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Abbott, Langer & Associates, 235
Abilities
categories of skills, traits and, 205–206
leadership, 11–12, 23, 93, 111, 168–169, 204
Accountability factor, 12, 205
writing stories using, 170–171
Achievements
five-point summary of work ethic and, 94–96, 106–107, 110
question on goal, 211, 223–225
Action-oriented factor, 7–8
in stories, 126–127
Adaptability factor, 8, 11, 204, 229–231
story writing using, 165–166
Affordable candidates, xviii, 3, 23, 61
Answers
based on factors, xvi
behavioral question, 213–214
behavioral questions and, 136–148, 213–214
concise, 149–150
enthusiastic, 184
key strengths, 219–220
morphed, 158–160
on personality, 52–53
planning and organization, 215–217
positive, negative, positive formula, 186–191
premature, 63
problem-solving factor, 218–219
pronouns in, 145
quiz, 213–232
rambling, 148–149
situational, 216–217
too many we’s in, 137
unsatisfactory, 179
“Approximately,” 31
ARDIE template, 153–155
Areas of expertise. See Expertise, areas of
Backup plan, story writing and, 173
Bad-mouthing, 188
Base salary, 76
Behavioral interviews, xviii–xx, 119–122
story writing techniques for, 123–151
Behavioral questions, 119
general questions vs., 120–123
questions and answers, 136–148, 213–214
quiz answers for, 213–214
Behavioral stories, 130–136, 208
Big picture perspective, 23, 132
Bill (co-star), 133–136
Bonus
hiring, 76
lost, 68
Books, recommended, xv
Boring and better answers, on personality, 52–53
Bragging, 27
Bureau of Labor Statistics, U.S., 236
Candidates, 178. See also “Tell me about yourself” question
affordability of, xviii, 3, 23, 61
best, 178
company-related questions asked by, 232
competition between, 79, 176, 179
dark side of, 201
five-point summary for, 85–116
good fit issue, 45–59
high-energy, 52
personal accounts by, 67–70, 79–82
point of view of interviewer and, 2
previous boss opinion of, 187–188
previous company of, 189
questions asked by, 195–198, 212, 231–232
questions on goals of, 211, 223–225
self-description by, 51–53, 80–81, 212, 229–231
as team players, 26, 104–105, 142, 189–190
third party endorsement of, 34–37, 220
Career and Occupational Guides, 236–237
Career books, xv
Career.Builder.com, 237
Categories. See also specific questions
abilities, skills and traits, 205–206
five interview question, 175–198, 209
getting to know you, 175–179
listed, 209
miscellaneous questions, 195–198
salary expectations, 191–194
sensitive or negative, 185–186
skill, 2
“why do you want to work here?,” 180–185, 211, 221–223
Change, in thinking, xv–xvi, 27
Client feedback
on organizing factors, 174
personality-related, 47–48
on story writing, 157
double meaning, 161–162
story writing using, 164–165
written communication, 11
Company
bringing added value to, 177
candidate questions about, 232
desire to work for particular, 180–185, 211, 221–223
tennis ball manufacturing, 154–155
what liked least about previous, 189
Competencies, core
job postings without, 13–16
Competition, xviii
between candidates, 79, 176, 179
Complete statements
professional, 111–112
student, 112–113
writing stories using, 171–172
Concerns, interviewer, xvii–xviii, 2, 3, 80, 197
candidate affordability, xviii, 3, 23, 61
quiz on determining, 26
Concise answers, 149–150
Conflict, questions on coworker, 151–152, 158–160, 210, 213–215
Core competencies
job postings without, 13–16
Co-stars, in stories, 133–136
Coworkers
questions on conflict with, 151–152, 158–160, 210, 213–215
in quiz, 210
third party endorsements and, 34, 36, 37
Critical skills, 38–39
Current job, question about why leaving, 180
Customer service factor, 8–9
“I’m good with customers,” 53
job posting, 16–17
Dark side, 201
“Describe a time when you had a conflict with a coworker.,” 210, 213–215
Double meaning factors, 161–162
Economic Research Institute, 235
Education, special, 13–16, 15–16
Education and experience, 42–43, 56. See also Experience
five-point summary examples of, 109
focusing on experience or, 85–86
knowledge-based, 32–33
student examples, 88–89
Einstein, Albert, xiii
Eleanor (candidate), 79–82
Ellen (conflict scenario), 213–215
Employment. See also Job; Job descriptions; Job postings; Previous employment
labor unions, 237
question on leaving current, 180
statistics on occupational, 236
Endings, story, 127–128
Enthusiasm, 184
Essential skills, 38–39
Event planning and organizing, 210, 215–217
Executives
experienced, 90
job description factors for managers and, 23–26
Exercises. See also Quiz
education and experience writing, 89–90, 100–101
finding factors with job description or posting, 18–20
identifying transferable skills, 48
job posting line-by-line reading, 55–58
knowledge-based skills, 33, 92
past performance comments, 36–37
personal traits, 97–98, 108–109
qualifications review for “tell me about yourself” question, 84
transferable skills, 48–50
work ethic/loyalty, 95, 96, 106
Expectations question, 182–183
salary, 191–194
Experience, 32–33. See also Education and experience
executive-level, 90
focusing on education or, 85–86
interview concern with candidate’s lack of, 80, 197
résumé order of, 82–83
in five-point summary, 90–92, 101–103, 109
Extroverts, 78
Face-to-face interview, 71
Factors, 1–2. See also Planning and organization factor
accountability, 12, 170–171, 205
adaptability, 8, 11, 165–166, 204
answers based on, xvi
communication, 11, 49, 161–162, 164–165, 204
double meaning, 161–162
finding factors with job posting or description, 18–20
finding factors without job description or posting, 21–22
honesty and integrity, 10, 19–20, 164, 203
identifying key, 7–10
initiative, 11, 35–36, 167–168, 204
inventory of stories use of, 160–173
job postings without, 13–16
likeability, 178
listening, 9
locating, 6
for management job descriptions, 23–26
for marketing manager, 24–25
moral issues, 10
problem-solving, 11, 166, 204, 211, 218–219
quiz on, 210–212
results-oriented, 23, 89, 170–171
self-motivation, 12, 172–173, 205
ten most common key, 10–12, 163–173, 203–205
trust, 9
Failure, 199
Fairy tale, fractured, 123–125
Fast-paced environment, question on working in, 142–145
Fear, xiv–xv
Five fingers tool, 115–116
Five-point summary, interview technique, 85–116
area of expertise, 90–92, 101–103, 109
complete statements, 111–113
education and experience writing, 87–90
examples, 109–113
personal information in, 110–111
personal traits, 96–98, 107–109
professional version, 87–98, 111–112
reason for, 86–87
student version, 98–109, 112–113
summary and review of, 207–208
template, 113–114
transferable skills and, 92–94, 98, 99
work ethic/loyalty, achievements, 94–96, 106–107, 110
Fixed monthly total, 70
Focus, script and practice, 83
Fractured fairy tale, 123–125
Full package, salary pricing items in, 66–67
General questions, behavioral vs., 120–123
General skills, 29. See also Transferable skills
Getting to know you category, 175–179
Goals
candidate achievement of buy in on, 211, 223–225
reason behind question on candidate, xv
Going rate, salary, 61
Government wage surveys, 236
“Great asset,” 42
Grudges, 189–190
Hard skills, 10
High-energy person, 52
Hiring
bonus, 76
Honesty and integrity factor, 10, 19–20, 164, 203
Hypothetical questions. See Situational/hypothetical questions
Identifying
key factor, 7–10
personal traits, 51–54
transferable skills, 48
“If” questions, 151–153
“I’m analytical,” 52
“I’m good with customers,” 53
“I’m very organized.,” 52
Information
marriage status, 79
salary resources and, 233–237
performance comments about, 35–36
story writing using, 167–168
Insanity, xiii
Insurance premiums, 68
Integrity factor. See Honesty and integrity factor
Interviewer. See also Concerns, interviewer
lack of experience concern of, 80, 197
point of view of, 2
questions, xvi
questions to ask, 195–198, 212, 231–232
walking through résumé for, 82–83
weak, 121
Interviews. See also Behavioral interviews; Five-point summary, interview technique; Questions; Salary question process
definition of, 3–4
frequent beginnings of, 77
length of, 46
permission to fail, 199
phone screening prior to, 64–66
salary question in face-to-face, 71
self-description in, 51–53, 80–81, 212, 229–231
tools and techniques summary, 203–205
Introverts, 78
Inventory
key factors in, 160–173
skills, 28–29
using key factors in, 160–173
Job
expectations, 182–183
question on leaving current, 180
“Why have you had so many jobs over the past few years?,” 190
Job descriptions. See also Previous employment
factors for management, 23–26
finding factors with job posting or, 18–20
finding factors without, 21–22
good match determination, 59
“tell me about yourself” and, 80–81
in transferable skills exercise, 49–50
customer service, 16–17
without factors or core competencies, 13–16
finding factors with job descriptions or, 18–20
finding factors without, 21–22
knowledge-based requirements, 30–32
as pieces of gold, 17
reading line-by-line, 55–58
reading through, 17–22
special education example of, 13, 14–15
Job requirements. See Factors; Job postings; Qualifications; Skills
JobStar Salary Surveys, 234
Judgment, 4
Key factors
identifying, 7–10
inventory stories use of, 160–173
ten most common, 10–12, 163–173, 203–205
Key strengths
in five-point summary, 92–94, 104–105
in quiz answers, 219–220
Knowledge-based education and experience, summarizing, 32–33
Knowledge-based skills, 28, 39–41
examples of, 205
job posting, 30–32
key skills associated with, 40
statements on, 42–43
Labor unions, 237
Leadership, 11–12, 93, 111, 204
as management factor, 23
story writing on, 168–169
Length
interview, 46
story, 148–150
Likeability factor, 178
Listening factor, 9
Loyalty
exercises on work ethic and, 95, 96, 106
in five-point summary, 94–96, 106–107, 110
Managers/executives, job description factors, 23–26
Marketing manager, factors for, 24–25
Marriage status, 79
Miscellaneous questions, 195–198
Modesty, 46
Moral issues factor, 10
Morphed answers, 158–160
Motivation. See Self-motivation factor
“Needed,” 31
Negative questions, 185–186
Negotiation. See Salary negotiation
Networking, 200
Nicholas (candidate), 67–70
Occupational employment statistics, 236
Offer
items to consider before accepting, 73
not negotiating prior to, 74
in writing, 75
“Or related area,” 31–32
Organization. See Planning and organization factor
Package
pricing items in full, 66–67
total package and on-the-spot offers, 67–70
Past performance comments, 34–37
People skills, 99
Performance, comments on past, 34–37
Permission to fail, 199
Personal information, 86
in five-point summary, 110–111
marriage status as, 79
Personal Salary Report, 233
Personal traits, 45, 205–206. See also Factors
in five-point summary, 96–98, 107–109
identifying, 51–54
scripting, 53–54
skills and, 29
transferable skills and, 46–54
Personality
client feedback and, 47–48
describing own, 51–53
Phone screening, 64–66
Planning and organization factor, 12, 205. See also Backup plan
client feedback, 174
“I’m very organized.,” 52
in quiz answers, 215–217
story writing using, 169–170
Point of view, interviewer’s, 2
Positive, negative, positive formula, 186–191
Positive attitude, 198–201
Preferred skills
essential or, 41–42
“preferred,” 31
Premature answers, 63
Previous boss
questions about, 187–188
third-party endorsements from, 35–36
Previous employment
candidate’s opinion on less desirable aspects of previous company, 189
favorable aspects of, 189
performance comments from, 34–37
question on many jobs, 190
salary question on, 193–194
terminated, 188–189
why left, 181
Princess story, 123–125
Prioritize factor, 12
story writing using, 169–170
Problem-solving factor, 11, 166, 204, 211
in quiz answers, 218–219
Professional and Trade Associations, 237
Professional version
complete statements, 111–112
of five-point summary, 87–98, 111–112
“Proficiency,” 31
Pronouns, 145
Proportions, story, 129
Qualifications, 38–39. See also Core competencies; Factors; Key strengths; Skills
leeway in, 31–32
review, 84
“Why do you feel you are qualified for this position?,” 177
Quantifiers, 89
Questions, 77–103. See also Salary question process; “Tell me about yourself” question; specific questions
behavioral, xviii–xix, 119–123, 136–148, 213–214
behavioral vs. general, 120–123
“can we afford this candidate?,” 23
on candidate affordability, xviii, 3, 23, 61
on candidate’s goal achievement, 211, 223–225
candidate’s turn to ask, 195–198, 212, 231–232
company-related, 232
on coworker conflict, 151–152, 158–160, 210, 213–215
“Do you have any questions for me (the interviewer)?,” 212, 231–232
on expectations, 182–183, 191–194
fear of, xiv–xv
first round of interview, 198
five categories of, 175–198, 209
frequently-asked first, 77
“Have you ever been fired?,” 188–189
“How can you bring added value to the company?,” 177
“How do you get others to buy into your goals and objectives?,” 211, 223–225
“How would you describe your personality?,” 51–53
“How would you plan and organize an event?,” 210, 215–217
with “If,” 151–153
“In your last position, what type of relationship did you maintain with other business departments?,” 211–212, 225–227
interviewer, xvi
“Is there anything else you’d like to add?,” 116–117
on leaving current employment, 180
miscellaneous, 195–198
negative or sensitive, 185–186
performance comments, 35
on previous boss, 187–188
quiz on, 210–214
reading between lines of, xv, 16–17, 26, 162
salary expectations, 191–194
salary requirements, 72–73, 212, 227–229
situational/hypothetical, 151–153
“What are three words that describe you?,” 212, 229–231
“What are you looking for in your next position?,” 181–182
“What are your expectations of this job?,” 182–183
“What did you like least about your previous job and company?,” 189
“What is there about this opportunity that most excites you?,” 184–185
“What is your strength?,” 211, 219–221
“What makes you the best candidate for this job?,” 178
“What salary are you/were you making at your last job?,” 193
“What salary range would you require to take this job?,” 212, 227–229
“What steps do you take to fix a problem before it becomes a major problem?,” 211, 218–219
“What would your last boss tell me if I asked her what you needed to improve on?,” 187–188
“Where do you see this role going?,” 183–184
“Why are you leaving your current position?,” 180
“Why did you leave your last position?,” 181
“Why do you feel you are qualified for this position?,” 177
“Why do you want to work for this company”?, 180–185, 211, 221–223
“why do you want to work here?,” 180–185, 211, 221–223
“Why have you had so many jobs over the past few years?,” 190
“Why should we hire you?,” 176, 179
“Why should we hire you over the other candidates?,” 178
“Would you consider taking less pay than you made in your last job?,” 193–194
Quick learner, 52
Quiz
answers, 213–232
on determining interviewer concerns, 26
on factors, 210–212
overview and instructions, 209–210
on questions, 210–214
reading between lines, 26
Rambling answers, 148–149
Reading, job postings, 17–22
one line at a time, 55–58
Reading between lines, interview questions, xv, 16–17, 162
quiz, 26
Rejection, 199
Reliability, answer for describing, 53
“Required,” 32
Resources, 233–237
Results-oriented factor
in management job description, 23
writing stories using, 170–171
writing with quantifiers and results, 89
Résumé, 39
chronology, 33
experience on, 82–83
standing behind, 122
summary at beginning of, 32
talking from, 40
walking interviewer through, 82–83
Reviews, yearly, 69
Riley Guide, 234
Salary
assessing worth, 63–64
base, 76
customized reports, 237
expectations, 191–194
former, 74
going rate, 61
information resources, 233–237
needs, 70–71
overview of question on, 61–63
premature answers regarding, 63
previous, 193–194
range, 61–62, 64, 212, 227–229
surveys and collections, 233–235
taking less, 193–194
Salary negotiation
base salary consideration, 76
for on-the spot offers, 75
requirements question, 72–73, 212, 227–229
tone of, 75
Salary question process, 64–71
face-to-face interview, 71
on-the-spot offer example, 67–70
phone screening, 64–66
pricing full package, 66–67
Salary Wizard, 233
SalaryExpert.com, 234–235
Sales position, 58
Sandwich technique, 186–190
Scene setting, 125–126
Scientific position, 58
Screening, phone, 64–66
Scripting, personal traits, 53–54
Search engine, searching for job descriptions and factors using, 21–22
Self-description, 51–53, 80–81, 212, 229–231
Self-motivation factor, 12, 205
writing stories using, 172–173
Sensitive questions, 185–186
Show don’t tell, 128–129
Situational thinking, 209
Situational/hypothetical questions, 151–152
answers to, 216–217
ARDIE template for, 153–154
Skills. See also Factors; Knowledge-based skills; Transferable skills
categories of, 2
categories of abilities, traits and, 205–206
as “great asset,” 42
hard, 10
inventory of, 28–29
leeway in required, 41–42
“needed,” 31
people, 99
personal traits and, 29
SME. See Subject matter expert
Soccer referee, 159–160
Special education
factors for, 15–16
job posting example, 13, 14–15
Statements
area of expertise, 91, 102–103
complete, 111–113
education and experience, 99–100
knowledge-based, 42–43
professional version of, 111–112
student version of, 112–113
talking from, 114–116
work ethic/loyalty, achievements, 95, 106
Statistics, occupational employment, 236
Stories
accountability factor in, 170–171
action in, 126–127
backup plan in, 173
co-stars in, 133–136
endings of, 127–128
length of, 148–150
percentage guidelines, 208
princess, 123–125
proportions of, 129
show don’t tell rule for, 128–129
special education job factors in writing, 15–16
techniques for writing examples and, 123–151
Story writing. See also Writing
accountability factor in, 165–166
adaptability factor in, 165–166
backup plan and, 173
behavioral interview techniques for, 123–151
client feedback on, 157
communication factor in, 164–165
composure factor in, 171–172
initiative factor in, 167–168
leadership ability described in, 168–169
planning and organization factor in, 169–170
prioritize factor in, 169–170
results-oriented factor in, 170–171
scene setting, 125–126
self-motivation factor in, 172–173
special education factors in, 15–16
Storytelling, 125–128
how not rules for, 123–125
show don’t tell aspect in, 128–129
telling it all, 47
Strategic thinking, 23
Strengths. See also Key strengths question on, 211, 219–221
Stress, 199–200
Student version
complete statements, 112–113
five-point summary, 98–109
writing examples, 88–89, 112–113
Subject matter expert (SME), 91
Sunny side up, 198–201
Surveys
government wage, 236
salary, 233–235
Talking
from five-point summary statements, 114–116
from résumé, 40
Team-related qualities, 11, 26, 104–105, 142
candidate’s failed efforts question, 189–190
“Tell me about a time when you had to handle a stressful situation.,” 191
“Tell me about a time you worked (or led) a team and the effort failed.,” 189–190
“Tell me about yourself” question, 77–103. See also Self-description
coaching Eleanor to success, 80–82
five-point summary interview technique, 85–116
focus, script and practice, 83
getting to know you as, 175–179
overview, 77–79
tragic example, 79–82
“Tell me something negative about yourself,” 186–187
Telling it all, 47
Template
ARDIE, 153–155
five-point summary, 113–114
Tennis ball manufacturing company (hypothetical), 154–155
Termination, 188–189
question on previous employment, 188–189
Thinking
strategic, 23
Third party endorsement, 34–37, 220
Total living expenses, 70
Total package, on-the-spot offer acceptance and, 67–70, 75
Traits, categories of skills, abilities and, 205–206. See also Personal traits
Transferable skills, 29, 45, 104
examples of, 206
exercise, 48–50
five-point summary and, 92–94, 98, 99
identifying, 48
personal traits and, 46–54
Travel, 189
Trust factor, 9
Variable fixed expenses, 70
Wages, surveys on government, 236
Weak interviewers, 121
We’s, answer with too many, 137
Work ethic/loyalty, 86
in five-point summary, 94–96, 106–107, 110
Writing. See also Story writing
backup plan, 173
education and experience, 87–90, 98–101
five points professional version, 87–98, 111–112
key factors in inventory story, 160–173
offer in, 75
with quantifiers and results, 89
student examples of, 88–89, 112–113
Written communication, 11
Yearly reviews, 69