Chng ti thc hin bn dch ny vi mc ch phi li nhun v

cng cha c c hi xin php cc tc gi nguyn bn ting Anh. Nu c

quan, t chc no c nh s dng cc bn dch ny vi mc ch kinh
doanh sinh li, xin lin h vi ngi gi bn quyn bn dch ting Vit
theo thng tin di y:
V Thi H
a ch: 19/1A (15/4) Trn Bnh Trng, P.5, Q. Bnh Thnh, Tp. H
Ch Minh, Vit Nam
in thoi: 08 5150763 Mobile: 090 3023735
Email: vuthaiha2001@gmail.com hay vu-thai.ha@imvn.biz
MARKY STEIN
Ngi dch: Nhm bin dch INNMA
Hiu nh: V Thi H, MBA
PHNG VN
KHNG H NG S
fearless interviewing
Thnh ph H Ch Minh, 2007
Tm c vic lm nh s t tin
- Lm ngc nhin ngi phng vn ngay 20 giy
u tin
- Tr li nhng cu hi kh mt cch d dng
- Yu cu mc lng cao hn bnh thng 20%
LI GII THIU
Chc chn trong sut cuc i i lm ca mnh, bn phi tham
gia cc bui phng vn tuyn dng, thm ch l nhiu ln. Cm gic ca
bn lc ra sao? Lo lng? Run ry? Bn chn? C khi hi s hi? Ti
tin rng bn c nhng cm xc v thng th chng rt kh qun.
Nhng ln u tin d phng vn tuyn dng ca ti l lc va
tt nghip i hc v bt u i tm vic lm. Mi nm qua nhng
ti vn cn nh rt nhiu. V c lc vn tic, nu l by gi th mnh
hnh x khc.
Ngy nay, khi phi thng xuyn t chc tuyn dng v phng
vn cc ng vin n d tuyn vo cc v tr cng vic m cng ty chng
ti ang cn tuyn, cng nhn li qu kh ca mnh, ti thy c g thi
thc, mun gip cho cc ng vin thc hin tt nhng bui phng vn
tm vic ca h. Quan trng nht, ti mun tm cch gip cho cc ng
vin bc vo bui phng vn mt cch t tin v iu c li cho c
hai pha: ngi phng vn v ngi c phng vn.
Quyn sch m bn ang cm trn tay l bn dch ting Vit ca
quyn sch c ta Fearless Interviewing ca tc gi Marky Stein,
mt chuyn gia t vn ngh nghip v pht trin ngh nghip. Chng
ti tm chuyn tn quyn sc sang ting Vit l Phng vn khng h
ng s. Nh tn gi ca n, thng ip ca chng ti n bn c l
hy t tin khi bc vo cuc phng vn, v bn hon ton c s t
tin cn thit trong chnh bn thn bn v s t tin trong tnh hung ny
l cc k quan trng. Thnh cng hay khng trong mt ln phng vn tm
vic c th lm thay i hon ton con ng pht trin ngh nghip
ca mt con ngi c th. Ti tin l bn ng vi nhn xt .
Trong kh nng c hn, chng ti c gng nhiu nhng c th
bn dch vn cn t nhiu sai st, xin bn c chn thnh gp
nhng ln ti bn c tt hn.
Chc cc bn thnh cng.
V Thi H
DN NHP
V SAO PHNG VN
LI NG S?
Bn c bao gi cm thy lo lng trc mt bui phng vn?
l cm gic bn chn hay thm ch lo s? Bn c bao gi tng m
c rng phi chi mnh tr li cu hi no theo mt cch khc hn
hoc thng lng mc lng ca mnh kho lo hn? Bn c hoang
mang khng khi ngh ti chuyn mnh s tht bi? Bn c bao gi mun
chc chn rng mnh s t c kt qu tt ngay trong ln phng vn
u tin?
Chng ta hy cng i mt vi cm gic . Phng vn khng
ging nh nhng cuc i thoi bnh thng. Trng thi b phng vn
c th gy ra cm gic lo s, thm ch ngay c vi nhng ngi sp thi
vic. Khi bn ngi vo chic gh kh chu th ngi phng vn l
ngi c thm quyn, v anh ta hay c ta c ton quyn quyt nh
trong bui phng vn.
Cn phi can m sng ht mt cuc i, d cuc i c nh th
no chng na.
Erica Jong
7
Dn nhp: V sao phng vn li ng s? Dn nhp: V sao phng vn li ng s?
7
Bn on th thc t ang nh th no? Cc nghin cu cho
thy rng hn 60 phn trm phng vn vin cha tng c o to v
cng tc phng vn. Hu ht cc nh qun l ny cho bit h cm thy
bn chn, lo lng, bi ri, v b cng thng v thm ch cm thy thiu
kh nng khi phi m nhn trch nhim thc hin mt bui phng vn
tuyn dng.
Gi y, khi bn ang c cun sch Phng vn khng h ng
s, bn hy chun b c mt ci nhn khc v chuyn ai s dy ai!
Hy suy xt li. Gi y, ai l ngi nm gi quyn lc? Khi c
xong cun sch ny, bn s khm ph ra rng mnh thc s kim sot
c nhng g xy ra trong bui phng vn, c bit l khi bn hc
cch bin ni s hi ca mnh thnh nim hng phn, ngh lc, v nhit
tnh. c c s thay i ny, bn cn phi hc nhng k thut tham
gia phng vn sao cho t tin.
Di y l phng php m mt trong nhng khch hng ca
ti, c Christine, s dng i t nht nht thnh bo dn, t tin.
Cu chuyn ca Christine
Christine n gp ti xin mt s hng dn v ngh nghip
sau mt chui nhng cuc phng vn tht bi. C y k vi ti rng
tham gia phng vn xin vic cho v tr chuyn vin phn tch ti chnh
cc cng ty ti chnh cao cp. C c bng c nhn ngnh k ton v
mt bng thc s qun tr kinh doanh, cng thm tm nm kinh nghim
trn cng v mt chuyn vin phn tch ti chnh v k ton cao cp
trong mt cng ty c va Montana. Theo nh gi ca ti qua bn l
Dng nh bn l ngi thc s c chun b nhiu hn cho bui
gp g ny ch khng phi l ngi phng vn.
8
Phng vn khng h ng s Phng vn khng h ng s
8
9
Dn nhp: V sao phng vn li ng s?
lch (rsum) m c y gi cho ti, thc cht ca vn khng phi l
phm cht hay trnh gio dc ca c.
Khi n vn phng ca ti, Christine k vi ti rng tht nghip
vi thng v nhn mnh thm rng vic tham gia phng vn l mt cc
hnh i vi c. C ni rng lun cm thy run s trong nhng bui
phng vn trc v thy cng ngy cng mt thoi mi khi t nhng
cu hi thu ht s ch n bn thn v cc k nng ca mnh.
Mc d hi cc iu kin cho bt c v tr phn tch ti chnh
no, Christine vn chu ng iu m i khi thng c bit n
trong tm l hc vi tn gi hi chng T nghi ng bn thn (imposter
syndrome). Hi chng T nghi ng bn thn l mt phc cm bao gm
vic chng ta, bng cch no , mc d t c mt s thnh qu
nht nh, nhng li cm thy mnh khng xng ng vi s cng nhn
hay uy tn i km vi thnh qu .
Christine ni: Ti khng bao gi gp rc ri khi phi nhc n
cc thnh tch ca bn b, nhng khi ni v thnh tch ca chnh mnh,
ti li bi ri. C cng cho bit: Ti lo lng l mi ngi s ngh ti l
mt k kiu ngo. Ti cm thy rng nu khoe khoang v chnh mnh
trong mt cuc phng vn th cng ty c th thu mn ti nhng sau
s khm ph ra ti chng c tch s g.
u tin, khi Christine hc cc k thut tham gia phng vn sao
cho t tin, c ni vi ti rng c cm thy khng thoi mi khi cp
n nhng u im ca bn thn theo li ng t nh vy. C ni:
iu ging nh l khoc loc. Nhng khi chng ti cng lm vic
chung vi nhau bin nim ni khoc ca c thnh mt th gin
n hn nh l trnh by s tht th c y bt u th gin v x l
cc cu hi t ra v bn thn mnh d dng hn.
Khi Christine lp danh sch cc k nng v cc pht biu c
lng ha (Q statement) ca mnh (nh bn s thc hin cc
Dn nhp: V sao phng vn li ng s?
9
Chng 2 v 3), c y nhn ra rng cc u im khng phi l chuyn
ba t m chng c tht. Hn na, chng c th c chng minh
bng cch dn ra mt s v d v nhng iu c y thc s lm
c trong thc t!
Ln phng vn k tip ca Christine l vi mt t chc ti chnh
nm trong danh sch Fortune 500 (danh sch 500 tp on ln nht
ca M, c xp hng da trn tiu chun tng doanh thu hng nm
ca to ch Fortune ND) xin vo v tr chuyn vin phn tch ti
chnh. Ti nghe thng tin v c sau khi cuc phng vn din ra c
hai tun. C c gi cho ti mt tm thip c hnh mt ch ch con d
thng c gng mt bun nm ngoi ba. Bn trong tm thip c
vit: Trc y, ti cm thy ging mt ch cn con s hi; gi y, ti
li cm thy mnh nh mt con s t! Cm n anh gip ti c c
cng n vic lm!
Cng ging nh Christine, rt nhiu ngi trong chng ta cm
thy e ngi khi phi ngi ca chnh mnh.
Khi Christine c th tham gia phng vn mt cch thnh cng
cho v tr chuyn vin phn tch ti chnh, tnh cch ca c y cng
khng thm c iu g mi m hay k diu. Ch n gin l c y
s dng c nhng cng c m chng ta sp bn ti trong cc
chng tip theo.
C y nhanh chng nhn ra rng nhng thnh tch ca mnh
khng phi l s phng i; chng n gin ch l s tht m thi.
y l mc ch mt cuc phng vn: c hi bn k cho ngi
tuyn dng lao ng nghe nhng g mnh t c trong qu kh
v cch m bn s pht huy chng trong tng lai.
10
Phng vn khng h ng s Phng vn khng h ng s
10
iu quan trng nht l c y hc c cch lm cho ngi
s dng lao ng hiu c, bng nhng t ng r rng v c th,
rng c y c th v s ng gp c ng k cho cng ty.
Trong cc chng k tip, bn s bit thm v nhng iu sau:
Ngi phng vn thc s tm kim iu g
Lm th no phong cch ca bn ly c cm tnh ca
ngi phng vn trong 20 giy u tin ca bui phng vn.
Lm th no by t cc u im v k nng ca bn vi hiu
qu v s chnh xc cao nht.
Lm th no tr li c nhng cu hi kh nht.
Lm th no vic s dng ngn ng c ch h tr tt nht
cho bn
Lm th no cn nhc nhiu ngh vic lm khc nhau
cng lc
Cc cu hi quan trng nht hi ngi phng vn
Lm th no thng lng mc lng ca bn mt cch
nhun nhuyn.
Cu chuyn ca Ti
Trong chng k tip ny, chng ta s xem xt mt s ni lo s
m bn sp dt b c, nhng trc khi chng ta i vo nhng k
thut m ti va ni vi bn, ti mun k cho bn nghe mt cht v vic
Cha kha khng phi lo ngi g khi tham gia phng vn: hiu r
u im ca bn, cung cp nhng v d vng chc v nhng u
im ; t y t tin trnh by v bn thn mnh v cc k nng m
mnh c mt cch trong sng.
11
Dn nhp: V sao phng vn li ng s? Dn nhp: V sao phng vn li ng s?
11
12
Phng vn khng h ng s
ti tr thnh mt chuyn gia c vn vic lm nh th no v vic ti
i n quyt tm vit cun sch ny ra sao.
Vo nm 1989, ti bt u tr thnh mt chuyn gia c vn vic
lm v rt nhiu l do khc nhau, nhng ch c mt l do l thc s quan
trng nht. n gin l ti yu thch tr chuyn vi mi ngi v cng
vic ca h! Thm ch trc khi ti tr thnh mt t vn vin, ti s
hu mt kh nng phn on thin bm v vic mi ngi u c mt
s mnh ngh nghip nht nh. Ti hon ton b thu ht vo nhng
chn la ngh nghip ca mi ngi lm th no h khi u cng
vic m h tng lm, nu h thch th vi cng vic , v c bit
l h c c mt c m thm kn no v nhng iu h thc s
thch lm. Do mt vi duyn c, mi chuyn rt t nhin khi ti bn v
ngh nghip ca mi ngi cng y nh ang bn chuyn v con th
cng ca h, mnh vn ca h, hay mt b phim m h tng xem.
Nhng cho d vic tr chuyn v ngh nghip dng nh tht t
nhin i vi ti th vic tr thnh mt chuyn gia t vn vic lm gn
nh khng d dng nh th. Ti i mt vi cm xc b t chi v
tht vng tng t nh mt s ngi i khi cm thy trong cc cuc
phng vn. Khng lu trc khi ti chnh thc chuyn sang ngh t vn
vic lm, ti quyt nh i hi mt s t cc nh hun luyn vic lm
rng h c cho l ti thch hp vi ngh nghip ny hay khng, ti c
th trng i c iu g t ngh ny, v trin vng ngh nghip ny
s nh th no. Tt c 10 ngi m ti hi u ni rng ti s khng
bao gi thnh cng nu thiu tm bng thc s v t vn hoc v gio
dc. Ti khng c bng cp, v ti cng khng c nh sm ly mt
tm bng.
Mt ngi c ni rng: Khng c c quan no tuyn ngi c
nn kinh t hin nay qu yu km. ang cn c nghn ngi t khp ni
trn th gii n c gng tm c mt cng vic ti trng cao
ng cng ng a phng. (Nghe c v quen thuc qu?).
Phng vn khng h ng s
12
13
Dn nhp: V sao phng vn li ng s?
Thm mt chuyn gia khc cnh bo: Ti khng thch c b ph
thi gian c gy dng s nghip lm t vn vic lm trong ci th x
ny. N qu nh, v ti cha thy c bt c t vn vin no thnh t.
Sau li ng vin khng gy hng th g ca 10 ngi ny, ti
sn sng ri b th x v tm bt c cng vic g lm ngoi tr
c vn vic lm! Nhng ti khng lm nh th. Mt cch no , li
cnh bo ca h t ra mt thch thc i vi ti. Ti tng xng
thng vo nhiu kh khn khc khi m mi ngi u ni khng th. Ti
bit rng mnh li c th lm c nh th ln na.
Ngay lp tc, ti bt u ngh c tr chuyn min ph ti tt
c cc loi t chc, doanh nghip v vn xc lp mc tiu, lng t
trng, v cch vit l lch bn thn (rsum). Ti tham d mt s bui
tho lun v hi ngh chuyn ngnh v pht trin ngh nghip. Ti c
tng quyn sch v ngh nghip v vic lm m ti c th v c
trong tm tay, v ti tham gia mt s kha hc cp chng ch v t vn
v pht trin ngh nghip. Trong vng 6 thng k t khi quyt nh tr
thnh mt chuyn vin t vn vic lm, ti c c nhng cuc hn
ng k trc t 2 thng vi mt danh sch ch i di! Ti lm
vic vi khch hng rt nhiu ngnh ngh kinh doanh nh xut bn,
k thut sinh hc, vi mch bn dn, bun bn, ngh thut, gii tr, vin
thng, y t, lut, tin hc, quc phng, thit k Web, k s, bnh vin,
thc phm, v thm ch c ngh lm ru na. Ti tham gia thuyt trnh
trong cc bui hi tho v tip xc c nhn vi mi ngi mi a v
x hi sinh vin, gim c iu hnh, nhn vin cp thp v cc Tin
s.
Mt ngy n, ti mt trong nhng lp hc ca ti, mt ph n
tht ln: C bit khng, c nn vit mt cun sch!. Ti thch tng
, phn nhiu v n l mt thch thc khc v v ti thc s nhn ra
rng, ti c th tip tc ngh o to cc k nng tm vic lm cho t
10 n 20 ngi mt ln, hoc ti c th vn ti hng nghn ngi
cng mt lc!
Dn nhp: V sao phng vn li ng s?
13
14
Phng vn khng h ng s
Ti vit chng u tin ca cun sch gi y bn ang c
v trnh trng a n cho mt bin tp vin hng u San Francisco.
Ti ngh chc l anh ta s yu thch tng ca ti v nhn ra tc phm
ny s thnh cng ch trong pht chc m thi.
Hai tun sau, ti nhn c mt l th i loi nh t chi, m
thm ch khng c c ch k tc gi. Khi ti gi in thoi v hi anh ta
v chng sch, nh bin tp ni: Ci ta th tt y, nhng ai s
c n? Ti xin li, chng ti khng th cng b cun sch ca ng.
Ti b suy sp hon ton, nhng ti khng cho s tht bi
ny ngn tr ti. Ti b thuyt phc rng mnh c mt thng ip ng
gi dnh cho tt c nhng ai ang trn ng tm vic lm, mt thng
ip vi cc cng c quan trng bo m thnh cng ca h. Sau mt
t tht vng n t cc bin tp vin khc, ti quyt nh m nhn ht
tt c bng chnh i bn tay ca mnh v t xut bn cun sch.
D nhin ti b n nn bao vy. D nhin ti s hi lo lng.
Nhng mi s s qua i nhanh chng thi sau khi ti bay i khp
t nc ny thit lp cc bui hi tho c ch Phng vn khng
h ng s, xut hin trn truyn thanh v truyn hnh, v vit bi gii
thiu tc phm cho bo v tp ch cc n lc ca ti c n b.
Mt bui sng n trong khi ang lm nhng cng vic thng
ngy, ti nhc in thoi ln, v nghe ging ni tuyt vi ca mt bin
tp vin t New York! C y k vi ti rng c qua bi vit ca ti,
v rng rt th v v cun sch ca ti. Ti qu sng s n ni sau
khi nghe c y gi li cho v t gii thiu, ti tht ln: Xin li. C
c th ch my trong chc lt c khng? Ti cn phi i tm thn xc
mnh v chui tr li vo trong .
Phng chm sng ca ti? l s kin tr. C th vic tham
gia phng vn 1, 2 ln hay thm ch 3 ln c kt qu khng nh bn
mong mun. Nhng vi nhng cng c phng b c trong cun sch
Phng vn khng h ng s
14
15
Dn nhp: V sao phng vn li ng s?
ny, chng ta s bin nhng con s 4, 5 v 6 thnh nhng li ngh
nhn vic. Ti bit rng bn c th lm c iu !
Dn nhp: V sao phng vn li ng s?
15
CHNG 1
CUC CHIN CHNG LI
NI S
Tim l trng nhm ca i dn dng nh sng cho mt i
truyn hnh thng tin a phng thnh ph Salt Lake, tiu bang Utah.
Sau 4 nm lm vic trong i v cui cng tr thnh chuyn vin thit
k hiu qu nh sng cao cp, anh hnh dung mnh c quyn c
hng s n b xng ng v sn sng chuyn n Los Angeles
tm vic trong ngnh cng nghip in nh.
Khng c s rng buc no v gia nh hay cc bn phn khc,
anh gi hnh l ln chic xe ti c k ca mnh v trc ch Hollywood.
Sau 4 thng, anh c c cuc phng vn u tin, mt bui gp g
vi gim c hnh nh ca mt mng li chng trnh phim trong tun.
Anh sn sng bt u cng vic t cp bc thp nht, nhng tht khng
may, cuc phng vn tht bi ngay c khi ch cn mt c hi nh th.
ging nh l mt bui cht vn, anh qu quyt khi gi in
cho ti. Ti cha bao gi ngh rng ti s phi k ht cu chuyn cuc
Cnh ca c hi s khng m ra tr khi bn y n.
Khuyt danh
17
Chng 1: Cuc chin chng li ni s
i mnh ch c c vic lm trong mt b phim! Cc cu hi ca
h tht khng th chu c. Ti u phi l mt nh phu thut thn
kinh.
Anh y cho bit suy ngh ca mnh: Ti khng bit chuyn g
xy ra. Khi h t cu hi v cc yu im v tht bi ca ti, ming ti
bng kh ran, v dng nh xng hm ti cng li. Ti ch ngi l ti
ch v hon ton ng cng li! Chc hn h phi ngh rng ti l mt
thng ng ngn! Ti bc ra khi ni m run ry trong lng, c cm
tng nh mnh hon ton l mt thng ngc. Ti s khng bao gi
mun tri qua mt iu g tng t nh th ny mt ln na!
Hin nhin bn khng n c khi chu ng mt s cm xc tiu
cc v phng vn. Phn ng mi ngi xem phng vn nh l mt ni
no l lng gia s kh chu m du v ni khip s kinh khng. Cun
sch ny s trao cho bn nhng chin lc c bit ch ng ni lo
s v bt ming nhng ting ni tiu cc ny.
Cc ni s phng vn ph bin nht
11 ni s ph bin nht khi tham gia phng vn m ngi ta ni
li cho ti bit c lit k trong danh sch sau y. Ngay by gi, hy
nh du vo trng trc bt c ni s no m bn c. Hy s dng
bt ch! Bn s quay tr li danh sch ny khi c gn xong cun sch,
v ti c th d bo chc chn rng rt nhiu ni s m bn ang c
hin gi s hon ton b xa sch sau .
Ti lo s h s t vi ti mt cu hi m ti khng bit cch
tr li. Cc chng t 2 cho n 5, cng thm cc cuc phng
vn mu cui cun sch ny, s gip bn tr li mt cch
chin lc bt c loi no trong bn loi cu hi phng vn.
Ti lo lng mnh s ging nh ang khoc loc. Rt nhiu
ngi trong chng ta hc c t tha b hoc khi ln ln
Phng vn khng h ng s
18
rng ca ngi chnh mnh l mt du hiu ca s ch k. Nhng
vic cung cp thng tin v tnh cht ca cng vic bn tng
lm th khng phi nh vy. Trong Chng 3, bn s thy c
s khc bit gia khoc loc v ni r s tht n thun.
Ti c phi ni rng ti b sa thi khi cng vic trc
khng? H c th khm ph ra c iu khng? C nhng
qui nh ca lut php bo v bn khi s t m ca ngi s
dng lao ng tng lai vo qu kh ca bn. Chng ta s tho
lun v nhng qui nh ny cng nh cch tt nht i ph
vi nhng cu hi lin quan n cc tnh hung ngh nghip
trc y.
Mi nh tuyn dng u ni rng ti hoc khng p ng yu
cu hoc li vt qu xa yu cu ca h. Ti nn lm g by
gi? Thng thng, khi nh tuyn dng ni rng h lo lng
nhng vn nh vy th thc s h ang mun du t nhiu s
tht. Chng ta s tm ra tht chnh xc cch thc xc nh v
xoa du nhng vn trong Chng 5 khi cp n nhng
cu hi ng sau nhng cu hi.
Ti c phi np cc kt qu kim tra cht gy nghin, kim tra
t cch, hay trc nghim tnh cch khng? Vic kim tra cht
gy nghin, kim tra t cch, v trc nghim tnh cch l vic
ph bin v kh trnh khi cc c quan hin nay. Nu mun,
bn c th t chi lm vic ti mt ni c nhng th tc tuyn
dng qu cht ch nh vy.
Ti nn lm g nu phng vn vin t nhng cu hi xm phm
i t hoc bt hp php? C mt s ch phi b hn ch khi
phng vn, v d nh cc khuyt tt trn c th, tnh trng hn
nhn, hay khuynh hng tnh dc. Chng ta s ni n cch
thc trnh nhng cu hi c tnh cht buc ti v bt hp
php ny.
Chng 1: Cuc chin chng li ni s
19
Ti khng bit phi lm g vi i bn tay trong sut cuc phng
vn. y l mt ni lo rt thng gp. Mt khi bn bit c
b mt c uy lc nht ca nhng c ch khng li trong mt cuc
phng vn, bn s bit s dng i bn tay ca mnh, v thm
ch bn s khng cn cn phi suy ngh n chng na!
Ti lo s mnh s b ng cng li trong cuc phng vn. Bn
s hc c k thut lng trnh v tip tc, l mt cch rt
thuyt phc v d chu gii quyt vn ny. Khi bn hc
c iu , mi s s tr nn rt t nhin.
Ti phi tr li nhng cu hi v k thut. Chng rt d, v ti
bit rng mnh tr li ng. Nhng ngi phng vn li ni rng
ti tr li sai. Ti phi lm g trong tnh hung nh vy? Nghe c
v quen thuc qu? Nu l mt k s hoc nh khoa hc, bn
rt c th s phi i mt vi loi tnh hung ny. iu c th
lm bn mt t tin! Trong Chng 5, phn Cc cu hi gy cng
thng, chng ti s ch cho bn cch thc tr li cu hi v gi
c bnh tnh.
Ti c phi tit l s tin m ti nhn c cho cng vic trc
khng? Lm th no v khi no ti nn t vn v mc
lng? Chng ta s tho lun v tng tnh hung thng lng
mc lng trong Chng 7. Bn khng nhng c kh nng kim
sot cc cuc tho lun v mc lng m cn c th lm ch
tnh hung .
Lm th no ti c th gii thch v vic mnh b cho ngh
vic? S c cch rt n gin gii thch v vic b cho ngh
vic m vn khng b ch trch v vn gi c gi tr ca bn.
iu ny nm Chng 5.
Ngoi vic gip bn c th bi mt cch thoi mi ra khi vng
nc cha y nhng ni s ph bin ny, cch tip cn ca phng vn
Phng vn khng h ng s
20
t tin s em n cho bn nhng iu m hu ht cc cun sch khc
khng th lm c, tp trung vo vic nm vng bn trng loi hi
p. Vic c chun b trc theo phng cch ny s cho php bn
tr li cc cu hi mt cch thoi mi v tin cy.
Chin lc hay S ghi nh
Phn ln cc cun sch v phng vn u xem mi cu hi
nh mt thc th tch bit. V d nh, h c th gi 100 cch tr li
cho nhng cu hi phng vn thng gp nht, vi hi vng rng bn s
nh cu hi no s c hi trong tnh hung no. iu cng tt
nu bn c mt tr nh siu vit, nhng mt chin lc thm ch s cn
tuyt ho hn. Phng vn t tin l cch tip cn hon ton mi vi qu
trnh phng vn, trong chng ta s dng chin lc ch khng phi
l tr nh.
Bn s khng phi ghi nh v vn trang giy c cha cc cu hi
phng vn, v ti cng s khng dy cho bn bt c t ng chnh xc
no. Bn s khng phi ghi nh bt c iu g l khng t nhin i vi
bn. Thay v th, bn s hc hi nhng chin lc nhng nguyn tc
cn bn lm cho bn t do biu l chnh mnh theo cch d chu nht
c th.
Bn s hc cch phn chia cc cu hi thnh bn trng hp
chnh yu v trin khai mt k hoch tng th tr li mi loi cu hi
ny. V d nh, cc cu hi u l u im ca bn? v u l im
yu ca bn? thc s l hai trng hp hon ton khc nhau. Cu hi
th nht c ti gi l cu hi trc tip, v cu hi th hai ti gi l cu
hi gy cng thng. t c kt qu tt, mi cu hi cn mt chin
lc tr li khc nhau, gn nh c th mu thun nhau. Bn s hc
cch tip cn d dng nht cho mi cu hi ny trong cc trang sch
tip theo!
Chng 1: Cuc chin chng li ni s
21
Vi nhng k thut phng vn t tin, bn ch phi nm vng bn
loi trng hp thay v nh hng trm cu hi.
22
Phng vn khng h ng s
Phng vn c th rt th v!
Khi bn c cun sch ny, ti hy vng rng bn s iu chnh
li ngha ca vic phng vn hnh thnh trong bn. Vic iu chnh
li ny l mt qu trnh bin i cch nhn thc mt tnh hung t
bn c th nhn n di mt gc nhn khc, thng l tt p hn. Bng
cch to c s t tin nh nhng k nng tham gia phng vn, bn
s khng cn xem phng vn nh mt kiu thm vn kh chu, v bn
s bt u nhn nhn n nh mt c hi khng ch vo u c
hc hi, tm s thoi mi, v thm ch nim vui.
Mt khi bn pht hin ra cc k nng ca mnh (m chng ta s
thc hin trong chng k tip), bn s thy rng phng vn ch l mt
din n dnh cho bn hng th vui tr chuyn v nhng iu bn
c th lm tt nht v thch lm nht. Th tng tng xem! Mt cuc
phng vn xin vic li c th em li nim vui!
Hc cch t tin tham gia phng vn th cng ging nh hc khiu
v. Phi nm vng mt s bc c bn. u tin, bn hc v thc hnh
mi bc tht chm ri, nhng phi mt nhiu thi gian trc khi bn
c th lt ngang trn sn nhy. Bn c ng cun sch s gip
bn hc nhng bc nhy ny, v ch vi mt s thc hnh na thi,
bn s c th bay ln. Hy tin ln!
CHNG 2
XY DNG KHO TNG K
NNG CA BN
Ln u tin Marie in thoi cho ti l vo mt ngy th t, nghe
bun b v bi ri. C y ni: Ti tri qua cuc phng vn th by
trong vng 2 thng. Ti ngh mnh cn mt chuyn gia t vn vic lm.
C y tip tc: Ti ch khng th hiu c iu . Ti vit
l lch bn thn mt cch chuyn nghip. B nn xem bn l lch ny.
Cng khng th c vn g vi din mo ca ti c. Mi ln trc
khi tham d phng vn, ti u chun b u tc, ct mng tay, v lun
mc b p nht. Ti thc s khng bit nn suy ngh g. iu
khin ti t hi phi chng mnh chn sai ngh! Nu mt k no khc
vi t kinh nghim hn ti li c c vic lm ch khng phi l ti, ti
tc mun in ln c!
Con ng dn n hnh phc nm trong hai nguyn tc gin d:
Hy tm kim nhng g m bn thch v lm nhng g m bn c th
lm tt, ri t trn vn tm hn bn vo tt c mi sinh lc, kht
vng v kh nng m bn c.
John D. Rockefeller
23
Chng 2: Xy dng kho tng k nng ca bn
Marie gi fax cho ti bn l lch ca c vo ngy trc bui
hn gp g nhau ca chng ti. Trn mt giy, c y trng tht xut
sc. Trong bn l lch ca mnh, tht r rng l c y c 10 nm kinh
nghim trong lnh vc bn hng, qun l hn 75 ngi, v s
khch hng quan trng vi doanh s ln n vi triu la mi khch
hng. Nu bit cch trnh by thch hp trong mt cuc phng vn,
Marie c th m nhn nhiu v tr bn hng trong ngnh k thut cng
nghip.
C y n bui hn t vn vo mt ngy th su. Trong t giy
u tin, ti thy r rng rng c y c nhng k nng x hi xut sc.
Li cho ca c y tht chuyn nghip, v c y c mt n ci chin
thng v mt ci bt tay vng vng ca ngnh kinh doanh. C y nhn
thng vo mt ti v ng thng, tot ra bn ngoi tht nhiu v t tin.
C n mc v trang im khng ch vo u c. R rng khng
c bt c iu g lm bn khng a c y. Ti thy rng vn ca c
y khng phi l n tng ban u.
Marie v ti quyt nh rng chng ti s thc hin mt cuc
phng vn m phng, trong ti ng vai ngi phng vn v c y
s tham gia vi vai tr ca chnh mnh. Cu hi u tin ti t ra cho
c y c l l cu hi u tin thng gp nht trong bt k cuc phng
vn no: Hy k cho ti nghe v bn thn bn. Ti tip tc vi mt s
cu hi ph bin khc nh: Hy cho ti bit v cc k nng ca bn
v u im ln nht ca bn l g?
Tr li ca Marie cho nhng cu hi ca ti, mc d v mt k
thut th ng, nhng ton l nhng im chung chung v ch cho thy
mt n tng m nht v nhng g m c y thc s c th p ng
Bng chng no cho ti thy rng c y l mt ngi xut sc? C
y s s dng k nng ca mnh nh th no em li li nhun
cho cng ty chng ti?
24
Phng vn khng h ng s
25
Chng 2: Xy dng kho tng k nng ca bn
i vi v tr gim c tip th. Nu ti l ngi s dng lao ng, ti c
th t nghi vn v ng vc v vic liu c ta c th lm tt nh c ta
ni hay khng. Mt cch c th hn, lm sao c y c th chng
minh c nng lc ca mnh?
V d nh, c y c g khi ni rng mnh cc k c kinh nghim
C phi c mun ni n 2 nm kinh nghim? 5 nm? Hay c
l 20 nm?
V c y ni rng mnh c mt b dy thnh tch him c.
Chnh xc iu g lm cho thnh tch ca c y l him c?
Phi chng c mun ni rng mnh vt ch tiu?
Phi chng c mun ni rng mnh qun l nhng khch
hng em li doanh s ln?
Cn v li bnh phm ca c y khi ni rng mnh c mt kh nng
phn on tuyt vi v cc nhu cu ca th trng?
C c thng tho v nghin cu th trng hay khng?
C c th cho ti bit mt v d c th v kh nng thu hiu
cc nhu cu ca khch hng hay khng?
Ti khng ly lm ngc nhin khi c y ni rng u im ln
nht ca c y l k nng giao tip. Thc ra, hu ht chng ta u tin
rng mnh c k nng giao tip tt. Vn y chnh l, trong phng
vn, bn c chng minh c iu hay khng.
C c th k cho ti nghe v mt s bui gii thiu m nh
c ginh c khch hng hay khng?
C bao gi tham gia thng lng v em li kt qu c li
cho cng ty ca c hay cha? Khi no? Vi ai? S tin em v
l bao nhiu?
C l c mun ni rng mnh gii trong vic gii quyt cc mu
thun bng kh nng giao tip.
Tht kh m bit c chnh xc nhng g Marie mun ni khi c
khng a ra c nhng bng chng c th chng minh cho
nhng g mnh va ni. Cch chng minh ny chng ta s tm hiu trong
hai chng k tip. Bn s hc cch khng phm sai lm nh Marie
mc phi. Bn s bit r cc k nng ca mnh v bit chnh xc lm
th no chng c th to ra tc ng tch cc ln bt c t chc
doanh nghip no m bn xin vic. Khng ging nh Marie, bn s
khng lm nhng iu sau y:
Cho rng bn l lch s ni thay mnh.
Din t mt cch chung chung v trng i ngi phng vn
ni kt nhng du ba chm h cho bn.
Khng cn nghi ng g na. Marie vn tip tc nhn c li t
chi vic lm mc d c c phong cch thn thin v thch hp vi gii
doanh nghip. Cc ch s dng lao ng mun c bng chng v kh
nng ca bn! Thc t l, trc khi mt ch s dng lao ng tr cho
Marie hn 100.000 la mt nm m nhn cng v gim c kinh
doanh cho ng ta hay b ta, th h s mun c mt s v d c th v
ni chn v cch thc Marie s dng to ra li nhun cho cng
ty m c lm. Marie khng th trng i bn l lch ca mnh s lm
cng vic ni chuyn thay cho c y. Thay vo , c phi hc cch
din t mt cch r rng v sc tch nhng kt qu ny.
hai chng k tip, bn s hc cch lm th no d dng trnh
khi cm by ca vic din t qu m h ch bng cch hiu r
nhng k nng ca mnh v bit cch truyn t chng mt cch t
tin. No chng ta cng chuyn sang ch hp dn i!
26
Phng vn khng h ng s
27
Chng 2: Xy dng kho tng k nng ca bn
nh gi cc k nng ca bn
Lp ra mt bn nh gi li cc k nng ca bn chnh l bc
khi u thnh cng trong bt c cuc phng vn xin vic no. Chn
mi phn trm cc ch s dng lao ng ni rng l do chnh yu
h khng chp nhn ng vin l v ngi c phng vn khng th
trnh by r rng cc k nng ca anh ta hay c ta. Hy c on cui
ca cu trn mt ln na. iu khng c ngha l h khng c cc
k nng cn thit thc hin cng vic, m c ngha l h khng th
trnh by thnh li cc k nng ny mt cch thuyt phc nht.
Khi bn lm xong cc bi tp ny hai chng k tip, bn s
to c nn tng cho v s cc k nng v thnh tch c nhn m ti
gi l kho tng k nng ca bn. Trong chng ny, chng ta s tin
hnh nh gi li cc k nng m bn c. u l cc k nng chung ca
bn? u l k nng c trng ph hp vi ngh nghip ca bn? Cc
tnh cch lm tng thm gi tr cho bn? Cc nng lc him c ca bn?
Cc ti nng v nng khiu thin bm c bit lm cho bn tr nn c
o?
Vic hc tp t nhng cu chuyn qua danh sch cc k nng
ca bn l cng vic m chng ta s gii quyt cng vi nhau trong
Chng 3, , bn s hc phng php sc tch v hiu qu nht
din t thnh li cc k nng ca mnh vi mu cu nh lng (Q
statements). S khng c cu hi no ca phng vn vin khin bn bi
ri bi v bn lun lun t th chun b sn nhng cu chuyn v
thnh tch ca mnh c th gy n tng v thm ch lm h hoa
mt.
Trong chng ny, chng ta s tho lun v nm loi k nng:
K nng chung
K nng c trng ngh nghip
Tnh cch
Nng lc
Nng khiu thin bm
Vic nhn dng cc k nng ca bn chnh l bc u tin
chn la cc cu chuyn v v d minh ha, t bn s c th trnh
by cc k nng v kinh nghim ca mnh cho phng vn vin mt cch
r rng, thuyt phc (v th v) nht.
Cc k nng chung
u tin, chng ta hy cng xem xt cc k nng chung v tm
hiu l do ti sao chng li c th ng vai tr quan trng khi bn tham
gia phng vn, cho d bn c d nh gi nguyn lnh vc ngh nghip
hay ngh n vic chuyn sang mt lnh vc lm n mi.
S dng cc k nng chung trong mt bui phng vn
thay i ngh nghip
K nng qun l l mt v d v k nng chung. N c gi l
mt K nng chung v chng ta c th bt gp n trong hu ht cc
ngnh kinh doanh th thao, tin hc, bun bn l, sn xut, chm sc
sc khe v thm ch c ngnh gii tr na. V nhng ngh nh gim
c kinh doanh, gim c hnh chnh, gim c sn xut, gim c d
n, gim c chng trnh, gim c vn phng v gim c k ton
u cn c k nng qun l.
Mt iu th v khi thit lp kho tng k nng chung chnh l n
s cho php bn lin kt nhm k nng bn thu nhn c trong
mt ngnh ngh vi nhm k nng cn thit trong mt ngnh ngh khc.
Mt ngi tng lm qun l ngn qu, lp cc bn kim k, v iu
hnh nhm nhn vin trong ngnh tin hc th c th ng dng cc k
nng ny vo mt ngnh ngh khc nh sn xut chng hn.
Phng vn khng h ng s
28
Ni cch khc, nu bn mun nhy t v tr mt gim c d n
trong ngnh k thut sang v tr gim c sn xut trong ngnh cng
nghip in nh, bn c th s bi ri khi tm nhng k nng chung
quan trng cn thit cho s thay i . Tuy nhin, trong qu trnh
phng vn , bn c th cn phi tr li nhng cu hi ca nh tuyn
dng v kh nng to ra c s chuyn i . Cu tr li ca bn c
th tng t nh th ny:
Mc d ti cha c kinh nghim trc tip trong ngnh cng nghip
in nh, nhng ti c k nng qun l. Ti iu hnh nhng khon
ngn sch ln n 1 triu la, qun l cc nhm nhn vin ln n 48
k s v chuyn gia k thut, v thng sp xp cc chng trnh c lin
quan n ba d n khc nhau, trong thi hn khc nhau. Bng vic sp
xp lch trnh mt cch sng to v phn phi cc ngun lc mt cch
cn trng, ti c kh nng hon thnh mt d n trc thi hn 18 ngy,
v do tit kim cho cng ty ca ti hn 147.000 la. chnh l
cch tit kim m ti cng mun mang li cho cng ty ca ng.
Holly, mt trong nhng khch hng ca ti, l mt gio vin,
nhng li c th chuyn sang lm vic trong ngnh o to v pht trin
cho b phn nhn s ca mt cng ty v tnh c ln v nhn c mc
lng kh cao. Mc d cc ngnh ngh khc nhau, nhng c y c kh
nng xc nh mt s k nng quan trng ca chung hai ngnh ngh
ny. Danh sch cc k nng chung ca c y nh sau:
Thit k gio n
Nghin cu
Trnh by
Dy hc
c lng
Khi gim c nhn s hi lm th no c y ngh rng mnh c
th p dng cc k nng dy hc vo cng vic o to, Holly ni
nh sau:
Chng 2: Xy dng kho tng k nng ca bn
29
30
Phng vn khng h ng s
Khi ti nhn ch nhim mt lp bn ca trng Tiu hc Bowden
Street Minneapolis, im trung bnh ca lp trong 5 nm trc l
im C tr. Ti ng dng cc k nng ca mnh nghin cu, thit k
nhng chng trnh ph hp vi la tui, cc phng php hc tp
tng ng, v trin khai cc bui dy sng to, v vy, im trung bnh
ca lp c nng ln mc B cng. l mt thnh tch m ti rt
t ho n gin l cch ci thin m ti mong mun to ra cho
tinh thn v hiu nng lm vic ca cc nhn vin trong cng ty ng.
S dng cc k nng chung tm mt cng vic mi
Hin nhin, cc k nng chung c th c s dng khi bn nh
xin cng mt loi cng vic trong cng mt lnh vc kinh doanh. Nu bn
nh xin m nhn cng vic qun l tp th cng tc x hi ti mt c
quan m s lng nhn vin tham gia c bit ng, th bn cn phi
nhn mnh mt s k nng chung m t chc i hi. Gi s danh
sch cc k nng chung bao gm:
Kh nng nh gi
Kh nng c vn
Kh nng nghin cu
Kh nng bo co
Kh nng cng tc
Kh nng t chc
Nu phng vn vin hi bn: u l nhng u im ca bn ?,
th bn c th chn cch tr li nh sau, bng cch gii thiu ba u
im ng ch nht v sau trau chut k cng mt trong nhng u
im , v d nh cu tr li c trch dn bn di:
Hi: u l nhng u im ln nht ca bn?
p: , mt vi u im ln ca ti l kh nng c vn, bo co v t
chc. Kinh nghim cho thy k nng t chc ca ti th hin r
v tr m ti lm cho Ford Human Services Richmond, Virginia.
Ti chu trch nhim qun l mt nhm ngi vi hn 75 khch
hng, ngha l ti phi cn thn ghi chp v lu gi thng tin, v
d nhin phi xem xt k nhng thng tin ny trc mi ln gp g
mt khch hng. Ti c tuyn dng v cung cp c nhiu
chi tit trong cc bn bo co ca mnh, m ti c kh nng l
v t chc sp xp cc h s v khch hng ca mnh rt tt.
Ti lun t ho rng nh k nng t chc ca mnh, ti c th
iu hnh mt lng khch hng ln n nh th. Ti tin tng
rng mnh s em n cho khch hng ca ng s tn trng v
quan tm su sc tng t nh vy.
Bn c th xem xt m hnh mu nh sau:
1. Bn cp n ba k nng dng trong cng vic trc
m cng s c gi tr cho cng vic sp ti ca mnh. (
Chng 8, chng ta s khm ph cch nh gi xem nhng
k nng no l quan trng i vi phng vn vin).
2. Bn chn mt k nng m bn tin tng rng quan trng nht
cho cng vic m bn xin ng c.
3. Bn k li mt cu chuyn tht ngn v k nng c trng .
Bn c th trau chut cu chuyn ny bng cch cung cp
nhng con s, t l phn trm, kin phn hi, xp loi, v
lng tin mt c th. (Chng ta sp kho st y k thut
ny trong Chng 3 v mu cu nh lng (Q statements)).
4. Bn ni rng mnh t ho v thnh tch ny.
5. Bn ni kt nhng thnh tch hay kt qu c ca mnh vi
kh nng s pht huy chng trong tng lai ti cng ty m bn
mun xin vic, bng cch ni rng: V chnh xc l nhng
Chng 2: Xy dng kho tng k nng ca bn
31
32
Phng vn khng h ng s
g ti mun thc hin cho cng ty ca ng/ b. (Trong Chng
5, chng ta s cp n l do v sao iu ny tht quan trng).
nh gi cc k nng chung
Gi y l lc bn xem xt li nhng k nng chung m bn c:
1. Hy c lt qua danh sch cc k nng chung sau y.
2. Hy nh du nhng k nng no m bn thy thng tho.
Bn c th mi ch s dng mt k nng no c mt ln
nhng mc kh thng tho c th s dng c n
mt ln na nu c c hi.
Hy rng lng vi chnh mnh khi bn quyt nh xem liu mnh
c cc k nng ny hay khng. Bn khng cn phi l mt chuyn gia
v mt lnh vc no , cng khng nht thit phi s dng chng trong
mi trng cng vic trc y. Hy suy ngh tht k v nhng tnh
hung trng hc, vui chi gii tr, x hi hay tnh nguyn m bn
c dng cc k nng ny:
___ Qung co ___ nh gi hiu nng
___ Khuyn bo ___ nh gi tin trnh
___ Phn tch d kin ___ nh gi cht lng
___ Phn tch tnh hung ___ H tr
___ Sp xp s kin ___ Ch n chi tit
___ Kim ton ___ Xy dng c cu
___ Xy dng mi quan h ___ Chi tiu ngn sch
___ Xy dng lng tin ___ Tnh ton
___ Xy dng s cng tc ___ Phn loi
___ Quan h khch hng ___ Hun luyn
___ Trao i thng tin ___ Giao tip di dng vit
___ Giao tip bng li
___ Giao tip khng bng li
___ Giao tip bng cm xc
___ Giao tip bng tng
___ Giao tip bng ch dn
___ Khi nim ha
___ C vn
___ Hiu chnh
___ T vn
___ X l d kin
___ Ra quyt nh
___ Trang tr
___ y quyn
___ Pht trin h thng
___ Pht trin thit k
___ Pht trin ti nng
___ Chn on
___ Hng dn
___ Bin son
___ V
___ Li xe
___ Bin tp
___ Gio dc
___ Cm thng
___ Thc p
___ Sp t
___ nh gi
___ Thay th
___ Hoch nh ti chnh
___ D bo
___ Pht biu c h thng
___ Kh nng thnh lp ngn qu
___ Hn gn
___ Gip ngi khc
___ Thc hin
___ Tng tng
___ nh hng
___ xng
___ Trc cm
___ Can thip
___ Ni trc cng chng
___ Pht minh
___ Ghi nhn
___ iu tra
___ Sa cha
___ Lnh o ngi khc
___ Ti kin to
___ Thuyt ging
___ Bo co
___ Nng
___ Nghin cu
Chng 2: Xy dng kho tng k nng ca bn
33
34
Phng vn khng h ng s
___ Lng nghe ___ Kinh doanh v tip th
___ Qun l cc nhim v ___ Bn hng
___ Tip th ___ Bo dng trang thit b
___ Tip th v giao tip ___ Phc v khch hng
___ Xoa du ___ Gim st
___ Khuyn khch ___ Kho st
___ Quan st ___ Xy dng nhm
___ iu khin my vi tnh ___ Lnh o nhm
___ T chc ___ Gi in thoi
___ Ra lnh ___ Phc v
___ Qun l chng trnh ___ Ch to cng c
___ Lp trnh my tnh ___ o to
___ Qun l d n ___ Gii quyt vn
___ Xc tin ___ S dng trang thit b
___ Thu hiu ___ S dng Internet
Nhng k nng chung khc cha c cp n:
3. By gi, hy c li danh sch mt ln na t u n cui.
Ln ny, hy khoanh trn cc k nng no bn khng nh
35
Chng 2: Xy dng kho tng k nng ca bn
du nhng mong mun c tip tc s dng trong cng vic
sp ti ca mnh.
4. By gi bn c mt danh sch vi mt s k nng
c nh du v khoanh trn, vi ngha l:
a. Bn c th s dng chng.
b. Bn thch s dng chng.
c. Bn mong mun tip tc s dng chng trong cng
vic sp ti ca mnh.
5. Cn thm mt bc na, v y l bc mang tnh th
thch nhiu nht. Hy chn ra su trong cc k nng m
bn c trong danh sch ca mnh v c khoanh
trn hoc nh du.
Khi gii hn li con s cc k nng ca mnh xung su,
c th bn s suy ngh rng: Ti mong mun s dng hu ht cc
k nng ny. Ti thch th s dng chng n ni ti chng hng
th g khi thu hp danh sch li cn c su. Lc y, hy suy ngh
v iu ny: Ln cui bn mua hay thu mt chic xe hi, bn c
thc s xem xt c th cc tnh nng ca chic xe t trc xe,
ng khi cho n bugi ri n chiu hu hay khng?
Bn c b d d mua chic xe hay khng nu ngi bn
hay bn qung co ch ni rng: Chic xe ny c tt c cc tnh
nng m khng h gii thch mt cch c th nhng tnh nng
no ca chic xe l quan trng nht?
Liu chic xe c thu ht bn hn khi bn qung co hoc
ngi bn c cp n su hoc by tnh nng c bit m bn
thc s mun bit, v d nh my iu ha, h thng m thanh
vi su loa, hay mt ch bo hnh v iu kin trong 5 nm ti
xng sn xut?
Bng cch cp n nhng tnh nng bn bit rng mnh c
v bn cng bit rng ngi ch s dng lao ng mong mun bn,
bn s cho h thy mnh c trang b tt c th gii quyt nhng
kh khn trong cng vic. (Trong Chng 4 v ch nghin cu,
chng ta s hc mt s phng php d dng xc nh xem k nng
no l quan trng i vi ngi ch s dng lao ng)
Cc k nng c trng ngh nghip
Bn c th ni rng: Tt, ti l mt nh qun l c k nng t
chc hiu qu, nhng ngh nghip ca ti cn cn nhiu th hn th
na!. Bn ni ng. Bn phi s dng kin thc chuyn mn v trnh
chuyn nghip trong ngh nghip ring ca mnh. Cc k nng c
trng ngh nghip chnh l nhng nng lc ny, n gip bn thnh cng
trong mt cng vic c trng mt cng ty c trng vi chuyn
ngnh cng nghip c trng. y l nng lc m mi ngi khc cng
lm cng vic nh bn s phi p ng nh l yu cu cn bn trong
ngh.
Hy c lt qua nhng dng bn di xem mt s v d
minh ha cc k nng c trng ngh nghip cho nhiu ngnh ngh
khc nhau. Bn c th khng thy ngh nghip ca mnh trong danh
sch, nhng bn s thy c s khc nhau gia cc k nng ny vi
cc k nng chung m chng ta ni n phn trn. Cc k nng
c trng ngh nghip ca bn thng c lit k trong bn l lch,
nhng hy nh vn then cht ca phng vn l: Ch s hu c
k nng hay thm ch vit n ra trn bn l lch ca bn l hon ton
khng . Bn cn phi c kh nng din t n bng li.
Cc tnh nng c bit ca chic xe hi ny cng ging nh nhng
k nng m bn chn v mang theo bn mnh khi tham gia phng
vn.
36
Phng vn khng h ng s
37
Chng 2: Xy dng kho tng k nng ca bn
Xin vui lng nhn qua danh sch di y v mt s cc k nng
c trng ngh nghip m bn cn thng tho. Ti ngh rng bn s
nhn thy chng khc vi cc k nng chung nh th no:
Ngh nghip Cc k nng c trng cho ngh chn
K ton Kh nng chi tr ti khon
Kh nng thu nhn ti khon
Lp bng lng
Chuyn gia tip th Vit thng co bo ch
Phi hp trnh din thng mi
D bo
C vn ti chnh Trnh chuyn mn v ti chnh
Kin thc v c phn, tri phiu, qu chung
Kin thc v hoch nh hu dng v
phc li
Cu th bng Hiu chin thut bng
Rn luyn trong ma t thi u
Kh nng chi theo v tr (tin v, phng
th bc 2, tin v tn cng)
Nh hoch nh mi Kin thc v a cht hc v sinh hc
trng Kin thc v nguyn nhn v cch x
l cc cht gy nhim
Kin thc v sinh thi hc ca mt
khu vc a l nht nh
38
Phng vn khng h ng s
Nh lp rp bn dn Cc linh kin in t
Cc thao tc v mi trng th nghim an
ton
K nng iu khin cc cng c tinh xo
Nh tm l tr liu Chn on sc khe ca khch hng
Hiu nhng hnh vi khng li
K thut tr liu bng nhn thc hnh vi
Nh xut bn Kh nng c xut sc
Qu trnh xut bn t lc xp ch cho n
khu tip th
Cch thc lng gi tc phm xut bn
Lp trnh vin my tnh Cc ngn ng tin hc
Cc thut ng my tnh Cc ngn ng C,
SQL, Perl, Java, JavaScript
Nh phu thut Kin thc v gii phu hc v sinh l hc
con ngi
Cch thc chn on v tin lng bnh
Kh nng tin hnh phu thut
Qun l vn phng t hng ngun cung cp vn phng trong
phm vi ngn sch
Phn mm Microsoft Office, Lotus, Peachtree
Vn hnh h thng in thoi nhiu tuyn
Gi y ti mun bn th bt tay vo vic xc nh mt s k
nng c trng ngh nghip m bn c.
Kim k cc k nng c trng ngh nghip
Hy lit k t 6 n 10 k nng c trng ngh nghip ca bn
vo danh sch di y. u l k nng bn phi c c th kim
c cng vic trong ngnh kinh doanh bn chn? S tht c li
nu cc k nng bn c chnh l cc k nng trong bn m t ngh
nghip m bn phng vn. Khi ngi ch s dng lao ng t ra
nhng cu hi khng th trnh n c nh: u l cc u im ca
bn? v u l cc k nng ca bn?, bn c ngay trong tm tay
cc k nng tt nht cho ngh nghip ri.
1.__________________________________________________
__________________________________________________
2.__________________________________________________
__________________________________________________
3.__________________________________________________
__________________________________________________
4.__________________________________________________
__________________________________________________
5.__________________________________________________
_________________________________________________
6.__________________________________________________
__________________________________________________
7.__________________________________________________
__________________________________________________
8.__________________________________________________
__________________________________________________
9__________________________________________________
__________________________________________________
10.__________________________________________________
__________________________________________________
Chng 2: Xy dng kho tng k nng ca bn
39
40
Phng vn khng h ng s
Cc tnh cch
Tht l th v ! By gi chng ta sn sng chuyn sang mt
nhm k nng khc c gi l tnh cch. Chng cng quan trng nh
cc k nng chung ca bn, v chng thng hnh thnh nn t hp cc
c im c nhn m bn c. Cc k nng ny th hin bn l ai ch
khng phi bn lm c nhng g, biu hin r nt thi , thi quen
lm vic, nguyn tc x th, v cch thc bn quan h vi mi ngi
xung quanh.
Khi ngi ch s dng lao ng t cu hi nh sau: Ngi ch
trc y nhn xt v bn nh th no? hoc Cc ng nghip
trc y ngh g v bn?, th s rt c li nu bn c kh nng m t
chnh mnh bng cch s dng ba hoc bn tnh t c trong bi tp tip
theo.
Xt li tnh cch ca bn thn
Hy c danh sch di y hai ln. Ln u tin, hy c lt
qua danh sch v nh du trc mi tnh cch ph hp vi bn. Nu
khim tn qu th bn khng th gt ht c bt c th g u. Nu
bn hi bt c ngi bn hay ng nghip tt no, th anh ta hoc c
ta s c th ng tnh rng bn thc s c nhng phm cht !
___ Chp nhn ___ Ci m
___ Chnh xc ___ D ng lng
___ Hng n thnh qu ___ ua tranh
___ Khuynh hng thch hnh ng ___ Bit quan tm
___ Tho vt, nng n ___ T tin
___ Kht vng ___ Thn trng
___ c phn tch ___ Can m
___ c thm m ___ Nh nhn, lch s
___ Quyt on ___ Sng to
___ Nhn thc cc s kin xung quanh ___ Tn ty
___ Cn bng ___ ng tin cy
___ Ni bt ___ Ch n chi tit
___ C dng kinh doanh ___ Kin quyt
___ im tnh ___ Sing nng
___ Chu o ___ Khn kho
___ Kch thch ___ Thng thn, bc trc
___ C sc li cun ___ Sng c mc ch
___ Tn tm ___ Nng ng
___ Tit kim ___ Mu mc
___ Thit thc ___ Din cm
___ Hiu qu ___ Ngay thng
___ Cm xc mnh m ___ Thn thin
___ y ngh lc ___ Ho phng
___ Vui v ___ Thnh tht
___ Nhit tnh ___ C khiu
___ Lm vic tch cc v chu o ___ Dm mo him
___ Tn trng o l ___ Tht th
___ Hay gip ___ Khi hi
___ c lp ___ Pht kin
Chng 2: Xy dng kho tng k nng ca bn
41
42
Phng vn khng h ng s
___ Su sc
___ Gy cm hng
___ Tr tu
___ Thng minh
___ Trc gic
___ C ti sng ch
___ Am hiu
___ Hp l
___ Trung thnh
___ Chn chn
___ C phng php
___ T m
___ Khim tn
___ C ng c
___ Khuyn khch
___ Tinh
___ Lc quan
___ Ngn np
___ Trt t
___ Thn mt, thoi mi
___ Kin nhn
___ Cu ton
___ C sc thuyt phc
___ Mnh khe v th cht
___ Kn o
___ Thng cm
___ Tin phong
___ C h thng
___ Hu ch
___ Lch thip
___ ng gi
___ Khuynh hng v bn phn
___ L tr
___ Khuynh hng v nhm
___ Thanh thn
___ Kin tr
___ D dt
___ Thu o
___ Si ni
___ Sch s
___ Tho vt
___ Khoan dung
___ Lu tm
___ ng tin cy
___ L php
___ T do
___ C trch nhim ___ Khng ch k
___ p ng nhit tnh ___ Quyt tm
___ Khuynh hng v kt qu ___ Khc thng
___ Khoa hc ___ C ti n ni
___ T ch ___ Linh hot
___ Nng n ___ Nhn xa trng rng
___ Chn thnh ___ Nng m
___ Ha ng ___ n mc t chnh
___ Thanh thot ___ c mi ngi a thch
___ Ni nng lu lot
Ln th hai c lt qua danh sch, hy chn ra ba hoc bn
tnh cch m t ph hp nht vi bn thn bn v bn ngh rng s s
dng cho cng vic sp ti ca mnh. Bn c th rt thnh tho trong
hu ht nhng k nng ny. gii hn chng xung cho danh sch
sau, hy c gng lit k nhng tnh cch ch xut hin bn mt cch
t nhin v bnh thng nht. Bn cng c th xem xt vic lit k
nhng tnh cch bn thng c ngi khc khen ngi nhiu. Hy ghi
chng vo danh sch di y:
1._______________________________________________________
2._______________________________________________________
3._______________________________________________________
4._______________________________________________________
Cc nng lc
Bn sn sng trnh by mt s k nng c bn bo m s
gy n tng cho ngi phng vn v cn bng nh hng ca mnh
Chng 2: Xy dng kho tng k nng ca bn
43
44
Phng vn khng h ng s
cc k nng chung, k nng c trng ngh nghip, v cc tnh cch
ca bn. Gi y, chng ta hy thm vo hai loi k nng na cng lm
cho li trnh by ca bn ng tin cy hn.
u tin l nhm k nng c gi l nng lc. Nng lc thc ra
l nhng nhm k nng, v chng l tiu chun nh gi tt c cc
nhn vin ca cng ty cng nh nhn vin tim lc. Chng c th to
ra s khc bit gia vic trng c hay b b qua. Chng c th v chc
chn gip xc nh ngi no nhn c vic lm v ngi no khng
nhn c vic lm. Hn th na, cc phng vn vin c o to
nhn ra cc nng lc cng nh k nng.
Cun sch The Occupational Outlook Handbook (S tay hng
dn Trin vng Ngh nghip), mt ngun thng tin ngh nghip hu
ch, lun c B Lao ng Hoa K cp nht v xut bn hng nm.
Cun sch ny lit k cc cng vic, kh nng chuyn mn cn c, trin
vng th trng, v mc lng cho hn 6.000 ngh nghip, n c
xut bn c trn ton quc. Vic truy nhp cun sch trn Internet a
ch www.bls.gov/oco/ hoc bn in ra giy ti th vin chnh l phng
php ti u nht tm kim nhiu thng tin v cc loi k nng, trnh
gio dc, tnh cch, v nng lc m ngi lao ng cn phi c
c th m nhn tt mt s cng vic nht nh. Thm na, cun s tay
cn lit k cc nng lc cng nh k nng cung cp cho ngi xin
vic nhng g m cc ch s dng lao ng i hi mt cch trn vn.
V d nh, cun s tay hng dn lu rng i vi v tr C vn
ti chnh v an ninh, nhng nng lc v tnh cch nh mt kht vng
thnh t, kh nng vn dng nhng th b loi b, v s t tin thc
s c gi tr hn i vi ch s dng lao ng thay v cc k nng truyn
thng nh l kh nng s hc hay mt trnh gio dc chnh quy.
Ngay c i vi cc v tr c lin quan n trnh rt cao v k
nng k thut, nng lc vn ng vai tr rt quan trng. Trn mt a ch
Web m t ngh nghip v cc k nng cn thit i vi mt k s phn
cng my tnh, kh nng sn sng cp nht lin tc tri thc l mt
nng lc c xp vo loi quan trng ngang hng vi cc k nng
khc c lin quan n lnh vc k thut.
Nng lc no c gi tr nht?
y l mt s nng lc ct li quan trng nht m nhiu v tr
cng vic trong thng trng nhiu thng trm nh hin nay cn c:
Tnh linh hot. Kh nng thay i, i khi tht nhanh chng, t
mt nhm nhim v cng vic ny sang mt nhm nhim v
khc, hoc t mt i ng lm vic chung ny sang mt i ng
khc hay lm thm gi hoc thay i gi gic.
Kh nng thch ng. Kh nng chu ng v tn dng ti a
tim nng ca nhng thay i ln v mt t chc v d nh lin
doanh hoc gim sn xut. cng l kh nng iu chnh
thch ng vi cng v lnh o v qun l mi thay i cc
phng, b phn, a im, hoc chc danh ngh nghip.
Kh nng gii quyt vn . Kh nng t sa cha. C khuynh
hng khc phc cc vn mt cch c lp v t cn c
gim st. C kh nng chu ng s tht vng v/hay tht bi
cho n khi tm ra gii php cho vn . Lun kin tr tm hiu
nhng thng tin m h v khng hon chnh, lun nhn ni bt
chp s tht bi hay tht vng ban u.
Kh nng giao tip lin c nhn. Kh nng giao tip thch hp
vi vn ha ca cng ty cng nh nhng s thch c nhn, cng
vi s ng cm, s minh bch, v kh nng bit lng nghe tt.
C kh nng phn hi v nhy cm vi nhng s thch a vn
ha trong phong cch giao tip. Bit c mt cch c k thut
Chng 2: Xy dng kho tng k nng ca bn
45
46
Phng vn khng h ng s
v c kh nng tn dng vn bn mi nht cng nh cc
phng tin truyn thng in t.
Kh nng hc hi v sn lng hc hi. Sn lng tham gia cc hi
tho v chuyn v pht trin ngh nghip. C kh nng t
sa cha v thay i hnh vi ca bn thn. C xu hng tm
kim ngun thng tin chnh thc v khng chnh thc trong gio
dc, v nhn trch nhim c nhn lun duy tr s tin b
trong lnh vc hoc ngh nghip ca mnh.
Mt ln, ti nghe v Gim c iu hnh (CEO) ca mt cng ty
cng ngh cao ni vi ti rng, c nhn ng xem kh nng thch ng l
phm cht quan trng nht m bt c nhn vin no ca ng cng phi
c c, v rng ng ta s khng thu mn (v thm ch ui vic) bt
c ai khng th hin c iu !
Cc ch s dng lao ng thng t khi hi bn trc tip xem
liu bn c hay khng c nhng k nng ny, nhng h s tm kim
iu trong thi ca bn, trong cc cu chuyn bn k, v trong
cch thc m bn k chng.
Bn s tin hnh kim k nhng nng lc ca mnh trong chng
k tip, , ti s yu cu bn cung cp mt v d hay cu chuyn
v cch thc bn s dng chng. Trong Chng 4, bn s hc cch
iu chnh cc nng lc ca mnh sao cho ph hp vi nhng nng lc
m cng ty cao, bng cch sp xp chng ngang hng vi nhim v
v vn ha ca cng ty.
Nng khiu thin bm ca bn
Loi k nng cui cng ti mun cp n n gin l nhng
g m ti gi l nng khiu thin bm. khng phi l nhng g bn
hc c hay c c. N lin quan n vic bn l ai ch khng
phi bn lm c g. N c th c trong con ngi bn ngay t lc
mi sinh ra. C l n c khc su vo m di truyn, c thn thnh
ban tng, hay c l c t lc cn trong bng m.
iu quan trng khi bit r nng khiu thin bm ca mnh chnh
l, d bn c thc v n hay khng, th vn l th hp dn nht v
bn. N ging nh mt tri c cc v sao v hnh tinh k nng ca bn
xoay xung quanh. Ngi phng vn bn c th khng th t cho n
mt ci tn, nhng anh ta hay c ta s cm nhn c n khi bn thanh
thn, ung dung, v t nhin, v l iu m cun sch ny s chun
b cho bn. Bn c linh cm v nhng nng khiu thin bm ca mnh
hay khng ?
u l iu m ngi ta thng khen tng bn? c phi l
s nhanh tr hay s thng minh ca bn hay khng? c phi
l kh nng ng x hi hc trong bt c tnh hung no?
u l phm cht lm cho bn khng bao gi u hng d bt
c tnh hung no? c phi l nim am m hay xc cm
mnh lit ca bn? c phi l kh nng l tr ca bn? S tn
ty ca bn?
Phm cht no m bn thch c ngi khc nh n sau khi
bn cht i? c phi l tnh kin tr bt chp mi s chng
i? c phi l kh nng truyn cm hng cho ngi khc
ca bn? S ni tri ca bn? Lng trc n ca bn? S thnh
tho v mt k thut ca bn? Hay kh nng lnh o ca bn?
C phi nng khiu thin bm ca bn l. . . S t t ca bn?
Khiu thm m tinh t ca bn? Tm nhn ca bn? S ho
phng ca bn?
Hy dnh cht th gi v suy ngh v nng khiu thin bm ca
bn. Cng vi tt c nhng k nng c thin hng bc l ra bn ngoi
m bn xc nh c chng ny, hy xem liu bn c th mang
mt s nng khiu thin bm vo trong cuc phng vn c hay
Chng 2: Xy dng kho tng k nng ca bn
47
48
Phng vn khng h ng s
khng. Nng khiu thin bm ca bn to nn mt th g m chng
ta gi l kh nng tng tc ha hc vi ngi khc. Nu n ng gi
s hu (loi nng khiu), th n cng ng gi chia s.
Trang tng kt cc k nng
Hy lit k 6 k nng m bn chn ra t danh sch cc k nng
chung:
1.______________________________________________________
2. ______________________________________________________
3. ______________________________________________________
4. ______________________________________________________
5. ______________________________________________________
6. ______________________________________________________
Hy lit k t 6 n 10 k nng c trng ngh nghip ca bn:
1. _______________________________________________________
2. _______________________________________________________
3. ______________________________________________________
4. _______________________________________________________
5. _______________________________________________________
6. _______________________________________________________
7. _______________________________________________________
8. _______________________________________________________
9. _______________________________________________________
10. ______________________________________________________
Hy lit k 3 n 4 tnh cch r rng nht ca bn:
1. ____________________________________________________ ___
2. _______________________________________________________
3. _______________________________________________________
4. _______________________________________________________
Hy lit k 3 nng lc hng u ca bn:
1. _______________________________________________________
2. _______________________________________________________
3. _______________________________________________________
Hy vit mt s dng v nng khiu thin bm ca bn.
_________________________________________________________
_________________________________________________________
_________________________________________________________
_________________________________________________________
_________________________________________________________
_________________________________________________________
Ti mun bn c tht cn trng vi nhng g m bn va mi
vit. Ngay by gi, ti sn sng nh cuc rng khng mt ai trn hnh
Chng 2: Xy dng kho tng k nng ca bn
49
tinh ny c cng mt danh sch vi bn, c cng nhng cu chuyn
tng t k v cch thc v ni chn h s dng cc k nng ca
h.
Thc ra, kho tng k nng ca bn c o nh chnh con ngi
bn vy. Cc ti nng ca bn c xem nh kho bu. Ti hy vng rng
bn s trao cho chnh mnh mt m hnh trang trung thc v tt p
vc theo sau lng! Cc chng tip theo s gip bn bo m mnh c
th thuyt phc ngi ch s dng lao ng rng bn xng ng
c tr lng hu hnh cho gi hng c bit cc ti nng ny ca
bn.
Phng vn khng h ng s
50
CHNG 3
PHT BIU C
LNG HA V KH B
MT CA BN
Trong chng va ri, bn xc nh cc k nng, tnh cch,
nng lc, v nng khiu thin bm ca mnh ng ngc nhin v
li l mt nhim v kh kh khn i vi hu ht nhng ngi i tm vic
lm. Tht ra, mu bi tp v nh quan trng ny s t bn ln trn
hu ht cc ng vin xin vic khc. l bc cn phi c gip bn
hng n mc tiu cui cng ca mnh kh nng m t mt cch r
rng cc k nng v phm cht ca bn cho ngi phng vn. Bc k
tip s l s dng nhng k nng ny to ra nhng d kin vng
chc sc tch, khng th qun c v y v bn thn bn, l
nhng li khng nh m chng ta gi l nhng pht biu c lng
ha (Q statements).
Mi ngi chng ta u c nhng kh nng c o v chng ang
i c th hin.
George H. Bender
51
Chng 3: Pht biu c lng ha V kh b mt ca bn
52
Phng vn khng h ng s
Pht biu c lng ha l g?
Pht biu c lng ha l mt cu (hay nhm cc cu) din
t bng con s c th mt s hnh ng hay thnh tch m bn
thc hin c. N mang tnh nh lng. Mt pht biu c lng
ha khng c m h; n phi chnh xc. V d nh, thay v ni bn
lm tng nng sut, khi s dng pht biu c lng ha, bn s
ni rng bn lm tng thm 25 phn trm nng sut.
Ti sao li nh lng mt k nng? Chng ta hy cng nhn qua
cc pht biu di y xem pht biu no c nh hng mnh nht v
li n tng lu bn nht:
MU CU A: Ti c kh nng truyn t tt.
MU CU B: Ti thuyt ging cho hn 12.000 ngi trn khp th
gii v ti hoch nh ti chnh c nhn, v c nhn ti
lm vic vi cc khch hng t 19 n 90 tui.
Loi no trong hai pht biu trn c v c tnh lin tng nhiu
hn? T pht biu no bn c th hnh dung c c th hn ? Loi
pht biu no m bn s ghi nh lu hn?
Pht biu B mang tnh miu t v c th hn. khng ch n
thun l vic a ra mt li khng nh hay mt kin c nhn. Pht
biu B c s dng cc s kin v con s thc t chng minh ring
cho cc k nng. Loi pht biu r rng ny trao cho ngi nghe bng
chng v k nng v mt ngh c th v phm vi pht huy ca k
nng.
Hy ly mt v d khc:
MU CU A: Ti l mt nh qun l xut sc.
MU CU B: Ti qun l 135 ngi vi cc d n c cp ngn
sch hn 2.1 triu la.
Nu bn thc s c mt thnh tch to ln nh trn th pht biu
no s phc v tt hn cho bn ? Pht biu no s gip ngi phng
vn a ra quyt nh thun li nht v cc phm cht nng lc ca
bn? Trong khi pht biu Ti l mt nh qun l xut sc l iu nn
ni, th kin s thuyt phc hn rt nhiu nu c h tr bi pht
biu B.
Ngy nay, cc phng vn vin mun nghe cc d kin c th.
Nu bn khng cung cp cho h cc v d v con s c th v nhng
g bn lm c, th rt c kh nng ngi phng vn s t cu hi
v iu . S tht n tng nu bn chun b gii thiu vi h
chnh con ngi bn m khng cn s thc gic. V ngc li, s tht
l rc ri nu ngi phng vn hi bn v nhng v d minh ha cho cc
k nng ca bn m bn th khng th ngh ra bt c th g. trnh
b mt kim sot theo cch ny, bn s phi chun b mt s Pht biu
c lng ha (nhm n tng ngnh ngh nht nh) trc mi ln
phng vn. Nu bn c th hc cch nh lng cc k nng ca mnh
ngay t by gi, th n s tr thnh mt thi quen n su vo con ngi
bn, lun c mt sn sng bt c khi no bn cn s dng n.
Chng ta hy cng xem xt cu trc v ni dung ca mt s Pht
biu c lng ha c th khc nh sau:
Vi cng v gim c hot ng kinh doanh, ti chu trch
nhim gip cng ty gim mc lng ph c 20 phn trm,
em li mt khon tit kim tng cng 1,2 triu la mt nm.
Ti iu hnh cng vic kinh doanh xe p v ca hiu sa
xe vi 17 nhn vin v tng doanh thu hng nm l 193.000
la.
Hy nh rng, y khng phi l s khoc loc, m l nhng s
kin.
53
Chng 3: Pht biu c lng ha V kh b mt ca bn
Ti iu hnh mt h thng in thoi nhiu tuyn v ring
c nhn c kh nng gii quyt hn 200 cuc gi mi ngy.
Khi ti m nhn cng v Gim c iu hnh (CEO) ca cng
ty dc phm ny, chng ti leo t th hng s 347 n s
197 trong bn danh sch Fortune 500.
Vi t cch l mt nh qun l chng trnh, ti xy dng v
trin khai mt qu trnh sn xut lm tng 42 phn trm li
nhun trong qu th hai.
Ti lm vic vi t cch l mt gim c khu vc ca 12 vn
phng, kim sot 147 nhn vin bn hng trong ton vng trung
tm pha Bc Hoa K.
Vi t cch l gim c nhn s, ti xng v pht trin
mt chng trnh ti o to ci thin kh nng p ng
cng vic ca nhn vin t im 2.7 ln im 4.1 trong trn mc
im t 1 n 5.
L gim c sn xut, ti gim thi lng sn xut xung d
6 ngy trong mt thng, em li mt khon tit kim 360.000
la mi qu.
Ti duy tr lm vic vi mt s lng khch hng gm 65 bnh
nhn.
Ti xy dng mt kiu mu lm vic c th lm gim 15 phn
trm mc cng thng so vi trc .
Nhm lm vic ca ti xc nh c bn chng loi qun
thc vt v ng vt cha tng c bit n trong khu vc
min ni California.
Ti gim c 25 phn trm mc ph tn trong khi lm tng
c 43 phn trm mc li nhun hng nm.
Phng vn khng h ng s
54
Ti thit k mt vi mch c mc tin cy hn 23 phn trm
so vi phin bn trc .
Ti gii thiu mt chng trnh bo m an ton ngay ti a
im lm vic gim bt c 18 phn trm khon chi ph bi
thng cho cng nhn trong 1 nm.
Hng ngy, ti gii quyt hn 250 li yu cu ca khch hng.
Ti c khen thng v gim c chi ph nguyn vt liu
t mc 6,41 la mt inch xung cn 5,20 la mt inch.
Ti gim st vic thit k cnh quan cho hn 200 d n, vi
chi ph ln n 350.000 la mi d n.
Sau khi c tt c nhng pht biu c lng ha khc nhau
ny, bn c th nhn thy s xut hin ca mt khun mu chung. u
tin, chng u c cha cc t ng hnh ng cc ng t nh l
thit k, xng, tit kim, gii quyt, v iu hnh. Th
hai, chng u kt thc vi mt s loi con s, din t s lng tin
mt, thi gian, t l phn trm, v s lng ngi, hnh ng hay
vt.
Cng thc cho mt pht biu c lng ha nh sau:
Hy lu rng cc kt qu phi mang tnh c trng, c th, v
c th o lng c. V hy lu rng, dng cui tt c cc loi cu
nh lng u phi dn chng hnh ng ca bn dn n li ch
hoc li nhun tin mt trc tip no cho cng ty.
ng t + (ai, ci g, khi no, u, th no) + Kt qu = Pht
biu c lng ha
55
Chng 3: Pht biu c lng ha V kh b mt ca bn
C nm cch nh lng cc thnh tch ca bn:
1. Bng cc con s v ngi, ni chn, vt, n v, hay hnh
ng, v d nh gii quyt 200 cuc gi mi ngy.
2. Bng s lng tin mt tit kim hoc kim c, v d nh
khon tit kim 300.000 la hoc khon li nhun 100.000
la.
3. Bng t l phn trm (hoc di dng phn s), v d nh
gim 70 phn trm mc lng ph, hoc tng 33 phn trm
nng sut.
4. Bng thi lng tit kim c, thng c ngha l tit kim
c tin bc.
5. Bng mt thang o hoc phn loi khch quan hay ch quan,
v d nh 4.8 im trn mc im t 1 n 5 v mc hi
lng ca khch hng hay di chuyn t v tr s 360 ln s 121
trong danh sch Fortune 500.
Cht lng hay S lng?
Hin nhin, s tht l v l nu c c gng nh lng tng nhim
v hay thnh tch ring l ca mnh. Nhng t nht, bn vn c th c
th ha chng mt cch nh tnh. V d nh, thay v ch ni rng: Ti
c th s dng c nhiu th ting, bn c th ni: Ti s dng
thng tho ting Php, Ty Ban Nha v Trung Quc. Hoc thay v ni
rng cc tc phm ngh thut ca bn c trng by trong rt
nhiu phng tranh, bn c th ni rng cng trnh ca bn c
trng by cc phng tranh ti Los Angeles, San Francisco, Santa Fe,
Denver v New York.
Nhng pht biu khc khng cn phi c nh tnh mi c th
truyn t c sc nng ca thnh tch nh nhng cu sau y:
Phng vn khng h ng s
56
57
Chng 3: Pht biu c lng ha V kh b mt ca bn
Ti ot gii thng Nhn vin ca nm.
Ti l ch tch ca Hip hi Nghin cu Lch s.
Ti tt nghip vi mc im cao nht.
Khch hng ca ti m t ti l ngi ng tin cy, chn tht,
v cng bng.
ng ch trc y ca ti m t ti nh mt ngi nng
ng, nhiu sng kin v sng to.
Ti xy dng mt chng trnh dy hc mi v lng t trng
cho cc trng trung hc.
Ti pht minh ra mt loi bt bin mi v sinh nh bp.
Hy bit c th ha vn
Chng ta s bn thm v cc pht biu nh tnh chng ny
sau, nhng by gi, chng ta hy tm hiu su hn v cc pht biu
c lng ha. Cho n by gi, bn c c mt t pht biu
c lng ha, chng ta hy cng chuyn sang vic to ra mt s
pht biu ca chnh bn. y l lc nhn li bn danh sch cc k
nng chung ca bn Chng 2. Chng ta hy cng gi nh rng k
nng t chc nm u danh sch ca bn. Mt pht biu khng c
th c th nh sau:
Ti rt gii t chc.
Mt pht biu c th hn s nh sau:
Ti t chc cc bui gp g cho gii qun tr hng u quc
t New York, Washington, D.C., v Hong Kong.
Mt phin bn nh lng ca pht biu ny c th s nh th
ny:
Ti t chc 40 bui gp g trong mt tun cho hn 15 nh
qun tr quc t New York, Washington, D.C. v Hong Kong.
Pht biu c lng ha dnh cho cc k nng
chung
By gi, khi c mt pht biu c lng ha, hy dng cc k
nng m bn khm ph ra c Chng 2 xy dng hai hoc
ba pht biu c lng ha ca chnh bn v mi k nng chn.
Hy thm vo mt cu nu bn cho rng mnh c nhiu thnh tch hn
nh lng. Ghi ch nhng tng ca bn ln cc trang tip theo.
K nng 1 _____________________________________(tn k nng)
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
Phng vn khng h ng s
58
59
Chng 3: Pht biu c lng ha V kh b mt ca bn
K nng 2 _____________________________________(tn k nng)
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
K nng 3 _____________________________________(tn k nng)
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
K nng 4 _____________________________________(tn k nng)
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
K nng 5 _____________________________________ tn k nng)
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
Phng vn khng h ng s
60
61
Chng 3: Pht biu c lng ha V kh b mt ca bn
_________________________________________________________
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
K nng 6 _____________________________________(tn k nng)
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
Tht tuyt! By gi th bn c cc pht biu y uy lc s
dng nh l nhng v d thc t v cch m bn c th ng gp li
nhun cho mt cng ty. Bn c th chng minh cho phng vn vin thy
rng bn s to ra li nhun bi v nu bn lm c iu mt
ln, tht d dng d on rng bn c th lm c iu mt ln
na.
Cc pht biu c lng ha dnh cho k nng c trng
ngh nghip
By gi th bn lp y trang giy bng cc k nng chung
ca mnh, ti mun bn thc hin iu tng t vi cc k nng c
trng ngh nghip. Nu bn khng th nh lng c chng, hy th
c gng suy ngh v mt v d, cu chuyn, hay tnh hung m bn c
s dng k nng ny.
Hy s dng cc phn trng sau y ghi nhng v d ca bn:
K nng 1 _____________________________________(tn k nng)
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
Cu chuyn cng sng ng th n s cng ng tin cy i vi
ngi phng vn!
Phng vn khng h ng s
62
63
Chng 3: Pht biu c lng ha V kh b mt ca bn
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
K nng 2 _____________________________________(tn k nng)
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
K nng 3 _____________________________________(tn k nng)
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
K nng 4 _____________________________________(tn k nng)
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
Phng vn khng h ng s
64
65
Chng 3: Pht biu c lng ha V kh b mt ca bn
K nng 5 _____________________________________ tn k nng)
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
K nng 6 _____________________________________(tn k nng)
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
Cc pht biu c lng ha dnh cho tnh cch
Sau khi thi hn vo tt c cc thnh tch khc thng ca
bn, chng ta hy cng xem xt mt s phm cht mang tnh m h
hn m bn s mang n cuc phng vn l cc tnh cch ca
bn. Cng c nhng phng php c trng lm cho cc k nng
ny tr nn sng ng hn trong con mt ca cc ch s dng lao
ng.
Chng ta hy cng gi nh rng mt trong nhng tnh cch ca
bn chnh l bn ng tin cy. l mt tnh cch quan trng, nhng
kh nh lng c. Tuy nhin, bn c th k mt giai thoi hay cu
chuyn ngn chng t rng bn ng tin cy. din t phm cht
ny, bn c th ni mt s iu nh sau:
Ti l mt ngi ng tin cy. Mi ln sp ri nh my i
cng tc, ng y u trao quyn iu hnh nh my v trch
nhim i vi i ng cng nhn cho ti.
Bn cng c th ni:
Ti l mt ngi ng tin cy. Trong 2 nm lm vic cho cng
ty ny, ti cha mt ln tr hn vi khch hng.
Cng nh khi ni v cc k nng chung ca bn, s l khng khn
ngoan khi khng nh cc tnh cch ca mnh m khng c mt s
chng c km theo. Hy c gng tm ra t nht mt cu chuyn, s
kin, v d, hay giai thoi chng t rng bn c tnh cch .
Phng vn khng h ng s
66
67
Chng 3: Pht biu c lng ha V kh b mt ca bn
Hy quay tr li trang tng kt cc k nng ca bn Chng
2, v tm n bn danh sch ba hoc bn tnh cch ca bn. Hy ghi t
nht mt v d v thi im bn th hin tnh cch hay s dng k
nng . Hy s dng cc trang tip theo sau y ghi li iu .
Tnh cch 1 ___________________________________ (tn tnh cch)
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
Tnh cch 2 ___________________________________ (tn tnh cch)
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
Tnh cch 3 ___________________________________ (tn tnh cch)
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
________________________________________________________
Cc pht biu c lng ha dnh cho nng lc
C th dng k thut tng t chng minh cho cc nng lc
ca bn. Li mt ln na, hy quay tr li trang tng kt cc k nng
Chng 2. Hy tm nhng v d minh ha cch thc bn th hin ba
nng lc chnh yu ny v m t chng y. Chng khng nht thit
phi c s dng trong bi cnh cng vic. Quan trng nht l bn
phi c mt v d hay giai thoi v cch thc s dng chng trong qu
kh.
Nng lc 1 ___________________________________ (tn nng lc)
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
Nng lc 2 ___________________________________ (tn nng lc)
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
Nng lc 3 ___________________________________ (tn nng lc)
Pht biu c lng ha:
_________________________________________________________
Phng vn khng h ng s
68
69
Chng 3: Pht biu c lng ha V kh b mt ca bn
_________________________________________________________
_________________________________________________________
Cc pht biu c lng ha dnh cho nng khiu thin
bm ca bn
Hy tham kho li trang tng kt cc k nng ca bn v xem xt
liu bn c th c th ha hn na cch thc s dng nng khiu thin
bm ca mnh c hay khng. Mt ln na, khng nht thit bn phi
s dng k nng ny trong bi cnh cng vic, m ch cn bn chng
minh c iu qua mt s v d c th.
Nng khiu ca bn: ___________________________________
Pht biu c lng ha:
_________________________________________________________
_________________________________________________________
_________________________________________________________
Cng vic tht tuyt! D c tin tng vo iu hay khng, bn
cng sn sng cho bui phng vn ca mnh. Chng k tip s
trao cho bn thm mt t li mch nc c li chun b trc khi
bn bc vo vn phng ca phng vn vin.
CHNG 4
TM HIU TRC
Y L S KHC BIT GIA MT NGI
NHN C VIC LM V MT NGI
KHNG NHN C VIC LM
Phng vn ging nh bui hn u tin
Bn bao gi hn h ln u tin vi mt anh chng ch bit
thao thao bt tuyt v bn thn mnh cha? Vi mt ngi ph n
khng bao gi hi bn bt c cu hi no v cuc sng ca bn hay cc
th vui ca bn? Loi ngi ny ch ba hoa v bn thn mnh t u n
cui, cho n khi bn th pho nh nhm v cui cng n cng QUA
-I. Tr khi bn l ngi hng th trong vic tm hiu mt k cc k ch
k, nu khng th s l bui hn u tin m cng l bui hn cui
cng.
Nhng cng trnh v i khng c to nn bng sc mnh, m
bng s kin tr.
Samuel Johnson
71
Chng 4: Tm hiu trc
72
Phng vn khng h ng s
Mt cuc phng vn rt ging vi bui hn u tin, trong s
biu l nim hng th ca ngi kia (trong trng hp ny l cng ty)
s lm cho bn thc s thu ht hn vi ngi . Ngi khc s cm
thy hng th hn khi bn t nhng cu hi c nhn cho php h
khoe khoang mt cht t. Ngi khc s ngc nhin nhng hi lng
trong bng nu bn cho h thy mnh cng bit mt cht v nhng th
m anh ta hoc c ta cho l quan trng.
Ti sao cn tm hiu trc v cng ty?
Chng ny s trnh by mt ngun t liu phong ph m t
bn c th tm hiu cc thng tin v bt c cng ty no, d ln hay nh.
Bn cnh vic cho php bn ve vut phng vn vin, c t nht su l
do ch yu khin bn phi tm hiu mt cng ty trc khi bn tham gia
cuc phng vn:
1. nhn ra rng c phi l ni bn mun lm vic hay
khng
2. khm ph ra nhng k nng m cng vic hay cng ty xem
trng nht.
3. tm hiu cng nhiu cng tt v bu khng kh vn ha v
s mnh ca cng ty sp xp mt s nng lc ca bn sao
cho ph hp vi cc mc tiu v phong cch ca cng ty.
4. to n tng cho ngi ch s dng lao ng khi ng ta
hoc b ta t cu hi: Hy k cho ti nghe bn bit nhng g
v cng ty ca chng ti, v l do ti sao bn thch lm vic
y ?
5. bn c th a ra nhng cu thc mc thng minh khi
ngi ch s dng lao ng hi bn: Vy, bn c mun hi g
v cng ty ca chng ti khng?
73
Chng 4: Tm hiu trc
6. to cho bn li th khi cc i th cnh tranh cho v tr ny
khng tm hiu v cng ty nhiu bng bn .
Tt c mi thng tin u nm ngay trong lng bn
tay
Bn ngh rng mnh s khng bao gi khm ph ra c bt c
iu g v Cng ty XYZ bi v n qu nh, qu kn o, hay n khng
c website? Hy ngh li ln na xem. C nhng ngi chuyn thu thp
thng tin v bt c cng ty no m bn c th ngh ti (k c nhng
thng tin v cc chi tit cc k ring t, nh mc lng ca mt nhn
vin no ).
Bn c th thu thp cc s kin v thng tin v cng ty bng mt
s phng php sau:
T Website ca cng ty
Qua cc tm kim khc trn Internet
T cc c s d liu ca mt c quan hay cng ty no ,
hoc min ph
T cc c s d liu cng cng, hay min ph
T cc trung tm vic lm c khp ni
Trong cc th vin cng cng, t sch v, tp ch xut bn nh
k, v ngun c s d liu trong my tnh ca h.
T phng vn vin, trong sut qu trnh phng vn!
Bn c th ngh thm c bt c iu g khc khng? Khi bn
tp trung suy ngh, dng nh s c v s cc phng php thu
thp thng tin, ngay c khi bn ch c vi gi nhng vn ch tm sn
tm.
Lm th no lm quen vi my tnh?
Nu s hu mt chic my vi tnh, bn l ngi may mn, nhng
nu khng, bn cng c th d dng tm c mt ci c th s
dng min ph hoc vi chi ph r ti mt trong nhng a im sau:
Ti mt qun c ph vi tnh vi mc ph thp tnh theo pht hoc
gi
Ti mt th vin cng cng min ph!
Ti mt trung tm vic lm, nu bn c iu kin s dng cc
dch v .
Mt lu v cc trung tm vic lm: Bn c th tm thy chng
cc tnh, thnh ph ln, ni c cc t chc x hi hoc hi on qun
chng hot ng tch cc. Bn cng c th tham gia cc bui hi tho
ca h v cch vit bn l lch, cch tham gia phng vn, v cc ch
lin quan n vic lm khc, cng nh nhn c s h tr trc tip
t mt t vn vin ngh nghip.
Bn ng t b ph c hi! Ti thy mi loi ngi t cc
Gim c iu hnh (CEO) n cc nh vn v din vin s dng cc
trung tm vic lm. Nu bn cn s dng my vi tnh tm kim hay
mong mun tm hiu su hn v cc dch v tr gip ca h, hy vo
a ch Internet m i khi c qung co trn bo hoc s dng
Google (www.google.com) tm vi t kha i loi nh dch v vic
lm hoc trung tm vic lm.
Cc dch v vic lm trc tuyn ang ngy cng tr nn ph bin v
bn cn phi bit tn dng chng tm kim cc c hi vic lm.
Hy th vo cc trang web vic lm nh: www.kiemviec.com,
www.vietnamworks.com, www.vieclambank.com.
74
Phng vn khng h ng s
Hy nh rng cc trung tm trc tip ny khng ch l ni s
dng min ph my vi tnh chng cn l ngun cung cp thng tin tuyt
vi v l ngun h tr cho tt c nhng ai ang tm vic.
Cc a ch web ca cng ty
Hu ht tt c cc cng ty ln u c mt a ch web (thng l
www.tncngty.com). Rt nhiu cng ty c va v nh (thm ch cng
ty mt ngi) cng xut hin trn web. Vn y chnh l phi
tm ra chng.
Mt s cng ty s c a ch Web vi cc k t u i din cho
tn cng ty, v d nh www.nts.com.vn i din cho Cng ty Nam
Trng Sn. Mc d vy, thay v on m, ti ngh bn nn tit kim
thi gian bng cch s dng mt cng c tm kim ln nh Google
(www.google.com) v nh tn cng ty ( dng y ) trong mc tm
kim ca mnh. Thao tc ny s cung cp trc tip cho bn ng dn
c th nhp chut vo v n thng a ch web ca cng ty.
Hy tin hnh tm hiu a ch . Hy lu n c ni dung ln
cm tng v a ch . N l thit k mang m nt truyn thng hay
mang khuynh hng hin i? Ch ring iu ny c th cho bn bit
c mt cht v c im ca cng ty. Thng ip hay s mng ca
cng ty l g? Cng ty c mt khu hiu hay mt cm t then cht no
c th tit l ra phng chm ca n khng? u l sn phm hoc
dch v m cng ty cung cp? Quy m ca cng ty ln n mc no,
v n c thnh lp vo thi gian no? Ai l Gim c iu hnh
(CEO) hay ai nm trong thnh vin ban qun tr? C tn tui ph n
no trong cc th bc trn? Theo bn vic ph n nm quyn lnh o
ti mt cng ty mang tm c nh vy l quan trng, hay chng vn
g? Cng ty sp chuyn hng n u? Cng ty c thng bo bt c
sn phm hay dng dch v mi no hay khng? u l cm tng
75
Chng 4: Tm hiu trc
76
Phng vn khng h ng s
hoc thi chung m cng ty d kin v cc khch hng ca mnh?
Cn v cc nhn vin ca cng ty th sao?
Tuyn b v s mng ca cng ty
Steven Beasley, mt trong nhng nh nghin cu v din thuyt
hng u v nng lc, khuyn cc ng vin hy gn kt nng lc
ca h vo s mng ca cng ty h ang tm vic thu c kt qu
phng vn tt nht.
Di y l mt tuyn b v s mng ca mt cng ty Internet
hng u, trong gii thch r rng mt s nng lc m h trng i
nhn vin. Tuyn b ny c ghi trn trang Web ca h.
Mc tiu ca chng ti l khuyn khch mt mi trng sng to v
hp tc, trong , mi nhn vin c th tham gia vo s mng ca cng
ty: sng to v tip tc hon thin mt sn phm hng u trong cng
cuc tm kim tri thc v thng tin phc v cng ng v th gii.
Bn c lin tng n bn danh sch v cc nt tnh cch ca
chng ta Chng 2 khng? Ngay trong tuyn b v s mng ca
mnh, cng ty ny ni vi bn chnh xc nhng g h ang tm kim.
Bng cch c v tip thu li khng nh s mng ny, bn c th
ch n cc phm cht sau y nu mun kim c mt cng vic
(v cc phm cht khc m bn cho rng tng thch vi cc gi
tr ca h):
Sng to
Nng ng
Pht kin
C kh nng lm vic theo nhm
C kinh nghim giao tip lin c nhn
77
Chng 4: Tm hiu trc
C ti pht minh
C kinh nghim gii quyt vn
Vn ha cng ty
Nh vn ha ca cng ty, chng ta bit c cc chun mc
hnh vi no (chnh thc, khng chnh thc, mc thi ua, kh nng
cng tc) c hoc khng c trng i hay n cho trong mi
trng lm vic hng ngy. Vn ha ca cng ty lin quan n nhiu
yu t nh sau:
Cch thc n mc (qun o cng s hay n mc t do)
Cc phng tin lin lc (th in t, in thoi, hay n trc
tip vn phng )
Cch i x ca cp trn, cp di, v ng nghip
S dng h hay l tn trong cch gi tn
Tinh thn lm vic v gi lm vic
Tn s v mc thng tin
Cc hnh vi khng c quy nh nhng cn thit trong giao
tip
S chp nhn ci mi
Kh nng tun th
Thi gian c php gii tr hoc vui v trong gi lm vic
a vn ha, mc nhy cm v gii tnh, s thch tnh dc.
Qun l m hay khp
Cng c th c cc dch v khc nh thc n thc ung ti ch,
dch v git min ph, cc phng gii tr, quyn tham gia cc cu lc
b y t, hay nhng lp hc th hnh.
78
Phng vn khng h ng s
Thng tin v vn ha ca cng ty thng c m t trn trang
web ca cng ty. V d nh, mt cng ty cng ngh dng trang Web
ca mnh m t nn vn ha ca cng ty nh sau:
Bn c th n qu thm
Hng ngy c phc v ru min ph cho ba tra
c phc v liu php xoa bp min ph
C sn tp khc cn cu
C phng gii tr
C phng tp th dc
Ti dm nh cc rng phn na s c gi ca cun sch ny
s mong mun c tuyn chn v lm vic cho cng ty ny ngay by
gi (N chc hn phi c sn tp khc cn cu!). Nhng cn v s c
gi khng tin tng lm v vic pha trn gia cng vic v vui chi cng
nh khng cm thy kh chu khi phi mang theo mt ti cha n
dnh cho ba tra n mt mi trng lm vic bt cng thng hn
mt cht? (Cung cp thc n min ph thng c ngha l lm vic
nhiu gi hn). V c l bn s thch lm vic cho mt cng ty c cng
cng vic thp hn mt cht thay v i hi cao v tn nhiu sinh lc.
Ti khng c ni rng bn nn t chi mt cuc phng vn ch
bi v c c iu g ng trn trang web, nhng iu c th
l mt yu t tham gia vo quyt nh cui cng ca bn l liu c nn
nhn vic ca cng ty hay khng ( Chng 10, chng ta s tho
lun su hn v iu ny).
Hng cc k nng ca bn n nhu cu ca cng ty
Hy vo a ch web ca mt cng ty m bn mun xin vic. Nu
bn khng bit bt c cng ty no ph hp vi mnh, hy th bt u
vi cc thng no tuyn dng trc tuyn trn cc trang h tr vic lm
ca cc bo Tui Tr (www.tuoitre.com.vn) hoc Thanh Nin
(www.thanhnien.com.vn).
Khi bn vo trang web ca cng ty m bn mong mun tm hiu,
hy xem qua phn thng bo nhng cng vic hin ang c nhu cu
tuyn dng. Ngh nghip ca bn c hay khng? Hy ch n
nhng t ng c bit c dng m t chc danh ngh nghip v
nhim v ca n cng nh cc yu cu v k nng, trnh gio dc,
v c bit l nhng nt tnh cch v nng lc?
By gi hy quay tr li trang tng kt cc k nng ca bn
Chng 2. Cc k nng ca bn c ph hp vi cng ty ny hay khng,
hay bn cho rng c th cn phi chn ra mt s k nng khc t kho
tng ca mnh gy n tng vi ngi ch s dng lao ng ny?
Cng ty tm kim s trung thnh hay kh nng mo him? Cng
ty thch s dng cc phng php truyn thng c thi gian th
thch hay nhng phng php sng to mi? Cng ty mun tm kim
nhng ngi c kh nng c lp cao hay c khuynh hng lm vic
theo nhm? H trng i bn bc vo v cm u chy theo tc
hay hc hi chm ri khi tham gia cng vic?
Hin nhin vic tm hiu mt cng ty t cc thng tin m h cung
cp di dng bn in hay ng trn mng c th gip bn vt ln
trc cc i th v cm thy thoi mi hn khi phng vn, bi v bn
bit r ngi ang tr chuyn vi mnh.
Tuy nhin, vn cn cha nu bn ch tin hnh kho st cc
thng tin m cng ty mun bn lng nghe v n. Xem xt nhng iu
m ngi khc ni v cng ty ny cng quan trng khng km cc
Sau khi nghin cu ton b Website, u l nhng tnh cch v
nng lc m cng ty v cng vic ny i hi ?
79
Chng 4: Tm hiu trc
80
Phng vn khng h ng s
chuyn gia phn tch v nhng ngun thng tin trn truyn thng i
chng cho ta bit v ngnh kinh doanh ny v v tr ca cng ty trong lnh
vc .
Cc tp ch, t bo ln v cc chuyn gia phn tch v kinh
doanh, ti chnh nhn xt g v cc t chc doanh nghip ny mc
n nh ca h, cch i x ca h vi nhn vin, v tr ca h gia
cc i th cnh tranh, hay tm nhn v tng lai ca h ? Di y l
mt s iu bn c th tm hiu v mt cng ty v qua li nhn xt ca
ngi khc :
Cng ty ny c ang trong tnh trng tranh chp hay khng ?
Cng ty ny c ni ting v vic nhn c rt nhiu kin
phn nn t pha nhn vin hay thm ch n kin co ?
Gim c iu hnh ca cng ty c va mi t chc hay
khng?
B my qun l c c gng tm hon tnh trng ngng sn xut
m dng nh khng th trnh khi hay khng ?
Nhn xt ca cng chng v cng ty ny nh th no l mt
hnh nh anh hng v tnh nhn o i vi cng ng hay l
mt con qui vt tham lam ?
Tt c nhng iu ny c ngha rt quan trng i vi nhng
mong mun trc mt ca bn cng nh s n nh lu di ca bn
trong mt cng ty. Lm th no bn khm ph ra c nhng iu ny
? a ch m ti a thch nht thng l trang Web www.hoovers.com
hay sch tham kho mt th vin thn thin gn nh. C hai ngun
cung cp thng tin u min ph, v c hai u c nhiu thng tin hn
l bn c th tng tng c v mc n nh, hnh nh, v bu
khng kh vn ha ca cng ty.
Gi s chng ta hy cng chn mt cng ty c nhu cu tuyn
dng t cc ngun tin trc tuyn hoc bo ch. Chng ta ln trang web
81
Chng 4: Tm hiu trc
ca cng ty v ngay lp tc c n cho bi v s cc thng tin
hu ch, bao gm nhng th sau y:
V tr ca cc tng hnh dinh v chi nhnh ca cng ty
Tn tui ca ban qun tr v cc ph ch tch
Cc tn tui v thng tin v nhng i th cnh tranh chnh ca
cng ty
Phm vi sn phm v dch v ca cng ty
Lch s ngn gn v cng ty
Mt s nhn xt v qu trnh pht trin trong tng lai ca cng
ty
Xp loi ca cng ty trong mt s danh sch kinh doanh v ti
chnh, bao gm danh sch Fortune 500.
Cc thng co bo ch c cng ty n hnh cng nh cc bn
bo co trn truyn thng gn y (thm ch trong ngy) v tp
on.
Bn c th tng tng c khng khi mt ngi ch s dng
lao ng hi mnh: Bn bit g v cng ty ca chng ti ? v cu tr
li ca bn tng t nh sau:
, ti bit cng ty ca ng c Steven Gibbs thnh lp nm 1977
Boston, Massachusetts, v gim c iu hnh ca cng ty hin nay
l Karen Solomon. Cng ty ca ng khi nghip bng vic ch sn xut
my truyn hnh v truyn thanh, nhng hin nay, cng ty ng v tr
s 702 trong bn danh sch Fortune 1000 v trin khai dng sn
phm ca mnh sang mt lnh vc rng ln hn rt nhiu v sn phm
in t bao gm vic gii thiu mt thit b in thoi khng dy vo
thng ti. Ti bit rng theo tp ch Forbes, cng ty ca ng c
bu chn l mt trong 20 cng ty hng u m mi ngi mong mun
vo lm vic, tt c nhng yu t trn lm ti rt hnh din khi tr thnh
thnh vin ca cng ty ca ng.
82
Phng vn khng h ng s
Ch cn nghin cu trc mt t v cng ty, bn s nm c
mi d kin nh th ny! Bn s ging nh nghin cu c m.
Khng ch iu ny s lm cho ngi ch s dng lao ng sung sng
v bn bit nhiu v cng ty ca ng ta hay b ta, m n cn th hin
c nhiu iu v bn. Mt ngi vi nhiu thng tin ln lng nh
vy s khng ch cho thy chun b kh tt, m cn cho thy s thng
minh, kin tr, sing nng, lun tin phong, v c sc thuyt phc
ch l gi tn mt s t cc phm cht m thi. Hy ni cho ti bit ng
ch no li khng mun mt nhn vin nh th!
Ngay t u, vic tm hiu v cng ty s lm gim mc lo lng
ca bn bi v bn bit r i th m bn phi i ph.
CHNG 5
HON THNH BC
CHUN B CHIN LC
Ti chc chn rng n thi im ny th bn sn sng hnh
trang ln ng cho cuc phng vn tip theo. Tht tuyt! Lng nhit
tnh cng l mt nhn t ng gp vo thnh cng ca bn ti bui
phng vn, nhng trc khi ln ng, c mt s chi tit nh (nhng
li rt quan trng) m bn nn lu y l nhng chi tit ph c th
gip bn cm thy hon ton sn sng v t tin bc vo cuc phng
vn vi t th ca ngi chin thng.
1. Bn cn phi tp hp thng tin v mt s ngi xc nhn cho
bn v th tin c.
Ti tm kim gii php. Ti phn u, n lc khng ngng. V ti
ton tm, ton tr theo ui cng vic.
Vincent Van Gogh
83
Chng 5: Hon thnh bc chun b chin lc
84
Phng vn khng h ng s
2. Tip n, bn cn phi chun b mt ti ng ti liu gii thiu
v bn thn c sp xp gn gng v p mt trnh cho
nh tuyn dng. y l mt ti ng h s n gin, bn trong
ba c cc ngn ng nhng ti liu quan trng v cn thit
ti bui phng vn nh th tin c, danh sch nhng ngi c
th xc nhn cho bn v mt bn sao l lch c nhn.
3. Cui cng bn phi tht chc chn rng cho d c nhng tr
ngi khch quan no (chng hn nh nhng tr ngi do thi
tit) th bn vn c mt ti bui phng vn ng gi.
Th tin c
Nu bn cng theo xu hng ca nhng ngi i lm trong thi
i ngy nay th t y n khi v hu, rt c th bn s tri qua nhiu
cng vic khc nhau. Theo nhng con s thng k do B Lao ng M
thu thp c th trung bnh mi ngi trng thnh tri qua trn
nm cng vic khc nhau trong i.
Ngi ta thay i cng vic v nhiu l do khc nhau: nhn c
li ngh cho mt cng vic khc tt hn, i li d dng hn, mong
mun chuyn ngnh hay chuyn thnh ph, pht hin rng mnh mun
theo ui nhng s thch v gic m khc, nhn thy rng mnh s
khng th thng tin v pht trin hn v tr c hay lm vic vi
nhng ngi ch lao ng v nhng ngi ng nghip c tnh cch
ph hp hn vi mnh.
Thng thng, vic chuyn ch lm thng din ra kh sun s
nhng cng c lc bn chuyn ch lm trong nhng tnh hung kh
khn hay y tranh ci. Cho d th no i na th trc khi ri khi
cng ty bn cng nn c gng ht sc c c th tin c ca ngi
gim st, ngi qun l hay mt cn b cp cao ca cng ty (th
phi c vit trn giy c in tn v a ch ca cng ty). Hu ht nhng
85
Chng 5: Hon thnh bc chun b chin lc
ngi ch lao ng u sn lng vit cho bn mt l th tin c cho d
s ra i ca bn khng phi l iu vui v g. Ngay c trong trng hp
bn b sa thi th c kh nng ngi ch lao ng vn vit cho bn mt
l th tin c rt tch cc bn c th gp may mn v tm c mt
cng vic khc sau khi ri khi cng ty v nh th cn hn l lm cho
bn cm thy qu bt bnh v c nhng hnh ng chng li cng ty
nh kin tng hay bi nh hnh nh cng ty trn cc phng tin thng
tin i chng. Cho d trong nhng trng hp ny t c kh nng l
bn s nhn c mt l th ng nh mong i nhng mt li tin c
in trn giy c tn v a ch ca cng ty c th gip ch cho bn rt
nhiu.
C ba ngun thng tin m nh tuyn dng c th s dng
nh gi phm cht ca ngi xin vic:
1. Nhng iu m ngi xin vic t ni v bn thn mnh trong
l lch hay ti bui phng vn.
2. Nhng g m nhng ngi khc ni v ngi xin vic trong
th tin c hay giy chng nhn.
3. Hnh ng ca bn thn ngi xin vic (Thng th nh tuyn
dng t c kh nng bit c hnh ng ca bn thn ngi
xin vic trc khi ngi chnh thc c tuyn dng).
L t nhin l nh tuyn dng no cng mun tm hiu cng
nhiu thng tin v bn cng tt trc khi h i n quyt nh tuyn
dng bn. Cho d ngi c tuyn c thnh tho cng vic n mc
no i chng na th vic tuyn dng mt ngi mi c ngha l cng
ty phi chu l mt khon trong thi gian ngi mi c tuyn ang
c o to hay ang bt kp vi tin lm vic ca cng ty. Thng
thng, phi mt hng thng tri th nh tuyn dng mi thu hi c
khon chi ph u t ban u tuyn dng mt nhn vin mi. Nu
bn khng thy thoi mi khi xin th tin c ca ngi qun l trc tip
th bn c th ng li vi nhng ngi v tr cao hn hay thm ch l
nhng ngi gi nhng v tr hng u trong cng ty. Mt l th tin c
ca ng nghip cng c th phn nh trung thc nhng phm cht
ca bn.
Mt l th tin c thng mang tnh chung chung (do bn c
th s dng np n vo nhng v tr khc nhau) v c th ging nh
l th mu trang sau.
Nu trong khi vit th tin c cho bn m ngi ch lao ng
phn vn khng bit nn a vo nhng im no th bn c th
ngh h nu nhng im sau:
1. Nhng k nng c nh gi cao nht ca bn.
2. Mt s nt c trng c nhn.
3. Nhng thnh tu hay ng gp ni bt ca bn i vi cng ty.
4. Nhng iu bn lm vi t cch l tnh nguyn vin.
5. Nhng khen thng hay cng nhn c bit no m bn
nhn c.
6. S luyn tic ca cng ty khi bn ra i.
7. Li tin c bn cho cc nh tuyn dng trong tng lai.
8. ng cc nh tuyn dng trong tng lai lin lc hi v
nhng thng tin lien quan n bn trong thi gian bn lm vic
ti cng ty.
Th tin c mu
Ngy 30 thng 6 nm 20...
Knh gi cc c quan hu quan,
Jared Goldberg lm vic ti cng ty Caliber Corporation t nm 1997
n nay vi chc v Gim c Qun l cht lng sn phm v di s
86
Phng vn khng h ng s
Thng thng th nhng ngi gim st, qun l ti cng ty hin
ti ca bn sn lng vit th tin c cho bn nhng v qu bn rn vi
cng vic nn h kh c th hon thnh nhim v ny. Do vy, bn c
th hi xem liu bn c th t vit ri a cho h sa cha li v k tn.
qun l trc tip ca ti. Di s lnh o y nng lc ca ng Goldberg,
Ban Qun l cht lng sn phm thit k v xy dng mt c s d liu
mi nhm pht hin ra nhng phn nguyn liu b li. Ti c th trc tip
khng nh rng nhng n lc ca ng Golberg gp phn lm gim 12%
s nguyn liu b li ca cng ty.
Xt mt cch ton din, ng Goldberg l mt ngi qun l ng tin
cy, thng minh v rt chuyn nghip. ng chnh l ngi mang li nhiu
chuyn bin cho Ban Qun l cht lng sn phm v l ngi chu trch
nhim thit k cc chng trnh o to cho cc nhn vin mi.
Vo nm 20..., cc ng nghip b phiu c ng Goldberg cho
gii thng Ngi Qun l ca nm ca cng ty Caliber. Ngoi ra, ng Gol-
berg cn tnh nguyn dnh thi gian cho chng trnh c vn kinh nghim
ca cng ty Caliber v trong thi gian ngn ngi lm vic ti cng ty chng
ti, ng c vn kinh nghim cho su nhn vin cp di.
Chng ti rt ly lm tic khi mt i mt ngi nh ng Jared Gold-
berg, nhng chng ti xin tin c ng Goldberg cho bt c nh tuyn dng
no. Nu cn bit thm thng tin g v ng Goldberg, xin lin h ti bt c
lc no v ti rt sn lng tr li nhng cu hi ca qu v.
Trn trng knh cho.
Kelly Jones
Ph Ch tch iu hnh
T: (222) 000 2276 ext. 45
E-mail: k_jones@123company.com
87
Chng 5: Hon thnh bc chun b chin lc
Nu c th th khi i phng vn bn nn mang theo th tin c
ca ba ngi khc nhau v bn l lch mi nht. Bn khng nn gi
nhng th tin c ny cho nh tuyn dng trc bui phng vn tr phi
nh tuyn dng yu cu mt cch cng khai nh vy. Cc nh tuyn
dng ch c khong 7 n 90 giy c nhng ti liu m bn gi cho
h trc bui phng vn. Do vy, vo thi im bn khng nn gi
th cho h h phi mt qu nhiu thi gian. V th tin c l khng
bt buc v cc nh tuyn dng bc trung cng t khi yu cu nn ti
sao bn khng dnh nhng l th gy ngc nhin ti bui phng
vn v c hi nghing v pha bn hn ng thi im?
Bn phi m bo rng nhng ngi vit th tin c cho bn
bit vic bn ang np n vo nhng v tr khc h khng b bi ri
khi nh tuyn dng lin lc vi h hi thng tin. R rng l chng ta
khng mun nhng ngi vn rt bn rn nhng vit th tin c
bn li ri vo tnh hung bi ri v hi Ellen no nh? khi nh tuyn
dng kim tra tnh xc thc ca th tin c.
Thng tin v ngi xc nhn
Bn nn chun b thng tin v ngi xc nhn nh cch bn
chun b th tin c. Trong khi th tin c l bng vn bn th xc nhn
thng l s tin c bng ming. Bn khng cn phi xin th ca
nhng ngi xc nhn. Bn nn chn la ngi xc nhn cho mnh
mt cch k cng v trn thc t th nh tuyn dng thng dnh thi
gian kim tra! Cc ng nghip, c bit l nhng ngi c chc v
cao hn ni bn lm vic c th l nhng ngi xc nhn tt cho bn.
Khi ngh ai lm ngi xc nhn cho mnh, theo ti bn nn hi
kin h mt cch n gin nh sau: Anh/ch c sn lng lm ngi
xc nhn cho ti khng?
88
Phng vn khng h ng s
Nu ngi c hi ng th tht tuyt. Hy ni cho h bit
mt s thng tin v loi cng vic m bn ang np n v ri vit mt
vi dng cm n h. Bn cng nn gi km l lch ca bn cng vi th
cm n. Cng c trng hp bn ngh ai lm ngi xc nhn
cho mnh nhng h t chi. C nhiu l do khc nhau nhng thng th
h ly l do rng h khng bit g nhiu v cng vic ca bn. Bn ng
c gng ni n m c th ngh ngi tip theo c kh nng lm ngi
xc nhn cho bn. D sao i na th ngi u tin m bn ngh c
th cha phi l ngi xc nhn tt nht.
Bn cng nn lu rng nhiu cng ty, c bit l nhng tp
on ln thng khng cho php nhng ngi qun l, nhng ngi
gim st hay bt c nhn vin no c tin c mt nhn vin khc d
bng ming hay bng vn bn. Nu bn khng tm c ngi xc
nhn hay khng xin c th tin c t cng ty m bn lm vic gn
y nht th bn c th th xin t cng ty trc . Nu vn khng c
th hy th nhng cng ty trc na.
Bn c th th nhng s chn la sau:
ngh mt ngi c ting tm nht nh trong cng ng lm
ngi xc nhn cho tnh trung thc, tnh c lp v ng tin
cy ca bn.
ngh mt v gio vin hay gio s tng dy bn vit th
xc nhn cho bn v kh nng gii quyt vn , kh nng hc
hi nhanh chng v lun theo kp thi hn nh.
Nu bn gp kh khn trong vic tm ngi xc nhn cho nhng
vn lin quan n cng vic th thay vo bn c th tm nhng
ngi xc nhn v phm cht hay trnh hc vn ca bn.
89
Chng 5: Hon thnh bc chun b chin lc
ngh mt thnh vin ca mt cu lc b, mt nhm cc tnh
nguyn vin hay mt hi th thao m bn tng tham gia xc
nhn cc k nng v phm cht m bn c.
Hu ht mi ngi u vui v ng lm ngi xc nhn hay vit
th tin c v nh vy h thy mnh c v n v tr nn quan trng.
C th h thc s mun gip bn nhng cng c th li ngh ca bn
lm h cm thy vinh d. Hy suy ngh v iu ny nu bn c
chn lm ngi xc nhn cho ai th bn c cm thy hnh din
khng? Bn ch cn m bo rng nhng ngi m bn ngh lm
ngi xc nhn cho mnh phi bit l bn ang xin vic v c kh nng
cc nh tuyn dng s gi cho h kim tra bt c lc no.
Trong khi chun b cho bui phng vn, bn nn tng hp nhng
thng tin quan trng v ba ngi xc nhn cho bn trn mt trang giy
mt cch cn thn. Bn nn nh my trang thng tin v ngi xc
nhn theo mu di y:
Mu danh sch nhng ngi xc nhn
Nhng ngi xc nhn cho Beverley M. Santos
1. Arthur Biggis
Gim st vin III
Tp on Maxim
T: 277 900 XXXX
E-mail: abiggis@maxim.net
2. Memlanie Chao
Gim c Sn xut
Tp on Maxim
T: 277 900 XXXX
Email: mchao@maxim.net
90
Phng vn khng h ng s
H s gii thiu v bn thn
Sau khi tng hp cc thng tin v ngi xc nhn v th tin
c, vn tip theo l sp xp chng nh th no? Thng tin v ngi
xc nhn v th tin c l mt phn ni dung ca h s gii thiu v
bn thn m bn lun mang theo n bt c bui phng vn no. H
s gii thiu v bn thn c ng trong mt ti ng h s kch
thc 8,5 x 11 inch v bn trong t ba c ngn ng h s. Ti ng
h s khng cn phi t tin, ch cn gn gang, sch s, khng ng
kn bng inh ghim v khng nhu nt. Mu sc th khng thnh vn .
Bn nn sao li trc ni dung bn trong v bn s a ton b ti h
s ny cho ngi phng vn h gi li v xem xt. H s nn bao
gm nhng giy t sau:
1. Ngn bn tri ng ba th tin c (khng c nh vo bng
inh ghim). Bn nn th no n tng nht ln trn.
2. Ngn bn phi ng danh sch nhng ngi xc nhn (pha
trn l lch c nhn v khng c nh vo bng inh ghim)
v l lch c nhn mi nht ca bn (t bn trn v c th
nh bng inh ghim).
Sau khi gii thiu v bn thn bn nn trao h s ny cho ngi
phng vn. Bn m h s theo chiu thun ngi phng vn c th
c c ni dung bn trong. Bn hy ni rng Ti c mang theo y
mt bn l lch na v mt s ti liu na m qu ng/ b c th mun
3. Reverand Sam Anton
Cha chnh x Nh th Newburg
T: 455 783 XXXX
Email: imthereverand9887@yahoo.com
91
Chng 5: Hon thnh bc chun b chin lc
92
Phng vn khng h ng s
xem qua v dng hai tay t ti h s trc mt ngi phng vn.
Ngi phng vn c th c h s ca bn sau hoc c th c lt
qua ngay lc v nhn xt. Bn hy cho ngi phng vn c thi
gian c bng cch ngng khng ni cho n khi h ngng ln nhn
bn v hi bn hay a ra nhn xt no .
ng gi
Lm sao ng gi l vn cui cng ca cng tc chun b
cho bui phng vn m chng ta phi bn n trc khi chuyn sang
phn hai ca cun sch ny (phn hai s bn v vn lm th no
vt qua tng bc din bin ca cuc phng vn). Tr phi bn
nm r v l trnh cng nh lng xe c lu thng vo thi im bn
phi i phng vn, bn nn i thm d vi ngy trc khi bui phng
vn din ra.
Mt hoc hai ngy trc bui phng vn bn nn dnh thi gian
xc nh l trnh no l d i nht n a im phng vn. Bn cng
ng qun xc nh ni no thun tin xe v nn vo a im
phng vn bng cng no. Bn phi tnh xem trong ln i thm d bn
mt bao lu n c a im phng vn ri cng thm vo
khong na gi ng h phng c iu g bt trc xy ra. Bit
c u l ni n, mt bao nhiu thi gian v xe u s lm cho
bn cm thy thoi mi v cho thy bn hon tt cng tc chun b
cho mt bui phng vn thnh cng.
Nhng cu hi t ra trc bui phng vn kim tra li cng
tc chun b:
Bn nu ln c t 20 n 25 k nng trong danh sch
nhng k nng m bn c hay bn mun c cha?
93
Chng 5: Hon thnh bc chun b chin lc
Bn chun b c t 20 n 40 cu minh ha, dn chng
chng t rng bn s thnh cng cha?
Bn tp hp cc th tin c v lin lc vi nhng ngi xc
nhn cha?
Bn tr li c cu hi Bn bit g v cng ty chng ti?
nu c hi cha?
Bn chc chn rng mnh lm ht sc mnh c th c
mt ti bui phng vn ng gi v chun b mi th cho
mt bui phng vn thnh cng cha?
Nu bn chc chn v nhng im nu trn th chng ta hy
chuyn sang bn v bui phng vn.
CHNG 6
LM CH HAI MI PHT
U TIN CA
BUI PHNG VN
Bn c hai mi pht to n tng ban u cho ngi phng
vn h c th cn nhc vic tuyn dng bn. T lc bn bc vo
phng phng vn cho n khi bn ngi xung gh th ngi phng vn
c gng tp trung tm tr tr li cho cu hi Ngi ny l bn hay
l th?. Vic ngay lp tc nhn nh xem ngi l mt trc mt mnh
c th gip mnh hay lm hi mnh l mt phn x t nhin trong bn
nng sinh tn ca con ngi.
n tng u tin
Cho d vic nh gi mt con ngi ngay ln u tin gp g l
ng hay sai v mt o c th v mt sinh hc, l iu cn phi
Th gii ny nh mt tm gng phn chiu vy. Nu bn cau my
vi n, n s cau my li, nhng nu bn mm ci vi n th n
cng mm ci vi bn.
Herbert Samuels
95
Chng 6: Lm ch hai mi pht u tin ca bui phng vn
lm. V khi chng ta bit iu ny l mt thc t th chng ta nn m
bo rng n tng u tin s c li cho bn thn mnh.
1. Bn hy c gng ti ci cho d bn ang tm trng nh
th no i na. N ci biu l s t tin, lng t trng v cho
thy bn l mt ngi c nng lc, nng hu v nhit tnh. Hn
na, d bn c tin hay khng th theo kt qu ca nhng th
nghim v y hc i vi hot ng ca b no th khi bn ci
bn c th lm tt hn cng vic m bn ang lm v lc c
no phi v no tri ca bn hot ng tt hn.
2. Bn nn n mc tht ph hp vi tnh cht ca bui phng
vn. Vn khng phi ch mu sc qun o hay hoa vn
ca chic c vt c ph hp vi bn khng. iu quan trong
l ch bn by t s tn trng ca bn i vi ngi phng
vn mt cch gin tip qua vic bn cho rng bui phng vn
l mt s kin quan trng i vi bn v bn nh gi cao
vic ngi phng vn dnh thi gian cho mnh nn bn
chm cht rt k lng v hnh thc.
3. Bn nn bt tay tht cht v nm ton b bn tay. Mt ci bt
tay khng cht v hnh chung lm cho ngi phng vn c
cm gic nh bn khng ton tm ton vi bui phng vn.
Ngc li mt ci bt tay qu mnh li lm cho ngi ta c
cm gic l tnh cnh tranh trong con ngi bn qu cao.
Thng ip qua hai kiu bt tay ny u khng c g hp dn
i vi ngi phng vn. Mt ci bt tay cht v ko di mt,
hai hoc ba nhp l mt li cho thch hp trong nhng cuc
Nu bn mun phn ng u tin ca ngi phng vn i vi bn
l y l bn ch khng phi l ngc li th bn hy lm theo mt
s hng dn dng nh rt n gin sau y.
96
Phng vn khng h ng s
97
Chng 6: Lm ch hai mi pht u tin ca bui phng vn
giao tip mang tnh cht cng vic v hm rng No, chng
ta hy vo vic i.
4. Hy gi ngi phng vn l ng hay b cho n khi h
ngh bn gi h bng tn. Mt ln na, vic cho hi ny phn
no cho thy s tn trng ca bn i vi thi gian v quyn
hn ca ngi phng vn.
5. Bn gii thiu c h v tn ca mnh v hy ni l bn rt vui
mng c c mt ti bui phng vn. Bn c bit rng ch
40% nhng ngi phng vn c o to thc s lm
cng vic phng vn? Kt qu mt cuc iu tra ca ti i vi
nhng ngi qun l v cc gim c ca 500 cng ty khc
nhau cho thy rng nhng ngi ny thng cm thy hi hp
khi phng vn cn hn cm gic hi hp ca bn khi ng
trc ngi phng vn. Vic bn gii thiu v mnh v by t
s vui mng c c mt ti bui phng vn lm cho ngi
phng vn cm thy thoi mi v c hai u khng c cm
gic cng thng ca bui phng vn.
6. Bn khng nn ngi xung khi ngi phng vn cha mi bn
ngi. Nu ngi phng vn khng mi bn ngi th bn nn hi
mt cch nh xem bn c th ngi xung khng. Khi bn ngi
xung gh trong vn phng ca ngi phng vn th bn tr
thnh mt phn trong lnh th ca h. Do vy bn nn t ra
khn ngoan bng cch i h mi ngi hay xin php h ngi
xung.
7. Sut bui phng vn bn khng nn t bt c th g ln bn
ca ngi phng vn. Bn nn t cp tp, giy ghi ch, s
nht k hay v tin bn cnh hay trn i mnh. Bn ca ngi
phng vn l ni thing ling v ni ngi phng vn th hin
s lm ch ca h hn l nhng ni khc quanh vn phng.
Bn khng nn tay, t khuu tay hay t bt c vt g ln
98
Phng vn khng h ng s
bn. Tuy nhin, nu bn c mi ngi ti bn ca phng hp
hay bn trn th bn c th thoi mi ghi ch trn my tnh
xch tay trong sut bui phng vn.
8. Bn hy ch lm sao hnh vi ca bn ti phng i tht
chuyn nghip v lch s. Ngi phng vn thng ngh
nhn vin tip tn nhn xt v bn. Nhiu nh qun l, gim
c hay nhng ngi gi cc chc v ch cht khc thng
nh nhng ngi tr l ca h lm tai mt cho h v v th
bn nn c gng nhng ngi ny c th nhn xt vi sp
ca h nhng iu tt p v bn.
S biu cm trn khun mt
Chng ta hy ni v tng bc mt ca vic to ra n tng ban
u v l gii ti sao nhng bc ny li l mt phn ca nghi thc
c sp t trc nhm bc vo mt cuc phng vn tht nghim
tc v thnh cng. Trc ht, chng ta phi ni n tm quan trng ca
n ci. C th bn coi thng iu ny nhng mt lc no bn hy
t nhn xt li cch c x ca mnh v nhn thy rng bn c th mm
ci vi mt ngi hon ton xa l mt cch rt d dng v nng m.
Bn hy tp mm ci vi mi ngi trn ng ph hay ci vi mi
ngi t trn xe. Bn nn luyn tp c mt c th mm ci mt
cch tht t nhin khi cn thit.
N ci khng n thun l mt hnh thi biu cm trn khun
mt. N l mt tn hiu truyn ln no b gip bn c th nh gi mt
cch nhanh chng ngi ng trc mt mnh l bn hay th. Thng
ip m n mang li l Ti ang bn cnh bn v ti khng lm hi
bn u.
Chnh v th cho d vo ngy phng vn tm trng ca bn nh
th no v d bn c cm thy nu mnh ci toe tot th trng ng
ngn n th no i chng na th bn vn nn mm ci. N ci s
lm cho tm hn bn tht hnh phc v thoi mi, ng thi n cng
lm cho ngi phng vn nhn ra rng bn c mt l tr gip
ch khng phi e da h.
Theo cc nh ngn ng hc v cc nh tm l th 93 n 97%
giao tip hng ngy ca chng ta l bng ngn ng khng li v n
ci l mt phn rt quan trng ca s giao tip khng li .
n mc nh th no?
Sau khi bn hc c cch n mt n ci tht ti v
nng hu, gi y chng ta nn bn n cch n mc nh th no
tham d bui phng vn. Bn hy on th xem mnh nn n mc nh
th no? Bn khng nht thit phi b ra 400 la mua mt b cnh
tht thch hp cho bui phng vn (tt nhin l tr phi bn mun th).
C l bn ch cn u t 5 la git hp v l li b cnh c ca
mnh.
y khng phi l mt cun sch vi ch l n mc nh th
no thnh cng. iu quan trng hn l lm th no bn trng
gn gng, sch s, chi chut mt cht v qun o thng np. Ti s
khng i su vo chi tit nh ch cho bn mc mu no hay mang giy
g cho ph hp. iu bn hy t quyt nh ly nhng nn nh l
bn nn n mc n gin thi.
n mc chnh t khng ch l cch lm cho bn tr nn thu
ht hn m y cn l mt trong nhng biu hin ca s tn trng ca
bn i vi ngi phng vn, gp phn to n tng tt ca h i vi
Bn khng th no b coi l n mc qu din cho bui phng vn tr
phi bn mc d hi.
99
Chng 6: Lm ch hai mi pht u tin ca bui phng vn
bn trong 20 giy u tin ca bui phng vn. Thng ip qua cch n
mc chnh chu i vi ngi phng vn l: Ti rt coi trng vic ng/
b dnh thi gian cho bui phng vn v v vy ti cn nhc rt
k lng cc n mc ca mnh.
Nhiu bn c c th phn i vic n mc chnh t i phng
vn. H c th ku ca rng v ch tch cng ty mc qun soc, i giy
xng-an v chng bun co ru hay v ch tch cng ty mc qun jean
hiu Gloria Vanderbilt v i giy ng kiu cc chng cao bi. Nhng bn
nn nh rng s khc bit gia bn v ngi phng vn l ch bn
cha c mt vn phng ring vi bng tn ca bn gn bn ngoi ca.
Bn nn lu rng vn khng phi ch bn c mc qun o
t tin v hp thi trang hay khng. iu khc bit l ch bn n mc
chnh chu hn nhng ngi khc nh bn c s chun b chu o.
lm c iu ny, bn nn thc hin theo mt s hng dn sau:
i vi nam gii:
Giy. Bn nn mang giy cng, mi cng, tt nht nn chn
mu en hoc nu. Bn khng c mang giy th thao, giy xng-
an hay giy ng. c ln ti nghe ai ni rng ngi phng vn
thng rt ch n giy ca ngi xin vic. Tht chng hay ho cht
no nu bn mt nhiu thi gian chm cht co ru v din mt b
com-l en tht lch lm nhng li mang mt i giy mn , mi giy
Trc khi xin c vic, bn nn dnh thi gian n mc sao cho
tht nghim chnh hn thng ngy (Ri sau khi bn c tuyn
dng, bn c th mang giy ng v khng cn phi che du nhng
hnh xm trn c th, min l bn cm thy tht thoi mi lm
vic).
100
Phng vn khng h ng s
101
Chng 6: Lm ch hai mi pht u tin ca bui phng vn
try xc. Bn nn thu ngi ta nh bng li i giy v nu c th
bn nn t lm vic . iu ny thm phn c hi bn to n tng
tt u tin i vi ngi phng vn.
C vt. Bn nn chn nhng mu c in nh en, nu, xanh
sm hay . Tt nht bn nn chn nhng c vt mt mu trn hay hoa
vn n gin. Bn nn trnh eo nhng c vt bn qu to hay qu b,
nhng loi c hoa vn c tnh ngh thut hay hin i khin ngi ta
ch , mu qu nht hoc qu sc s. Bn cng khng nn eo n.
Com-l. Nhng b com-l cng s mu sc hi ha l la chn
ti u. Nu bn khng c b com-l cng s no may cho ring bn hay
va kch c bn mu xm, en, xanh sm hay mu nu th bn c th
mc qun u, s mi, eo c vt v khoc thm o vt bn ngoi.
S mi. Kiu s mi duy nht m nam gii nn mc ti bui phng
vn xin vic l loi s mi ci cc thng ng trc, c cng. Tt nht
bn nn chn s mi mu trng, xanh dng nht hay k sc nh v
sng mu. D bn c thch mc o phng hay o len c l th no i
na th cng khng nn mc i phng vn v nhng loi o ny khng
c nghim chnh.
Ph trang. Bn khng nn mang nhiu hn mt chic nhn trn
mt bn tay v khng c eo nhng loi nhn mu sc sc s. Nu
bn thng to phong cch bng cch eo vng khuyn hay nh ht
trn mi, li, tai hay ni no m ngi phng vn c th nhn thy
th theo ti, bn nn tho n i. Bn c th i n khi bn nhn vic
v lm th trong vi tun ri hng quyt nh xem mang loi ph trang
no l ph hp ni s lm ca bn.
Mi hng. Ngoi tr x bng tm v cht kh mi, bn khng
nn dng nc hoa hay nc thm dng sau khi co ru. Phn ng
mnh m ca mi ngi i vi mi hng l rt ng ngc nhin. H
c th rt thch v cng c th rt ght n. Bn hy trnh trng hp
bn dng loi nc hoa m mt ngi no ngi phng vn bn
khng a cng dng.
Tc. Mt ln na, la chn ti u l nhng kiu tc n gin v
nghim tc. Cho d bn kiu tc no v di th no th bn cng
nn dnh mt t tin ct tc trc khi bc vo cuc phng vn y
tnh cnh tranh. Bn khng nn i nn ti bui phng vn.
Nu bn tc di th bn nn but li ng sau tht gn g hay
cn nhc xem c nn ct tc hay khng ngay t lc ny. Khng phi l
ti ang ch cho bn cch biu l phong cch c nhn ca mnh. n
gin l ti ch ni cho bn bit nhng xu hng tuyn dng trn th
trng lao ng hin nay. Ngi phng vn c xu hng c cm tnh
vi nhng ngi ru tc gn gng.
Mt khch hng ca ti tng khng xin c cng vic no
cho n khi anh ta co sch b ru bm xm ca mnh. Khi c c
cng vic (khng lu sau khi co ru), anh ta d rt tic b ru nhng
li khng c g phn nn vi mc lng 80.000 la/ nm.
dng mang theo. Khi i phng vn bn nn mang theo mt
tp giy v bt vit ghi ch. Bn khng nn mang theo in thoi di
ng, my nhn tin, hay nhng thit b cm tay c th rung chung hay
pht ra m thanh c th khin ngi khc mt tp trung mt cch khim
nh. Ngi phng vn mun bn tp trung cao v lin tc, do
bn nn lm cho h tha mn v iu ny.
D bn c thng xuyn eo ng h tay khng th bn cng
nn mang khi i phng vn. l du hiu chng t bn rt ch n
vn gi gic v ngi phng vn no cng mun nhn vin ca mnh
c c phm cht ny.
Cui cng, nu bn cha c chic cp da no trng nam tnh mt
cht th ti khuyn bn nn mua ly mt chic. C nhiu loi cp gi da
trng ging da tht c by bn rt nhiu ti cc ca hng bn
Phng vn khng h ng s
102
dng vn phng vi gi cha y 25 la. Bn ch cn bn trong cp
mt t Ch Nht hay mt t Wall Street Journal l c. Mang theo
mt chic cp xinh xn s lm cho bn trng c v hon ton sn sng
bt tay vo cng vic.
i vi ph n:
Giy. Bn nn mang giy bt gt cao va phi. Bn khng nn
mang nhng loi giy gt cao v qu nhn hay giy ng. Nn chn
nhng mu nh mu nu, en, mu da, hay mu xanh sm. Trnh
mang nhng loi giy mu sc sc s nh mu hay mu nh vng
lp lnh. Khng c mang giy th thao, giy h mi chn hay xng-
an. Giy bng c th chp nhn c ti nhng mi trng lm
vic rt bnh dn nhng ngi ta vn thch bn mang giy bt gt thp
hn.
o m hoc vt. Ti nhng cuc hi tho do ti ch tr lc
no cng c t nht mt ph n ln ting rng h mc qun vi mm i
phng vn nhng trng tuyn. qu l tin tt lnh i vi h nhng
l nhng trng hp ngoi l. Bn c th mc qun vi mm i lm
nu iu ny ph hp vi vn ha ca cng ty nhng i phng vn li
l chuyn khc.
Ti thnh tht khuyn bn mc o m hay vt vn phng ca
n. Nu thch bn c th mc vy vi o vt hay o cc tay. Mt ln na
chng ta phi n mc lm sao trng tht nghim chnh v c v l ngi
lm ni cng s nn gu vy ch nn trn u gi mt cht v c o
khng c qu rng v su. Mu sc ca o vt hay o cc tay khng
thnh vn nhng bn nn mc mu trn hay hoa vn n gin
ngi phng vn c th tp trung vo gng mt bn hn l mi m
ch nhng ha tit cu k trn qun o bn. Tt nhin, iu bt tin
nht khi mc m hay vt l mang bt tt. Trc khi cc nh khoa hc
Chng 6: Lm ch hai mi pht u tin ca bui phng vn
103
pht minh ra loi tt khng b xc th bn nn mang theo mt i d
phng trong v hay cp da phng khi tt ca bn b xc khi mc vo
ca ln xung tu in ngm.
Trang sc. Mt ln na bn nn thin v xu hng c in v
nghim tc. Ngoi chic vng ci v nhn nh hn th bn nn tun
th nguyn tc ch eo khng qu mt chic nhn trn mt bn tay v
khng qu mt chic vng trn mt c tay. Bn khng nn eo nhng
loi hoa tai lng lng hay nhiu hoa tai cng mt lc trnh lm cho
ngi phng vn b phn tm. Trc bui phng vn, bn nn tm thi
ci b nhng loi hoa tai no khc trn tai v trn mt bn.
Tc v trang im. Hy tht n gin. Bn khng nn mi tc
di v ln sng che ph mt khun mt bn. Bn nn cn nhc xem
c nn s dng nhng mu quyn r, un ln sng hay ta bt tc
hay khng. Bn nn trang im nht mu v nh nhng hn bnh
thng. Bn nn trnh dng qu nhiu phn nn v t mu mt qu
m. Nu bn dng keo xt tc th nn dng loi khng mi. Mt s mi
ca keo xt tc, kem dng da hay nc hoa c th lm cho ngi
phng vn kh chu.
dng mang theo. ng qun rng bn cng nn mang theo
nhng chic v v cp da xinh xn. Bn cn kim tra xem chng c b
try xc hay b rch g khng v nh mang theo danh thip ca bn.
Mt tp giy v mt cy bt ghi ch chng t bn l ngi bit tp
trung lng nghe ngi khc v c quan tm n nhng iu h ni.
Nhng nguyn tc ny dng nh c v cng nhc nhng bn
vn c th tm cch th hin c tnh mnh mc ty thch trn c s
nhng nguyn tc ny. Bn nn chc chn rng bn mc nhng loi
qun o m bn thy thoi mi v chn nhng mu c th tn ln da
ca bn. Khi bn c th nhn mnh trong gng v ni c ri. Mnh
Phng vn khng h ng s
104
sn sng th lc bn bit rng mnh c s kt hp hi ha cc
trang phc vn phng.
Bt tay
Cho n lc ny bn bit cch ci tht ti v bn trng tht
tuyt. Biu hin tip theo m ngi phng vn ch l cch bt tay ca
bn. Ti nhng cuc hi tho m ti ch tr, ti lun ngh nhng
ngi tham d tp bt tay nhau v sau pht biu cm tng.
C phi bn bt tay qu nh hay khng (nh trong cu chuyn v
Godilocks v ba ch gu)? Hay qu mnh? Hay va phi? Dng nh
chng c g t hn mt ci bt tay h hng v lnh lng. Chng ta u
tng c kinh nghim vi kiu bt tay ny v trc gic cho thy rng
chng ai thch th vi nhng ci bt tay kiu nh vy. Ngc li, cng
chng ai a g nhng ci bt tay qu mnh nh mun b gy tay i
phng. Bt tay l du hiu chng t cho ngi phng vn thy rng
bn sn sng vo cuc. Nu ci bt tay ca bn cho ngi ta cm
gic bn hi h hng, khng ton tm ton hay c tnh cnh tranh gay
gt th bn khng vo cuc ng cch.
Mt ci bt tay x giao trong cng vic ng cch l mt ci bt
tay tht cht v t ton b bn tay ca bn trong lng bn tay
ngi i din.
Khng c l do g bn bt tay ph n khc vi bt tay nam
gii. Nguyn tc m bn cn ghi nh l bt tay tht cht v c
hiu qu.
Rt nhiu ngi, c ph n ln nam gii, u khng bit ngi
khc cm thy th no vi ci bt tay ca h. Ti tht s khuyn bn
nn tp bt tay vi bn b hay nhng ngi trong gia nh ri ngh
h a ra nhn xt tht trung thc. Bn hy tp bt tay vi cc cp
Chng 6: Lm ch hai mi pht u tin ca bui phng vn
105
mnh, nh khc nhau v nhng v tr khc nhau cho n khi no c
bn v ngi i din u cm thy hi lng.
Cch cho hi
Vy l ti hng dn bn cch ci v cch bt tay. C th
bn ang t hi vy tip theo s l g? Ci ln lng nga chng? Hay
leo ni? Rt tic l bn khng cn nhng k nng thnh cng ti
bui phng vn. Bn c th thc hin nhng iu lit k di y mt
cch d dng m khng cn luyn tp.
1. Bn hy gi ngi phng vn l b hay ng v t gii
thiu mnh bng c h v tn. V d bn c th ni: Xin cho
ng Isaacs. Ti l Susan Sallinger. Rt cm n ng dnh
cho ti c hi gp g hm nay. Ngay lc bn n mt n
ci tht nng hu v bt tay ngi phng vn mt cch
chuyn nghip. Sau li gii thiu, ngi phng vn s mi bn
ngi xung. Bn khng nn ngi trc khi ngi phng vn
mi bn ngi. Nu ngi phng vn khng mi bn ngi th
bn c th hi mt cch lch s: Ti c th ngi c khng
?
2. Nu ni phng vn l mt vn phng nh v bn ngi rt gn
bn lm vic ca ngi phng vn, c th bn mun t tp
giy ghi ch hay mt vt g khc nh chic v ca bn ln
bn. Bn ng lm th. Ci bn thuc quyn lm ch ca
ngi phng vn v h s thy mnh b xm phm nu bn
vt qua ranh gii v hnh gia khng gian ca h v khng
gian ca bn. Vic bn t mt vt g hay bn tay, khuu tay
ca bn ln bn s c xem nh l du hiu ca s khng
tn trng v e da mt cch v thc. Nu bn mun ghi ch
th bn nn t tp giy ghi ch ln i.
Phng vn khng h ng s
106
3. Bn khng nn mang ung vo phng phng vn. Nu bn
lm ung hay b nghn th tht xu h v bt tin. Nu
bn c mi ung c ph th bn c th t chi mt cch lch
s m khng h hn g.
4.Bn nn tt my nhn tin hay in thoi di ng. Nu bn c
qun tt v c ngi gi th bn cng khng nn nhn xem ai
gi cho mnh. Bn ch cn xin li v lm ngt li mi ngi
v tt in thoi.
Thi
Bn c bao gi rng nu ai thch bn th bn c xu hng
thch li h hay khng? iu ny cng ng vi nhng ngi phng
vn. Nh ti cp phn trc, ti bui phng vn th ngi
phng vn c th hi hp hn bn tng. H cng mun bn c cm
tnh vi h cng nh bn mun h c cm tnh vi bn vy.
C th rt kh gi v yu mn ai m bn cha bit hay
khng c v g c bit ng mn nhng chng ta vn c cch. Cch
m ti khuyn nhng ngi nh ti t vn dng nh t ra hiu
qu, l tng tng ngi phng vn l mt ngi bn hay mt
ngi no m bn tht s mn m.
Bn c th tng tng ngi phng vn l ch Sylvia hay anh
Harold, c June hay ch Bob ca bn. C th nghe c v hi bun ci
nhng ti khuyn nhng ngi nh ti t vn xem ngi phng vn
nh mt ch gu Teddy nhi bng ln. Khng ai khng thch nhng ch
gu Teddy xinh xn phi khng no? Trong hon cnh ny th s nng
hu ca bn s c n nhn v c th s c p li.
Mt iu na bn cn lu trong thi ca mnh l bn ang
phng vn cng ty cng nh cng ty ang phng vn bn. Khi bn tm
Chng 6: Lm ch hai mi pht u tin ca bui phng vn
107
nim c iu th bn s nh ch cch nhng ngi trong cng
ty i x vi bn nh th no trc, trong v sau cuc phng vn. Bn
c thch cch h i x vi bn hay khng?
Nu ngi ta bn i c ting ng h, nhn vin l tn th
l vi bn, ngi phng vn nhn in thoi trong khi l ra h phi tp
trung lng nghe nhng g bn ang trnh by. Bn nn nh rng bn c
th s b i x theo cch trong cng vic khi bn c nhn vo
lm. Bn hy t t ra cho mnh nhng cu hi sau:
Bn c thch khng kh chung ca cng ty khng?
Bn c c tn trng khng?
Ngi ta c lng nghe bn khng?
Nhng cu hi v cu tr li ca bn c c tip nhn mt
cch nghim tc hay khng?
Bn c th ngh theo hng bn ang tuyn mt ngi ch lao
ng. Bn c mun lm vic cho ngi ny khng? Bn c mun tr
thnh mt nhn vin ca c quan ny hay khng?
Khi bn suy ngh theo hng th khng ch ngi phng vn
c quyn m c bn cng c quyn. Chng ta s bn su hn v nhng
cu hi bn nn t ra cho chnh mnh khi chp nhn li ngh lm
vic trong chng 9.
Bn vt qua c th thch!
Nh vy l bn vt qua c th thch. Xin chc mng bn!
By gi chng ta s ni n nhng vn cn li lin quan n cuc
phng vn. Nhng chng tip theo s ni v nhng th thut bn
c th c mt cuc phng vn hiu qu, ch ng v khng cng thng.
Phng vn khng h ng s
108
CHNG 7
TR LI CC CU HI
PHNG VN
Cc cu hi phng vn khng ging nhau. C nhng cu hi i
hi nhng cu tr li c th nhng cng c nhng cu hi cn nhng
cu tr li khng r rng v c tnh m. Cng c nhng cu hi m bn
khng cn phi tr li. Nhng cu hi loi ny kh hn v i hi bn
phi c nhng chin lc c bit vt qua. Trong nhng chng
tip theo chng ta s bn v bn loi cu hi v nhng chin lc c
bit gii quyt tng loi.
1. Nhng cu hi thng thn, d hiu.
2. Nhng cu hi n cha ng sau l nhng cu hi khc.
Khng c ho quang no l xa xi khi con ngi dm tin rng anh
ta c mt sc mnh ch ng c hon cnh.
Bruce Baton
109
Chng 7: Tr li cc cu hi phng vn
3. Nhng cu hi gy cng thng.
4. Nhng cu hi m bn t ra cho ngi phng vn.
Chng ta s bn v cch nhn dng v phn ng th no cho c
hiu qu i vi nhng cu hi tri lut nh th. Cui cng, chng ta s
xem li mt s iu quan trng v ngn ng hnh th.
Nhng cu hi thng thn v d hiu
Hu ht cc cu hi ti bui phng vn u l nhng cu hi
thng thn v d hiu. Nhng cu hi nh vy c t ra nhm nh
gi xem bn c nhng k nng m cng vic i hi hay khng v
nhng k nng ca bn cp no. Nhng k nng thc s ca bn
v nhng cu tr li c tnh cht minh ha s gip bn vt qua c
hu ht nhng cu hi nh vy. Sau y l mt s v d v nhng cu
hi nh vy vi nhng cu tr li gi .
Hi: Bn hy ni v bn thn mnh.
p: Ti c 7 nm kinh nghim vi cng v l ngi qun l cc v
vic, c bit l nhng vn c lin quan n hnh vi ca tr v
thnh nin, cht kch thch, hnh vi phm php ca thanh thiu nin.
Ti c bng c nhn v tm l ca i hc Winconsin v bng cao
hc v hot ng x hi ca i hc Texas Austin. Cng vic gn
y nht ca ti l ti Trung tm Khm ph v thanh thiu nin v
trong thi gian lm vic ti pht trin c chng trnh o
to hng nghip cho thanh thiu nin phm php. Qua hn mt nm
p dng chng trnh ny, hn 70% cc thanh thiu nin tham gia
cc kha o to hng nghip tm c vic lm v duy tr cng
vic trong t nht l 1 nm. Hm nay ti xin vo v tr nhn vin y t x
hi ti c quan ca qu v v ti mun chng t rng ti s gt hi
c nhng thnh cng tng t vi khch hng ca qu v.
Phng vn khng h ng s
110
Mu cu tr li theo trnh t vi cc trng
Mu cu tr li theo trnh t vi phn tr li gi nh.
Chng 7: Tr li cc cu hi phng vn
111
Mu cu tr li theo trnh t
Ti c nm kinh nghim vi chc v trong ngnh ... c
bit chuyn v ... v ... Ti c bng (c nhn, thc s) ca i hc ...
ti v bng (thc s Qun tr kinh doanh, tin s) ca i hc ... ti
Ti cng theo hc lp (sau i hc, sau tin s, gio dc cho
ngi ln) hay thc tp v ... v ... Mt thnh qu trong cng vic
m ti rt t ho l ... (bn hy vit mt cu c tnh cht minh ha
v mt vic g c th p ng nhu cu ca cng ty tuyn dng)
... Hm nay ti c mt y xin vo v tr ... m cng ty ca qu
v ang tuyn v ti mong mun em li nhng thnh qu ln trong
cng vic ti cng ty qu v nh nhng g m ti lm c trong
thi gian qua.
Mu cu tr li theo trnh t
Ti c 10 nm kinh nghim vi cng v ngi t chc s kin
trong ngnh cng ngh cao,c bit l t chc cc cuc trng by v
thng mi, thu xp cho cc chuyn i nc ngoi v cc hot ng gy
qu. Ti c bng c nhn v Qun tr kinh doanh ca trng i hc Georgia
ti Atlanta v c bng Kinh doanh Quc t ca trng i hc Simms Valley
College. Mt trong nhng thnh qu trong cng vic m ti cm thy t ho
nht l ti t chc bui n ti cho ngi ch tch tp on v ngi thng
c bang Georgia. 110 nh qun l v quan chc chnh ph n tham d
v mi vic din ra kh sun s. Ti khng ch t chc s kin trong
khun kh ngn sch a ra m cn nhn c th cm n ca ngi ch
tch. iu m ti cng mun lm cho cng ty ca qu v l lm sao tit
kim ngn sch trong vic t chc cc s kin quan trng ca cng ty.
Cho d bn c th hiu rng l mt cu hi mang tnh cht c
nhn v i hi mt cu tr li cng mang tnh c nhn nhng y chnh
l c hi bn gii thiu vi ngi phng vn nhng k nng quan
trng nht c lin quan n cng vic, trnh hc vn v nhng thnh
qu trong cng vic ca bn. Cu tr li ca bn cho cu hi ny phi
tht ngn gn v sc tch v tiu s ca bn thn.
Cu tr li ca bn cho cu hi ny c vai tr rt quan trng v n
gp phn khng nh v tr ca bn trong thi gian cn li ca bui phng
vn. l l do ti sao mt s nh tuyn dng gi y l cu tr li
nhm xc nh v tr. Ti tm c mt mu cu tr li nhm xc nh
v tr rt tuyt vi, c th ph hp vi nhiu ngnh, ngh khc nhau.
Trn y l mu cu ny vi cc trng bn c th in vo cho ph
hp v mu cu vi phn tr li gi nh.
Thng th ti khng khuyn nhng ngi m ti t vn hc
thuc cc cu tr li cho cc cu hi c th c t ra ti bui phng
vn ngoi tr mu cu tr li ny.
Phn tr li ny rt quan trng. Bn khng ch s dng c
phn tr li ny ti cc bui phng vn m cn c th s dng n trong
mt s tnh hung giao tip x hi nht nh, khi ni chuyn trn in
thoi hay bt c khi no bn c c hi gii thiu bn thn vi nhng
ngi c th tuyn dng bn hay nhng ngi bit nhng nh tuyn
dng nh vy. Khi bn ang trong giai on chuyn i cng vic th tt
nht l bn nn chun b sn sng phn tr li ny. Ti khuyn bn nn
xem xt mu cu a ra mt cch k lng v t xy dng cho mnh
mt phn tr li ph hp vi bn v bn c th ni ra mt cch thoi
mi v t nhin.
Phng vn khng h ng s
112
Cu hi Hy ni v bn thn bn thng l cu hi u tin c
t ra ti bui phng vn.
Cc cu hi thng thn, d hiu khc thng gp
i vi nhng cu hi ny, bn c th s dng danh sch cc k
nng ca bn thn v nhng cu c tnh cht minh ha nh nu
phn trc. Chng hn nh khi xem li cc k nng ca mnh bn c
th t ra cc cu hi sau:
1. Bn thuc danh sch cc k nng ca mnh c th nu
ln ti bui phng vn hay cha?
2. Bn nm r danh sch nhng c trng c nhn ca mnh
a ra dn chng cho ngi phng vn hay cha?
3. Bn c nh ba kh nng ca bn v nhng cu chuyn xy
ra trn thc t minh ha cha?
4. Cui cng, cu ni c tnh cht minh ha, dn chng m bn
chun b phc ha c mt bc tranh r rng v cng vic
bn lm, lm cho ai, u v quan trng nht l thnh qu
t c nh th no hay cha? Nu c nh vy ri th
tht tuyt.
Nu bn cm thy mnh cha nm r phn tr li v danh sch
cc k nng chun b th y l lc bn cn phi xem xt li v c
nhng thay i nht nh sao cho c tht nhiu thng tin v cho
ngi phng vn thy rng bn l s la chn tt nht ca h.
Sau y l mt s v d:
Hi: Hy k mt s th mnh ca bn?
p: Th mnh ca ti l k nng m phn, o to v kinh doanh.
Mt trong nhng v d v kh nng o to ca ti l d n trong
ti chu trch nhim o to mt nhm 16 nhn vin mi cho
b phn h tr v sau nhng ngi ny c kh nng lm
vic nhanh hn 20% so vi nhng ngi tin nhim.
Chng 7: Tr li cc cu hi phng vn
113
tr li cu hi trn, ngi xin vic :
Trch dn c ba k nng hng u t danh sch cc k nng
ca bn thn.
Tp trung vo mt trong nhng k nng v minh ha bng mt
cu nh lng.
Chng ta hy chuyn sang mt cu hi khc thuc dng ny.
Hi: Theo bn th sp gn y nht ca bn s ni g v bn?
p: Ti tin b y s ni rng ti l mt ngi sng to, ng tin cy v
chuyn nghip. Mt v d v kh nng sng to ca ti l ti vit
mt chng trnh phn mm o to cc nhn vin mi v chng
trnh ginh c gii thng.
Ln ny, ngi xin vic :
Chn ra ba c trng c nhn ni bt nht trong danh sch nhng
k nng ca bn thn.
Tp trung i su vo mt v d in hnh v thnh qu t c
trong cng vic.
Chin lc trn cng c p dng cho cu hi sau:
Hi: Theo bn th cc ng nghip c s ni g v bn?
p: Theo ti, h s ni rng ti rt thn thin, lm vic hiu qu v chuyn
nghip. Mt trong nhng biu hin ca s thn thin i vi ng
nghip l ti lun coi vic a cc ng nghip mi n lm cng
ty i n tra t nht l mt ln trong tun u tin ca h ti cng ty l
mt thng l. Ti bit ci cm gic b ng khi mi n lm mt ni
no v bn s rt coi trng nhng n lc gip bn ca bt k
mt ng nghip no khc trong cng ty. Lm th no cc ng
nghip lun cm thy thoi mi l iu m ti cho rng rt quan trng.
Ti rt mong c c c hi em li cm gic thn thin nh vy
cho khch hng ca qu cng ty.
Phng vn khng h ng s
114
Bn vn cn bi ri ? Sau mt s v d na bn s bit cch vn
dng mu cu tr li ny.
Hi: Nhng thnh qu no trong cuc sng m bn cm thy t ho
nht?
p: Ti cm thy t ho v ti t sn xut, vit kch bn v o din
c mt b phim ti liu ca ring mnh, v ti ginh chin
thng trong cuc thi ba mn phi hp cp thnh ph v v ti
sn xut c mt chng trnh cho i Truyn hnh CBS. Khi
sn xut b phim tun cho i Truyn hnh CBS, ti rt ngn
lch lm vic xung bt 3 ngy v tit kim cho i 650.000 la.
Mt ln na, ngi xin vic :
Chn ra ba thnh tu trong cuc sng ( 2 trong cng vic v 1 trong
i sng c nhn).
Tp trung vo mt trong ba thnh tu v minh ha bng mu
cu nh lng.
Hi: Theo bn th nhng k nng no ca bn c th gp phn mang
li li ch cho cng ty chng ti?
p: Ti tin rng k nng v qun l, cn i ngn sch v k nng mua
hng ca ti s mang li li ch cho cng ty qu v. Ti thit lp
c mt quy trnh mua vt t gp phn gim 37% chi ph mua vt
t hng nm. y cng l iu m ti mun lm cho cng ty ca
qu v.
Cu ni l iu m ti cng mun lm cho cng ty ca qu
v s rt c sc mnh v tnh thuyt phc cao nu n ng sau
mt cu tr li n tng v trau chut. Bn hy th xem sao!
Cu hi di y c th c p dng cho nhng ngi thay i
hon ton ngh nghip ca mnh. Cu hi ny c t ra nhm nh
gi xem h c nhng k nng ph hp vi ngh nghip mi hay khng.
Chng 7: Tr li cc cu hi phng vn
115
Hi: iu g lm bn cm thy sn sng chuyn ngh t mt nh gio
dc v sc khe cng ng sang mt nh bin tp sch?
p: Nu qu v cn tm mt ngi c th nng cao tinh thn lm vic ca
mi ngi trong cng ty th ti tin rng ti l ngi m qu v cn tm.
Trong thi gian lm vic ti cng ty gn y nht, di s lnh o
ca ti, s hi lng ca nhn vin cng ty tng t 1,7 ln 4,9 (tnh
theo t l t 1 n 5) ch trong vng mt nm v t l nhng ngi
vng mt khng c l do chnh ng cng gim hn 51%. y cng
l iu m ti mun lm cho cng ty ca qu v.
Nu ai hi bn rng theo bn th l do ti sao h li mun tuyn
dng bn, thng th bn rt d tr li: Bi v ti l ngi thch hp
nht cho cng vic ny. Bn khng nn tr li nh vy. Cho d bn c
th ng i chng na nhng ngi phng vn khng th nh gi trn
c s mt quan im n thun m khng c dn chng. Thay vo ,
bn c th thuyt phc c ngi phng vn bng vic a ra mt cu
dn chng v mt trong nhng thnh qu ca bn v km theo l
cu cng chnh l iu m ti mun lm cho cng ty ca qu v.
Mu i thoi sau l gia ngi phng vn vi mt ngi ang
xin vo v tr trnh dc vin ca mt cng ty dc:
Hi: Bn c th ng gp c g cho cng ty chng ti?
p: Ti c th ng gp nhng hiu bit su rng ca mnh v cc sn
phm dc, kh nng trnh by tt v tun th cht ch quy trnh tip
theo sau bn hng. Mt v d v quy trnh tip theo sau bn hng ca
ti ti cng ty c l ti lun lun gi in cho khch hng 3 ngy sau
khi bn hng v sau c hai thng ti li gi cho h mt ln chc
chn rng h cm thy hi lng vi sn phm. Ti rt vui mng v
trong qu ba chng ti thu c 2 triu la t cng vic kinh
doanh vi mt khch hng ln nh nhng n lc tun th cht ch
quy trnh tip theo sau bn hng. Ti cng mong mun em li nhng
ngun li nhun nh vy cho cng ty ca qu v.
Phng vn khng h ng s
116
Nhng cu hi n
Th thut tr li nhng cu hi dng ny l bn phi lm sao
xc nh c mc ch su xa ca cu hi t ra. lm c iu
ny, bn phi tun theo cc bc sau:
1. Bn phi nhn ra c cu hi tht s n cha ng sau cu
hi m ngi phng vn nu ra.
2. Xc nh c iu m ngi phng vn thc s mun hi
bn.
3. Nhn thc c iu g m ngi phng vn thc s lo ngi
hay quan tm n cha ng sau cu hi.
4. Hng cu tr li ca bn n nhng vn m ngi phng
vn quan tm n cha ng sau .
Chng ta hy xem nhng cu hi thuc dng ny. Chng ta s
phn tch 6 mu cu hi v tr li, ti s trnh by cc chin lc c
s dng tr li mi cu hi t ra. Bn hy th la chn A, B hay C
l cu tr li thch hp nht. Sau khi xem xt mt s v d, ti tin rng
bn cng s xc nh c u l cu hi tht s n cha ng sau cu
hi c t ra cho bn.
Hi: Theo bn th bn s lm g trong 5 nm na?
A: Trong 5 nm na ti mun tr thnh ph gim c nhn s.
B: Ti thc s ch mun kim tin mua v my bay i Hawaii v
lm sao c tin tr tin thu nh vo u v cui thng.
C: Mc tiu ca ti l tip tc pht trin v hc hi tr thnh mt
ngi chuyn nghip.
Trc khi xem u l cu tr li thch hp nht, chng ta hy
xem u l cu hi n cha ng sau cu hi c nu ra. u l mc
Chng 7: Tr li cc cu hi phng vn
117
ch thc s ca ngi phng vn? iu g l iu m ngi phng vn
lo ngi hay quan tm n cha ng sau cu hi?
Theo kinh nghim ca ti, khi ngi phng vn t ra cu hi
ny, thc s h mun hi bn hai vn sau:
1. Bn c nh lm vic lu di vi cng ty h thu li c
nhng g h u t nh hng v o to bn hay bn ch
c nh lm vic cng ty h mt cch tm thi?
2. Nu h tuyn bn th c nguy c mt ngy no bn lt
h hay khng?
Nu bn tr li l bn ch mun lm vic ti cng ty cho n khi
bn kim tin v bn s ri khi thnh ph th bn phm phi
iu lo ngi th nht ca ngi phng vn.
Nu bn tr li rng trong vng 5 nm na bn mun tr thnh
ph gim c nhn s c th lm cho ngi ta ngh rng trong qu trnh
thng tin trong cng ty, c th bn s tranh ginh v tr hay t hn l
thay th lun v tr ca ngi ang phng vn bn. iu ny phm phi
mi lo th hai ca ngi phng vn.
Vy C l cu tr li thch hp nht trong trng hp ny. N l
mt cu tr li c tnh m v khng c e da ai c. Ngoi ra, n cn
l mt cu tr li chung chung nn khi ni ra bn khng c cm gic l
mnh ang ni di. Mc d bn khng ni r l bn s lm vic lu di
cng hin cho cng ty nhng bn c ni rng bn s cng hin cho
ngh nghip. Qua cu tr li bn cng din t c tham vng
ca mnh nhng mc va phi (pht trin v hc hi) lm ngi
ta c cm gic bn lm vic chm ch v phn u thnh cng nhng
bn li khng c e da lm lung lay v tr ca ai .
Chng ta hy khm ph mt s cu hi khc thuc dng ny v
bn hy th on xem u l cu tr li thch hp cho tng cu hi t
ra.
Phng vn khng h ng s
118
Hi: Ti sao bn li np n xin vo v tr ny?
A: Ti xem bo v tnh c thy thng tin tuyn dng ca cng ty qu v.
B: Lu nay ti ch tm tm nhng cng vic thch hp ti nhng cng ty
ln trong ngnh cng ngh phn mm. Ti tm thy thng tin tuyn
dng ca qu cng ty trn Internet v ti quyt nh tm hiu su hn
v cng ty ca qu v. Theo thng tin trn website ca cng ty th
trong nhng nm qua cng ty ca qu v gii thiu mt lot cc
sn phm mi. Ti rt n tng bi nhng thnh qu t c ca
qu cng ty v mong mun tm hiu thm.
C: Ti bit thng tin tuyn dng ca cng ty qu v qua mt ngi bn.
Cu hi thc s n cha ng sau cu hi t ra l: Bn c tnh
c bit v cng ty chng ti hay khng hay bn suy ngh v cn nhc,
la chn trc khi quyt nh np n xin lm vic ti cng ty chng ti?
Bn tm hiu thng tin g v cng ty chng ti hay cha? Cu tr li
B cho thy bn c nhng d tnh v s chun b k cng trc khi
np n. Tr li c cu hi ny chnh l thnh qu ca nhng cch
tm hiu thng tin v cng ty tuyn dng m bn hc c t
Chng 4.
Chin lc nh vy cng c th c vn dng tr li cu
hi sau vi cu hi thc s n cha ng sau n cng l Bn tm
hiu thng tin g v cng ty ca chng ti trc hay cha?
Hi: Bn bit g v cng ty chng ti?
p: Trong qu trnh tm hiu, ti c bit rng tr s chnh ca cng
ty qu v t tai Philadelphia v trong vng 3 nm qua, t mt vn
phng nh, cng ty qu v pht trin, m rng v hin c hn
56 chi nhnh khc nhau. Ti cng c bit rng ban u cng ty
qu v ch l mt cng ty mi gii nhng hin nay qu v c mt
i ng cc nh hoch nh v ti chnh chuyn nghip ph trch
Chng 7: Tr li cc cu hi phng vn
119
cc mng khc nhau ca lnh vc ti chnh c nhn v lp k hoch hu
tr. Ti cng c c mt bi bo ca mt khch hng ca ngi v cng
ty qu v trn t Des Moines Daily Reporter. Tc gi bi bo cho bit rng
b chuyn t mt cng ty mi gii khc sang lm vic vi cng ty ca qu
v v b nhn thy rng cc nh hoch nh ca cng ty qu v c tnh
thng nht cao v t nhng yu cu ca khch hng ln trn yu cu
ca cng ty. Tnh thng nht trong cng ty nh vy khin ti mong mun
tr thnh mt phn ca cng ty qu v.
Nhiu ngi nh ti t vn cho bit rng h tng gp phi nhng
mu cu thuc loi cu hi c n cha ng sau cu hi khc.
Hi: Bn c cho rng bn c kh nng p ng nhng yu cu cao hn
yu cu ca cng vic ny hay khng?
Nhng vn m ngi phng vn thc s lo ngi n cha ng
sau cu hi ny thng l:
1. C kh nng bn s ri b cng vic v bn nhn thy rng
cng vic ny qu d i vi bn khng?
2. C kh nng bn khng hi lng vi mc lng ngh v ri
i hi thm hay ri b cng ty nhn mt v tr khc lng
bng kh hn hay khng?
Cu tr li sau c th lm yn tm nhng mi lo ngi ca ngi
phng vn nh nu trn:
p: Sau khi bn bc k lng vi qu v v cng vic v sau khi xem
bn m t chi tit v cng vic, ti thc rt r nhng trch nhim
ca cng vic v nhng g m ti c th nhn c. Ti tha mn
vi c hai vn ny v ti rt mong c lm vic cho cng ty
ca qu v.
Phng vn khng h ng s
120
Hi: Cng vic no bn lm m bn cm thy thch th nht v cng
vic no m bn t thch th nht?
A: Ti cho rng cng vic m ti thch nht l cng vic gn y nht ca
ti vi cng v l ngi thit k cc trang web. Theo ti l do m ti
thch cng vic ny l n c tnh sng to v ti lun lun phi hc cc
chng trnh phn mm mi. C th ni rng ti thch tt c nhng
cng vic m ti lm nhng nu phi chn cng vic no m ti t
thch th nht th l cng vic m ti lm lc cn hc cp ba: l
ngi trng nom bi xe. Ti thch gp g nhng ngi vo xe
nhng ti khng th ni l mnh yu thch cng vic ny.
B: Ti thch tt c cc cng vic m ti lm ngang nhau. C th ni
rng tt c cc cng vic u l nhng cng vic yu thch ca ti.
C: Theo ti th cng vic m ti yu thch l cng vic k ton v hu nh
ti phi lm vic mt cc c lp. Cng vic m ti cho l km th v
nht l khi ti gi v tr k ton cao cp v trong sut thi gian sp
ca ti lun kim tra rt cht ch cng vic ca ti v bo ti vic g tip
theo cn phi lm.
Cng nh nhng cu hi c n khc, cu hi trn cng c
a ra ngi phng vn c th pht hin nhng im tiu cc
ngi c phng vn. Cu tr li B khng thc s tr li vo vn
v c v khng th hin chnh kin mt cch r rng. Cu tr li C li
cho thy nhng vn rt tiu cc ngi c phng vn v c v
nh ngi tr li cu hi ny c vn khi lm vic vi sp ca mnh
v khng thch lm vic theo nhm cho lm. Cu tr li A l cu tr li
tt nht v n cho thy ngi c phng vn c hai k nng rt ng
qu l sng to v thch hc hi nhng iu mi l. Trong khi , nhng
l gii v sao ngi c phng vn khng thch cng vic bi xe
dng nh v hi.
Mt trong nhng cu hi kh nht nhng li thng hay c
t ra nht l cu hi sau:
Chng 7: Tr li cc cu hi phng vn
121
Hi: Ti sao bn ri b cng vic gn y nht ca mnh?
Mi lo thc s ng sau cu hi trn l c th bn b sa thi,
bn thay i cng vic v thch nht thi hay v l do tin bc, hay bn
l ngi thng xuyn thay i cng vic. Chng ta hy xem ba cch
tr li cho cu hi trn nh sau:
A: Ti nhn thy rng s c rt nhiu c hi mi tuyt vi trong ngnh
cng ngh sinh hc. Ti thc s mun m rng kh nng pht trin
ngh nghip ca bn thn bng cch tm hiu thm v nhng c hi
ny. Theo nhng nhn nh trn website ca cng ty qu v th dng
nh cng ty qu v c th mang li nhng c hi ng quan tm.
B: Ti cm thy cng vic gn y nht ca ti hi chn nn ti mun
tm mt vic g th v hn.
C: Thc s th sp c ca ti v ti chng bao gi nhn thng mt nhau.
ng ta khng chu tng lng cho ti cho d ti xin tng lng
khng bit bao nhiu ln.
Trng hp bn b sa thi do cng ty ct gim bin ch hay ti
cu trc li th sao? Sau y l ba nguyn tc c rt ra t kinh nghim
gii thch cho s sa thi trong nhng trng hp nh vy:
1. ng t trch mnh.
2. ng li hay t ra l bn on gin cng ty c.
3. Kt thc phn gii thch hon cnh bn b sa thi bng mt cu
nhn mnh rng bn ang tm mt v tr mi vi nhng nhim
v mi.
Phng vn khng h ng s
122
Bn nn trnh k nhng iu khng hay v sp c bng mi gi cho
d bn c cm thy mnh b i x khng cng bng.
Bn hy th vn dng nhng cu tr li sau. Nhng cu tr li
ny khng bc l iu g tiu cc v n cho thy bn c mt tiu s lm
vic trong sch v bn mong mun tip tc c lm vic.
p: Sau khi cng ty c ca ti tri qua mt cuc ti cu trc ln, ton
b phng ban m ti lm vic b xa b. Hin nay ti mong
mun c khm ph nhng s la chn mi cho ngh nghip.
Hoc:
p: V gp phi nhng vn v ti chnh rt nghim trng, cng ty
c ca ti buc phi ct gim bin ch. Tht khng may l v tr ca
ti b nh hng. Hin nay ti mong mun c khm ph
nhng c hi mi.
Hoc:
p: Cng ty c ca ti ct gim nhn s ph hp vi s thay i
ln trong hot ng kinh doanh ca cng ty. Nhng ngi lm
cng vic nh ti phi chuyn sang mt chi nhnh khc cch
mt ngn dm nhng ti khng mun chuyn n . Ti sn
sng theo ui nhng cng vic khc ti a phng.
Nu bn b sa thi th khng c s rng buc v mt php l no
buc bn phi tit l iu . C nhiu ngi rt c nng lc cng b sa
thi mt cch tnh c. B sa thi khng phi l iu g ng xu h.
y cng khng phi l iu bn nn ni vi nhng ngi c kh nng
tuyn dng bn.
Ngi ch lao ng c ca bn khng th tit l mt cch hp
php thng tin v vic bn b sa thi, nu ra nhng im tch cc hay
tiu cc trong qu trnh lm vic ca bn hay nhng iu tng t nh
vy. Mt ngi ch lao ng ch c th tit l mt cch hp php nhng
thng tin v nhn vin c ca mnh nh sau:
Chng 7: Tr li cc cu hi phng vn
123
1. Ngy nhn vin bt u lm vic ti cng ty.
2. Chc v cui cng ca nhn vin trc khi ri cng ty.
3. Ngy lm vic cui cng ca nhn vin ti cng ty.
By gi th bn c chin lc tr li nhng cu hi dng
n mt cch tt nht. Bn hy lm sao bui phng vn cng ging
nh bui hn h u tin: ng nh, vui v v khng qu nng n. Bn
khng nn qu sa v cc chi tit mang tnh c nhn nu khng th
kt qu c th khng nh bn mong i ca bn.
Cu hi mang tnh gi nh (Nuth?)
Nhng cu hi n thng c t ra di dng cu hi gi
nh (nuth?)
Hi: Bn s lm g nu bn pht hin mt nhn vin n cp ti sn ca
cng ty?
iu ngi phng vn thc s quan tm ng sau cu hi ny
khng phi l phn ng v hnh ng ca bn khi pht hin mt nhn
vin n cp ti sn ca cng ty. iu m ngi phng vn mun bit l
mc trung thnh ca bn i vi cng ty v liu bn c kh nng
phn on khng. Hy xem th bn c th on c u l cu tr li
tt nht trong tnh hung ny hay khng:
A: Ti s ni vi nhn vin rng n cp ti sn ca cng ty l hnh
vi bt hp php.
B: Ti s bo co s vic vi cp trn ngay lp tc.
C: C l ti s ni vi nhn vin rng ti nghi ng h n cp ti
sn ca cng ty v mong rng h s hon tr li nhng th h ly
cp. Nu ti thy vic n cp vn tip din th ti s trnh bo cho
ngi qun l.
Phng vn khng h ng s
124
C hai cu tr li A v B u c l. Khng th ni y l nhng
cu tr li sai. Tuy nhin, cu tr li C l hp l nht v n cho thy rng
u tin ngi c phng vn c gng t mnh gii quyt vn vi
nhn vin kia v ch b phn qun l phi bn tm khi cch gii quyt
ban u khng c hiu qu.
Nhn chung th cc cng ty thng thch nhn vin ca mnh c
gng t gii quyt vn . N cho thy rng nhng k nng giao tip vi
nhng ngi xung quanh tt s c th ci thin c nhng iu khng
tt mt ng nghip khc. Tt nhin, nu vn khng c gii
quyt th vic bn a vn ra tho lun vi cp trn cng l biu
hin ca kh nng phn on v tnh trung thnh ca bn vi cng ty.
Ti bui phng vn c th bn s gp phi nhiu cu hi dng gi
nh nh vy. Nhng cu hi dng nu... th thng l nhng cu hi
gi nh c lin quan n vn o c hay vn quan h vi mi
ngi. Mi quan tm ca ngi phng vn khng phi l ch cu tr
li ca bn c chnh xc hay khng m h tp trung nh gi xem kh
nng phn on ca bn c tt hay khng. Bn hy xem xt nhng tnh
hung gi nh sau v tng tng xem bn s gii quyt nh th no
nu ngi phng vn t ra nhng tnh hung nh vy.
Hi: Bn s lm g nu bn pht hin mt ng nghip ca bn chnh
mng trong cng vic? Anh ta i lm mun, n tra qu gi, ri s
lm sm hay tr chuyn huyn thuyn trn in thoi trong khi l
ra anh ta phi gip cc ng nghip khc trong nhm hon thnh
cng vic ng thi hn.
p: Ti s ni rng: Harry ny, lc ny chng ti tht s cn s gip
ca anh. y l mt d n kh khn v tt c chng ta phi
cng lm vic vt qua kh khn. Anh hon ton c nhng kh
nng cn thit gip chng ta hon thnh cng vic ng thi
hn. Anh l mt phn ca nhm v ti thc s trng cy vo anh.
S tham gia ca anh s gip c rt nhiu cho tt c mi
Chng 7: Tr li cc cu hi phng vn
125
ngi. Ti cao tt c nhng kin ca anh v ti ngh mi
ngi cn s ng gp ca anh. Nu sau cuc ni chuyn Harry
vn khng c biu hin tin b no th ti s phi nu vn ny
vi cp trn.
Hi: Bn s lm g nu sp ca bn lin tc bn tn vi bn v mt
ng nghip v t mun bn tham gia vo nhng li bnh phm
c tnh xc phm ngi ng nghip ?
Phn ng ca bn i vi tnh hung th hai ny thng ph
thuc rt nhiu vo mi quan h gia bn vi ngi sp . Nu bn
kh thn thit vi sp, bn c th ni nh sau:
p: Ti khng thy thoi mi lm nu chng ta c ni v Sally theo
cch ny.
Nu bn khng thn thit vi sp lm th tht khng hay cho bn
nu bn cho sp bn bit rng bn khng thy thoi mi. Trong trng
hp ny, c th bn phi lng nghe nhng li ni chuyn ca sp nhng
bn khng tham gia vo bng cch k chuyn g xu xa v Sally.
Hi: Bn s lm nh th no nu bn c mt cuc hn mang tnh c
nhn vi nhiu ngi khc v ln k hoch trc, li kh tn
km nhng ri n pht cui sp bn li cn bn kt thc mt
v lm n tr gi 3 t la trc lc na m?
Tnh hung ny rt thng c t ra nhng li l mt tnh
hung thuc loi kh gii quyt nht. li lm thm gi trong khi c cc
cuc hn vi gia nh hay vi bn b v ngi thn l iu hu nh ai
cng c lc gp phi trong qu trnh lm vic. y l mt tnh hung kh
khn v d bn quyt nh nh th no i na th cng c ngi cm
thy tht vng.
Trc ht, bn hy cho sp bn bit tm quan trng ca cuc
hn ca bn nhng ng thi bn cng trn an sp l bn s lm mi
Phng vn khng h ng s
126
vic c th kt thc v lm n. Bn c th ngh c li lm qu
gi mt cht v n bui hn tr. Bn c th ni vi cu nh Ti s m
in thoi di ng sut m cho n 1h sng v nu cn th c gi cho
ti. Nu bn u t c bit cho cng vic v c th sp c thng
chc th c l bn phi chp nhn nhng hu qu c th xy ra v quyt
nh li s lm n na m gip sp bn gii quyt cng vic.
ti mun ni rng khng c cu tr li no l ng mi lc, mi ni.
Nu bn c mt ngi quen, ngi bn i hay ai trong gia
nh c nh hng quan trng i vi bn th bn c th hi kin h
xem bn nn quyt nh th no khi cng vic s lm v nh mu
thun vi nhau. Bng cch ny, bn s bit bn c c gia nh ng
h li lm vic mun hay nht thit bn phi t gia nh v bn b
ln hng u.
n lc ny th bn nm rt r v loi cu hi c n v bn
vt qua c mt na chng ng ca bui phng vn vi s
kho lo, nng lc v nhng b quyt hc c.
Ch cn hai loi cu hi phng vn na m chng ta cn xem xt:
cu hi gy cng thng v cu hi bn t ra cho nh tuyn dng.
Cu hi gy cng thng.
Bn ng nhng cu hi gy cng thng ny lm bn lung
lay. chnh l mc ch ca dng cu hi ny. Bn cng linh hot bao
nhiu th cng gii quyt tt nhng cu hi loi ny by nhiu.
Mc ch ca nhng cu hi loi ny khng phi l thu thp
thng tin t ni dung cu tr li ca bn m l nhm thu thp thng tin
v cch ng x ca bn khi gp cng thng. l l do ti sao nhng
cu hi loi ny li c gi l cu hi gy cng thng v bn thn n
c th gy ra cng thng.
Chng 7: Tr li cc cu hi phng vn
127
Chng ta hy phn tch mt trong nhng cu hi ng s nht
nh sau:
Hi: Tht bi ln nht t trc n nay ca bn l g?
Tt nhin l trc mt mt ngi hon ton khng quen bit, bn
khng nht thit phi nh li u l tht bi thc s ln nht ca bn.
Thc s l ngi phng vn cng khng mun nh vy. Thay vo ,
ngi phng vn mun kim tra xem bn phn ng nh th no khi
gp cng thng.
Bn s vt qua nhng cu hi dng ny bng cch no? Trc
ht bn ht th tht su ly t tin ri tr li theo nhng cch sau y:
p: C l tht bi ln nht t trc n nay i vi ti l vic ti khng
c vo i hc ngay sau khi tt nghip trung hc. D sao th ti
cng i cho n khi ti c vi nm kinh nghim lm vic ri
sau ti vo i hc v tt nghip vi bng vt l hng u. Theo
ti th cui cng mi chuyn cng khng n ni t lm.
Hoc:
p: Ti tham gia vo mt cuc thi ba mn phi hp t chc gia ba
ht vi nhau v ti phi luyn tp hn 6 thng tri cho cuc thi.
Thm ch ti thu mt hun luyn vin chuyn nghip v nhanh
chng thay i ch n ung cng nh thc hin chng trnh
tp luyn thay i trng lng c th. Khi n ngy din ra
cuc thi, ti hon ton sn sng v hng hi ginh chin thng.
Ti chc chn rng nu ti khng ginh c gii qun qun th
cng lt vo tp ba ngi dn u. Ti hon thnh vng thi
trong 1 gi, 32 pht v 7 giy. l thnh tch tt nht ca ti
nhng ti vn ch xp v tr th 4.
Hoc:
p: Mt ln n ti quyt nh trng mt vn rau rt cng phu pha sau
nh. Ti n ca hng v mua tt c cc loi dng c v cc loi
Phng vn khng h ng s
128
ht cn thit. Ti mua mt cun sch dy cch trng rau v thm
ch ti cn tham gia mt kha hc ngoi tri c t chc ti a
phng v cch t trng cc loi cy lm thc n. Ti lm theo tt
c nhng ch dn hc c v trng bn loi rau khc nhau
nhng ri ch c c chua l sng c. Ti cho rng mnh khng
thch hp vi cng vic lm vn bng cng vic qun l ti cng
ty.
Vi nhng cu tr li nh trn, bn ch ra c nhng tht bi
ln hn mt cht so vi nhng g lm bn hi tht vng. Bn c th
nhn thy rng tht ra bn li ko c s ch ca ngi phng
vn v mt s phm cht tt p ca bn nh tnh kin tr, kin nh, sn
sng c gng lm nhng iu mi m v thm ch l vic bn c s
trng ring. Cch tr li nh vy rt hiu qu v y ch l mt cu hi
gy cng thng kim tra phn ng ca bn trc nhng hon cnh
kh khn.
Nu bn c thin cm vi ngi phng vn v bn nhn thy
rng h rt c c hi hc th bn c th tr li mt cch nh nhng v
hi hc nh sau:
p: Ti cho rng tht bi ln nht ca ti hn khng phi l vic ti b
mt ba im khi chi golf (ci).
p: Theo ti th l vic ti khng khng thnh cng vi mn trng
rn phng (ci tm tm).
Mt cu hi gy cng thng khc m bn thng gp ti hu ht
cc bui phng vn l:
Hi: im yu ln nht ca bn l g?
Bn khng nn ni tht v im yu ln nht ca mnh. Hy
tng tng xem nhng cu tr li i loi nh th ny nghe nc ci
n mc no Ti vn l mt k li bing v bn thu hay Ti ly
Chng 7: Tr li cc cu hi phng vn
129
27 ci v xe m khng tr tin. hay thm ch l Ti thng i lm
mun nhng li v sm. Bn hy gt nhng im yu (tt nhin l
bn khng c) sang mt bn v ng cp n chng ti bui phng
vn.
Cch tt nht tr li cu hi ny l bn hy ch ra mt im tiu
cc bn nhng li cng c th coi l mt im tch cc. Sau y l
mt s v d. Bn hy th xem mnh c mt trong nhng im yu sau
y hay khng. Ct bn tri l nhng im yu v ct bn phi cho thy
kh nng bin nhng im yu thnh nhng c im tch cc.
im yu tiu cc im yu tch cc
Qu say m lm vic Lm vic chm ch v sn sng lm
vic ngoi gi.
Cu ton Cn thn, t m v t ra nhng tiu
chun cao trong cng vic
Qu thn mt vi mi ngi C tinh thn lm vic tp th, c kh
nng giao tip tt vi mi ngi v
nng hu.
Tnh cnh tranh cao Lm vic c mc tiu, phn u
vn ln v vt qua th thch
Ti bit rng c nhng iu ni trn nghe c v v l nhng hy
xem th mt tch cc ca nhng im c cho l tiu cc s tr thnh
mt cu tr li tuyt vi nh th no.
Hi: im yu ln nht ca bn l g?
p: Nhiu ngi bo ti rng ti c phn qu say m cng vic v ti
cng nhn thy rng nhn xt phn no cng ng. Vn ch
Phng vn khng h ng s
130
l ti khng ngi phi lm thm mt hay hai ting ng h hay lm
vic nh vo cui tun nu phng ti c nhng cng vic quan
trng cn phi m bo thi hn t ra. Trong ngnh ny, vic m
bo ng thi hn l rt quan trng v ti lun rt sn sng m bo
hon thnh ng tin phn vic ca ti.
Tuy nhin ti cng cnh bo bn rng ngi phng vn c th
nghe nhng cu tr li v im yu ny qu nhm tai khin h cho bn
trt v l do bn thiu tnh sng to. Sau y l hai cu tr li khc m
bn c th vn dng i vi cu hi trn:
p: Nhiu ngi hi ti rng ti sao ti li phi n lc n th c th
sng ha ng vi mi ngi. Chng qua v ti mun tt c mi
ngi lm vic trong mt mi trng trong mi ngi cn phi
qu mn v tn trng ln nhau. Theo ti th mt tp th trong
mi ngi sng ha ng vi nhau th tp th s lm vic c
hiu qu hn.
p: rt nhiu ln mi ngi ni vi ti rng ti qu cu ton. Vng,
iu qu l khng sai. Ti tp cho mnh mt thi quen l
kim tra li cng vic lm t nht l mt n hai ln m bo
khng cn sai st no. Khi cn lm vic phng th nghim y
khoa, ti rt ch n tng chi tit nh. Nu bn mt thm mt
vi pht m bo rng cc th nghim c tin hnh mt
cch chun xc th iu chng thm vo u so vi ci gi m
chng ta phi tr khi cuc sng ca ai ph thuc vo nhng th
nghim nh vy.
Cho d nhng cu tr li trn dng nh hi gng p mt cht
nhng nhng cu tr li nh vy vn tt hn cp n nhng vn
i loi nh khng c kh nng tun theo ch dn hoc quan h vi
ng nghip rt cng thng. Nu bn nu ln nhng khuyt im kiu
ny th bn s kch thch ngi phng vn tm hiu su xa hn vo vn
.
Chng 7: Tr li cc cu hi phng vn
131
Mt iu na m bn cn lu y l y l mt cu hi gy
cng thng. N c t ra khng phi nhm thu thp thng tin v cc
khuyt im ca bn m l cho bn c cm gic mt thng bng. Mt
khi bn nhn thc c iu ny th tt c nhng g bn phi lm l tr
li mt cch bnh tnh v km theo l mt n ci nh th bn khng
b vng bn bi s cng thng m ngi phng vn to ra v d dng
vt qua n.
Cng c lc nhng cu hi gy cng thng li rt k l v dng
nh chng n nhp g vi bui phng vn.
Hi: Ti sao trn qu bng tennis li c lng?
S rt tt nu bn vn dng mt trong hai cu tr li sau km vi
mt n ci.
p: Qu l mt cu hi th v.
p: y chc chn l iu ng mi ngi suy ngh.
Cng c nhng cu hi khc nghe c v nh hi ng ngn c
t ra nh la bn, bn ngh rng l nhng cu hi rt su
xa v t nh bt bn khi cuc ua, l nhng cu hi nh:
Hi: Mu no l mu bn thch nht v ti sao?
Hi: Nu bn c la chn n ti vi ai th bn s chn ai v ti
sao?
Hi: Bn thch loi ng vt no nht v ti sao?
Li khuyn ca ti l bn c tr li theo ngha trong sng nht
ca cu hi. Bn khng cn phi on gi on non ngha su xa ca
nhng cu hi nh vy l g. Thc s th khng phi ngi phng vn
mun phn tch tm l bn m h ch mun bn lm tng nh vy. i
vi nhng cu hi nh vy bn ch cn tr li mt cch thng thn v
n gin. Nh vy l bn lm tt ri.
Phng vn khng h ng s
132
Hai cu hi khc c th c t ra l:
Hi: Bn c phn i nhng cuc kim tra tm l khng?
Hi: Bn c phn i vic kim tra cht kch thch khng?
Nu ngi phng vn hi bn nhng cu hi kiu nh vy th t
nht bn cng c th chc chn rng h ang cn nhc mt cch
nghim tc vic la chn bn cho v tr ang tuyn. Bn s ch thc s
thnh cng khi bn tr li:
p: Khng, ti khng phn i bt c loi kim tra no.
Nu bn phn i vic b kim tra th c l bn ang nhm n
mt s cng ty khc khng p dng bin php ny.
Ti chng 10, bn s hc cch c kh nng nhn nh v
ton b bui phng vn, t khi bt u ti khi kt thc v bn s on
c chnh xc ngha ca nhng cu hi gy cng thng trong bi
cnh bui phng vn v tr li nh th no cho thch hp. Bn cng
s hc c kh nng cm nhn v din bin v nhp ca ton b
bui phng vn.
Nhng cu hi gy cng thng v mt k thut.
C rt nhiu cu hi gy cng thng thng c t ra ti cc
bui phng vn v khoa hc k thut nhng vn c th c s dng
trong nhng lnh vc khc k c lnh vc khoa hc x hi. Nhng cu
hi gy cng thng v k thut (ti c th tm gi nh vy) khng phi
l nhng cu hi thc s. Chng m nhn nhng nhim v nh hn.
Mc ch ca nhng cu hi ny l nhm t ngi c phng vn
vo mt tnh trng cng thng thc s. Nhng cu hi ny c th c
t ra ti cc cuc phng vn trong ngi phng vn l mt c nhn
hay c c ban phng vn. Hy xem tnh hung sau xem nhng cu
hi nh vy thng c t ra nh th no.
Chng 7: Tr li cc cu hi phng vn
133
Abdhur Khatik c bng tin s trong lnh vc ha sinh v ang xin
vo v tr nhn vin nghin cu ti mt cng ty k thut sinh hc. Abdhur
c mt cuc phng vn rt thnh cng vi v ph ch tch cng ty v
anh c gi tr li tham gia mt cuc phng vn vi ba tin s khoa
hc khc. H i c na chng ng ca bui phng vn th bng
nhin mt trong nhng ngi phng vn ni: Anh Khatik, anh c th ln
bng v v hnh mt t bo bnh thng khng?
i vi Abdhur th yu cu ny qu tht l k cc v c v l ca
nhng ngi suy ngh nng cn. Chng phi y r rng l vic ngi
ta mun bit mt ngi c bng tin s c bit nhng iu qu l s
ng nh lm th no v mt t bo sao? Tuy nhin, Abdhur cng
lm theo yu cu, i ln bng v kho lo v m hnh mt t bo khe
mnh.
y, n y Abdhur ni v mm ci.
Khng kh trong phng bng im lng mt cch ng s. Mt trong
ba nh khoa hc ngi ta vo lng gh, khoanh tay trc ngc v ang
cau my. Nh khoa hc th hai th c v bi ri v lc u lin tc. Nh
khoa hc th ba ln ting, ging c v khng ng tnh: Theo anh th
ch c th thi ? Sao anh khng v nt phn cn li?
Trn thc t th hnh v nh vy l chun. Abdhur bit rng n
ng nhng anh t hi ti sao cc nh khoa hc kia li khng ngh nh
vy.
Ti sao anh khng dnh thm mt lc na hon thnh hnh
v? Nh khoa hc n hi.
Vi nhng hiu bit m bn nm c v loi cu hi gy
cng thng th theo bn cu tr li no trong s nhng cu tr li di
y l thch hp cho cu hi trn.
Phng vn khng h ng s
134
A: (tr li mt cch phn khng) Hnh v ca ti chng c g sai c! Bt
c mt hc sinh lp 8 no cng c th v c m hnh t bo bnh
thng. C l qu v qun mt rng ti l mt tin s v ha sinh
v c cc cng trnh c xut bn rt nhiu ln, l cha k
n vic ti i thnh ging v ti t bo sinh hc khp ni trn
th gii.
B: (tr li mt cch y lo u) , mTi rt tic. C ngha l qu v
mun ti thay i hnh v phi khng? Chc chn l c ri. Tht
ra ti khng v khng c gii cho lm. C th qu v khng th
nhn ra c rng l mt t bo. Hn l ti qun mt chi tit
no . Hnh v ny trng tht t qu. Tht l ln xn! Ti rt tic, ti
khng cho rng y l hnh v m qu v mong i. Ti c th v li
c khng?
C: (tr li mt cch bnh thn) Theo hiu bit ca ti th y l hnh nh
ca mt t bo thc s.
n lc ny th bn bit c rng loi cu hi gy cng thng
c t ra nhm bn phn khng, gin d, lo lng hay nghi ng.
Cch tt nht gii quyt nhng cu hi nh vy l bn phi gi c
bnh tnh v tr li theo cch m bn cho l hay nht. V vy, trong tnh
hung trn, cu C l cu tr li thch hp nht.
Cu hi khng hp php
Chn mi chn phn trm nhng ngi phng vn thng
khng hi nhng cu hi khng hp php. Tuy nhin, mt s ngi do
l nh, thiu kinh nghim hay v nhng ng c khng tt khc li c
th hi bn mt cch trc tip hoc gin tip v tnh trng hn nhn, tnh
hnh con ci, l lch t php, nhng khim khuyt v th cht hay tinh
thn, chng tc, tn gio, s thch v tnh dc hay dn tc.
Chng 7: Tr li cc cu hi phng vn
135
Xt v kha cnh php l, bn hon ton c quyn t chi khng
bn v nhng vn ny.
Mt trong nhng cch tt nht bn thot khi cm gic kh
chu trc nhng cu hi loi ny l tr li theo cch sau (hn l ng
dy v b ra ngoi):
A: Rt xin li nhng ti khng chc l ti hiu cu hi ca qu v.
ng/ b c th tm tt li cu hi c khng?
Thng th ch cn mt cu tr li nh vy cng c th lm cho
ngi phng vn chn bc. Nhng nu h lp li cu hi mt ln na
th bn c th ni:
A: Ti khng r tnh trng hn nhn th c nh hng nh th no n
kh nng lm vic. Xin ng/b lm r gip im ny.
Hoc:
A: Vn chng tc ca ti th c nh hng g n bng m t cng
vic ca ti khng? Ti khng ngh l ti hiu r cu hi ca qu v.
i vi vn khim khuyt c th hoc tinh thn th theo quy
nh ti iu lut v thng tt ca M, cch duy nht c th t ra
mt cu hi hp php v vn khim khuyt c th hoc tinh thn l:
Hi: Nu bn lm cng vic ny th theo bn c iu g v mt th cht
c th gy cn tr cho bn khng?
D nhin cu tr li ca bn l khng, tr phi bn thc c
rng c iu g s gy tr ngi cho bn nu bn lm cng vic .
C th bn b au lng, b tt u gi, b trm cm hay b tiu ng
nhng nu n khng nh hng n tnh cht ca cng vic th bn
khng cn phi cp n chng. Chuyn cn li l gia bn v bc
s. Khng ai buc bn phi cho ngi ta bit nhng khim khuyt v sc
khe ca mnh nu nhng khim khuyt khng c nh hng tiu
cc n cng vic m bn ang tm.
Phng vn khng h ng s
136
Vi cu hi ny bn ch cn tr li mt cch n gin l khng.
Nhng cu hi cn t ra vi ngi phng vn
Thng th vo cui bui phng vn, ngi phng vn dnh mt
cht thi gian hi bn xem bn c cu hi no v cng ty hay v v
tr m h ang tuyn dng. Cho d bn c cm thy t m n mc
no i na th lc ny cng khng phi l lc bn hi xem liu bn
c c phn cho mt ch xe, mt phng hay mt gc lm vic.
cng l nhng iu ng quan tm nhng khng phi ti thi im ny.
y l thi im bn dng tr t m ca mnh t ra nhng
cu hi c tnh m m bn thu thp v nghin cu c va c
thm thng tin va tranh th s chiu c ca ngi phng vn. Sau
y l mt lot nhng cu hi hay m bn nn vn dng:
K hoch 5 nm ca cng ty l g?
Nhim v ca cng ty l g?
c im vn ha ca cng ty c tnh bnh dn, thoi mi hay
nghim tc, trang trng?
Mt ng c vin l tng cho v tr ny phi l mt ngi nh th
no?
Phong cch qun l c trng ca cng ty l g?
Hy k mt s nhng nhim v ca ti trong nhng nm u lm
vic ti cng ty nu ti c nhn vo lm?
Hy k mt s nhng sn phm hay dch v mi v nhng ci t
trong cng vic ca cng ty theo k hoch sn xut cho nm ti?
Chng 7: Tr li cc cu hi phng vn
137
Cu hi Bn c khim khuyt g v sc khe hay khng? l mt
cu hi bt hp php.
iu g qu v (ngi phng vn) cm thy thch th nht khi
lm vic ti cng ty?
Hy k mt s nhng giy pht ng t ho nht hay nhng
thnh qu c o nht ca cng ty?
Theo qu v th c nhn ti c th ng gp c iu g
tng kh nng cnh tranh ca cng ty?
V sau, khi bc vo giai on m phn th bn c th ngh n
vic xin cp mt ni xe. Cn vo thi im ny th bn nn t nhng
cu hi m v chung chung.
Tr hon v tm cu tr li thch hp
Trong nhiu trng hp c nhng cu hi m bn khng th tm
c cu tr li ngay.
Bn c th dng li mt lc, t mt tay ln cm v pht biu
kin ca bn: Cu hi rt hay. ti xem no Gn y ti cng cha
ngh v iu ny. Hnh vi tr hon nh vy c th mc chp nhn
c i vi ngi phng vn v nh th v hnh chung bn to iu
kin cho ngi phng vn tham gia vo qu trnh t duy ca bn. V
suy cho cng th c bn v h u l con ngi ch khng phi l
nhng ci my. Ngi phng vn khng nht thit i hi bn tr li
ngay lp tc.
Mt s cu hi buc bn phi c thi gian t duy mt cht. Khi
bn ang thc s s dng khong thi gian (ch khng phi ngi
hoang mang), bn c th ht mt vi hi th tht su. Bn cng c th
Phng vn khng h ng s
138
Nu bn dng mt lc chun b cu tr li th c th bn s cm
thy rt ngc nhin l ti sao mnh li c th sng sut n vy.
a mt xung sn, ngc nhn ra ca s hoc ln mt bc tranh trn
tng. Nhiu nghin cu v cch thc tip nhn thng tin ca no b
cho thy rng cn phi c mt khong thi gian ng nghing, nhn
ln, nhn xung hay nhn mng lung vo khong khng nhm cho
no b c thi gian tip cn nhng thng tin c lu tr. Nhng
thng tin ny gip chng ta chun b v sp xp cu tr li. Chn mi
phn trm trong nhng lc nh vy th no b c th gip bn tm c
cu tr li.
Nu vo lc bn khng tm c iu g thch hp tr li
th bn hy vn dng nhng mu cu tr li sau, va c th gip bn
gi thng bng va cho thy bn sn sng bt tay vo vic:
p: Qu v bit y, y l mt cu hi rt th v nhng ti cn c thi
gian nghin cu thm. Ti c th xem xt thm v cu hi ny
ti nay v sng sm mai ti s gi in hoc gi email tr li c
khng?
Tr li cu hi trong nhng bui phng vn khng
theo cch mt i mt truyn thng
Bn s lm g nu bn c mt bui phng vn qua in thoi?
Bn c th s dng nhng t ng nh nhau din t cu tr li
nhng bn cn phi ch nhiu hn n cch bn bc l s nng hu
v nhit tnh ca mnh. Sau y l mt s chin lc m bn c th vn
dng nu bn mun cuc phng vn qua in thoi ca mnh cng c
nh hng nh mt cuc phng vn mt i mt:
1. Bn nn ng sut bui phng vn. Bn hy ht th tht su v
ging ca bn nghe s trn ting hn.
2. Bn nn ti ci. Qu ng nh vy! Ngi ta o to cho
nhng ngi bn hng chuyn nghip k nng ny nhm lm cho
Chng 7: Tr li cc cu hi phng vn
139
ging iu ca h nghe tht l thn mt v vui ti (cho d h c
ang tri qua mt ngy khng vui v v may mn cht no). Khi
bn ti ci th ngi phng vn c th cm nhn c iu
trong ging ni ca bn.
3. Bn phi ht sc tp trung ch nghe tht k nhng g m ngi
phng vn ni. V bn khng nhn thy ngi phng vn nn bn
cng cn phi m bo chc chn rng bn hiu c nhng g
m h hi. Bn c th yu cu ngi phng vn lp li cu hi hay
bn cng c th hi Theo ti hiu th ng/ b hi ti rng Nh
vy c ng khng?
4. Bn nn tr li tht ngn gn, mi cu tr li khng nn qu 90
giy. V bn khng th thy c biu hin bn ngoi ca ngi
phng vn nn s tht khn ngoan nu di cu tr li ca bn
nm trong chng mc nht nh no ngi phng vn
khng b mt tp trung hay cm thy chn.
5. Bn nn a dng ha cao , trng ging ni ca bn hn
thng ngy mt cht. Nu bn cao ging mt cht, bn s c
kh nng bc l c s ho hng, s ng tnh hay nhit tm.
Nu bn thp ging mt cht th ngi phng vn c th hiu rng
bn ang sp i vo mt chi tit quan trng. Bn nn ln ging v
xung ging hn mc bnh thng mt cht v nh vy s khng
lm cho cuc phng vn tr nn nhm chn v ng thi n cng
lm cho bn cm thy nhit tnh v ho hng v nhng g m bn
ang ni.
6. Nu mun th bn cng c th t mt con th nhi bng hay mt
bc hnh ca ai m bn yu mn cnh in thoi v nhn ngm
n lc bn ang tr li phng vn. iu ny s lm cho bn cm
thy tht thoi mi v c cm gic nh mnh ang ni chuyn vi
mt ngi bn thn ng thi n mang hi th nng m vo trong
Phng vn khng h ng s
140
ging ni ca bn. Bn nn nh rng cho d ngi phng vn
bn l mt nh qun l hay mt v ch tch th h cng c cm
gic hi hp nh bn vy.
Mt cht nng m trong ging ni ca bn nh bn nhn mt
vt g ng yu, bun ci hay mt bc hnh ca ai m bn
yu thng c th xua i cm gic hi hp, bi ri ca ngi
phng vn v t lm cho ton b cuc phng vn din ra tht
thoi mi vi bn.
7. Bn ng bao gi bn v chuyn lng bng qua in thoi.
Thng th c kh nng l cu hi u tin t ra ti bui phng
vn qua in thoi s l Mc lng hin ti ca bn l bao
nhiu? hay Bn mong mun c tr mc lng bao nhiu?
Vn cn qu sm bn nu ln nhng thng tin nh vy. Trn
thc t th nu bn bn v vn lng bng qu sm nh vy
s c kh nng lm thu nhp ca bn b thit hi c khi ln n
hng chc nghn la mt nm. Chng 8 s cho bn thy ti sao
ngi ta khuyn bn khng nn bn v vn lng bng qu
sm. Chng 8 cng bn chi tit v nhng cch thc tr hon bn
v chuyn lng bng mt cch lch s v kho lo cho n khi
bn nm c rt r v tr ca bn trong cng ty. Tuy nhin, bn
cng lu rng khi lm vic vi cng ty mi gii vic lm chuyn
nghip th bn c th bn n vn lng bng ngay t ban
u v nhng nh tuyn dng ti cc cng ty ny cn bit lng
ca bn mc no c th tm cho bn mt v tr thch hp.
Chng 7: Tr li cc cu hi phng vn
141
Trn thc t th n 60% nhng ngi phng vn khng c o
to lm cng vic phng vn. Hng trm ngi phng vn
tng tm s vi ti rng h thc s cm thy hi hp, khng nng
lc hay cng thng khi phng vn.
Phng vn vi ban phng vn
C nh th l mt ngi phng vn vn khng , bn c th
c yu cu phng vn vi cng lc ba hay bn ngi phng vn.
Phng vn kiu ny c gi l phng vn vi ban phng vn. Ni dung
ca bui phng vn v nhng cu tr li ca bn ti bui phng vn kiu
ny cng chng khc g so vi ti bui phng vn vi mt ngi phng
vn. Tuy nhin, cch cho hi, giao tip bng mt hay thng tin thm
sau phng vn th hi khc mt cht. Bn hy ghi nh ba li khuyn
sau:
1. Khi bc vo phng phng vn, bn nn bt tay tng ngi
phng vn. Nu trc bn c gng hi tn ca tt c nhng
ngi phng vn th tht tuyt nhng iu ny khng phi lc no
cng kh thi. Bn khng cn phi ni chuyn vi tt c nhng
ngi phng vn bng tn hay gii thiu c h v tn bn vi tt
c mi ngi. Mt ci bt tay, mt nh mt nhn trc din, mt n
ci v mt cu cho n gin l c th chp nhn c.
2. Bn phi giao tip bng mt vi tt c mi ngi c mt ti bui
phng vn. Mi ngi trong ban phng vn s thay phin nhau t
cu hi cho bn. Bn nn nhn ngi t cu hi cho bn ri nhn
c nhng ngi cn li ang lng nghe. i vi mi cu hi, bn
phi m bo rng bn nhn vo mt mi ngi phng vn t nht
l mt giy bt k ai trong s h l ngi t cu hi cho bn.
3. Vit th cm n tt c nhng ngi tham gia vo ban phng
vn. Thi gian bn b ra s c n b xng ng. Nu bn
khng bit ht tn v chc danh ca nhng ngi ny, bn c th
hi ngi phng vn chnh hoc th k ca ngi .
Ngn ng hnh th
n lc ny th bn hc c rt nhiu v cch tr li cu hi
Phng vn khng h ng s
142
phng vn, ti mun tit l cho bn mt b mt nho nh v ngn ng
hnh th. B mt l: nu bn ngi da nga sau gh th ngi phng
vn s khng tin vo cu tr li ca bn nh khi bn ngi vi ton thn
hi nghing v pha trc. Ngi ta lng vo sau gh v tnh li l mt
du hiu ngi phng vn nhn thy rng bn khng my quan tm
n vn m bn ang ni hay thm ch bn c th thuc tup ngi
qu ung dung, khoan thai hay khng nng ng.
Hi nghing ngi v pha trc mt cht (cho d bn chng
thch th g vi iu ti bui phng vn) cho thy rng bn nng n
v nhit tnh tham gia vo cuc tho lun. Bn mun ni chuyn vi ai
no? Vi ngi biu l s thiu nng ng v quan tm hay vi ngi
m bn cho rng rt quan tm v nhit tnh? Tt nhin l phn thng s
thuc v ngi nng ng v nhit tnh. Nh cp chng
trc, theo cc nh tm l hc v cc nh ngn ng hc th 93 n 97%
giao tip ca con ngi c thc hin bng ngn ng khng li, v th
trc khi bn nh ni iu g, bn hy ngh v vic bn s ni nh th
no.
Sau y l mt s li khuyn v ngn ng hnh th m bn nn
ghi nh ti bui phng vn:
C th ca bn c th lng c th chuyn ng v din
t bng hnh th mt cch t nhin cha? Hay c th bn cng
nhc, vai khom v hai tay khoanh trc ngc? Trong hai cch ny
th d nhin cch th nht l thch hp.
Bn c tip xc bng mt khng? Bn nn nh rng tip xc tt
bng mt khng phi l nhn chm chm m thnh thong bn vn
c th nhn i ni khc mt cht mt cch t nhin.
Bn c ang ngi hi nghing v pha trc trong t th th lng
v khng c nhng c ch thuc v thi quen nh dng tay xon
tc hay sit cht nm tay? Mt khi bn ngi ng cch v khng c
Chng 7: Tr li cc cu hi phng vn
143
nhng hnh vi khng nn c thuc v thi quen th bn s thy
mnh c th din t bng hnh th hay chuyn ng nhiu hay t
mt cch thoi mi, t nhin v ph hp vi bn.
Trong khi ni chuyn vi ngi phng vn bn c ca quy v cm
gic khng bit nn tay u hay khng? Bn c th hai tay
ln hai chn mt cch thoi mi hay gp hai tay v t ln i.
Bn s cm thy th gin v thoi mi hn nu bn c bn
thn t din t mt cch thoi mi nh trong bt k trng hp no
khc.
Thm mt mo nh na, l: bn hy hc theo tc v phong
cch trnh by ca ngi phng vn. Nu bn c th iu chnh tc
trnh by ca mnh cho ph hp vi tc trnh by ca ngi phng
vn th t nhin ngi phng vn s c thin cm vi bn hn. Thng
th bn cng khng cn phi lm nh vy nhng nu bn gp mt ngi
ni qu nhanh hay qu chm th h s cm thy thoi mi hn nu tc
trnh by ca bn cng gn bng h. Bn hy th tp k nng thay
i cho ph hp ny vi mt ngi bn hay mt ngi no m bn
gp ri xem n c hiu qu nh th no.
Trc khi bc vo thng lng v vn lng bng th bn
cn phi m bo rng mnh nm r nhng nhn t c lin quan n
bui phng vn c th gip bn nhn c mt li ngh tt nht. Bn
hy dnh mt cht thi gian kim tra li danh sch sau. Nu bn c
th nh du vo tt c cc th bn l mt ngi i phng vn
chuyn nghip ri y!
Ti bit rng chin lc tt nht tr li cc cu hi thn
thng v d hiu l k nhng s vic c th v dng nhng cu
dn chng, minh ha nhm lm ni bt cc k nng, cc c
im c nhn, nng lc v cc thnh qu t c ca bn
thn.
Phng vn khng h ng s
144
Ti tm hiu, nghin cu v cng ty v ti bit nn nhn
mnh nhng phm cht no ca bn thn ti bui phng vn.
Ti c th tr li cu hi Bn bit g v cng ty chng ti?.
Ti bit rng chin lc tt nht tr li nhng cu hi c
hm ng sau l xc nh c mi lo ngi, quan tm thc s
n cha ng sau cu hi v tr li nh th no lm du i
nhng mi lo ngi .
Ti nhn ra c u l cu hi gy cng thng v ti bit rng
nhng cu hi nh vy c t ra nhm lm cho ngi c
phng vn cm thy cng thng. Do , ti c gng gi bnh
tnh v tr li cu hi mt cch tt nht c th.
Ti bit cch tr li cu hi im yu nht ca bn l g?.
Ti thc rt r rng ti khng nn cp n iu g khng
tt v cng vic c v sp c thm ch nu ti c c hi i
chng na.
Trong trng hp ngi phng vn t ra nhng cu hi khng
hp php th ti bit phi xoay x nh th no.
Ti thc c rng t th ngi ca ti c th cho thy ti nhit
tnh hay khng quan tm. Ti phi chn mt t th ngi lm sao
c th cho thy rng ti quan tm n vn ti trnh by
cng nh nhng g m ngi phng vn t ra.
Ti c tng hay v nhng cu hi m ti s t ra cho ngi
phng vn khi c hi Bn c mun hi g khng?
Chng 7: Tr li cc cu hi phng vn
145
CHNG 8
THA THUN MC LNG
Xin chc mng! Bn hon thnh gn ht nhng phn kh
khn, hc ba nht. Bn nm vng nhng k nng c trng cho
cng vic, nhng k nng chung, nt tnh cch, nng lc v nng khiu
thin bm ca bn, v bn sn sng s dng nhng v d t gi
minh chng cho h thy bn l ng vin sng gi nht cho v tr cng
vic y.
Thm vo ,bn c thm nhng v d c th v k nng cng
nh nng lc ca bn, v cn c hn 20 mu cu nh lng na ch.
Bn khng nhng c chin lc tr li nhng cu hi thng
Chng 8: Tha thun mc lng
147
Nu mun c v chnh mnh, tt nht l bn hy t tm cch, iu
s v cng th v.
Katherine Hepburn
By gi th bn ng vo top 15% ng vin ng u c kh
nng dnh c cng vic ri y
thng hoc cc cu hi kh, m bn cn bit lm th no gi bnh
tnh trc p lc ca cc tnh hung trong phng vn vi nhng cu hi
gy cng thng .
Gi bn tr nn chuyn nghip ri, chng ny s gip cho
bn nm vng hn na. Bn s hc cch lm th no cng sc m
bn b ra trong by chng va ri s mang li li ch ti u nht. Bn
s hc cch mc c c mc lng cao hn 20% mc lng bn
mong i .Bn s nm vng chin lc thng lng m.
Nhng th thch trong thng lng
C bao gi bn l nhng ngi bn ca bn thng ni v
vn sc khe hoc v nhng mi quan h ring t ca h ch t khi
ni n vic h kim c bao nhiu tin khng? Bn c bit c b
con ca mnh, hng xm ca mnh, hoc thm ch l bn thn ca mnh
kim c bao nhiu tin khng? Nu bn bit, c l cng ch l mt
phn nh m thi. V mt s l do, ngi ta thng cm thy khng
thoi mi khi ni v s tin m mnh kim c .Nu ni l nhiu , h
s s b ngi khc ghen t. Nu ni l t, h li s ngi ta coi thng
mnh. Hu ht con ci chng h bit cha m chng kim c bao nhiu
tin, cng nh l h lm th no c c s tin .
Bn s nhn ra rng trong phng vn, c bn ln ngi tuyn
dng thng c xu hng tho lun v mc lng v i n vic tha
hip cng sm cng tt. Tht khng may, bn thng l ngi chu thit
trong vic tha thun ny vi ch s dng lao ng.
Trong chng ny, chng ti s bn bc v vn v lng bng
mt cch r rng. Chng ti s cp n mt vi iu quan trng m
bn cn nm vng trc khi tha thun :
Trc tin, chng ti s ni v s e ngi thng gp khi tha
thun v mt vi gii p lin quan n vn ny.
Phng vn khng h ng s
148
Tip theo, chng ti s so snh cu chuyn gia 2 ngi
Thomas v Stephan, vic la chn chnh xc gip cho mt
trong s h t c mc lng hn 30,000 la cho cng
mt cng vic .
Th ba, ti s trnh by ci m ti gi l bn nhn t thng
lng. y l bn iu m bn cn phi lm hoc quyt nh
trc khi t ln bn thng thuyt.
K tip, chng ti s phn tch k thut thng lng m,
cch chc chn nht thng thuyt c mt mc lng
cao hn v t c nhiu li ch hn .
Cui cng, chng ti s nhn xt mt cch t m vic tha thun
mc lng ca nhng ngi thnh cng, qua bn c
th thy r hn bn nhn t thng lng v k thut thng
lng m c p dng nh th no trong thc tin .
Nhng ni lo s thng gp khi thng lng
Bn s lng l khi thng lng v mt trong s nhng l do
c lit k di y. Trc khi bc vo phng vn, bn hy nhn li
mnh, xem mnh c tng no v vic kim tin hay l tha
thun mc lng cha .Hu ht mi ngi u trnh vic tha thn
lng bng. Tht ra, vic ngi ta s cp n vn ny trong cuc
phng vn cng khng hn l iu g bt thng.
y l c hi bn kim tra li phn ng ca mnh v tm cch
vt qua chng.S n lc ny rt ng gi. Bn ch dnh mt vi pht
hoc vi gi trnh by v dn xp theo nhng gi tr bi thng
khng ch mang n cho bn mt hiu qu tc th, m cn gip bn xy
dng chin lc pht trin v thng tin trong tng lai.
y l c hi bn nh gi li nhng kh khn ca mnh v
tm cch vt qua chng. S n lc ny rt ng gi. Bn ch phi
Chng 8: Tha thun mc lng
149
dnh mt vi pht hay vi gi trnh by v sp xp cc khon ph
cp nhng n s khng ch mang n cho bn hiu qu tc th m cn
gip bn xy dng chin lc pht trin v thng tin trong tng lai.
5 kh khn thng gp trong vic thng lng mc lng m
ti c bit l:
1. Ti s nu ti i hi nhiu hn, ti s mt c hi lm vic.
Nu cng ty thc s mun nhn bn vo lm vic, bn s
c chp thun cho d bn c thng lng mc lng hay
khng, do vy tt hn l bn c vic th.
2. Vic thng lng thng ch dnh cho hng ngi bun bn
ngoi ch. Tht ra, thng lng bao hm c vic giao tip t
nh. Bn khng cn phi go hoc tht ln, hay gng c bp
ln .Mi ngy vn c hng nghn ngi thng lng rt nh
nh v t nh yu cu c tr lng cao hn. Thc t,
trong khi thng lng, bn nn h thp ging ca mnh
xung th s c hiu qu hn .
3. Ti ngh rng, khi cng ty ni l h a ra mc lng cao
nht, iu c ngha l h s khng chp nhn mt con s
cao hn na. Liu bn c tin khng khi mt ngi bn mt
chic xe hi gi 28,000 la, anh ta (hoc c ta) ni vi bn
rng khng th h gi hn c na, v lp i lp li 2 n 3
ln? Vy th khi ngi phng vn ni vi bn l lng ca bn
khng th cao hn c na th sao?
Tr khi bn np n xin lm vic cho chnh ph hoc l vin hn
lm, thng thng th ngi tuyn dng cng d tr 1 khon cao hn
t 15% n 20% mc khi im ngi ta a ra cho bn. Vn l
ch lm sao bn i c con s v chng minh (bng nhng
cu nh lng) l bn xng ng c hng phn thm .
Phng vn khng h ng s
150
4. iu lm ti e ngi l ti s b coi l k tham lam khi m ti
i tin cao hn hoc l mc c c nhiu li nhun hn.
Vi ngi trong chng ta (ti ngh hu ht) u mong mun
giu c cng nh c thu nhp n nh sng cuc sng nh
chng ta mong i. Vic mong mun nng cao mc sng ca
bn v gia nh khng phi l s tham lam. m bo cuc
sng cho ba m bn lc tui gi, mt s gio dc tt cho con
ci ca bn chc chn khng phi l s tham lam. Vic kim
tin, v kim nhiu tin l bnh thng .Thm ch cng chng
thnh vn g nu bn c li 1 chic xe th thao mu
lng ly .
5. Ti khng ngh l ti c kh nng kim c nhiu tin hn
bnh thng. Hy tr li chng 2 v chng 3, xem li k
nng v nng lc ca bn. c li nhng mu cu nh lng
m bn vit, thm ch hy c to chng ln, hay l ghi m
chng li. Xem li nhng g m bn bit. Xem li bn c th
lm nhng g. Xem li bn l ai. Bn khng nn xem nh u
. Bn thc s lm c nh vy y! V bn xng ng
c hng nhng li ch do nhng gi tr mang li.
Mt cng vic, hai mc lng khc nhau
By gi hy xem Thomas v Stephan, hai ngi cng tip cn
cch tha thun mc lng khc nhau v cng t c 2 kt qu khc
nhau .
Thomas l 1 k thut vin c 5 nm kinh nghim. Anh ta tht
nghip vi thng nay v rt cn tm vic lm .Sau 3 thng tht nghip,
anh mc n v sn sng chp thun li ngh lm vic trong cuc
phng vn ngy hm nay. Trong thm tm, anh ngh l s chp thun
bt c li ngh no nghe c v hp l. C g lm th vn tt hn
l tip tc tht nghip .
Chng 8: Tha thun mc lng
151
Thomas chc l anh nm r c cc k thut phng vn, bi
v cng vic trc kia ca anh l phng vn nhng ngi khc. Khi
Thomas phng vn cho mt v tr nh vy trong mt cng ty, anh ta
nhn c mc lng c bn l 30,000 la cng vi hoa hng v
nhng li ch khc .
Stephan th 37 tui, v cng mi lm v k thut c 3 nm.
Anh tm hiu kh k cc k nng phng vn, tha thun mc lng,
v v c cng ty m anh sp c phng vn. Mc d trong 3 thng tht
nghip, tnh hnh ti chnh ca anh kh eo hp, nhng anh vn sn lng
ch i mt cng vic ph hp vi mt mc lng tha ng. Hm
nay, c Stephan v Thomas u c cuc phng vn trong cng mt
cng ty. Mc d c t kinh nghim hn Thomas, Stephan vn ngh
mc lng 60,000 la cng vi hoa hng v cc phc li khc, mc
ph cp, tin th lao, quyn mua bn c phiu, v c truy cp t nh
vo cng ty lm vic hai ngy trong mt tun.
iu g xy ra?
Lm sao m mt ngi nh Stephan ch mi c khong 2 nm
kinh nghim li c th i mt mc lng cao hn 30,000 la, cng
vi cc phc li, tin th lao v quyn mua bn c phiu? S sau s
phn tch mt vi im khc bit gia Thomas v Stephan .
Thng lng mc lng
Phng vn khng h ng s
152
Thomas Stephan
1. Anh ta ng vi mc lng
u tin c ngh.
2. Anh ta khng kho st trc
mc lng, v th rt bi ri.
1. Anh ta thc hin k nng
thng lng m (m bn s
c hc sau y).
2. Anh ta tm hiu v lng bng
kh k v bit phi i hi
nhng g.
S chnh lch gia lng ca Thomas v ca Stephan khng
phi l mt iu ngu nhin. Stephan p dng mt cch trit k
thut thng lng m v nhng hiu bit v bn nhn t thng
lng. Vy hy xem chng l nh th no nh!
Bn nhn t thng lng
Vic thng lng v mc lng c th l mt vn t nh.
Tuy nhin, bn cng hiu v n th bn cng dng n mt cch c hiu
qu khi c c hi. Hy dnh thi gian tm hiu v mc lng ca bn
mt cch cn thn v xc nh bn ang u da vo 4 yu t mc
c sau y :
Chng 8: Tha thun mc lng
153
3. Anh ta khng bit mc lng
ti thiu l bao nhiu.
4. Anh ta s vic thng lng
c th nh hng n li
ngh lm vic.
5. Anh ta tin l mnh ng gi so
vi th trng hin nay.
6. Anh cho l nhiu li ch c
ngha l cng ty phi cho anh
nhng li ch m cng ty c.
7. Anh nng lng kt thc vic
thng lng cng sm cng
tt.
3. Anh ta bit mc lng ti
thiu l bao nhiu.
4. Anh d tnh thng lng
mc lng cao hn 15 20%
so vi mc ngh.
5. Anh tin, v bit rng anh c
th chng minh gi tr ca
mnh cao hn so vi th
trng hin nay.
6. Anh d nh thng lng
dnh c nhiu li ch v
quyn hn hn.
7. Anh quyt nh i cho n
khi c li ngh hp l.
1. Nm vng nhng yu t tch cc c lin quan n v tr ca bn
trn th trng .
2. Xc nh phm cht no gip bn c th kim nhiu tin hn mc
trung bnh v cn hn c mc khi im m ch doanh nghip
ngh .
3. Xc nh r mc lng v li nhun m bn nhm ti.
4. D bo trc l bn s phi ch trong bao lu cho n khi vic
tha thun t c kt qu nh mong i.
Ti mun c trng thy bn thu hoch tng ng xu v tng
li ch m bn ng c hng. t c iu ny, ta hy xem k
hn cc yu t thng lng:
1. Nm vng nhng yu t tch cc c lin quan n v tr ca
bn trn th trng. N rt c ch, c bit l khi bn bc chn
sang mt lnh vc mi hay t mt cng ty rt nh sang mt cng
ty ln, hoc l khi bn thay i ni tm mt v tr c mc
lng cao hn. Hy thng k cc s liu tm ra mc lng
thp, trung bnh, v cao cho tng cng vic c th .S chng c
g khin bn bi ri trc nhng con s khng l m bn s yu
cu. Bn ch nn s dng n nh mt ng li tng qut thi.
2. Xc nh phm cht no gip bn c th kim nhiu tin hn
mc trung bnh v cn hn c mc khi im m ch doanh
nghip ngh. Hy hon thnh bn nh gi cht lng cui
chng ny. Bn mang li li ch g cho doanh nghip? c bn
m t cng vic (nu c), v phn tch xem ti sao v bng cch
no bn li c th mang li nhiu li ch cho cng ty hn so vi
nhng ngi xin vic khc. Hy s dng bn nh gi k nng v
cc mu cu nh lng xem xt li trng hp ca bn. Bn
hy t hi nh sau :
Phng vn khng h ng s
154
Ti c th gip cng ty kim ra tin khng?
Vic tit kim chi ph th sao?
Liu cc k nng ca ti c ch g cho vic tng nng sut, gim
hao ph, thm cc gi tr dch v, hoc to thm nhiu quan h
khch hng khng?
Ti c nhng v d no chng minh l ti lm vic mt cch kin
tr qu ch tiu khng?
Liu ti c th hnh x nh mt nh qun l hay mt ngi lnh
o, nm trong tay mt ngn sch ln, qun l nhiu nhm, v o
to nhng ngi gim st gii khng?
Ti c th chng minh l kh nng sp xp cng vic ca ti s tit
kim thi gian cho cng ty khng?
Ti c th chng t rng kh nng giao tip v phc v khch hng
ca ti s lm cho hnh nh ca cng ty ngy cng tt hn khng?
Liu ti c th tit kim thi gian o to bng cch lm mt ngi
t hc thng minh, c lp v khng mng n thng tin u tin
khng?
Liu ti c nhng tng tin b to ra nhng iu khc bit,
s n trng v c th l nim vinh d cho cng ty khng?
Ti c th chng minh bng vi v d rng ti lm vic nhanh hn,
tt hn, gn gng hn, an ton hn, p mt hn, hoc chnh xc
hn khng?
Bn phi lm quen vi ci gi l nhng yu cu ca mt cng
vic bnh thng, v s dng cc mu cu nh lng chng minh
l bn c th p ng c.
Tin c bn ca tt c nhng yu t thng lng l bn
cha phi v tr .Thc t c th nhng g m bn em n bn
Chng 8: Tha thun mc lng
155
phng vn cn nhiu hn nhng g m cng ty yu cu cho v tr . Khi
bn nh gi c nhng k nng ca mnh v to ra c nhng
cu nh lng, bn gn nh c th thuyt phc nh tuyn dng
rng bn thc s mang n cho cng ty nhiu li ch hn nhng ng
vin khc m h ang phn vn chn la.
Khng bao gi, c bit l trong thi gian tha thun lng bng,
bn khng mun ngi phng vn ngh bn n gin ch l ngi lp
ch trng.M hn th, bn cn c coi nh l mt c nhn c nhiu
ti nng c bit c th gip cng ty gii quyt nhng kh khn, v l
ngi mang li thm nhiu li ch cho h .
Rt t ngi kim sot c ht nhng kh nng ca h v c th
truyn t ht chng. Ti chc rng sau khi thc hnh xong cc bi tp
ca 7 chng trc, bn s c th l mt ng c vin l tng mang
li nhiu li ch cho cng ty. li ch nhiu ng ngha vi lng cao.
Hy tip tc xem hai nhn t thng lng cn li nh .
3. Xc nh r mc lng v li nhun m bn nhm ti. Mc
tiu v lng ca bn nn lun lun cao hn t 15% n 20% so
vi mc khi im m cng ty a ra. Tnh nhanh vic nhn mc
lng ca bn vi 15% hay 20% ngay ti thi im . Phn bit
ra nhng li ch m bn thc s cn v nhng li ch m bn
mong mun (Xem trang 139: danh sch nhng li ch) .
4. D bo trc l bn s phi ch trong bao lu cho n khi
vic tha thun t c kt qu nh mong i. Vi ngi
cm thy h ch ch c 10 pht, ngi khc th thng minh
hn, bit rng h s ch c tun mi gii quyt c nhng li
ch ca h. Bn cn c thu nhp gp, nhng trong hon cnh ny,
bn cng ch lu bao nhiu th bn cng c li by nhiu .
Phng vn khng h ng s
156
B ra hai gi ng h lp k hoch cho cuc thng lng th c
ng khng nu iu c ngha l kim c 20,000 la hay thm
ch 40,000 la hoc cao hn na trong mt nm?
Tt ri, khi bn xc nh c nhng nhn t thng lng
v hc c k thut thng lng m, th vic tha thun v mc
lng ca bn d nh i do trong cng vin vy
Cu chuyn ca Leticia
Leticia, mt trong s nhng khch hng ca ti tng rt ngi
chuyn tha thun lng bng, nhng c y k vi ti l c dnh nhiu
thi gian hn tm hiu mi th v nhc li nhiu ln gi tr ca c ta
i vi cng ty! T mc lng khi im l 37,500 la km theo cc
phc li v y t v rng ming, c xoay s t c mc lng
51,000 la cng vi cc ph tri, y t, rng ming, v thm 14 ngy
ngh c lng cng vi tin hc ph.
Tht l th v, ngi phng vn bc ra khi phng nhiu ln
i gp sp ca c ta, ri sp i gp ph gim c, v h hon ton
t chi nhng khon . Nhng v Leticia bit lm th no trnh by mt
cch xut sc nhng g c lit k trong bn m t cng vic, v c
c nhng v d minh chng, nn cui cng cng ty cng nhng b,
tht chng c g ng ngc nhin .
n pht cht, c v nh l ngi phng vn s ng ln v khm
phc ti nng ca bn. Nhng ti khng ghi li nhng trng hp
nghim trng nh th ny u. Hy ch xem nh!
Thng lng m
Hy nh li trng hp ca Stephan, ai tnx g gp i mc
ngh v thm nhiu li ch cho anh ta? Ging nh Leticia, anh ta s
dng thnh cng k thut thng lng m. Thng lng m c th
khng ging nhng g bn ngh l nh mt cuc mc c gay gt vi
ch s dng lao ng. Khng c hnh vi hm da, khng p bn,
Chng 8: Tha thun mc lng
157
khng ln ting chi th, v khng c kt thc gay gt. Trc khi gi
thch vi bn thng lng m l g, ti s ni cho bn nhng g khng
phi l thng lng m.
Nhng g khng phi l thng lng m
Ti mun lm r mt s khi nim chung bng vic ch ra cho
bn thng lng khng phi l:
S u tranh gay gt i n kt thc, ni m ngi thng th
c nhng g m h mun, cn k bi th trng tay .
Mt cuc dnh th cn bng, ni m c hai bn u c quyn
ngang nhau, v chng bn no t c iu mong mun .
Thay v s dng nhng n d nh "u tranh i n kt thc"
hoc l "dnh th cn bng, ti mun bn ngh v cuc thng lng
nh l mt "cnh ca m." Trong thng lng m, khng c tuyn b
chung cuc, khng c s e da, v cng yu cu ci g khc
thng bi v n din ra mt cch lng chng. Khng c vic chp
thun min cng li ngh m bn nhn c ch bi v bn s s
mt cng vic nu bn i hi cao hn. Thng lng m l to ra mt
ci g kh thi, cn nhc cc iu kh thi ny mt cch cn thn ,v
i n mt tha thun chung.
Nhng qui tc trong thng lng m
C mt vi qui tc bn c th tin hnh thc hin tt k thut
thng lng m:
C gng tr hon vic tha hip mc lng cho n khi c c
li ngh v cng vic, hoc cho n khi bn c mi phng
vn ln th hai.
ng l ngi u tin cp n s tin chnh xc, cho d nh
tuyn dng tm cch bn tit l cho ng ta hoc c ta bit bn
kim c bao nhiu hoc bn mun kim bao nhiu.
Phng vn khng h ng s
158
m ch n mt mc lng hn l dng nhng con s chnh xc.
N trnh vic ni khng vi li ngh cng vic cho n khi no
bn c thng tin chc chn.
N trnh vic ng vi li ngh cng vic cho n khi bn c
tt c cc thng tin.
Tr hon, tr hon, tr hon. Khng c l do g khin bn nng vi
tranh lun v lng bng, c bit l cuc tranh lun c th
gip bn kim thm t 15% n 20%. Hy kin nhn.
Cui cng, nn nh rng mc lng c bn khng phi l iu
duy nht m bn tha thun. Bn ang tha thun c v nhng phc li
nh l tin ph tri, ph cp v quyn hn, v nhiu th khc na m
chng ta s ni sau cng trong chng ny. Hy xem mt tnh hung
tha thun lng c tnh ton mt cch t m.
Tho lun v lng bng
y l mt vi tnh hung minh ha cho nguyn tc thng lng
m v cch s dng 4 nhn t thng lng. y l cu chuyn v
Alex, mt k s bn hng phn cng my tnh:
Hi: Hin ti anh kim c bao nhiu?
p: Ti kim c nhiu hn nhng ngi c tay ngh nh ti trong
vng ny.
Hi: Anh c th cho ti con s c th khng?
p: , ng bit , rt kh so snh gia mt ngi ging nh ti lm
vic trong mt cng ty nh, v mt ngi tng t lm vic trong
mt cng ty ln. C l ng nn cho ti bit mt ngi c tay ngh
nh ti th tr lng bao nhiu l hp l.
Hi: , trong khong t 30,000 la n 60,000 la, cng vi tin
hoa hng.
Chng 8: Tha thun mc lng
159
p: [ng ln, a tay ra bt ] 60,000 la nghe c v hp dn y
.Khi no th ti c th bt u lm vic?
iu ny nghe c v qu n gin, nhng n li hiu qu. y
l mt th d tha thun mc lng in hnh trong s cc v tha thun
ca cc khch hng ca ti. Tnh hung ny c th m ra nhu cch
khc nhau, nhng y chng c g gi l may mn c. n l mt k
nng. Hy quan st iu g xy ra, v bit chnh xc lm th no m
Alex c th gii quyt c vn :
1. Anh ta khng bao gi cp n s tin chnh xc m anh ta kim
c, ngay c khi c hi n ln th hai .
2. Anh ta ni l lng ca anh ta nm trong khong t trung bnh n
cao.
3. Anh ta ngh ra mt l do (chng hn nh l khng th so snh
mc lng ca mt cng ty nh vi mc lng ca mt cng ty
ln. Mt vi l do khc c th l nh sau:
S thay i v ni chn (v d nh t Seattle i n Atlanta)
S thay i v cp bc (chng hn t mt nh qun l ln lm
gim c)
S thay i nghnh ngh (chng hn t nghnh du lch sang
nghnh vin thng)
S thay i v phng thc thanh ton (v d t tr tin theo
gi sang lng thng)
Sau khi chng minh l khng th thc hin vic so snh, anh ta
quay tr li v hi nh tuyn dng: Theo ng th mt ngi nh ti s
c mc lng nh th no l hp l?. Ch l anh ta vn khng cp
n con s chnh xc. Mt con s chnh xc phn no ng ngha vi
cu vic kt thc cu chuyn. Alex tr li mt cch kho lo sao cho cu
chuyn vn cn tip tc .
Phng vn khng h ng s
160
Cng th, anh ta khng hi mc lng cho v tr tuyn dng. Anh
ta buc nh tuyn dng phi nhn xt anh ta vi t cch c nhn rng
anh c th ng gp c g. Nu khng lm th, anh ta s ch nhn
c li ngh mc lng c bn l 30,000 la. Trong mt khonh
khc, anh ta c th lm cho mc ngh tng thm 50%. y l mt
trng hp hy hu, nhng n thc s xy n cho mt vi khch
hng ca ti .
Chng ta phn tch cuc i thoi gia Alex v nh tuyn
dng, by gi chng ta s xem thm mt vi trng hp lm th no m
nhng ngi xin vic khc c th nhn c li ch tt nht. y l cu
chuyn v Wu-lei, mt chuyn gia v marketing:
Hi: Bn trng i mc lng nh th no?
p: Tht ra rt l kh nh gi c khi m ti chuyn t mt cng ty
v cht bn dn sang mt cng ty may mc .C l ng nn cho ti
bit mt ngi ging nh ti th s c xp lng vo loi no.
Hi: Chng ti c th tr cho c trong khong t 50,000 la n
62,000 la.
p: [ng dy bt tay] 62,000 la l tt ri. Khi no th ti c th bt
u i lm?
Hy tng tng Wu-lei trong mt cu chuyn khc, trong
62,000 la l thp hn nhiu so vi c ta mong i .
Nu c ta tr li: " Mc khng chp nhn c, c ta s mt
lun cc li ngh khc .
Nu c ta p: "68,000 la th sao?, hy vng rng cng ty s
gim bt xung cn 65,500 la, nhng c vn b mt hng
nghn mi nm .
y l mt vi cch v k thut thng lng m m Wu-lei c
th dng l trnh cp n mt con s chnh xc no . C c th
p li li ngh t ngi phng vn theo nhiu cch:
Chng 8: Tha thun mc lng
161
p: [ta lng vo gh mt lc, suy ngh, ri nghing mnh v pha
trc, mt nhn thng ] Ni tht vi ng, ti ang mong i mt
ci g cao hn.
Hoc l. . .
p: (ngi ta lng v ri thng ngi ln) ti thc s mong mun mt
con s thc t cao hn.
Hoc. . .
p: Cm n ng, nhng ti ngh l mt mc lng gn 70 hoc 80 th
s d chp nhn hn.
Hoc. . .
p: Hmm... Ti ngh l ti s thch th hn nu lng ca ti gn
70,000 la.
Cc khch hng thng hi ti h s phi lm g nu ngi xin
vic c khng khng i hi con s chnh xc cho mc lng hin ti
ca h. y l cch gii quyt tnh hung :
Hi: Chng ti khng th tip tc nu nh bn khng ni chnh xc mc
lng hin ti ca bn l bao nhiu cho chng ti bit.
p: Lng cn bn ca ti l 78,350 la mt nm, v ch l mt
trong nhng l do khin ti tm n mt v tr khc. Ti mun kim
c nhiu hn.
Hoc.. .
p: Lng cn bn ca ti l 78,350 la mt nm cng thm mt
khon phc li kha kh khong 12,000 la, v vy hy t mc
lng ca ti trong khong gn 90 .
Nu nh sau ln phng vn u tin, bn c mi phng vn
ln th hai, hoc bn c lin h qua in thoi, bn khng nn
Phng vn khng h ng s
162
thng tho mt cch cng thng. Cu hi Anh mun c tr bao
nhiu?" ch l mt cu thm d bn c hay khng c vo vng
trong. Cu tr li tt nht l mt ci g "linh hot, "chung chung,
hoc l "cn thng tho c."
Ngay c khi nh tuyn dng a ra mc tr m khng hp l i
vi bn, bn cng ng t chi trong ln phng vn u tin. Bn vn
cha thc s thng tho m!
Mc tiu trong ln phng vn u tin ca bn chnh l ln
phng vn th hai
Hy dng li y. Bn khng nht thit phi ng vi tt c
vn c cp. Ch n gin l bn ni bn s xem xt chng.
Trong ln phng vn th hai, bn s c nhiu li th mc c hn. Bn
bit l cng ty rt quan tm n bn. Bn c th l mt trong s hai
hoc ba ng c vin. Bn cng c th l ng c vin duy nht ca cng
ty. C ang trong tay ca bn .
Gary, mt khch hng khc ca ti c ngh mt mc
lng thp khng th chp nhn c trong ln phng vn u tin.
Anh ta vn tip tc vic phng vn v t c kt qu ln phng vn
th hai. Sau 45 pht tha thun, Gary c th lm cho nh tuyn dng
tng mc lng anh ta t 35,000 la ln 49,000 la.
Gary lm c iu bng cch nhn mnh k nng ca
anh ta v s dng cc mu cu nh lng. Anh ta chc chn lm cho
nh tuyn dng hiu c nhng gi tr m anh ta s mang li cho cng
ty, v anh ta tr nn hon ton hp dn. Kim c 14,000 la trong
45 pht thng tho qu l khng ung ph thi gian!
Li ch v nhng khon ph cp ca bn
Vic tha hip mc lng ca bn khng ch dng li vic tranh
lun v mc lng. Bn c th thng tho v bt c iu g. y l
Chng 8: Tha thun mc lng
163
mt vi yu t hu hnh v v hnh m bn c th ngh n trong ton
b cc li ch ca bn:
Chi ph di nh
Tin ph tri
Bo him nhn th, thin tai v tai nn
Tr cp v y t, tin nha s, khm mt, v tin tr cho lut
s t vn
Cc ngy ngh c hng lng
Cc ngy l c ngh
Tham gia hi vin cu lc b chm sc sc khe hoc cu lc
b th hnh
Xe ca cng ty
Cng tc ph
Chi ph o to v hc hnh
Chia li tc
Hnh thc thanh ton hoa hng
Cc khon thm
Xem xt li lng bng v hiu qu sau 90 ngy
Quyn mua c phiu
Lm vic t xa (lm vic nh bng my tnh)
Thi gian lm vic linh hot
Tin chm sc cho con ci
Cng ty ti tr gim gi khi mua hng ha v dch v
Phng vn khng h ng s
164
Tin gi xe
Tin in thoi, internet
Chi ph cho v my bay loi hng nht
Vic s dng credit card ca cng ty v cc ti khon chung
ca cng ty
... v nhiu th khc .
Thng lng sng to
Pat l mt khch hng m thng tho c nhng li ch
cho mnh mt cch sng to khi m cng ty c np n vo khng h
thay i mc lng .C ng vi h mc lng 80,000 la mt
nm (cao hn mc khi im m h a ra), nhng ri c cm thy cn
phi bn vi h thm nhiu vn m c cm thy hi lng khi lm
vic lu di y. C c tng tuyt vi lm th no thu hp
khong cch gia nhng iu m c mun vi nhng iu cng ty
ngh .
C ni l c ng mc lng 80,000 la khi c lm vic mt
tun l 32 gi. Trong thc t, c tng c 20,000 la mt
nm.
Pat yu cu nhng phc li v y t v sc khe phi c ngay
ch khng i n sau 90 ngy. C cng t c iu ny.
C ngh c thanh ton hc ph cho kha hc thc s m
s gip c nm vng v lnh vc m c ang lm. C cng t
c iu ny, v tit kim c 330 la cho mi n v hc
trnh (khong 1000 la cho mt kha hc).
S dng k thut thng lng m, kt hp vi s t tin m bn
c c khi bit r kh nng ca mnh, nng khiu v ti ngh ca
bn. Hy th liu mt phen! N s mang li kt qu. Ti kt thc ti y
Chng 8: Tha thun mc lng
165
bng mt cu thnh ng m ti nghe c trong b phim Desert
Hearts: "Bn s khng th no thng nu bn khng tham gia vo cuc
chi".
Phng vn khng h ng s
166
CHNG 9
THEO DI TUNG HNG
NHNG LI MI LM VIC
Th b sung
Bn va i d phng vn v. C phi n tht d dng, thm ch
cn lm bn hn hoan phn khi? Hy n mng, nhng khoan bt nt
chai ru sm banh vi nu nh bn cha nhn c thng bo trng
tuyn. Chng ta vn cn c mt t vic mang tnh chin lc hn cn
phi lm ngay lp tc.
By gi l lc bn ly giy v vit ra, hoc khi ng my tnh.
Ti cc l bn ngh ti ang ngh bn vit mt l th ngn cm
n. Ch, va ng li va sai. y l lc bn c th tip tc tng tnh
thuyt phc kh tch cc m bn to c trong cuc phng vn.
Chng 9: Theo di Tung hng nhng li mi lm vic
167
Hy ti k cho bn b quyt gip ti t c mc tiu ca
mnh: Sc mnh ca ti nm trong s kin tr.
Louis Pasteur
L th chng ta sp sa vit ra y l mt dng th khc. Ti gi
n l th b sung. Th c mc ch lm cho ngi tuyn dng thm tin
tng rng bn chnh l ng vin xng ng m h ang tm.
Mt l th b sung khng nhng cha ng biu hin bit n
ca bn v thi gian m ngi phng vn dnh cho bn, m quan trng
hn, n cn truyn t mt thng ip y ngha v nhng nhn thc
bn mi thu nhn c v cng ty v ti sao k nng ca bn li cn
thit cho vic gii quyt nhng kh khn trong kinh doanh ca cng ty.
Trong trang tip theo, ti s trnh by v d v th b sung ca mt Qun
l Tip th, ng vin vo v tr Ph Ch tch v Tip th ti mt cng ty
phn mm my tnh.
Cch son tho mt l th b sung
1. Xc nh nhng yu t m ngi s dng lao ng ang c gng
nhm n khi kim ngi cho v tr m bn ang ng th. Sau y
l nhng dng vn mu c nhm n trong chin lc tuyn
dng:
Gia tng tc sn xut
Thu c nhiu li nhun hn t vic u t
Ci tin nng sut
Nng cao tinh thn nhn vin
Tr nn c t chc hn
Thu ht nhiu khch hng hn
Bn c nhiu sn phm hay dch v hn
Gim lng ph
Bo m tnh an ton
Ci thin cng tc giao t nhn s
Phng vn khng h ng s
168
Tit kim tin v thi gian
Thi ua ly gii thng hay danh hiu
Ginh v tr ng u trong ngnh
Thay i hnh tng cng ty
Vt tri trong cnh tranh trn thng trng
Pht trin nhng sn phm, tng, v dch v mi
Ci tin k nng ca nhn vin v cc cp qun l
Sp xp, t chc to ra ch lm vic lnh mnh
Tun th cc quy nh ca chnh ph
Thc hin cng tc k ton chnh xc v doanh thu, thu, chi
ph, nhn s, hay kim k hng tn kho
Gi quan h tt vi khch hng
Thc y vic qung b hng ha qua lng gm ming thu
ca thin h
Sa cha hng ha hay dch v hin hnh
B Bettina Simmons
Ph Ch tch iu hnh
Ionit, Incorporated
554 Second Avenue, Suite 237A
New York, NY 103XX
B Simmons thn mn,
Tht hn hnh c gp b sau khi nghe Carol Jones ni rt nhiu
v b! Ti phi ni rng ti ly lm hnh din khi c b dnh gn chn mi
pht cho cuc gp g ca chng ta thay v na ting nh d kin. V d
nhin, ti tht cm kch khi b ci m chia s nhng tng ca mnh v cng
ty v cho ti lm quen vi Bob Delts cng nh nhng ngi khc trong nhm.
Chng 9: Theo di Tung hng nhng li mi lm vic
169
Qua trao i gia chng ta, ti nhn ra mt iu v thit ngh ti cn
trnh by vi b. Nh b cp, Ionit sp sa m mt vn phng ti Min-
neapolis v s cn mt Ph Ch tch iu hnh ti vo thi im a dng
sn phm thng ging ra th trng bng vic qung co kh rm r.
Ti khng cp trong cuc phng vn v vic tnh c ti c kinh
nghim tip th sn phm Dtrek 5001 v phn mm tng t. Khi cn ng
nhim ti 4Tell, ti ln k hoch v thc hin mt d n tng t a sn
phm ra th trng, v khi hon thnh, ti tit kim c cho cng ty khong
250.000 la bng vic s dng mt b phn trong d n c chc nng gi th
trc tip.
Ti tin rng, vi hiu bit t vn kinh nghim ca mnh, ti s gip Ionit
tit kim mt s tin ng k, v nu c tuyn dng, ti d nh trnh by
nhng k hoch cho tng lai m ti ngh chng c ch cho nhng n lc ca
Menneapolis. Ti cng sn sng chuyn n sng ti trc khi dng sn
phm c tung ra th trng Menneapolis.
Mt ln na, xin cm n b v thi gian dnh cho ti qua cuc phng
vn. Ti c th tr li bt c thc mc no ca b, v nu b thch xem mt
xut mu t tng ca ti cho d n Minneapolis, ti s rt vui lng c
trnh by.
Xin trn trng knh cho.
Han Nguyen
(212) 883-XXXX
2. Quyt nh chn mt hoc nhiu chin lc, da trn nhng k
nng c chng minh ca bn hoc mu cu nh lng,
chng t cho ngi phng vn bit bn c th l ngi m h
cn gip cng ty gii quyt cc kh khn v t c mt hoc
nhiu mc tiu ca n.
Phng vn khng h ng s
170
B cc cho th b sung ca bn
on m u: Bt u bng li cho thn mt, nhng khng qu
ring t, ni rng bn rt thch cuc phng vn v/ hoc cm n v
thi gian m ngi phng vn dnh cho bn.
on th hai hoc th ba: cp vn ca cng ty v chng
minh cho ngi phng vn bit trc y bn tng gii quyt
nhng kh khn tng t. Bn hy trnh by rng nu c tuyn
dng, bn mun bt tay vo vic bng cch gip cho ngi s dng
lao ng t c nhng mc tiu ca h.
on cui: Kt th bng li cm n lch s. Bn cng c th vit
rng bn s gi in nhn thng tin trong 2 hoc 3 ngy ti.
Nhng iu cn nh v th b sung
1. Lun kim tra li t 2 n 3 ln chnh t ca danh tnh v chc
danh.
2. Gi th b sung trong vng 24 ting ng h sau cuc phng vn.
Bng th in t: tt nht.
Bng th bu in hoc fax: cng tt.
Bng cch a th tay ti vn phng ngi tuyn dng: c th
kh ng t.
Nhng cuc in thoi theo di
Sau bui phng vn, sp xp thi gian gi in li l mt
kin hay. i vi ngi tuyn dng thi gian ba ngy thng l
kim tra. Nu bn phi i mt thi gian di mi nhn c thng
bo ca h, ti sao khng gi li vi ngy sau . Nhiu ngi s h
Chng 9: Theo di Tung hng nhng li mi lm vic
171
ang thc hi qu nu c tip tc gi in li. H lo lng mnh s lm
cho ngi tuyn dng ri ln.
iu ngc li mi ng. Trn thc t, mt cp trn ca ti cho
bit b tuyn dng ti v ti gi in li su ln trong mt thng
hi thm tnh hnh cng vic. C mi ln ti gi cho b, ti hi liu ti
c th gi li. B gii thch cc cuc gi lin tc ca ti khng phi mang
tnh hi thc m th hin s nhit tnh. Ngi s dng lao ng lun
quan tm n vic liu ng vin ca h c thc s mun lm vic cho
cng ty h hay khng.
Gi in mt hoc hai ln mt tun vn chp nhn c. Hy
ch ng trc nhng bn phi bo m rng bn khng lm phin
ngi tuyn dng. Bn c th l ngi vn gi c s kin nhn trong
khi mi ngi khc b cuc! Hy on xem h s tuyn dng ai khi
n lc phi quyt nh?
Nhiu li mi lm vic
Nh ti cp trc y, ti lc ny bn c th c vi li
ngh lm vic. Nu bn cho ngi tuyn dng bit v mt li mi
cho khc cng khng sao, min n l s tht. Chng ti gi chng l
nhng li mi cho n by. Bn c th tc ng lm cho ngi tuyn
dng c quyt nh nhanh chng hn, hoc thm ch lm tng gi tr ti
chnh ca li ngh, nhng tt c nhng vic ny phi c lm mt
cch khn kho.
Bn phi chc rng ngi tuyn dng m bn ang lin h hiu
bn thc s mong mun lm vic cho cng ty h, ch khng phi bn
ch a hoc toan tnh iu g. Khi bn c nhiu li ngh, chng
thng c nhng u v nhc im ring ca tng ci Lm sao
bn quyt nh mt cch ng n nht?
Phng vn khng h ng s
172
Bn la chn da trn s mch bo ca cm gic. Nhng tiu
chun c nhn m chng ta ra nu c p ng th s lm cho
chng ta thy hnh phc v tha mn. Bn bao gi sp xp th t
cho cc tiu chun v cuc sng ca bn cha? Cng vic ca bn th
th no? Tin th chc chn quan trng i vi phn ln chng ta,
nhng c l khng phi l tiu chun duy nht khin nhiu ngi hi
lng v ch lm ca mnh. Rt nhiu th khc cng thuc tiu chun
nh c mi ngi tha nhn, cng vic c tnh ng no, giao tip
x hi, s sng to, v thm ch s tha mn tinh thn. By gi hy
dnh t thi gian nh gi mt s tiu chun ca bn, chng ta c
th s dng chng nhm gip bn quyt nh chnh xc cng vic ang
c mi cho no l thch hp nht vi bn.
nh gi cc tiu chun
Hy sp xp cc tiu chun sau t 1 n 22, vi 1 l tiu chun
quan trng nht v 22 l tiu chun km quan trng nht.
Thu nhp n nh Cng vic a dng
Cng vic cn c thm m Tnh c lp trong cng vic
S cnh tranh Cng vic t cng thng
Thu nhp kh Gi lm vic linh hot
Giao tip x hi Ch lm vic gn nh
c tha nhn Cng vic nhn h
Gip ngi khc Cng vic nhiu th thch
S dng chuyn mn Cng vic thnh tho
S tha mn tinh thn V tr lnh o
Chng 9: Theo di Tung hng nhng li mi lm vic
173
Cng vic cn ng no Cng vic lp i lp li hng ngy
Tnh ho hng trong cng vic C hi thng tin
By gi bn hy la ra 9 tiu chun hng u ca bn v vit
chng ra di y:
1._______________________________________________________
2._______________________________________________________
3._______________________________________________________
4._______________________________________________________
5._______________________________________________________
6._______________________________________________________
7._______________________________________________________
8._______________________________________________________
9._______________________________________________________
Tt lm! y l mt v d v iu m ti mun bn lm vi nhng
tiu chun bn la chn. No hy cng tng tng xem chng ta
ang c mt ngi tm vic tn l Tanya. Gi s c ta ang c gng la
chn gia mt cng ty rt ln v mt cng ty rt nh trong ngnh cng
ngh thng tin. Nhng tiu chun hng u ca c nh sau (theo th
t gim dn):
1. Thu nhp di do
2. S cnh tranh
3. c tha nhn
4. Cng vic cn ng no
Phng vn khng h ng s
174
5. Cng vic a dng
6. Tnh ho hng trong cng vic
7. Cng vic nhiu th thch
8. Tnh c lp trong cng vic
9. S dng chuyn mn
nh gi cc li mi cho
Bng vic s dng mt bng nh bng di y, vi ct tri i
din cho cng ty nh, v ct phi i din cho cng ty ln, chng ta s
so snh vic lm u th p ng nhiu nht nhu cu ca Tanya. Nu
cng ty nh p ng tt hn cho mt tiu chun, chng ta s ghi tiu
chun bn tri. Cn nu tiu chun c p ng tt hn cng
ty ln, chng ta s ghi nhn n pha bn phi.
Khi hon thnh, bng lit k cc tiu chun c sp xp
ca Tanya nh sau:
Cng ty nh Cng ty ln
c tha nhn Thu nhp di do
Cng vic a dng S dng chuyn mn
Tnh c lp trong cng vic Cng vic cn ng no
S cnh tranh
Tnh ho hng trong cng vic
Cng vic nhiu th thch
Tanya c th chn i theo cng ty ln v n p ng c phn
ln cc tiu chun ca c. Mt ngi vi mt tp hp nhng tiu chun
khc s c mt bng lit k hon ton khc vi bng trn.
Chng 9: Theo di Tung hng nhng li mi lm vic
175
Chng ta hy ly li v d trn vi cng hai cng ty nhng p
dng cho mt ngi khc. Carlos ang bnh phc sau mt cn bnh
tim. Cc bc s ca anh khuyn anh phi bt lm vic. Cc tiu chun
hng u ca Carlos nh sau:
1. Cng vic t cng thng
2. Cng vic nhn h
3. Ch lm vic gn nh
4. Cng vic thnh tho
5. Tnh c lp trong cng vic
6. S tha mn tinh thn
7. Thu nhp n nh
8. Giao tip x hi
9. Gi lm vic linh hot
Trong bng so snh ca chng ta, cc tiu chun ca Carlos
c sp xp nh sau:
Cng ty nh Cng ty ln
Cng vic t cng thng Ch lm vic gn nh
Cng vic nhn h Cng vic thnh tho
Gi lm vic linh hot Thu nhp n nh
Giao tip x hi
S tha mn tinh thn
Tnh c lp trong cng vic
Da vo s p ng cc tiu chun c lit k trong bng trn,
Carlos c th mun lm vic vi mt cng ty nh hn.
Phng vn khng h ng s
176
Cn bn, bn sp xp cc tiu chun ca bn nh th no, v
bn i theo s chn la no?
Trc khi quyt nh nhn li ngh no, bn hy xem nhng
cuc phng vn chng k. Du cho bn thch cng vic u v
bn ang phng vn cho v tr no, bn s tm thy mt iu g c ch
cho bn.
Chng 9: Theo di Tung hng nhng li mi lm vic
177
CHNG 10
NHNG CUC PHNG
VN MU
By gi l lc tp hp tt c nhng g bn hc c vo trong
mt cuc phng vn y . Chng ny bao gm ba cuc phng vn
mu. Mt vi Jerry Aronson, Qun l tip th, mt vi Sarah Auschansky,
K s tin hc, v mt vi Kei Soto, Gim c pht trin th trng.
Cuc phng vn Jerry v Sarah ch bao gm li thoi gia
ngi tuyn dng v ngi xin vic. Ch c vi ghi ch bn c th
hiu c bng cch no ton b mt cuc phng vn c th c khai
trin v lin tc. Nhng thng lng v lng bng minh ha mt
cch kh r rng cc bc ca mt cuc thng tho m bn gp
chng 8.
Chng 10: Nhng cuc phng vn mu
179
Bn khng th la chn s cht cch no. Hay khi no.
Bn ch c th chn cch bn sng ra sao.
Joan Baez
Cuc phng vn th ba bao gm nhng ghi ch chi tit v nguyn
nhn ti sao ng vin s dng mt chin thut no , nhm gip bn
nh nhng l do c trnh by trong nhng chng trc ca sch
ny. N cng bao gm mt s thng lng lng bng chi tit hn v
ton din hn, ng thi minh ha cc sc thi ca nhng hnh vi m
Kei thc hin c c mc lng tt nht trong mt tnh hung phc
tp hn.
Khi bn c nhng cuc phng vn ny, hy bn thn bn
cm nhn c tin trnh v cng ca ton b qu trnh hi p.
Ch c gng phn tch t m chng- bn bit mi th sau khi c chn
chng u ca cun sch m.
Hy tng tng chnh bn l nhn vt trong nhng kch bn
sp c trnh by.
Jerry Aronson
Qun l Tip th
10:30 gi sng. Jerry Aronson n Cng ty Walton sm na
ting. Anh tm thy mt khu vc u xe gn , ch anh kim c
vo ngy hm trc. V anh ngi mt mnh ti xe trong chc lt.
Anh kim tra xem mnh c mi ti liu trong tp h s cha,
ri anh b n li vo cp. Anh in thoi di ng v my nhn tin
trong xe. Anh cm thy th thi, phn khi v t tin.
Anh bc vo ta cao c vo khong 10:50 gi, lch s t gii
thiu vi nhn vin tip tn quy tin snh bng tn y ca mnh
v ni anh c mt cuc hn vo lc 11:00 gi vi Elena Gross, Gim
c Tip th. Vi pht sau, mt ph n bc ra cho anh.
Tha, ng l Jerry? B hi.
Phng vn khng h ng s
180
Vng, tha b Gross, anh ni. Tn ti l Jerry Aronson. Cm
n b v mi ti n y hm nay.
Ti rt vui c gp anh, b ni. H i vo mt phng hp nh.
Jerry vn ng cho n khi b Gross mi anh ngi.
Ti c mang theo mt bng l lch mi nht ca ti v mt vi
giy t khc, b c th mun xem chng, anh ni.
Ti rt mun xem chng. Xin cm n, b p.
Anh trao cho b tp ti liu, cn thn khng bt c th g khc
trn bn hp. Hai mi giy u tin tri qua, v anh lm tt. Anh c
cm gic d chu, bnh tnh, v t tin.
Hy cho ti bit v bn thn anh. B Gross ni.
Jerry ht mt hi su: Ti c hn 10 nm kinh nghim trong
cng v mt Qun l Tip th, chuyn v k hoch chin lc, d bo,
v dch v khch hng. v tr dch v khch hng, ti gim st mt t
chuyn trch phc v khch hng gm 65 nhn vin x l n mt
ngn cuc in thoi mi ngy. Ti c bng c nhn danh d v tip th.
Ti ang theo hc ly bng MBA chuyn ngnh v tip th ti trng
i hc Phoenix.
Vng, tt lm! B ni. Anh cho u l nhng im mnh nht
ca anh?
Ti c th mnh trong lnh vc ci tin cht lng, pht trin
sn phm, v hun luyn. Ti xin n c mt v d v kh nng ci tin
cht lng ca mnh. l mt d n ti hon thnh vi s st nhp
mt s b phn tip khch qua in thoi thnh mt phng ban, dn
n vic tit kim trn 266,000 la cho cng ty v 20% cht lng
phc v c ci tin theo nhng bo co t pha khch hng.
Anh ngh sp gn y nht ca anh s ni g v anh? B Gross
hi.
Chng 10: Nhng cuc phng vn mu
181
Ti tin rng b y s ni ti c c sng kin, ng tin cy, v hay
i tin phong trong cng tc. Ti cng xin n c mt v d khc v mt
ci cch m ti thc hin ti nhim s cui ca ti. l vic chnh
sa li chng trnh ging dy trong cng tc nh hng nhn vin v
cc chng trnh tp hun. Cc nhn vin hon thnh vic o to
ca h sm hn 3 ngy, v cng vic ca h chng t c hiu qu
hn 15% so vi cng vic ca cc ngi tin nhim, Jerry tr li.
m.. tt lm. Jerry, anh hy cho ti bit ci g l im yu nht
ca anh?
Vng, ti on b c th cho ti c phn l ngi cu ton. Chi
tit v s chnh xc th lun lun quan trng i vi ti. V d nh nu
ti ang vit mt bo co cho Trng b phn ca mnh, ti mun tht
chc chn rng ti c nhng con s cc k chnh xc trc khi gi n
i. iu ny v lu di s tit kim thi gian ca b y.
B Gross mm ci vi anh. Xin php c hi vui, bi ht no
anh thch nht?
Anh ci: , ti xem c l l bi Xin tri ng ma khi ti
diu hnh ca Barbra Streisand. N y lc quan!
Jerry, ti sao anh li ri b cng vic gn y nht ca mnh?
Vng, nh b thy, ti sp chuyn ch t New York ti Cali-
fornia. Mt l do rt hin nhin l thi tit y tht tuyt. Ngoi ra, nh
ti va cp, ti sp hon thnh hc v ca ti ti trng i hc
Phoenix. Phn ln cc bui hc l trc tuyn trn mng, nhng mi
thng chng ti c mt bui hi tho ti California. Ti tnh l s thun
tin v ct gim c chi ph hn nu hon thnh hc v ti y, ri n
nh v mua nh ti California.
Anh c nhiu phm cht xut sc, Jerry, nhng chng ti cng
ang xem xt mt s cc ng vin khc c kh nng cao cho v tr ny.
Phng vn khng h ng s
182
Xin hy cho ti bit ti sao ti nn tuyn dng anh ch khng phi l mt
trong s nhng ngi y?
Jerry ngng mt lt ri tr li. Ti ngh mt trong nhng l do
quan trng nht l ti c thnh tch xut sc v din thuyt. c bit, mt
trong nhng bi din thuyt gn y do ti thit k v trnh by trc
mt nhm c ta l nhng y vin qun tr ngi u gip cng ty
ginh c mt hp ng tr gi 4 t la. y chnh xc l ci m ti
mun ng gp cho cng ty ca b.
Theo anh ngh th anh s lm g trong 5 nm sp ti? B Gross
hi.
Vng, nh ti cp, ti ang hc ly hc v thc s. Ti
khng mun ngng li . Ti mun theo hc thm nhng kha hc
pht trin chuyn mn theo kp nhng pht trin trong lnh vc ny.
Ti ngh trong 5 nm na, ti ch mun tip tc trng thnh v ti luyn
nhng k nng ca mnh tr thnh mt chuyn gia tip th gii.
Anh c cu hi no v cng ty khng?
Vng, thc s c. Khi nghin cu, ti thy rng trong
vng 2 nm qua, cng ty ta chuyn t v tr 214 ln v tr 97 trong
danh sch 500 Doanh nghip thnh t. Xin cho hi b ngh thnh qu
ny l do u m c?
Chng ti c mt i ng qun tr phi thng ang lo li cng
ty. Trong 3 hoc 4 nm qua, chng ti t chc hp l ha dy chuyn
sn xut v nh gi li mng th trng thch hp ca chng ti. Tt
c chng ti u t ho v nhng tin b t c. B Gross nhn
lt qua bn l lch ca Jerry v mt trong nhng th gii thiu trong
giy lt.
anh c gii thiu tt. Jerry, mc lng mong mun ca
anh l bao nhiu?
Chng 10: Nhng cuc phng vn mu
183
, thnh tht m ni, khi chuyn t mt cng ty nh hn New
York n cng ty ln ny Santa Clara, tht hi kh m bit mc
m mnh mong i. Theo b, khong bao nhiu th hp l cho mt
ngi c kh nng nh ti ti vng ny?
, ti c th ni chng ti tr lng hi cao hn khu vc min
ng. Ti thy anh c th mc khi im t 92.000 la n 120.000
la.
Jerry ng ln v a tay v pha b Gross: 120.000 la th tt
lm! Khi no ti c th bt u?
Sarah Auschanky
K s vi tnh
Sarah ln tu in ngm v nhm li trong u l trnh chnh xc
m c phi i b n vn phng nh c thc tp th ngy hm trc.
C bit c s n trm ca mnh trong 5 pht na v ri c mt thm
10 pht i b n cng ty. Khi ri tu in ngm v i dc xung ph,
Sarah bt u mong cho n cuc phng vn!
Bui sng hm y, Sarah cm thy khoan khoi, c chun b
chu o vi nhng k nng trong u mnh v bng nhng cu hi
thuc k nh trong lng bn tay. Trc khi ti trm dng, c sot li
chc rng mnh c tp h s, tt in thoi di ng v my nhn tin.
Chao i! Tht l th v, c ngh thm khi i v pha cng ty.
C n ni sm khong 15 pht. C i pha ngoi, cn 10
pht trc cuc phng vn, c i vo, v t kim ng ti vn phng
trong ta nh. tng 12, c l php cho mt th k, ngi ny mi
c ngi trong phng ch. ng Gandy s ra tip c trong giy lt, ngi
th k ni.
Phng vn khng h ng s
184
Sarah lt xem qua mt tp ch, thch th ngm cc bc hnh,
cho n khi ngi th k n dn c ti phng phng vn.
C va mm ci va bc vo phng, gi tay bt, v ni: Xin
cho ng Gandy. Tn ti l Sarah Auschansky. Xin cm n v mi ti
n hm nay.
C c mun dng mt tch c ph khng? ng hi.
D, tha khng . Cm n ng. C i mt cht ri ni: Ti
c php ngi xung ch?
Vng, d nhin, xin mi ngi.
Hai mi giy u tin tri qua, v Sarah vn ang mm ci!
C ngi xung, dng hi nghing v pha trc. C km li ngh t
v ln bn ng Gandy, v thay v lm nh th, c t n di sn pha
bn cnh mnh. C gi mt cun s tay trn lng c.
Ngi phng vn xo ng giy t trn bn ng. Xin li, chc ti
lm lc bn l lch m c fax cho ti. C c tnh c em theo mt bn
khc n y khng?
Vng, ti c em theo . y l bn l lch mi cng vi vi th
gii thiu m ng c th mun xem qua. C a cho ng Gandy tp h
s ca mnh.
ng ta c lt bn l lch trong vi giy, ri ni: m, rt chi tit.
Hy cho ti bit iu g m khng c vit trong bn l lch ca c.
iu khng c ghi trong bn l lch l ti c tnh kin tr n
mc kh tin. Ti c th khc phc nhng s c ca phn cng nh
c/ tiu chun ghp ni ca mng ni b Ethernet, mng Token Ring,
mng ni b LAN, mng din rng WAN, v b tip sng khung. Ti
khng dng li cho ti khi s c c khc phc v cng vic hon
thnh. C mt ln n, cng ty gn y nht ca ti, ton b h thng
b hng vo ngy cui ca qu. Mt s nhn vin mng khc ht hong.
Chng 10: Nhng cuc phng vn mu
185
Ti lp tc i ph vi tnh hung v c gng dng nhiu cch gii quyt
khc nhau. Cui cng ti khi ng li c h thng v lm cho n
hot ng bnh thng trong vng 90 pht.
Tt! ng Gandy im lng duyt s qua bn l lch mt cch cn
thn hn trong vi pht. Bn l lch ca c xem c v c lm. Hy
cho ti bit c s lm g nu mt nhn vin khc ni vi c rng anh ta
ly cp mt ci g rt c gi tr ca cng ty?
Ti ngh rng u tin ti phi gp mt anh ta v rng thuyt
phc anh ta tr li mn . Nu anh ta ni khng, ti s phi cho anh ta
bit ti b buc phi trnh vi cp trn nu nh anh ta khng tr li mn
y. Nu iu ny cng chng c tc dng g, c l ti phi ni chuyn
vi cp trn ca ti v vic ny.
C bit nhng ng dng tin tin no?
Ti tho v cc ngn ng lp trnh bc cao nh Fortran, C++,
COBOL, v ngn ng truy vn c cu trc SQL. Ti cng c kinh
nghim vi ngn ng lp trnh bc cao Visual Basic v ngn ng lp
trnh hng i tng Object-oriented programming. Trn thc t, ti
hun luyn SQL cho 10 chuyn gia vi tnh khc.
Ti sao c mun lm v tr ny?
Khi c bng m t cng vic trn trang Web ca cng ty ng,
ti ngh vic ny rt ph hp vi nhng k nng ca ti. Ti bit ng c
bit cn mt ngi chuyn mn v h thng mng, v l lnh vc
mnh nht ca ti. Ngoi nhng k nng ti va cp, ti cng l mt
chuyn gia trong lnh vc giao thc kim sot truyn thng v internet
TCP/IP, cc nh c, cu dn, kha chuyn i, v tiu chun mng
cc b Apple Talk.
Bao gi th c sn sng cho cng vic?
Ti cn thng bo cho cng ty hin ti ca ti trc 2 tun. Sau
, ti mun bt u cng vic ngay lp tc.
Phng vn khng h ng s
186
C c tr bao nhiu ti cng ty c ang lm hin nay?
Lng ca ti mc trung bnh dnh cho mt k s vi tnh trong
khu vc ny.
Chnh xc l bao nhiu?
Cao hn 80.
Ti cn mt con s chnh xc trc khi chng ta c th tip tc
trao i thm.
Ti kim c 86.700 la mt nm, l mt trong nhng l
do ti ang tm vic mt cng ty khc. Ti tin rng mt ngi vi k
nng v chuyn mn nh ti c th ng c mt mc lng cao hn
con s y nhiu. Cn v con s c th m ti ang mong i, chng ta
c th thng lng lc ny.
C c ngh rng c c th chp nhn mc lng khong gia 90
tc l t 95.000 la n 97.000 la?
Ti chp nhn mc lng 97.000 la. Xin cm n ng. Sarah
ng dy, v bt tay ng Gandy. Ti c th xem ti liu v ch phc
li ca cng ty ng c c khng?
Chc chn l c. Ti c thng tin y trong h s. ng trao
cho c mt tp ti liu. Sara thy hi lng v ch phc li ca cng
ty, bao gm y t, nha khoa, nhn khoa, nhng ngy php, ngy ngh l
c hng lng, th hi vin cho mt phng tp th dc, s hon tr
hc ph, v nhng quyn la chn c phiu. C ni: Tt c xem ra rt
tuyt i vi ti.
Vy th xin chc mng c! C c tuyn dng. Xin cho mng
s gia nhp ca c vo cng ty chng ti!
Chng 10: Nhng cuc phng vn mu
187
Kei Soto
Gim c pht trin th trng
Kei Soto n nh hng sm, ni anh c mt cuc hn dng ba
tra phng vn vo lc 2:00 gi vi Gim c iu hnh mt cng
ty c tn Panatel. Anh bay n t Austin, Texas, ni anh l Ch tch
ca cng ty Soto Partners, mt cng ty t vn nh chuyn v thng tin
tng tc. Trc , Kei vt qua mt cuc phng vn trn in
thoi vi Gim c nhn s, cng nh l phng vn trc din ti Hous-
ton vi Ph Ch tch iu hnh v Tip th. Gi l dp anh ta sng.
Anh tin rng ngy hm nay, nu mi vic tin trin tt p, Gim c
iu hnh s ngh anh nhn cng vic.
Kei bay trong m hm trc anh c ngh ngi trc khi
phng vn. Anh dy sm, tp th dc, i tm, v khoc ln ngi b
vest mu xanh bin cng vi chic c vt . Anh i ta tc v nh
bng giy vi ngy trc, anh trng nhanh nhn v chuyn nghip.
Anh bc vo chic xe thu, vi cp v tp h s trong tay, v li xe n
a im hn. Anh ti sm na ting.
Kei ngi vo bn, nhng anh cha gi mn n. Khi v Gim c
iu hnh n, t gii thiu, Kei ng dy cho v bt tay b.
Ti l Tina OConnell, B ni. Anh hn l Kei.
Vng, tha b OConnell, Kei ni. Ti rt hn hnh c gp
b.
Xin c gi ti l Tina. Chuyn bay ca anh th no?
vng, hi dn xc mt cht khi qua vng vnh, nhng cng rt
d chu, cm n b.
Anh c mun mt ly cocktail hay mt thc ung g quy
gii kht? B hi.
Phng vn khng h ng s
188
Nhn vin phc v bn n gn: Tha qu khch dng g cho
ba tra?
Ti s dng mt ly vang trng Stonehouse Chardonnay. Tina
ni.
Cn ti mt ly nc khong, cm n anh. Kei p.
[Kei bit rng nu gi ru thm ch ngay c khi ngi phng
vn ung ru trong ba tra cng khng thch hp vi hon cnh
mt cuc phng vn. Kei ch i v Gim c iu hnh t thc
ung trc, ri mi cn thn gi mt mn g trong thc n khng
nhiu tin hn mn gi ca b]
Ch, ti rt vui khi chng ta c thi gian gp g th ny, Tina ni
trc.
Ti c nghe c hai ngi l Nancy v Ari bo co rt tt
v cng vic ca anh. Du cho chng ti l mt cng ty a quc gia, ti
vn ngh rng n gn ging nh mt gia nh. Ti lun ch thn phng
vn mi nhn vin iu hnh t chc v gim c tr ln, v ti rt vui
v anh c th bay t Florida n hm nay.
Ti thch cch x s ca b, anh p. Nh b bit, ti lm
vic mt cng ty nh nhng thnh cng, chng ti nh trong
mt gia nh. Khng c g khc ngoi s tn nhim v tnh ng nghip
xy dng nn mng vng chc cho mt t chc.
[Kei c tr li cch ny v anh thy nhng t nh s tn
nhim v tnh ng nghip ni bt trong cng nhim v ca
Panatel khi anh tm kim thng tin trn trang Web ca cng ty trc
bui phng vn]
Hy cho ti bit anh bit g v Panatel v ti sao anh mun lm
vic vi chng ti? Tina hi.
Chng 10: Nhng cuc phng vn mu
189
Vng, tht d dng. Vi v tr th 12 trong danh sch 500 Doanh
nghip thnh t, ti ngh Panatel l mt tn rt quen thuc. Phi thnh
tht ni rng ti lun khm phc khng ch tnh i mi v bn ca
sn phm cng ty b, m ti cn ngng m vic cng ty b rt tch cc
ng gp t thin cho vic ph cp c vit ca ngi ln v nhng
nghin cu v bnh ung th. Ti s rt t ho c lm vic cho Pana-
tel v ti tin vo sc mnh trng tn ca sn phm cng ty, nh Voice
Pan 2000 v TelEase Release 201 BV. Ti cng rt cm kch khi bit
cng ty chia s li nhun vi cng ng v nhng ngi gp kh khn,
nh chng trnh Sn sng, Tin ln, c v X hi M trc vic
ngn nga bnh ung th ngc.
[Kei cng tm thy nhng chi tit ny qua truy cp Internet v th
vin lu tr v nhng n lc t thin ca cng ty]
Ti phi ni rng ti b n tng trc nhng g anh bit v cng
ty chng ti.
Ti ngh ti ch thc s thch tm kim thng tin, Kei p. Ti
thch n lc tm kim nhiu kin thc v thng tin khi c th phn tch
c tnh hnh trc khi i n mt k hoch hnh ng. Ti thc s
mun k cho b v mt d n cng ty c ca ti m ti l mi nhn
dn u, l mt s nghin cu v vic gii thiu mt sn phm vo
th trng chu M La tinh trc vn cn xa l vi n. Cui cng khi
chng ti a phn mm nhn ra ging ni vo th trng , chng ti
c th bo co li nhun thu t u t ch trong vng 9 thng, do
nghin cu v d bo thn trng.
[Xin nhn ra rng t nghin cu l mt trong nhng t then cht
ca bng m t cng vic. Kei kho lo dn cuc m thoi n mt
trong nhng thnh tch chnh ca anh, du cho anh khng c trc
tip yu cu lm vic ]
Tt lm, Kei. Ti hiu l anh ang sng Texas. Vic di ch
c gy tr ngi g cho anh khng?
Phng vn khng h ng s
190
Hon ton khng. Ti cng tho lun kh nng phi chuyn
nh vi gia nh, v chng ti cng ang mong ch mt s thay i
mt thi im no . B xem, ti ang c mt li mi cho khc t
Nusite Denver m vic y cng i hi ti phi di nh. Tht ra v ti
cho ti bit c y thch y, ti Fort Lauderdale hn Denver. H
hng ti sng ti Florida, v t khi v ti hon thnh hc v MBA ca c
y Trng i hc Florida, c y vn c vi ngi quen y. Chng
ti rt vui c gn gia nh v bn b. Bi th, chng ti chun
b y tr nhng chi ph trong vic di nh. Ti on vic di di
s rt thun li, nhanh chng v hiu qu.
[Key nhn ra rng i vi cu hi Vic di ch c gy tr ngi g
cho anh khng? thc s c mt cu hi khc ng sau. Ngi phng
vn c th ang thm d liu Kei c yu cu nhng chi ph cho vic
chuyn nh khng. Trong trng hp ny, anh on trc ni lo lng
ca b v nhanh chng lm b yn lng rng anh s tr mi chi ph cho
vic di chuyn ny]
Ba n tra c dn ra, v Kei cn thn gp ming u tin
sau khi Tina ly phn ca b.
Ti bit anh l ch tch ca cng ty ring. Vic chuyn qua lm
cp bc gim c liu c phi l mt bc li i vi anh khng?
Tuyt i khng tha b. Thc ra, khi ti ngh ti chuyn lm
vic cho mt cng ty danh ting nh Panatel i vi ti dng nh
l mt bc ngot, v cng ty ca ti tng i nh v khng c bit
n nhiu lm. Ti c bng m t cng vic ca gim c pht trin
th trng, v vic ny dng nh l mt thch thc th v i vi ti,
mt ci g m ti mun dn sc vo lm trong mt thi gian di. Ti
cng bit khong mc lng cho php cho v tr ny, v v phng din
ti chnh ti thy chp nhn c. Ti s rt sung sng nu c
hp tc lm vic lu di y vi chc v gim c, v nu ti m
Chng 10: Nhng cuc phng vn mu
191
ng v tr ny th c nhiu vn kh khn nhng rt th v gii
quyt, y chnh xc l iu m ti thch lm nht.
[Mt ln na, Kei nhn ra rng nghi vn ng sau cu hi v chc
v thp hn l mt cu hi thc s liu anh c phi qu iu kin cho
v tr ny, v do khng hi lng hoc v cng vic hoc v lng
bng. Anh nhn ra mi quan tm ng sau cu hi v lp tc ni ngay
ra rng anh s rt hi lng vi v tr y v va vi mc lng]
Ti ang t hi anh mong mun mt mc lng bao nhiu.
Kei p, Vic chuyn ch lm t Texas n Fort Lauderdale v
t mt cng ty nh ca chnh mnh sang mt cng ty ln trong danh
sch 500 Doanh nghip thnh t, th hi kh i vi ti c c mt
con s c th. C l b c th ni cho ti bit khong bao nhiu th thch
hp cho mt ngi c kh nng nh ti?
Anh ngh trong u mc khong bao nhiu?
Ch, Kei p, i vi mt ngi vi hn 10 nm kinh nghim
trong tip th v c hc v MBA, ti t xem mnh l mt ng vin cho mc
lng t trung bnh n cao ca mt v tr gim c ti vng ny.
Chnh xc l bao nhiu? Tina hi.
[Kei bit rng khong lng ng trn qung co l t 129.000
la n 146.000 la cho mt nm. Tuy nhin, anh cho rng cng ty
chc c th tng thm t 15% n 20% cho mi anh]
Ch, anh ni, Ti cho rng khi im mt mc trn 165.000
la l hp l.
Kei, mc lng ca chng ti cho v tr ny l t 129.000 la
n 146.000 la, v ti khng chc rng chng ti c th vt qua con
s .
Mc d 146.000 la l mc m ti c th xem xt, nhng thc
s ti c khuynh hng nghing mt ngh mc cao hn. Do ti
Phng vn khng h ng s
192
lnh o vic a ra th trng trn 20 sn phm v em li nhun
t vic u t ch trong vng 9 thng, ti oan chc rng ti c th em
li cho Panatel mt phng thc nng ng nh vy v c th em li
li nhun tc th. Nu chng ta c th ng vi mt mc lng c
phn cao hn mt cht, iu ny bo m rng ti s nhn thy li mi
cho ny hp dn hn ci m ti nhn ca Nusite.
[Hy ghi nhn rng Kei ni anh c th xem xt 146.000 la.
iu ny cho thy anh rt quan tm ti v tr , nhng anh khng
b kt mc . Anh vn m ng tip tc thng lng ch
khng bc b li ngh ngay giai on u]
Bn thy rng anh ta s dng nhng cm t mt cch c
chin thut nh cao hn ng k v c phn cao hn mt cht
trnh cp n mt con s c th. Nhng cm t nh Ti c khuynh
hng nghing v v li ngh s tr nn hp dn hn thch
ng vi vic trnh a ra quyt nh ngay lp tc v i theo nhng
hng dn ca vic thng lng t do.
Kei s dng k thut nhng li mi cho n by khi anh ni
n li ngh c tht anh nhn c t Nusite (nhng khng i su
vo chi tit). Anh cng nhc cho v Gim c iu hnh rng anh c th
mang li nhiu gi tr ng k hn l ch trm ch trng, bng cch nu
bt ln mt trong nhng thnh tch y n tng ca mnh qu kh,
v ni thm vo l anh c k hoch dng ti nng ca mnh to
thm gi tr cho Panatel.]
Tina lng nghe v ng : c, ti sn sng ngh mt mc
lng gn vi mc m anh yu cu. Vy anh c sn sng a ra mt
con s thch hp khng?
Xin cm n b. Ti cm kch iu ny. Ti ngh rng mt mc
lng thch hp cho s ng gp ti d nh s thc hin s gn vi
mc trn 160.000 la.
Chng 10: Nhng cuc phng vn mu
193
[Anh ta n gn mt con s hn nhng vn khng kha anh
ta bng mt con s c th.]
Vy th 169.000 la cho mc khi im c c khng? B
ta ngh.
Anh nhanh chng tr li, vi mt n ci v gi tay ra bt,
171.000 la v ti s k hp ng, vi iu kin cc phc li ng
nh ti mong i.
Mc lng l 171.000 la, b ta ng . Chng ti rt vui
c c anh trong cng ty! H bt tay nhau qua bn. Ti mun anh
gp mt ngi i din nhn s ph trch cc phc li trao i c
th ton b ch phc li cho anh. Ti s ni ngi tr l sp xp mt
cuc hn lc no vo ngy mai chng ta gt li nhng g tha
thun. Nu anh ng mi chuyn, anh s nhn c mt th ngh
nhn vic qua ng bu in trong 5 hoc 7 ngy ti.
Kei rt vui. Xin cm n b. Ti ngh rng ngy hm nay chng
ta c mt cuc gp hu ch, v cng nhn y xin cm n b v bui
n tra. Sau khi gp b phn nhn s, ti cn c 48 ting nh gi
ton b ch phc li, xem xt li nhng g chng ta cp ngy
hm nay, tho lun vic di nh vi v ti ti c th chnh thc chp
nhn li ngh.
[Thc ra anh ta dng thi gian ny quay v Nusite vi
khon lng cnh tranh l 165.000 la m lc u h ngh,
xem anh ta c th dng li ngh ca Panatel by mc lng ca
Nusite ln cao hn]
c thi, v Gim c iu hnh tr li. Chc chng ta s
cng lm vic vi nhau vo khong u thng sau.
Tina, ti thc s cm n b v li ngh cng vic, v ti cho
rng s tha thun ca chng ta s c ch v em li li nhun cho c
Phng vn khng h ng s
194
hai bn. Xin cm n b ln na v thi gian b dnh cho ti. Tht hn
hnh c gp v ni chuyn vi b. H bt tay nhau. Chc b mt
ngy tt lnh.
Vng, d nhin. Chc chuyn i v nh ca anh c thng l
bnh an. Xin tm bit.
Kei quay v nh sau khi gp g b phn nhn s thng
lng v ch bo him y t, nha khoa, nhn khoa, 401(k), ngy ngh
l, php bnh v ngy php. Anh cng nhn c th hi vin cho
phng tp th dc a phng, v my bay hng nht cho bt k chuyn
i cng tc no, hp ng bo him nhn th, v nhng quyn la chn
c phiu.
chnh thc xc nhn s tha thun, sau khi Kei tr v Texas,
anh vit mt th b sung, cp li li ha ca mnh l c gng
em li li nhun nhanh chng t u t, v cm n v thi gian ca
tt c nhng ngi phng vn anh. Anh v v quyt nh rng
mc d Nusite ng tr anh 173.000 la, nhng h thch sng v
v hu ti Florida hn l Colorado.
Th ngh vic lm chnh thc t Panatel n qua ng
bu in vi ngy sau . Trong th h quyt nh tr cho anh
12.000 la cho chi ph di ch , ngoi mi th m anh thng
lng. Anh ci v k tn bn di.
Chng 10: Nhng cuc phng vn mu
195