
na poe
rjc.
tI
fyou
wai
tt
ouni
tl t
helastt
hi
r
dofpoe
rjctt
i
meliet
n odot
her
i
ske
istormoe
r
challengn
asks,t
ohavelesst
i
ft
iuei
igt
henyouar
egon
igt
melet
of
gr t
outbeoet
fr hedeadlie
n . Also,Iliet
k obe
rakdownlaret
g asksit
nobt
ie
sie
z dchunkssot
hatii
tseasir
et
oknow wheet
r obegn
i. Carfl
eu and
deai
t ledplannn
igi
st
hemostmp
i or
t
antt
higy
n oucandot
omakesue
r
a complexpr
oj
ectgoessmoot
hly. FOREXAMPLE,Iwor
kedonone
year
-longpoe
rjctwheeI
r wasi
nchareo
g f Iwasdeii
fntlyhap
e
py
wi
t
ht
heouc
tomeofmywok
r,andt
heouc
tomeofhepoe
t
rjctoveall.
r
Butlookn
igbackoni
t
,t
heonet
higI
n wouldhavedonedf
iee
frnly
t
wouldhavebeen"
"I
nor
dert
osetupf
orComplexPr
oj
ect"X" atCompany"Y" Ist
ar
t
ed
byouliigt
tnn hemajr
o mi
leso
tnest
hatwouldbeiv
n olvedi
ncompleig
tn
t
hepr
oj
ect
,andt
henIwor
kedbackwar
dst
obr
eakdownt
hewor
kt
hat
wouldneedt
obedonet
omeett
hosemi
leso
tnes. Imadea li
stof
skIcouldt
hiko
t miht
g so
f
o
eveyr
r i
n fhat
tpmeandmytam
e
rm
r
eachigt
n hosemi
leso
tnes,andIt
henaddedsomeconig
tn encyi
nt
he
schedulei
ncaseanyhigc
t n ameup. Ialsomadesuet
r hatmyrll
o and

http://www.i
nteve
riwanswes
r.net

42

r
esponsi
bi
li
t
i
esi
nt
hepr
oj

ec
tweeasc
r
learaspossi
blesoIknew
exact
lywhatIhadt
odo andwhatIdd
in'
t
havet
odo. Weendedup
complet
i
ngt
hepr
oj

ecto
nt
i
me,butt
her
ewer
esomepr
oblemst
hatI

t
hikwec
n
ouldhaveavoi
ded. Iwouldhavechanged"Z" i
nod
rert
o

avoi
dt
hequali
t
ypr
oblemswer
ani
no
t. Thatsai
d,It
hikt
n hatever
y
t
i
meyoucomplet
ea pr
oj

ectyo
ushoulddoa det
ai
ledpost
-more
tm
bot
h onyourownwor,
k andont
hep
r
oj
ectover
all sot
hatyoucan

di
scoverasmany"lessonslear
ned" aspossi
blet
oapplyt
of
uu
tr
e
pr
oj
ecs
t."

Tel
lofsomesi
t
uat
i
onsi
nwhi
chyouhave
hadt
oadj
ustqui
ckl
yt
ochangesover
whi
chyouhadnocont
rol
.Whatwast
he
i
mpactoft
hechangeonyou?
Di
scussi
on:Thi
squest
i
ont
est
syourabi
li
t
yt
ot
hiko
n nyourf
eetand
deal wi
t
h change. I
nt
henew economyyoucanexpectyourposi
t
i
on,

company,andi
ndusr
tyt
ochang
ef
r
equen
t
ly. Youwi
ll wantt
oshow
t
i
ci
pat
eandevenembac
r echangeasi
nevi
t
able-- andt
hat

hatyouant
youknow how t

ot
akeadvanag
t eofi
tr
at
hert
hanfar
e i
t
.
"Well Bob,gv
ient
oday'
st
uru
b lenteconomy,aswell asnewert
r
ends

t
owar
dconst
antn
inovat
i
oni
nourid
n usr
ty,It
hikc
n hangei
sa f
actof
li
f
e. Ityt
r oant
i
ci
pat
echange,andt
akeadvanag
t eofi
t
,r
at
hert
hanbe
r
eact
i
ve,orf
earchange. FORI
NSTA
NCE,
whenIwasatj
ob"Y" we
hada suppli
ert
hatsuddenlywentoutofbusi
ness. Werli
e edont
hem
f
oranessent
i
al par
tofourpr
oduct
. Thef
actt
hatwecouldnotgett
i
f
r
om t
hem basi
callylef
tmehih
g anddy
r Ihadt
of
i
gur
eouthow we

couldsour
c
eano
t
her
vendor
andcomet
oa buyn
igagr
eementwi
t
hout
ser
i
ouslyi
mpact
i
ngour
t

i
mef
r
amef
ordeli
ver
y. Soyoucanseet
hat

t
hei
mpactonmewashuge!Whi
leInevert
houghtt
hevendorwould
suddenlygooutofbusi
ness,Ihadbeenkeepn
igupwi
t
h ohe
t rsi
mi
lar
vendor
sbyrad
e
i
ngt
het
r
ademagazi
nes. Iwasablet
of
i
nda vendor
whosolda si
mi
larpar
tandnegot
i
at
ea decentbuyn
igpr
i
ce. Wehadt
o
delaysever
al cli
ents
hime
p nt
sbya coupleweeks,butt
it
ur
nedout
t
hati
twasrallyj
e
usta small hi
ccupf
orus. Now Imakesur
et
hatI
havebackupsuppli
er
sf
orAL
Lofour
cr
i
t
i
c
al pars
t."

http://www.i
nteve
riwanswes
r.net

43

Descri
besomet
i
meswhenyouwereno
t
very sat
if
si
edorpl
e
ase
dwi
t
hyour

pero
f rmance.
Whatd
i

dyoudoabou
ti

?
Di
scusso
i n:Don
'
tgoit
nodeai
t l aboutanypoorpefr
romance. Choose

somet
hi
ngsi
mplet
odi
su
c ss. Show t
hatyouhavet
heabli
it
yt
olookat
pat
t
en
r si
nyourownwor
kper
f
oman
r
ceandmakechangesand
adj
usme
t nss
t ot
hatyoudon'mak
t
et
hesamemi
st
akest
wi
ce.
"Well,li
kemostpeople,onocas
c inI
o havehadt
of
ii
nsh somet
hi
ngs
lat
e. Ir
eallyhat
et
obelat.
e Thati
swhyi
npoe
r jctplannigI
n t
r
yt
o
bui
ldt
i
mei
nf
orcont
i
ngencyi
ncasesomet
hi
nggoeswrn
o gor
somet
hi
ngget
si
nt
heway. I
nt
i
meswheeI
r havebeenlat
eon
somet
hi
ng,It
r
yt
oi
dent
i
f
yspeci
f
i
ct
hi
ngst
hatmiht
g havecausedme
t
obelat.
e Usuallyi
tcomesdownt
ot
i
memanagement
,pr
i
or
i
t
i
zat
i
on,
anddealigwi
n
t
hi
ne
tr
r
upt
i
ons. Onet
i
meatJb"
o X" Iwasnotablet
o
f
ii
nsh a Cr
eat
ieB
v r
if
e byt
het
i
meIwassupposedt
osubmii
ttt
omy
Managerf
orrve
e iw. It
ooka lookbackatt
heweekandrali
e zedt
hatI
shouldnothavespentasmuch t
i
meonanot
hermoee
r xci
t
i
ngpoe
r jct
t
hatIcouldhaveputof
funt
i
l af
t
erIf
ii
nshedt
hecr
eat
iebif
v re. Also,I
r
eali
zedt
hatrs
e pondi
ngt
oemai
lsdur
i
ngt
hedayi
susuallya t
i
mesuck. So,whatIusuallydonow i
srs
e pondt
oemai
li
nt
hemor
nn
ig,
andt
hennotspendanydon
igt
hatagai
nunt
i
l af
t
er4pm. Ialso
scheduleblockswheeI
r donotanswert
hephone. Ihavef
oundt
hat
t
hi
sr
eallyallowsmet
ost
ayf
ocusedona t
asksot
hatIcancomplet
e
i
tont
i
meandavoi
dben
iglat.
e Iusuallyt
r
yt
olookatpat
t
en
r si
nmy
wor
khabi
t
ssot
hatnevermaket
hesamemi
st
aket
wi
ce. Doest
hat
makesense?"

Descr
i
bea si
t
uat
i
oni
nwhihyo
c
uf
ound
swer
enotupt
oyour

hatyourresul
t
sexpec
t
at
supervs
ior'
i
ons.What

happened? Whatact
i
o
nddyo

ut
ak
e
?

Di
scusso
i n:Agai,
n dont
'goit
nodeai
t l aboutanypoorpef
ror
mance

t n ommont
i
ssuesyoumayhavehad. Choosesomehigc
hathappenst
o
evey
ronef
o t
i
ot
me. Makesuet
r hatyoushow t
r
rm
met
i
hatyouwee
t
relffr
of
ligt
r pt
nothappywi
h yous
ain
owoku
oYOUROWN san
t dars
d,
andshow t
hatyouputmeasue
rsit
noplacefr
o yous
relfsot
hatyou
wouldnotmaket
hesamemi
sak
t et
wi
ce.

http://www.iteve
n riwanswes
r.net

44

"That
'
sa tu
o gh quesin
to . Whi
leIgeneallyd
r
owokt
r hati
sofhih
g
quali
t,
y onet
i
meatJb"Z"
o
Icomplee
tda rp
e ot
rt
hatwentoutt
oa
e twi
t
hewrn
fsedandcalledmy
clin
ht
o gdat
a. Thece
lintwasconu
supevs
rio.
rI
tgotwos
rebecausemysupevs
riorn
isi
se
tdt
hedat
a was
r
iht
i,Ito
o ka bet
g . WhenIwasaskedaboutt
tr
e lookanditre
t un dout
t
hatIhadacie
cd nallyic
t
n ludeddat
af
rm
o anohe
t rpoe
rjc.
t Needlesst
o
r
ase
t
igmys
n
upevs
riorna
i bad
say,Iwasembar
s dboh
t fr
o put
posi
inan
of
ligt
r pt
ysan
ok
t
o
dfr
ain
owoku
omyownquali
t
t dars
d . Ito
sak
tr n dt
a goodlookatwhyIhadmadet
hemi
t eandIdeemie
hatI
wasnotusiga
n
goodnamigc
n onveninfr
to o f
i
lesonmycompue,
tr and
Ihadpulledt
o gdat
a. Tomakesuet
r hi
i othappenagai
hewrn
sddn
nI
cratda
e e
namigs
n yse
tm wheeI
r couldeasi
lyie
d ni
tf
ydocumensb
t y
t
her
if
i
lename. Fo
rm t
henonoutIalsomadesuet
r oTRIL
P ECHECK
anyrp
e ot
rsbeoes
fr endn
igt
hem outt
ot
hece
lintnod
i rert
ovei
rf
y
t
hatt
heyweeacu
r
cr
at
e. Inevermadea mi
akeliet
st
k hatagai!
n"

Gi
vemeanexampl
eofa t
i
mewhenyou
t
ri
edt
oaccompl
i
shsomet
hi
ngandf
ai
l
ed.
Wereyoudi
scouragedby t
hi
s? Whatdi
d
youdoabouti
t
?
Di
scusso
in:Dont
'goit
nodeai
t l aboutyourf
ai
lue
r. Choosean
examplet
hatddn
i othavea ge
ratmp
i actonyourcompanyoryour
colleaguesandt
e igwhat
youleare
n df
o t
he
henfc
o usonrlat
n
rm
expein
re ceandhow youapplidt
e hatt
oftr
uuegoals.
"Well,onocas
c inI
o havesetdeadlie
n sfr
o poe
rjcst
t hatweeto
r o
rsie
r rmi
v rwi
t
nt
agge
sv ,orIove-po
sedwhatIcoulddelie
hi
he
t
i
mer
fame. FOREXAMPLE Soyousee,rm
fo t
hatIleare
n dt
hatI
shouldbuldi
i nconig
tn encyt
i
meit
nomyshe
c dulesi
ncasesomehig
tn
goeswrn
o g,AND Ishouldcarfllyc
eu
onsie
d rt
hewokt
r hatneedst
obe
donebeoeI
fr commit
t oa duedat.
e Doest
hatmakesense?"
"Sue
r. Lk
ieevey
rone,Igetdso
ic uag
r edf
rm
o t
i
met
ot
i
me. Iget
di
so
c uag
r edmoslywhe
t
nune
rsolvedpo
rblemslig
n erfr
o tolo
o ng,or
whent
asksst
ar
tt
or
ackupi
nmy"t
odo" li
st
. Iliet
k ors
e olve
o lemsassoonasIcan sot
hatIcanfc
owar.
prb
o usonmovn
igfr
d
c in
ie
n eronmyli
s,
e
Ocas
o allyIhavelettmslig
t butevey
rdayIrally
f
ocusonget
t
ige
n veyhigd
rt n onesoIcansar
t trs
fe h wi
t
h a cleanslat
e
eveywe
r
ek. How doyouhelpyourtam
e
pir
roi
t
iet
z asks"
?

http://www.i
nteve
riwanswes
r.net

45

Whatdoyoureal
l
y wantt
odoi
nl
i
f
e?
Whatdoyouseeyoursel
fdoi
ngf
i
veyears
f
rom now? Tenyearsf
rom now?
Di
scusso
in:Thi
scanbea tu
o gh quesin
to . I
tsv
i eyo
r penended. Be
prp
e ,andpaci
oyourcare
er
e ard
r tceyouranswe.
r Relat
eyouranswert
jciei
f
hatt
heHi
goals,butalsoshow a lare
g robe
tv nyourli
et
r
i
ng
Managercanrlat
e et
o liehavn
k
igt
hesecui
rt
yofknowigt
n hatyou
canpo
iefr
ami
igt
aket
he
rvd
o yourf
ly,orhavn
heearigp
nn owert
ot
t
ypeofrg
e ularwitr
ne skivacat
in
o st
hatyoueno
jy. Makesuey
r ou
ic
n ludet
heposi
t
iny
o ouar
eitriwigfr
neve n o asani
mpot
rantpar
tof
your"f
iey
v earplan."
"Well,asImenin
to ed,mycare
e rsv
i eyi
r mpot
rantt
ome. I
tswhat
i
I
am mosto
fcusedoni
nmyli
f
er
iht
g now. Irallyd
e
owantt
hi
sjb
o
becauseIknow iwi
t ll allow met
odogoodwokan
ot
r
dpefr
rom t
he
bestofmyabli
it
is
e ,andIknow t
hatwi
ll t
akemeplaceswi
t
hi
nt
hi
s
oranz
g iat
in
o . Iwantt
owokhar
r
datt
hi
sjbs
o ot
hatIcanbepo
rmoe
td
her
eandhavea lenghytn
t e ue
r. Wi
t
hi
nf
iey
v ear
sIwouldliet
k obeat
t
hemanagementlevel,andwokn
rigtwar
o dt
heVPlevel wi
t
hi
ntn
e
i ar
e because
year.
s Suce
c ssi
nmycare
e rsp
tofwhatIwantoutofli
f,
Iwantt
oeno
jywhatIdo,dogoodwok
r,andberware
e d dfrt
o inc
iely.
Iwantt
yofknowigt
rvd
o
ohavet
hesenseofsecui
rt
n hatIcanpo
iefr
myselfandmyf
ami
ly. Ialsowantt
ohavet
heearigp
nn owersoIcan
savefr
ot
heftr,
uue andt
akerg
e ularskiweekendswi
t
houthavn
igt
o
wor
r
yexcesie
sv lyaboutmyf
ian
n ces. Thatsai,
d becomiga
n
rs
e pece
td
execuieat
tv
t
heVPlevel i
smylong-tr
em goal. WhatcanIdoheet
r o
bestpon
itmyselfi
nt
hatdrcin
ie to ?"
"Eveyt
r hreo
e rouryear
sIesab
t li
sh longtr
em goalsandobe
jcie
tv s,
andItyt
r orve
e iw t
hem eveyq
r uare.
tr Ityt
r okeept
hem rali
e st
i
c,
andIase
s sst
hem i
nrlat
e int
o owheeI
r cur
r
enlyam.
t
Mycur
r
entplan
obvo
iuslyic
n ludesa movetwar
o dmoec
r hallengn
igandsat
i
syn
fig
wor,
k andt
hati
swhyIam heetd
r o ay. Besie
d st
hat
,Ife
e l rallyg
e
ood
h mypes
ronal goals. I
nf
v ear
sIwouldliet
k o
aboutwheeI
r am wi
t
iey
be"

Whatwas t
he l
astbook you read? Movi
e
yousaw? Sport
i
ngeventyouat
t
ended?
http://www.i
nteve
riwanswes
r.net

46

Di
scussi
on:J
us
tanswert
hequest
i
onaboutt
hebook,i
fyouhavea

choi
ce. I
fyoumustc
hoosea f
i
lm,r
ee
frt
oanunconr
tover
si
al "f
ee
l
good" f
i
lm. Ment
i
ont
wobooks. Thef
i
r
stshouldbea t
i
t
lerlatdt
e e o
busi
ness,oryourf
i
eld. Ment
i
ont
hi
sbooki
npassi
ng,andt
hendi
scuss
cat
a bookyour
eadf
or
lei
sur

ei
no
re
d r
t
oi
ndi
ebalancei
nyourli
f
e.

"Ir
ecent
lyr
e
ad"X" byAlanSmi
t
hee. Thatr
eallygavemesome
per
spect
i
veonchangesi
nt
heAdvers
t
ii
ngI
ndusr
ty,butt
hebookI
enj
oyedmostr
ecen
t
lywas"TheFi
vePeopleYouMeeti
nHeaven" by
Mi
t
ch Albom. Thatbookwasa rallyrlax
e
e i
ngr
ead. Haveyouhear
dof
i
t
?"

Doyouhaveany hobbi
es? Whatdoyoudo
i
nyoursparet
i
me? Whatwoul
dyoul
i
ke
met
oknow aboutyout
hati
snotonyour
resume?
Di
scussi
on:Youwantt
oshow t
hatyoui
ndeedhavehobbi
esous

ti
de

ofwor
kandt
hatyouar
ea well-r
oundedper
son. Tyt
r oli
stwholesome
act
ii
vt
i
es,anddon'
tgoi
nt
odet
ai
l. Eveni
fyour
eallydoliec
k ollect
i
ng
J
apanes
eact
i
onf
i
gur
es,t
hei
ne
tr
ve
iwerdoesnotneedt
okno
w about
youresoe
tr

i
ci
ne
tr
ess

t. Li
st
i
n
gso
mehigc
t
n r
eat
i
vebutnott
o
oi
nvo
lved
i
sgood.

"Wokan
r
dben
igsuccessu
fl i
nmycar
eer
i

sr
e
allyi
mpor
t
antt
ome,but
ous
ti
d
eofbusi
ness,Ien
j
o
ywor
ki
ngout
,playi
ngsof
t
ball i
na league,
anddon

igwoodwor
ki
ngpr
oj
ect
sont
heweekends. Ialsoeno
jyhi
ki
ng
wi
t
h myf
ami
lyandf
r
i
ends. Doyouli
kehi
ki
ng?If
i
ndi
tr
eallygi
vesme
clar
i
t
y."

Ifyouhadsi
xmont
hsaheadwi
t
hno
obl
i
gat
i
onsandnof
i
nanci
alconst
rai
nt
s,
whatwoul
dyoudo?
Di
scussi
on:Thi
squest
i
oncanbea zi
nger
.I
ti
sver
yopenended. You
shouldshow yourenr
tepr
eneur
i
al spr
ii
ther
e,ormakeyouranswer
elatdt
e oben
igwi
t
h yourf
ami
ly. Tyt
r obr
i
ngt
hef
ocusbackt
oyour
r
car
eerandt
hejbat
o
hand.

http://www.i
nteve
riwanswes
r.net

47

"Well,It
hikI
n wouldliet
k ospendsomet
i
mewi
t
h myf
ami
lyand
f
ocusonmakn
mpo
igi
rvemenst
t oourhome. Iwouldalsot
aket
he
t
i
met
olear
nsomenew skllsrlatdt
i e e omycare.
e r Iwantt
ot
akea
ri
ysot
hatIcanbemoee
r f
fcieat
classon"X" att
helocal unv
ies
t
e tv
myj
obandevenu
tallybepo
rmoe
tdt
oVP. Iwouldalsoliet
k otav
r el t
o
Euo
i
rigfr
hee
rpeandspendsomet
mewokn
o a companyovert
r. I
haveradi
e nt
hetad
r emagazn
iest
hatt
heyhavedf
iee
frnttc
e hnq
iues
n
nt
n usr
tyovert
r."
concer
nig"Y"
i
he"Z" id
hee

How t
oans
wer
"
Ye
sorNo"Quest
i
ons

Di
scusso
i n:Tur
ns
i
mpleyesornoquesin
to sit
noa launchigp
n adfr
o
yourge
ratexamples. Forananswert
oa yes-o-n
r oquesinlie"C
to k
an
youuseABCsot
fwar
e?" youmiht
g answe:"Y
r es. I
nf
ac,
t Iwast
r
aie
nd
oni
,andatJb"Y"
Ievendevelopedsomenew tc
e hnq
t
t
t
o
iueswi
hi
t
hatweead
r
ope
tdbyt
hedeparme
t n."
t Alwaysgv
iea goodquc
ik
examplewhenansweig"y
rn
es" t
oa yes-o-n
r oquesin
to . I
fyouneedt
o
answer"no" whenirallywo
et
t
, ty
r
te
uldbebet
tr
oanswerwi
h a "yes"
t
oavodt
i he"no" byusigs
n omeofhe
t seanswes
r:
"Yes,Icet
railyhav
n
ehadsomeexper
in
e cewi
t
h po
rduct
sliet
k hat
."
"Yes,Iam f
amiar
li wi
t
ht
hoseaco
c unigpaci
tn r tcesi
ngeneal,
r and
haver
eadaboutt
hem."
"Yes,Iwasi
na si
tat
u ins
o i
mi
lart
ot
hat
.I
twasatCompanyXYZ"
"Yes,Ihavehadsomeexposuet
r ot
hosetc
e hnq
iues. How doyouuse
t
hem her
e?"
"Yes,Ihaveexpein
re cesi
mi
lart
ot
hat
."

Youmay beoverqu
al
i

i
e
dort
oo

expere
ince
df
o
rt
heposi
t
i
o
nwehavet
o

o
f
f
er.

Di
scusso
i n:Thi
si
snota fnt
u higt
n ohearwhenyourallywan
e
tt
he
j
ob,orrallywan
e
tt
oget"i"
n ata pari
tcularcompany. Youneedt
obe
e ardt
hi
y eofobe
jcinf
o a poe
tal employe.
prp
e ospeakt
ot
stp
to rm
tni
r
Managesar
r eaf
r
ai
dt
hatoveq
ruali
f
ide
e mployeeswi
ll lookt
omoveon

http://www.i
nteve
riwanswes
r.net

48

t
oohe
t rj
obsa shor
tt
i
meaf
t
erben
ighi
r
ed,soyouwi
ll wantt
o
demonsr
tat
et
hatyouwi
ll becommi
t
t
edanddedc
iat
edi
fhi
r
ed.

"Well J
i
m,It
hiky
n ouwouldagr
eewi
t
h met
hatsr
tongcompani
es
needst
r
ongpeople. Iknow Iam a st
r
ongcandi
dat
e,andIwantt
o
r
ei
t
er
at
et
hatIdowantt
hi
sj
ob,andIplant
obededi
catdan
e
d
commi
t
t
edt
osay
t i
ngher
e. It
hikt
n hatyouwi
ll ge
ta f
ast
er
r
eu
tr
non
i
nvest
mentf
r
om met
hanyouwouldf
r
om a les
sexper
i
ence
dcandi
e
dat
r xper
becauseIhavemoee
i
encet
hanr
equr
ied. Iknow t
hatt
het
alens
t
t
hatmakemeover
quali
f
i
edwi
ll beusedwell her
e. Iwantt
o
emphasi
zeagai
nt
hatIam i
ne
tr
ese
tdi
na long-t
er
m associ
at
i
onwi
t
h
t
hi
scompany. Idowantt
hej
ob,J
i
m. Ihopet
hatyouwi
ll of
f
eri
tt
o

me."

Whatareyourexpect
at
i
on
sreg
ard
i
ng

promo
t
i
onsandsal
ary i
ncre
ases
? Ho
w

mu
chdoyouexpec
ti

f
weof
f
ert
hi

posi
t
i
ont
oyou
?

Di
scusso
i n:Thequest
i
onofsalar
y,bonuses,benef
i
t
s,andvacat
i
on
t
i
mei
sbestavoi
dedunt
i
l youar
ei
nt
heof
f
erphase. However
,many
employer
sbr
each t
hi
st
opi
cupf
r
ontbeo
fr
eani
ne
tr
ve
iw,oratt
hever
y
begn
inn
igofani
ne
tr
ve
iw. Youneedt
obepr
ep
ar
e
df
ort
hi
squest
i
on.

Mosti
mpor
t
ant
ly,youneedt
oknow t
hemar
ketr
at
ef
ort
heposi
t
i
on
youar
egon
igf
or
. Tr
ynott
ot
alkaboutsalar
yunt
i
l yout
alkaboutyour
owngr
eatquali
f
i
cat
i
onsi
nspeci
f
i
cdet
ai
l. I
tmakessenset
hatyou
shouldbui
ldyourownper
cev
iedvalueashih
g asyoucanbeo
fr
eyou
askf
ort
hemoney. Youwi
ll beablet
opr
i
ceyour
selfhi
ghert
hi
sway. I
f
youf
acet
hequest
i
onofcompensat
i
onupf
r
on,
t andyoucan'
t

r
easonablyputt
iof
f
,t
henf
ac
ei
theadon. Under
st
andt
hepr
obable

salar
yr
ange,andaskf
or
t

hehihe
g stnumber
. ALWAYSASKFORWHAT
YOUWANT,oryouwon'
tgett
i. Youwi
ll r
egr
etlow-balligy
n our
self
,so
askf
ort

hehih
g number
,butmakesur
ei
ti
swi
t
hi
nt
her
i
ghtr
angeso
youdon
'
tappearsu
tpi
dorgr
eedy orpr
i
ceyour
selfoutoft
hej
ob.

Onlyment
i
o
nt
nglehihe
g stnumberi
ketr
t

hesi
nt
hemar
ange-- don'
gv
iet
wonu
mber
s. Also,don'
tbespec
i
f

i
cdur
i
ngt
hei
ne
tr
ve
iw about
yourexpect
i
on
sconcer
nn
igpr
omot
i
onsandsalar
yi
ncr
eases. Youwi
ll
at
wantt
ohavet
hi
sbui
ltit
noyourof
f
erlet
t
er
,oratleastdi
scussedaf
t
er
youar
nt
f
erphase.

ei
heof

http://www.i
nteve
riwanswes
r.net

49

"Myundesan
rt dn
igi
st
hata jbliet
o k hi
sonedawsa
r
salar
yi
nt
he
r
angeof(hehihe
t
g stnumbe)
r. Iam notoutt
omakeanysi
llyrq
t
e uess
r
egarigs
dn alar,
y butIdoexpectt
obecompensatdf
e ai
r
lyfr
ot
hesklls
i
andexpein
re ceIbigt
rn ot
het
able,andt
hehar
dwokan
r
ddedc
iat
in
o
t
hatIputnE
i VERYDAYont
hatjb
o . Iknow t
hati
fIwor
khar
dhee
r
andmakea ral
e i
mpactoncostsavn
igsandrv
hent

he
e enues,t
prmo
o t
i
onsshouldfllo
o w nat
ually
r .I
'
m notwor
r
idab
e
outt
hat
. Riht
g

now Iam moslyc

t oncen
redwi
t
h demonsr
tat
igt
n hatIam t
hebes
t
posilec
sb andd
iat
efr
ot
hi
sposi
t
in
o ."

Why shoul
dwehieYOU?
r

Whatc
anyou
d
of
o
rust
h
atso
meon
eel
s
ecanno
t
?

Di
scusso
i n:Thi
si
st
heansweryoushouldbasi
callyberp
e eat
igo
n ver

andoveri
ndf
if
ee
rntwayst
hr
oughoutt
hei
neve
triw. Youwantt
otyt
r o
di
f
f
ee
rnt
i
at
eyous
relf
. Show t
hatyouhaveall t
heBehavi
or
al
Compee
tncisrq
e e ur
iedt
osuce
c edatt
hejb
o ,butalsoshow t
hatyou
ar
eunq
iue,df
if
ee
rnt
,andbet
t
ert
hanohe
t rcandd
iat
es. Don'f
t og
rett
o
speakt
ot
heHi
r
igMan
n
ager
'
shid
d enneeds whatyoucandot
o
makehi
sorherjbe
o asir
e andmaket
hem lookgood. Relat
eyourpast
exper
i
encesofsuce
c ssi
nsolvi
ngpe
rvo
iusemployerpo
r blemst
hatar
e
si
mi
lart
ot
hoseofhepo
t
rspeciee
tv mploye.
r
"Bob,It
hikI
n havedemonsr
tatdt
e hatIhavet
hefc
o usedwokhabt,
r
is
prb
o lem solvn
igabli
it
is
e ,andpeopleskllst
i hatiwi
t ll t
aket
odoge
rat
wor
o youandsuce
c edi
fIji
e
hatI
kfr
onyourtam.
Iwouldalsosayt
am unq
iue,df
iee
frnt
,andhopeu
fllyt
hebestcandd
iat
ef
ort
hi
sposi
t
i
on
basedonmyexe
tnsiee
v xpein
re cei
nhandligb
n usie
n sschallenges
exaclyliet
t k hoset
hatyouf
aceevey
rday. It
hikmyu
n
nq
iueand
ide
re ceswi
h compane
is"X","Y",and"Z" df
frni
e
var
e xpein
t
iee
tatsme
f
rm
o ohe
t rcandd
iatst
e hatmiht
g havea skll-s
i etsi
mi
lart
omie
n. I
'
m
conie
fd ntnsat
i t igt
n hat
. Iam a dedc
iatdan
e
dloyal har
dwok
rerand
I
'
ll dowhatit
t akest
omakeyourpoe
rjcsa
t suce
c ssi
neveyway
r
."

Cl
osn
i gSt
at
e
me
nt
s

Di
scusso
i n:At
t
heendofyourneve
itriw youneedt
o"closet
hesale"
anddeiea
fn
t
i
mer
famefr
o measuab
r le"nextse
tps." I
nclosig
n ,you
ieb
i
o sast
shouldsummar
z yemphasiigy
zn ourquali
f
cat
in
heyapplyt
o
t
hejb
o . Quesin
to sf
rm
o t
heHi
r
igMan
n
agert
hatshouldtig
rg eryour
closigsatme
n t e ntn
iclude:

http://www.iteve
n riwanswes
r.net

50

"Doyouhaveanyhigt
t n oadd?I
st
heean
r
yhigy
t n oudliet
k oadde
rs?
s
Havewemi
se
s dsomehigt
t n hatyoudliet
' k oadd?I
st
heean
r
yhig
tn
t?
else?Doyouhaveanyclosigc
n ommens"
Theclosigsatme
n t e nsy
t oumakeshouldnotbequesin
to s. They
shouldbef
i
r
m satme
t e nsmad
t
ewi
t
h goodeyeconac
t tandan
f
i
r
mat
ien
v od. Youshouldmakef
iesrn
v to gsatme
t e nsc
t oncenn
rig
af
yourquali
f
cat
in
hem of
i
o s. Countt
fonyourf
ig
n esfr
r o emphasi
s. I
ts
i
rancet
r tceyourclosigsatme
ofumo
t stmp
i ot
hatyoupaci
n t e ntand
haveid
t own!Dont
'beaf
r
ai
dt
ori
etr
eat
et
hatyouwantt
hejb
o
but
makesuey
r ouidc
n iat
hebenei
ft
ot
r
n
agerntr
et
st
hehi
igman
i emsof
yourabli
it
yt
of
i
ll hi
sorherhid
d enneeds.
"HaveIlet
fanydoubtny
i ourmidt
n hatIwouldmakea ge
rataddt
iin
o
t
oyourt
eam?"
"Mar
gart
e,Irallyap
e
pe
rci
at
eyout
akn
igt
het
i
met
ospeakwi
t
h me,
aboutt
heposi
t
o f"X" heeat
r
"Y" Company. Whatyouhadt
osay
ino
aboutpoe
rjct"Z" makesis
t oundevenmoee
r xci
t
ig
n !Iam exrme
te ly
i
ntrse
ee tdi
nt
heposi
t
inan
o
dfe
el t
hatmybackgo
rundi
n"A" andmy
niey
n ear
sexpein
re cei
n"Y" rallymak
e
emea srn
to gcandd
iat.
eI
wouldliet
k ofllo
o w upwi
t
h younextweekt
oseewheey
r ouar
ei
nt
he
n rces.
ig
fyouneedanyhigf
o mei
n
hi
r
igpo
s CanIgv
ieyoua r
n ?I
t n rm
t
hemeant
i
me liewoks
k
r amples,rfrn
eee ces,ec
t. t
henbyall
meansgv
iemea call orshootmeanemai
k osay
l. LaslyI
t wouldliet
t
hatIrallywan
e
tt
hejb
o ,andIhopeyouwi
ll of
frt
e it
ome. Thankyou
f
oryourt
i
metd
o ay!Ilookfr
owar
dt
ohear
igf
n rm
o youbyWednesday
ofnextweek."
"Now,t
obesuewear
r
eboh
t clearonmyquali
f
i
cat
in
o s,whatyouget
wi
t
h mei
s(eai
d t ledli
stofsklls
i ,Behavoal
ir Compee
tncis
e ,and
benei
ft
sofwokn
rigwi
t
h you) Ar
et
hesekn
idofquali
f
i
cat
in
o syouar
e
lookn
igfr
o?Grat
e !Irallyd
e
owantt
hejb
o ,andIwouldliet
k ohear
f
rm
o youbynextWednesdaybecauseyourdeci
sinwi
o
ll havean
i
mpactondeci
sin
o sIhavet
omakeconcenn
rigohe
t roppotnt
ru iisI
e
am cur
r
enlyp
t us
run
ig. CanIgv
ieyoua call ear
lynextweekt
osee
eyouar
t
hehi
igpo
s
ar
henextse
wher
ewi
ht
r
n rces?What
et
tpswe
shouldt
ake?"
"Bob,weseem t
obei
nage
rementt
hatIhavet
hequali
f
i
cat
in
o s,sklls
i,
aket
osuce
fyoumaket
he
andexpein
re ceiwi
t ll t
c edhee
r?Grat
e !I
deci
sint
o ohi
r
eme,wouldib
t eras
e onablet
oexpecta fr
omal of
fr
e
let
t
erbyThur
sdayofnextweek?"

http://www.i
nteve
riwanswes
r.net

51

"Basedonmyskllsan
i
dexpein
re ce,andwhatIhavepe
rsene
tdhee
r
t
oday,youwouldage
ret
hatIwouldbea ge
rataddi
t
i
ont
oyourtam,
e
'you?Fanasi
e
owantt
o . Icansar
wouldnt
t tc. Irallyd
hejb
t tasear
ly
ast
woweeksf
r
om t
oday. Doest
hatwor
kf
oryou?"
"J
i
m,Iwouldliet
k oaskyout
ohi
r
eme. Ihavet
he"X","Y",and"Z"
i hatiwi
aket
omakeyourdeparme
c s,
skllst
t ll t
t nta suce
s andIhave
t
hesuce
su tac
r krc
r obackt
sup. Irallywan
e
tt
ocomeand
c sfl
e odt
hi
kfr
ll youbemakn
iga deci
sin
o ?"
wor
o you. Whenwi
"Mar
gart
e,Irallyt
e
hikt
n hi
sposi
t
inwi
o
ll uiz
tliemysrn
to gestsklls
i,
such as"X","Y",and"Z". Iknow Iwi
ll bechallengedhee
r,andIwant
t
obesr
tet
chedaboveandbeyondmycur
r
entabli
it
is
e. I
fIam hi
rd
e
on,Iam conie
fd ntt
hatyouandt
hi
sdeparme
t ntwi
ll beneii
ftntr
ems
ofmyabli
yt
it
ohelpt
osolvepo
rblems"A","B",and"C". Iwouldlie
k
t
oaskyout
ohi
r
eme. Iam avai
lablet
osar
t tnt
i hrewe
e
eksf
rm
o
t
oday. HaveIlefan
t ydoubtny
i ourmi
ndt
hatIwouldmakea ge
rat
addt
o oyourtam?
"
iint
e
"Bob,It
hikt
n hatIam somebodywhoi
snotaf
r
ai
dt
omakedeci
si
ons,
butIam alsoa tam
e
playe.
r Ialsoraliet
e z hat"X" and"Y" ar
ekeyt
o
t
hi
scompany'
ssuce
c s.
s It
hi
nkI
'es
v hardwi
e
t
h youtd
o aysomege
rat
hebestposilec
efr
obigo
o
r
easonswhyIam t
sb andd
iat
o yout
rn nt
yourtam.
e
Weseem t
obei
nage
rementt
hatmyskllsan
i
dexpein
re ce
ar
ea ge
fto t
sposi
t
o ,andIdowantt
hejb
t t
ratifr
hi
in
o ,andIcansar
nextweek. Iwouldliet
k ors
e pecfllyas
tu
kyou whatar
eournext
stp
e si
nmovn
igtwar
o danof
fr
e let
tr"
e?
"J
i
m,It
hikwear
n
ei
nage
rementt
hatIhavet
he(eai
d t ledli
stofsklls
i
andBehavoal
ir Compee
tncis
e )t
hatiwi
t ll t
aket
orallye
e
xcel att
hi
s
posi
t
inan
o
dmakea sinf
g ii
cantmp
i actoncostsavn
igsandice
n rased
r
evenues. Also,basedonwhatyousai
dabout"X",Iknow t
hatyouwi
ll
r
eallybeneif
ftrm
o havn
igmeonboar
di
ntr
emsofmyabli
it
yt
osolve
prb
o lemsandmakeyourjbe
o asir
e bydoi
ng"Y". Irallyd
e
owantt
o
comeandwokfr
r o you. Whatar
eournextse
tpsi
nget
t
igmesare
n
t td
her
e?"
"Basedonwhatyouhadt
osayabout"X","Y",and"Z",Irallyt
e
hikI
n
rsst
hechallengesofhi
t Alt
canhelpadde
t sdeparme
t n.
hough Iam
suet
r et
n st
heear
nanyjb
o
hik
r hatt
heear
hig
olear
n ast
r ei
It
n
i
ikleare.
n r Ialsot
n ouweer
r iht
youwi
ll f
ndIam veyq
r uc
hiky
g when
yousai
dmyexpein
re cewi
t
h "A" and"B" wouldbeveyv
r aluablehee
r,

http://www.i
nteve
riwanswes
r.net

52

andIwouldliet
k oaskyout
ohi
r
eme. Whatar
eournextse
tpsi
n
movn
o da fr
igtwar
omal of
fr"
e?

Quest
i
on
st
ous
et
ouncove
rt
hehi

d
den

nee
dsoft
heInt
erve

iwe
r.

Di
scusso
i n:Thru
o ghoutyourn
it
ev
ri
ew,youar
egon
igt
owantt
o

t
ai
loryouranswer
st
ot
hei
neve
triwer
. Each i
neve
triwerwi
ll havehi
sor
herownhid
d enneedsdependi
ngont
hei
rr
oll. Forexample,a pes
ron
i
nHRwi
ll wantt
obeconvn
icedt
hatyouundesan
rt dt
hecop
ror
at
e
cultr,
ue youwi
ll f
ii
tnwi
t
ht
hecompany,youwi
ll getalongwi
t
h
evey
rone,youwi
ll notshow anydsu
irpt
ieb
v ehavir
o al oret
hi
cal
oblems,andt
ll gener
t
pr
hatyouwi
allybeeasyt
odeal wi
h. Apes
ronat
t
heVPlevel wi
ll wantt
oknow t
hatyouar
egon
igt
obeanase
s tt
ohi
s
orherdeparme
t ntandrf
electwell onhi
m orhe.
r TheHi
r
igMan
n
ager
wi
ll wantt
obeasue
s r dt
hatyouwi
ll bedependableandt
hatyouar
e
completlyc
e apableofdon
igwhatit
t akest
obesuce
c sfl
su att
he
t
onyouar
eben
igitriwe
o.
r
ng
posi
i
neve df
r Remembert
hatt
hatt
heHi
i
Managernp
i ar
t
i
cularwi
ll wantt
ohi
r
esomeonet
hat1)t
heyli
ke,and
ar
eliab
k le,2)wi
ll maket
heijbe
r o asir
e ,and3)wi
ll maket
hem look
good. Each i
neve
triwerwi
ll alsohavet
hei
rownsetofhid
d enneeds.
Uset
hefllo
o wi
ngquest
i
onear
lyoni
nt
hei
neve
triw t
ouncoverhid
d en
needssoyoucanf
r
ameyouranswer
st
ospeakt
ot
hoseneeds:
"Whatcouldt
heie
d al candd
iat
edot
omakeyourjbe
o asir"
e?
"Whatwouldbet
hemosti
mporan
t tabli
it
yf
ora pes
ront
ohavei
n
ore
d rt
osuce
c edi
nt
hi
sposi
t
in
o ?"
"Whatar
et
hemostmp
i ot
rantshot
r tr
em goalsfr
ot
hi
sdeparme
t nt
?
Whatar
et
hemostmp
i ot
rantlongtr
em goals"
?
"Whatar
eyourfr
omal goalsasa manage?What
r
kn
idofchallenges
ar
eyouf
acigi
n nmeeigt
tn hesegoals"
?
"How i
syoursuce
c ssandt
hesuce
c ssofyourdeparme
t ntmeasue
rd?"
"Whatdoesyourbossexpectofyouandyourtam
e
i
ntr
emsof
per
f
or
mance?Whatr
eallymakesyourbosshappy?
"Whatquali
t
isar
e
eyoulookn
igfrnt
o i her
iht
g pes
ronfr
ot
hi
s
posi
t
in
o ?"

http://www.i
nteve
riwanswes
r.net

53

"Whatkido
n fquali
t
isan
e
dskllswo
i
uldit
t aket
orallys
e
uce
c edand
makea df
iee
frnceatt
hi
sposi
t
in
o ?"
o roi
yofhep
t
es
t hi
o ?"
"Whatwouldbet
hetppir
t
ronwhoace
c pst
sjb
"Canyoudesr
ciea
tpc
hi
in
b
y ial dayfr
o someonei
nt
sposi
t
o ?"
et
o ayexpecat
o sandrs
e ponsiit
e fhi
o?
"Whatar
heday-t-d
t in
bliiso
t sjb
Whatwouldmaket
hatper
sona super
st
ar
?"
"Whatkid
n sofchallengesar
eyoucur
r
enlyf
t acigi
n nyourdeparme
t n?
t
How tu
o gh a posi
t
ind
o oest
hi
sputyoui?What
n
wouldsolvet
hi
s
pr
oblem f
oryou?"
"How wi
ll myleades
rhi
pandmanagementrs
e ponsiit
bliisan
e
d
per
f
or
mancebemeasur
ed?Bywhom?How of
t
en?"
"Whati
syourbg
igestchallengecomigu
n pi
nt
henexteg
ihtweeks"
?
"Whati
scur
r
enlyt
t hege
rats
e toppotnt
ru iyfr
o youandyour
deparme
t n?T
t hebg
igestt
hrat"
e ?
et
t
e
dskllso
i fhep
"Whatar
hequali
isan
t
eoplewhohavebeenmost
suce
c sfl
su att
hi
scompany?"
"Whydoest
hi
sonet
higme
n
ansomuch t
oyou?"
r
ieat
hat"
"How ddy
i ouar
v
t
?
"How doest
hatsound?"
"I
fyoucouldgv
iemeyourpes
rpecieo
hat "
tv nt
"Wouldyouelabor
at
eont
hat
?"
tnt
itr?"
"How does"X" f
ii
hepcue
"Giemeane
v
xampleof"
"WhatelseshouldIknow about"
"Whatelsewouldhelpmeunder
st
and "

http://www.i
nteve
riwanswes
r.net

54

"Talkt
omeaboutyourexpein
re cewi
t
h new challengesfr
ot
hi
s
depar
t
ment "
"How doyouhandle"X"?
"Whatbohesy
t r oumostaboutwhatyouar
ecur
r
enlywokn
t
rigon?"
'ef
u tatdb
t asir"
e?
"Isenseyour
rsr
e y"X" Whatwouldmakeie
"How does"Y" af
e tyourgo
rupandyourabli
yt
fc
it
omakeyour
number
s?"
"Canyouseehow t
heskllsan
i
dexper
in
e ceIbi
rngt
ot
het
ablecould
beneiy
ft ouandyourdeparme
t n?T
t heycould,couldnt
't
hey?What
wouldbet
higI
r hatwouldbeneiy
heonet
n coulddoheet
ft out
he
most
?"
"DoIhaveir
t iht"
g ?
"Am Iget
t
igt
n hepcue
itr?"
"I
st
hati
t"
?
r ogoaheadwi
h "X",whenwouldyou"Y"?How many
"I
fyouweet
t
wouldyou"Z"?
"What
'
syourracin
e to ?"
"Whyexact
lydoyouask?"
"Tell memor
eabout. . ."
"Pleaset
ell meexact
lywhatyoumean."
"Whatmakest
hi
sug
ren?
t"
"Whyi
st
hi
si
mpot
rantr
iht
g now?"
"I
fIcoulddojs
u tonet
higo
n vert
henextt
hremo
e
nhsfr
t ot
he
maxi
mum beneit
ft oyouandyourdeparme
t n,
t whatwouldib
t e?"

http://www.i
nteve
riwanswes
r.net

55

BONUSSECTIONS

HOW TO TELLIFSOMEONEIS LYING TO YOU

I
nt
hebusie
n sswoldt
r heei
r susuallysomekn
idofdeceping
to on
igon.
Whi
leyoushouldalwaysbeanHONESTandETHI
CALper
son,youar
e
boundt
oencoune
trce
lins
t,cowok
res
r,andevenHi
r
igMan
n
ageswho
r
o gh t
her
e t Dontog
'frett
latoutli
e
li
et
hru
iteh.
hatpeoplewhof
ear
boundt
oevenu
tallyf
latont
if
rakt
iteh!
all f
her
aceandbe
her
et
Regarle
d s,
s youneedt
obeablet
osnf
ifoutt
heli
ar
sbeoek
fr ar
ma
c supwi
t
hem. Heesho
odoi
t
cathe
ht
r' w t
.
Wat
ch fr
o bodylanguage!Ali
arwi
ll hesi
t
at
et
omakeeyeconac.
t t
Theyll
doeveyhigt
rt n oavodi
i t
. Ther
iar
m andhandmovemenswi
t ll
seem si
akeuplessspace
tf
fandmechanc
ial. Ther
ibodywi
ll seem t
ot
asi
fclosigi
n naru
o ndt
hem. Theli
armaysr
cath
c behidhi
n
sear
,or
puta handnearhi
otu
smouh.
t Hei
salsounlie
k lyt
o ch anopenhand
sches.
u ,andappeart
i k lyt
t
ohi
t Hemayshrg
oactcasual. Ali
arslie
o
usehumororsaras
c mt
at
hanadde
rsig
odeu
fseyourconcen
rs,r
hert
sn
youseiu
ro sly.
Hi
st
i
migmayb
n
eof
fbewe
t engesue
trsorwod
rs. Hemayshow
unnatr
ual pausesbewe
t ensatme
t e nsan
t df
aci
al expe
rsin
so s. Hi
shead
callyoutofsyncwi
t
heemphasi
sofhi
swod
mi
ghtmovemechani
ht
rs.
Hi
sgesue
trsar
elie
k lynott
omath
c hi
sveb
ral mesag
s e. Hi
st
i
migo
n f
emoin
trsmayseem dsone
ijitd. Expe
rsin
to al gesue
so ssuch as
happn
o ndt
hemouh,
t ise
n tadof
iessorsupi
rrsemaybeonlyshownaru
c fr
o hi
unn
sbodyawayf
rm
t
hewholef
ace. Wath
m trighi
o you. Look
outo
frexaggeatdd
r e eepbe
hs,audb
ileihalat
o s,ordf
rat
n
in
if
i
cult
y
swallowig
n . Theli
arsu
i nlie
k lyt
osan
t dt
all orousrth
ttec hi
sar
ms. He
mayshi
fhi
t sbodytwar
o dt
henears
e text
i. Hemayplaceobe
jcsi
t n
f
rn
o tofhi
m -- liea
k sap
t le,
r ora glassofwatr
e.
I
fa pes
ronso
tnewalls-- gvn
iigt
hei
mpe
rsint
so hathi
smidi
n smade
up-- ii
tsotnanat
fe
tmp
e tt
oli
miy
t ourabli
it
yt
ochallengehi
s
posi
t
in
o. I
fsomeonesayssr
taiht
g awayt
hatheabsolue
tlywont

budge,t
ipo
rbablymeanst
hatHECAN BESWAYED. Heneedst
o
obe
jctcomplee
tlybecauseheknowshell
cavei
ni
fyoupe
rsuehi
s r m.
Theconie
fd ntpes
ronwi
ll usemoeb
r alancedphr
aseslie"I
k
m sor
r
y,
t
hi
si
sbasi
callyt
hebestIcando."

http://www.i
nteve
riwanswes
r.net

56

Apes
ronwhoi
slyn
igwi
ll depes
ronaliehi
z sanswerandusean
absr
s r celie"Y
k
ouknow I
m agais
n tt
hatsot
s
tactasuan

r ofhig
t n . That
'
mor
allywrn
o g." Theywi
ll i
mplyananswe,
r butwi
ll notsat
t ei
t
rcly
armayalsokeepaddn
r
dmoeifr
inu
tl
di
e t . Ali
igmoean
r nomat
o ni
he
sCERTAI
Nt
hathehassoldyouonhi
ssoy
tr. Gult
iypeoplear
e
uncomfrab
ot lewi
h si
lenceandwi
i
nt
t
ll f
ll i
hegapswhent
heyshouldnt
'
needt
o.
Remembert
hati
nTRUTHFULsatme
t e nsa
t f
ast"yesorno" i
sfllo
o wed
t ledexplanat
in
igpes
ronmaypause
QUI
CKLYbya moed
r eai
o . Alyn
becauseheneedst
i
met
ot
hiku
n panexplanat
in
o . Hemaysall
t by
askn
orp
hequesino
to rbyansweigy
to
t
igyout
e eatt
rn ourquesinwi
h
a quesin
to .
Lookouto
frracin
e to st
hatar
eoutofpo
rpot
rint
o ot
hequesin
to . Why
woulda tuhfl
rt u pes
t n xcesie
sv ly?Ali
armayrp
e eat
rondenysomehige
ponshehasalrad
it
e ymade. Hemayalsohesi
t
at
et
ousewod
rst
hat
i
mplyiv
n olvementorownes
rhi
p-- lieC
k litnsf
no ' amousrfrn
eee cet
o
"t
hat
ia Lewis
i
" womanMonc
n k.
Ali
ar
'
ssene
tncesmaybegarle
b dormuddledr
at
hert
hanemphasie
z d,
orhi
ssatme
t e nsmays
t
oundlieq
k uesin
to s-- idc
n iat
igt
n hathes

seekn
igrasuan
e s r ce. Dohi
seyesorheadli
fat
t t
heendofa sene
tnce
saskn
iga quesin
to ?Hemaybelyn
li
kehei
ig.
Peoplewhoar
emoepo
r rnet
olyn
igmaybet
heoneswhoar
ealways
t
elligy
n ouhow ds
ihonestohesar,
t r e orhow cor
r
uptt
hewoldi
r s. Have
younoi
tcedt
hata suspectpes
ronotnas
fe
ksyou"youbeliv
e eme,
dont
'you?" Mostpeoplewhotll
e t
hetuh
rt dont
'needt
oaskpeople
t
hatkn
idofquesin
to . I
st
hepes
ronmoslyitrse
t nee tdi
nyou
undesan
rt dn
ighi
m,orshemoeitrse
i
r nee tdi
nhow heappear
st
oyou?
Ali
arwi
ll usuallyanswesy
r ourquest
i
onswin
lliglybutt
henasksnone
ofhi
sownquesin
to sont
hesametpc
o i. Whenconrne
fo tdwi
t
ha
prbn
o igquest
in
o ,tuhfl
rt u peoplewi
ll usuallyanswerquc
iklyandt
hen
wi
ll coune
trhoneslywi
t
t
ht
hesametp
y eofquesinb
to acki
nyourf
ace.
I
fyouchanget
hesubj
ect
,doest
heper
sonappeart
obemor
er
elaxed
orna
i bet
tr
e mood?In
n ocentpeopleusuallywantut
frherdsu
ic sini
so f
hem a quesint
oquesint
to her
rt u es.
s
youaskt
to hatappear
st
ituhfln
I
nnocentpeopleusuallybecomeidg
rdwhenacu
c sed
n inantandangee
hepes
ronsit
r t
rsin
f
alsely. Doest
t heewi
h a blankexpe
so ?Hemaybe
mor
econcen
redwi
t
h hi
srs
e ponseandhow iwi
t ll comeaco
rsst
han
t
hevalii
dt
yofheacu
t
c sat
ini
o t
self
.

http://www.i
nteve
riwanswes
r.net

57

Ali
armayusephr
asessuch as"t
obepefclyho
re t
nes,
t" and"t
ot
ell
yout
hetuh,
rt " and"whywouldIli
et
oyou?" Hemaysat
t ean
re t ,asi
fhewasgvn
rci
sedeai
o
answert
oyourquesinp
to efcly
iigpe
tl t
aneventt
hatocu
cr
r
edt
hremo
e
nhsag
t
o. Hemayalsoaskquali
fig
yn
quesin
k
r i ouheart
hat"
to slie"Wheeddy
? or"Couldyoubemoe
r
speci
f
i
c"
? orhemayrp
e eatyourquesin
to sbackt
oyoui
nanat
tmp
e t
igice
ha
atsoundn
n rdulous. Forexample,"Di
dIsell youa carwi
t
f
ault
ytan
so ?I
hatwhatyour
r smi
sin
st
easkn
igme?"
Ali
armaype
r-quali
f
yhi
ssatme
t e ntbysarigwi
t tn
t
h somehiglie"I
tn k
dont
wantyout
hikt
let
smaybeexaclywhat
t
ot
n hat " -- whi
hi
he
want
syout
ot
hik
n . Wheneversomeonemakesa pon
itofe
tlligy
n ou
whatt
heyr
enotdon
ig,youcanbesuet
r hatt
hati
sEXACTLYWHAT
THEYAREDOI
NG. Such as,"I
'
m nottyn
rigt
oquesiny
to ourjd
u gmen,
t
but"

http://www.i
nteve
riwanswes
r.net

58

3FREESOFTWAREPROGRAMS YOU CAN USE

TO MANAGEYOUR JOB SEARCH EFFORTS,MAKE
MONEY WHILEYOU LOOK FOR A JOB,AND CUT
YOUR INTERVIEW PRACTICEAND
PREPARATION TIMEIN HALF.
"Pal
m Deskt
op"
ht
t
p:
//www.
pal
mone.
com/us/support
/downl
oads/
Palm Desko
tpi
sa TOTALLYFREEappli
cat
int
o hatyoumaybef
amiar
li
wi
t
h. Youcanuseiasa
t
powefl
ru jbs
o ear
ch managementto
ol
whet
heryouhavea Palm Plo
i torno.
t Bynow youshouldknow t
hat
applyn
igfr
o jb
o sandgon
igonitriwsi
neve
sa "numbesg
r ame" and
youwi
ll wantt
eu noe
okeepcarfl
tsont
hemanyjb
o syouhaveapplid
e
f
orandt
heitriwsy
neve
ouhavedone. Tosett
iup(v
e eni
fyouar
e
alr
eadyrn
u nn
igPalm Desko
tp)dot
hefllo
o wig
n:
1)Cr
eat
ea new user
.
2)Foreach jb
o ,ene
trt
heCOMPANYNAMEit
not
he"lastname"
f
ildan
e
dene
trt
heHi
r
igMan
n
age'
rsnamei
nt
he"f
i
rt
s name
f
ild
e ."
3)Deiey
fn our"cat
egor
is
e " soyouhavecold,war
m,ho,
t hot
ts,
et
swayyoucansot
oshow yourhot
ts
e to
jb
anddead. Thi
rt
pr
ospect
s.
4)I
nt
he"noe
ts" f
ildfr
e o each po
rspectmakesuey
r ouene
trt
he
dat
eofeach conac
t twi
t
ht
hecompany,andwr
i
t
edownwhat
youdsu
ic se
t nt
e yousentt
s d. Pasei
heexactcoverlet
tr
hem,
andalsopasei
t nt
hejbd
o esr
cit
pini
o fyouhaveiav
t ai
lable.
Youcanuset
hi
sto
ol t
omanageconac
t twi
t
h po
rspeciee
tv mployes
r
t
hru
o ghoutyourcare.
e r Keepaddi
ngt
oi
t
. Youmaybesup
rr
i
sedt
hat
new ordf
iee
frntposi
t
in
o shaveopenedupwhenyougobackt
hru
o gh
and"dat
a-mie
n " youroldjble
o ads. Youwi
ll f
idt
n hatusigP
n alm
Desko
tpt
omanageyourjbs
o earh
c ef
frsi
ot sf
astandeasy andi
t
'
s
f
r
ee.
"eBay TurboLi
st
er"
ht
t
p:
//pages.
ebay.
com/t
urbo_l
i
st
er/
eBayTub
roLse
itrsf
i resan
e t daloneappli
cat
int
o hatisanlytrs
n t t un
youit
noa mec
rhan.
t Useit
t odesinan
g
dsaveyoureBayads,and

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nteve
riwanswes
r.net

59

t
henwi
t
h onecc
likyoucanr-li
e sttms
ie . Savet
i
meandmoneyand
geneat
n omewhi
leyouar
igfr
o yusigT
roLse
r eic
elookn
o a jbb
n ub
itr
t
osell oneBay.
"CueCard1.
4"
ht
t
p:
//downl
oad.
com.
com/3000-2051
10075304.
ht
ml
?part
=88333&subj
=dl
page&t
ag=but
t
on
UseCueCar
d1.4 t
oce
rat
evru
ital f
lash carst
d opaci
r tceyourItriw
neve
r!Youcance
rat
mi
lash carst
tdy
Answes
eanunli
t
ednumberoff
d osu
f
rm
o andt
hents
e tyous
relf
. Thi
ssot
fwar
ei
shihlyrc
g
e ommended. Run
t
hef
dts
i andom od
rerandt
henpaci
r tceyouransweso
r ut
lash car
e tnr
loudwi
t
h a mi
r
r
o.
r Remembert
hatt
hekeyt
oitriwigi
neve n st
o
prp
e ar
eyous
relfs
, ot
aket
het
i
met
oce
rat
ef
lashcars
d ,andt
hen
PRACTC
I E,PRACTC
I E,PRACTC
I E eveni
fyouar
ea seasoned
execuie
tv !

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n riwanswes
r.net

60

7MENTALEXERCISES TO SHARPEN YOUR

PERSUASIVEMIND,CALM YOUR NERVES,AND
FOCUS POWER
Sol
arPl
exusExerci
set
oFocusPower
Sib
t ack,rlax
e ,andt
akei
naneasy,deepbe
rat
h. Releaseyour
musle
u
uppotdb
re yt
c s. Allow yous
relfob
t efllys
hechaio
r rf
loo.
r Ty
r
nott
oexpendanyef
fr
otwi
t
h anymuslei
c nyourbody. Takei
n
anot
hergent
le,deepbr
eat
h andr
eleaseasyouexhale. Now t
ur
nyour
at
t
enint
to oyoursolarplexus. Thi
si
st
heara
e ofyourbodyjs
u tbelow
yourbe
rasb
tone,bewe
t enyourchestandabdomen. Pcuea
itr vban,
ir t
glowigs
n uni
nyoursolarplexus. Feel i
t
swar
mt
h andeneg
ry. Focuson
t
hi
o a momentandwath
c how is
n sandseei
fyoucanfe
el
ssunfr
t hie
i
tshiig
nn . Youmayneverhavepai
dat
tnint
e to ot
hi
sara
e ofyourbody
beoe
fr. Thi
ssunrpe
e rsensy
t ourn
inersrn
te gh,
t yournut
itiin
o ,andall
yourn
inerrs
e ouc
res. I
magn
iet
hi
ssunis
n ieo
d fyouglowigan
n
d
expandn
igandbunn
rigwi
t
h war
mt
h. Keepyourbodyasrlax
e edas
youcanandfc
o usonyourglowigs
n olarplexusfr
o atleast2 miue
n ts.
Tr
odot
hi
to gereach t
i
s. TheHi
ig
yt
slongerandsrn
meyoudot
hi
r
n
Managerwi
ll fe
e l yourconie
fd ncei
nyous
relfandt
heglowigwar
n
mt
h
ofyoursun!
Breat
hi
ngExerci
sef
orSt
ress-FreeandConf
i
dentInt
ervi
ewi
ng
Oneofhemo
t
stef
fcieway
e tv
st
orlaxb
e
eoeanitriw
fr
neve i
st
olear
n
t
obr
eat
hepr
oper
ly. I
fyoubr
eat
hepr
oper
ly,youbr
eat
hef
r
om your
aphr
agm -- t
het
nmuslet
c hatsepar
e helungandabdomial
di
hi
atst
n
cavt
iis
e . Asyouar
eihalig
n n ,I
MAGI
NETHATYOUAREFL
ILN
I G UP
THREESEPARATESECTO
I NSOFYOURLUNGS. Frt
is,concenr
tat
eon
yourabdomen,makn
igie
t xpandwi
t
h ai
r
,andnexti
fll t
hemid
d le
pot
rino
o fyourlungsbyexpandn
igyourchestcavt
iyandr
ai
sigy
n our
bcageandches.
t Fn
ially,allow t
heupperpot
o obef
i
r
i
rint
lledandyou
ll noi
tcet
heupperpar
wi
tofyourchestexpandandyourSHOULDERS
RI
SESLG
rat
o seveal
r secondsbeoeb
I HTLY. Holdyourbe
h fr
fr egn
inig
n
t
oexhale. Begnt
i oexhalebypulligt
n heabdomeni
n(
whi
ch pullst
he
di
aphr
agm up,
) andyoushouldnoi
tceyourshouldesan
r
dupperchest
drpast
o
heaib
r egn
ist
oleaveyourlungs. Makesuet
r heexhalat
ini
o s
complee
t,oc
frigall
n
t
heaio
r utandlet
t
igg
n oofall musu
c lartn
e sin
o
t
ensi
onsi
nyourbodyasyoudot
hi
s. Saysi
lenlyt
t oyous
relfwhi
le
heoutIletgoofall t
hetn
exhalig
n :"AsIbe
rat
e sini
o nmybody." You
candot
hi
sanywhee-r
evenwi
t
hi
na go
rupofpeople. Noonewi
ll
noi
tcet
hatyouar
erlaxn
e igandpe
rpar
igt
n oacet
heitriw
neve .

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riwanswes
r.net

61

How t
ousePosii
tveSef
l-Tal
kt
oCreat
ea Wi
nnn
i gAt
t
i
t
ude
Youmustlear
nt
odeal wi
t
ht
henegat
i
vet
hought
st
hatpopi
nt
oyour
oughoutt
i
vet
hought
sar
eliep
k ollut
i
oni
nyour
headt
hr
heday. Negat
midt
n hatholdsyoubackf
r
om whatyouar
et
r
yn
igt
oachi
eve. I
n
ore
d rt
ogetr
i
dofneg
at
i
v
et
hought
s,youneedt
ocoune
tr
actt
hem
wi
t
h posi
t
i
vet
hought
s. Dot
hi
sona case-by-casebasi
s. Fori
nst
ance,
i
f

yousayt
self"Ican'

tsan

t dt
hi
s" or"t
hi
si
st
er
r
ile
b " or"t
hi
s
oyour
per
sonshouldhavedonesuch-and-such" THEN YOUNEED TO ADD "so
I
'
m gon
igt
ochanget
hi
sandt
akeposi
t
i
veact
i
ont
ohelpmyself
. I
f
youar
ei
na si
t
uat
i
o
nwher

eyourco-wore
kr
sorcli
ent
supsetyou,say
t
oyour
self"Nomat
t
er
whatyoudoorsayt
ome,
Iam st
i
ll a
wor
t
hwhi
leper
son

.
Thiko
n fyour
selfasa loveableandcapable

per
son. Forever
yneg
at
i
v
et
houghtyouhave-- whehe
t ri
tcomes
f
r
om your
selfori
scausedbyanot
herper
son-- coune
trii
tmmedi
atly
e
wi
t
h a posi
t
i
vet
hought
.
Forgv
ienessExercs
ief
orMoney Magnet
i
sm
Don'
to
fr
gv
ief
ort
hesakeohe
t
r
peop
le-- f
or
gv
ief
oryour
self
!Many
peoplear
et
aughtt
hatf
or
gv
ienessi
sa weaknesswheno
nt
he

conr
tar
y,ii
tsa st
r
engt
h!Whenyouwalkar
oundwi
t
hr
esent
mentand
blamei
nsi
d
eofyoui
ti
sliea
k polarmagnet
i
sm t
hatr
epelsmoney
awayf
r
om you
. For
gv
ienessi
sanat
t
r
i
but
eoft
hest
r
ong. Tof
or
gv
iei
s
t
osett
hepi
rsonerf
r
ee,andt
hendi
scovert
hatt
hepr
i
sonerwasyou!
Whenyouf
eel wr
ongedbya cli
entor
co
-wore
kr
,pr
act
i
cesayi
ngt
o
your
self"I
, f
or
gv
iet
hem,
andIam gon
igt
olett
hi
sgo,becauseI
know mygoals,Iknow whatIam worh,
t andIam gon
igt
oachi
eve
whatIsetoutt
odowi
t
houtkeepn
igi
nsi
deanybadf
eeli
ngst
hatcould
geti
nmyway."

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nteve
riwanswes
r.net

62

Sel
f
-ImageExercs
ie:Dressf
orSuccesswi
t
houtSpendi
ngan
Arm anda Leg
Tobea suce
c ssu
fl i
neve
triweryouneedt
ot
hiko
n fyous
relfasa welldr
essedandwell-put
-t
oget
herper
son. Doyour
selfandf
avorand
schedulet
woanda halfhour
sf
oryour
selfnextSat
ur
dayt
ogot
hr
ough
yourclosetandABSOLUTELYTHROW OUTANYTHI
NG THATYOUHAVE
NOTWORN I
N THELASTYEARAND AHALF. Eveni
fyouweei
r nlove
wi
t
ht
hatshi
r
twhenyougott
i,andmaybeyoust
i
ll havea li
t
t
le
af
f
ect
inf
o ori
t
,BUTDO NOTHESIA
T TE!Putt
ii
na bagandt
akei
t
downt
oSalvat
inA
o r
myandmakea t
ax-deduct
iled
b onat
i
on. Your
i
magei
sa selli
ngt
ool,andyourownself
-i
mage(
whatyout
hiko
n f
yous
relf
)i
syourMOSTi
mpot
rantselli
ngt
ool. Takeanexhaust
ielo
v ok
atyourclohe
t sandWHEN I
N DOUBT,THROW I
TOUT. Thesamegoes
f
ort
hatcomf
ot
rablepai
rofshoest
hatwees
r har
pwhenyoubought
t
hem,butyouhavebeenwear
i
ngt
hem f
ort
oolongnow. Whenyou
ar
edonepugn
rigI
MMEDI
ATELYgodownt
oa di
so
c untchai
nso
tr
eli
ke
Ross,Marhall'
s
s,orTJMAXXwher
eyouwi
ll beablet
of
idd
n ealson
br
andnameclohe
t s. BuyFOURNEW BLACKTOPS. BuyBLACKt
ops
only. Thi
sshouldr
unyouonly$85. Thenbuyt
woWOOLt
ru
o seso
r r
ski
r
t
si
nGRAYoranot
herdar
kcolo.
r Havet
hem t
ai
lor
edatyourdr
y
cleanersot
hatt
helengt
h cono
fr
mst
ocur
r
entsy
tles. Thengot
oa
ni
ceshoesoean
tr
dbuyt
heBESTBLACKLEATHERSHOESYOUCAN
POSSI
BLYAFFORD. Takea lookatyourwr
i
st
wat
ch. Doesi
tsayt
o
peoplet
hatyourt
i
me(
andt
her
it
i
me)i
svaluable?Buyt
hebestall
st
aile
n s-se
s tel wath
c youcanaf
fr.
od Geta hai
ru.
c t Tyo
r noneofyour
new ouf
ti
t
sonSundayng
ihtbeoet
fr hewok
rweek. Looki
nt
hemi
r
r
or
andsay,"Ilookshar.
pI
'
dhi
r
eme!
"

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nteve
riwanswes
r.net

63

Sel
f
-Def
iii
n tonExercs
ie:Wri
t
eyourownbook,orot
herswi
l
l
wri
t
ei
tf
oryou
Youyous
relfcanconr
tol t
hewayohe
t r
sve
iw you. Fi
r
stof
f
,youshould
notace
c ptput
-downs. Bease
sr
t
i
veandletot
hesk
r now t
hatyoudon'
t
li
keunconsrc
tu t
i
venegat
i
vecr
i
t
i
ci
sm. Moei
r mpor
t
ant
ly,youneedt
o
def
i
neyourowni
magef
oryous
relf
,andf
orot
her
s. I
magn
iet
hat
evey
rdayyouwalkar
oundwi
t
ht
woopenpagesofa blankbook-- one
pageont
helef
t
,andt
heohe
t ront
her
iht
g . Ast
hedaygoesby,t
he
lef
tpagei
sf
i
lledi
nwi
t
h whatot
her
ssayort
hikab
n
outyou. Thepage
ont
her
iht
g i
sf
i
lledi
nwi
t
h whatyousayort
hikab
n
outyous
relf
. Some
peoplelett
helef
tpagegetf
i
lledupandt
henwalkar
oundangyan
r
d
r
esent
fl
u atwhatot
her
ssayort
hikab
n
outt
hem. Youneedt
of
i
ll up
t
her
iht
g pagewi
t
ht
heposi
t
i
vet
hi
ngst
hatyout
hikab
n
outyous
relf
.
Evenu
tallyt
helef
tpagewi
ll besar
t tt
obef
i
lledupt
hoseposi
t
i
ve
t
hi
ngsyout
hikab
n
outyous
relf
,asot
her
spc
ikuponyouwr
i
t
i
ngyour
ownsoy
tr,def
ii
nngyous
relf
,andt
aki
ngyourself
-i
magei
noy
t ourown
hands.
AddedValeE
u xercs
ie
Theei
r sALWAYSmoev
r alueyoucanaddt
oyous
relfi
nanitriw
neve .
Whet
hert
hatvaluei
sa hid
d enbenef
i
tofhi
r
i
ngyou,anaddi
t
i
onal skll,
i
oranemoin
to al payof
ffr
ot
heHi
r
igMan
n
age,
rt
heei
r sneveranyend
heposi
t
v hig
hatcanbeat
tiue
rb tdt
ot
hepo
rductcalledYOU.
t
ot
iet
n st
Asanitriwe,
o lsi
neve r oneofyoursrn
to gestveb
ral to
s"Oh,andby
t
heway " Thi
scombi
nedwi
t
ht
henot
int
o hatt
heei
r salways"one
mor
eras
e ont
ohi
r
eyou" ar
esrn
to ggudn
iigpic
rn ile
p st
hatwi
ll keep
anitriwe
n igandbelivn
e iguni
tl youendt
neve and
neve rt
hikn
heitriw
"closet
hesale." Whi
leii
tsi
mpot
rantt
oknow whent
oso
tpsellig
n
yous
relfalway
,
st
hik"o
n
nemoeras
r e ont
ohi
r
eme." Repeatoverand
overt
oyous
r
r e ont
ohi
e
relf"onemoeras
r e ont
ohi
eme,onemoeras
r
me,onemoeras
r e ont
ohi
r
eme." Oh,andbyt
heway

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nteve
riwanswes
r.net

64

THE7ESSENTIALPATTERNS OFBEHAVIOR FOR

SUCCESS
VISION. I
nore
d r
t

osucceedi
nanyt
higy
n ouneedcult
i
vat
ea ROCKS
OLD
I
VI
SI
ON ofwhatyouwantt
oachi
eve. Thi
svi
si
oncannotbe
f
uzzyort
ent
at
i
ve,butneedst
obespeci
f
i
candt
angi
ble. Youneedt
o
havei
nyourmi
nda r
i
ch i
mageofwheey
r ouwantt
obe ani
mage
youcansee,f
eel,hear
,t
ouch,smell,t
e. Def
i
newhatyouwantt
o
ast
bedon
igatt

heen
dofyourj
our
ney,whatr
ewarsy
d ou,whatyouwant
t
obeen
j
oyn
ig,andwhoyouwantt
obeenj
oyn
igi
twi
t
h -- f
ami
ly,
f
r
i
ends,love
dones,
t
hepeoplet
hatwor
kf
oryou,andt
hepeopleyou
r
espect
.
GOALS.YouMUSTtan
r slat
eyourvs
ii
oni
nt
ospeci
f
i
c,t
angi
ble,t
i
meconsci
ousgoalst
hatcanbemeasur
ed,moni
t
or
ed,andadj
use
tdona

s. Makeyourii
r
egularbasi
nt
i
al goalsr
easonablyat
t
ai
nableandt
hen
st
i
ckt
oi
tunt
i
l youachi
evet
hesegoals,t
henNEVEREVERFAI
Lt
o
r
ai
set
hebarandse
thihe
g
r
go
alsf
oryour
self
.
ACTION PL
AN. THI
NKHARD aboutexact
lyhow youcant
r
anslat
e
yourspeci
f
i
cgoalsi
nt
oa setofbehavi
or
st
hatpr
oducespeci
f
cr
esult
s.
i
Get
t
iga
n
j
ob,
li
k
eanyot
herbusi
nessact
ii
vt
y,mustbebr
okendown
it
noi
nt
obi
t
e-si
zeddai
lyandweeklyact
i
onst
hatar
et
i
e
ddi
r
ec
t
lyt
o

t
hegoalsandt
hevi
si
ont
hatyouhavemadeconcr
et
ei
nyourmi
nd.

TEAM WORK. I
nore
d r
t

obesuccessu
fl,wi
t
houtexcept
i
on,youneed
t
obea t
eam playereveni
fyouar
eathear
t
a lon
ewolfora r
enegade.

All busi
nessi
sa net
wor
ki
ngact
ii
vt
yt
hati
nvolvesnotonlyi
ne
tr
ve
iwer
s
andi
ne
tr
ve
iwees,butalsoat
t
or
neys,account
ant
s,agens
t,appr
ai
ser
s,
conr
tact
or
s,par
t
ner
s,secr
et
ar
i
es,f
r
i
ends,anda castofmult
i
pleohe
t r
player
swhowi
ll bei
mpor
t
antt
oyou. DoWHATEVERYOUPOSSI
BLY
CAN t
okeepa smi
leonyourf
ace,t
r
ulyr
each outt
opeople,andTALK
TO STRANGERSwheneverpossi
ble. Tr
yt
obeli
kable. Youcansar
t tby
sayi
ngt
oyour
self"PEOPLELI
KEME." Youmustr
each outt
oohe
t r
s
andwokwi
r t
h ohesasb
t r
estyoucani
fyouwantt
oachi
eveyour
goals,notmat
t
erwhatt
heymiht
g be.

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nteve
riwanswes
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65

CREATIVITY. Youneedt
ospendt
i
merf
elecie
tv lyt
hikn
n igabout
exaclywhat
t
i hru
hedayandwhehe
y
youddt
o ghoutt
t reach acii
tvt
movedyouTOWARD orAWAYf
r
om yourgoals. YoumustbeCREATI
VE
nt
to syouof
fr
e fr
o ce
linswhe
t
nsellig
n . Yourabli
it
yt
oapply
i
hesoluin
crat
e ietc
v e hnq
iuest
ot
hepari
tcular
sofa gv
ientan
r sacini
to sa key
i
nge
intt
c s.
i uys" havebeendon
hi
o
rde
osuce
s The"bgg
igt
sfr
decades. Theei
r salwaysa soluin
to ,andiu
t suallyiv
n olvesemoin
to al
f
sorconcesin
so s,orOTHERPEOPLESTME
gi
t
' I ,EFFORT,ORMONEY.
Crat
vt
fr ougoit
neve tyt
hik
e ii
ycanbeleare
n d. Beoey
noanitriw,
r ot
n
ofa TOTALLYDI
FFERENTAND NEW wayt
hatyoucouldpr
esentand
t
eref
f
ect
.
packageyour
selft
ot
hesameorbet
PROFESSIONALISM. Doyourhomewok
r,andradt
e
hesmall pit
rn.
Taket
het
i
met
olear
nt
henewestte
rndsi
nyourf
ild
e . Sayog
t
ranz
ied.
Taket
het
i
meEVERYWEEKt
ogot
hru
o gh yourf
i
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APPOI
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oranhourever
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HONEST EFFORT AND HARD WORK. Youneedt
obeashonestas
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neveyrs
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ound. I'
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SLEEVESAND WORKHARD WORKTO SCRUBTHEFLOORat
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allow yout
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d . Ar
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hat
wi
t
h VI
SI
ON,GOALS,anACTI
ON PLAN,TEAM WORK,CREATI
VI
TYand
PROFESSI
ONALI
SM andyouar
egoodt
ogo!

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