HowtoAnswer

the64Toughest
Interview
Questions

THISBOOKISDESIGNEDTOPROVIDEACCURATEINFORMATIONONTHE
SUBJECTSCOVERED.HOWEVER,ITISDONEWITHTHEUNDERSTANDINGTHAT
THEPUBLISHERISNOTENGAGEDINRENDERINGLEGAL,ACCOUNTINGOR
PROFESSIONALSERVICES.IFLEGALADVICEOROTHERPROFESSIONAL
ASSSTANCEISREQUIRED,THESERVICESOFACOMPETENT,PROFESSIONAL
PERSONSHOUIDBESOUGHT.ANYNAMESUSEDINTHETEXTAREFICTITIOUS
ANDFORILLUSTRATIVEPURPOSESONLY.ANYRESEMBLANCETOACTUAL
PERSONSORCOMPANIESISPURELYCOINCIDENTALANDUNINTENTIONAL.

Dedication:
Thisreportisdedicatedtocourageandknowledge,
thetwoqualitiesmostneeded
tosucceedinanyhumanchallenge,
especiallyajobsearch.

TableofContents
GeneralGuidelinesinAnsweringInterviewQuestions....................................................3
Q1
Tellmeaboutyourself.......................................................................................5
Q2
Whatareyourgreateststrengths? ....................................................................6
Q3
Whatareyourgreatestweaknesses? ...............................................................6
Q4
Tellmeaboutsomethingyoudidorfailedtodothatyounowfeelalittle
ashamedof.......................................................................................................7
Q5
Whyareyouleaving(ordidyouleave)thisposition?........................................8
Q6
TheSilentTreatment ......................................................................................9
Q7
WhyshouldIhireyou?.....................................................................................9
Q8
Arentyouoverqualifiedforthisposition?........................................................10
Q9
Wheredoyouseeyourselffiveyearsfromnow?............................................11
Q10
Describeyouridealcompany,locationandjob. ..............................................12
Q11
Whydoyouwanttoworkatourcompany?.....................................................12
Q12
Whatareyourcareeroptionsrightnow?.........................................................12
Q13
Whyhaveyoubeenoutofworksolong?........................................................13
Q14
Tellmehonestlyaboutthestrongpointsandweakpointsofyourboss
(company,managementteam,etc.) ............................................................13
Q15
Whatgoodbookshaveyoureadlately?.........................................................14
Q16
Tellmeaboutasituationwhenyourworkwascriticized. ................................14
Q17
Whatareyouroutsideinterest? ......................................................................15
Q18
TheFatalFlawquestion ...............................................................................15
Q19
Howdoyoufeelaboutreportingtoayoungerperson(minority,woman,etc)?16
Q20
Onconfidentialmatters...............................................................................16
Q21
Wouldyoulieforthecompany?......................................................................17
Q22
Lookingback,whatwouldyoudodifferentlyinyourlife? ................................17
Q23
Couldyouhavedonebetterinyourlastjob? ..................................................18
Q24
Canyouworkunderpressure? .......................................................................18
Q25
Whatmakesyouangry? .................................................................................18
Q26
Whyarentyouearningmoremoneyatthisstageofyourcareer?..................19
Q27
Whohasinspiredyouinyourlifeandwhy? ....................................................19
Q28
Whatwasthetoughestdecisionyoueverhadtomake?.................................20
Q29
Tellmeaboutthemostboringjobyouveeverhad. ........................................20
Q30
Haveyoubeenabsentfromworkmorethanafewdaysinanyprevious
position? .........................................................................................................20
Q31
Whatchangeswouldyoumakeifyoucameonboard?..................................21
Q32
Imconcernedthatyoudonthaveasmuchexperienceaswedlikein.......21
Q33
Howdoyoufeelaboutworkingnightsandweekends? ...................................22
Q34
Areyouwillingtorelocateortravel?...............................................................23
Q35
Doyouhavethestomachtofirepeople?Haveyouhadexperiencefiringmany
people?...........................................................................................................23
Q36
Whyhaveyouhadsomanyjobs? ..................................................................24
Q37
Whatdoyouseeastheproperrole/missionofagood(jobtitleyoure
seeking)agoodmanageranexecutiveinservingthecommunitya
leadingcompanyinourindustryetc...............................................................25
Q38
Whatwouldyousaytoyourbossifhescrazyaboutanidea,butyouthinkit
stinks? ............................................................................................................25

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Q39
Q40
Q41
Q42
Q43
Q44
Q45
Q46
Q47
Q48
Q49
Q50
Q51
Q52
Q53
Q54
Q55
Q56
Q57
Q58
Q59
Q60
Q61
Q62
Q63
Q64

Howcouldyouhaveimprovedyourcareerprogress?.....................................26
Whatwouldyoudoifafellowexecutiveonyourowncorporatelevelwasnt
pullinghis/herweightandthiswashurtingyourdepartment?.......................26
Youvebeenwithyourfirmalongtime.Wontitbehardswitchingtoanew
company? .......................................................................................................27
MayIcontactyourpresentemployerforareference? ....................................27
Givemeanexampleofyourcreativity(analyticalskillmanagingability,etc.)
...............................................................................................................28
Wherecouldyouusesomeimprovement? .....................................................28
Whatdoyouworryabout? ..............................................................................28
Howmanyhoursaweekdoyounormallywork?............................................28
Whatsthemostdifficultpartofbeinga(jobtitle)? ..........................................29
TheHypotheticalProblem ............................................................................29
Whatwasthetoughestchallengeyouveeverfaced?.....................................29
Haveyouconsiderstartingyourownbusiness?.............................................30
Whatareyourgoals?......................................................................................31
Whatdoyouforwhenyouhirepeople? ..........................................................31
Sellmethisstapler(thispencilthisclockorsomeotherobjecton
interviewersdesk). .........................................................................................31
TheSalaryQuestionHowmuchmoneydoyouwant?...............................33
TheIllegalQuestion........................................................................................33
TheSecretIllegalQuestion..........................................................................34
Whatwasthetoughestpartofyourlastjob?..................................................35
Howdoyoudefinesuccessandhowdoyoumeasureuptoyourown
definition?. ......................................................................................................35
TheOpinionQuestionWhatdoyouthinkaboutAbortionThe
PresidentTheDeathPenalty(oranyothercontroversialsubject)? ............36
Ifyouwon$10millionlottery,wouldyoustillwork?.........................................36
Lookingbackonyourlastposition,haveyoudoneyourbestwork? ...............37
WhyshouldIhireyoufromtheoutsidewhenIcouldpromotesomeonefrom
within? ............................................................................................................37
Tellmesomethingnegativeyouveheardaboutourcompany ....................38
Onascaleofonetoten,ratemeasaninterviewer. .......................................38

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GeneralGuidelines
inAnsweringInterviewQuestions
Everyoneisnervousoninterviews.Ifyousimplyallowyourselftofeelnervous,you'lldo
muchbetter.Rememberalsothatit'sdifficultfortheintervieweraswell.
Ingeneral,beupbeatandpositive.Neverbenegative.
Rehearseyouranswersandtimethem.Nevertalkformorethan2minutesstraight.
Don'ttrytomemorizeanswerswordforword.Usetheanswersshownhereasaguide
only,anddon'tbeafraidtoincludeyourownthoughtsandwords.Tohelpyouremember
keyconcepts,jotdownandreviewafewkeywordsforeachanswer.Rehearseyour
answersfrequently,andtheywillcometoyounaturallyininterviews.
Asyouwillreadintheaccompanyingreport,thesinglemostimportantstrategyin
interviewing,asinallphasesofyourjobsearch,iswhatwecall:"TheGreatest
ExecutiveJobFindingSecret." Andthatis...
Findoutwhatpeoplewant,thanshowthemhowyoucanhelpthemgetit.
Findoutwhatanemployerwantsmostinhisorheridealcandidate,andthenshowhow
youmeetthosequalifications.
Inotherwords,youmustmatchyourabilities,withtheneedsoftheemployer.Youmust
sellwhatthebuyerisbuying.Todothat,beforeyouknowwhattoemphasizeinyour
answers,youmustfindoutwhatthebuyerisbuying...whatheislookingfor.Andthe
bestwaytodothatistoaskafewquestionsyourself.
Youwillseehowtobringthisoffskillfullyasyoureadthefirsttwoquestionsofthis
report.Butregardlessofhowyouaccomplishit,youmustrememberthisstrategyabove
all:beforeblurtingoutyourqualifications,youmustgetsomeideaofwhattheemployer
wantsmost.Onceyouknowwhathewants,youcanthenpresentyourqualificationsas
theperfectkeythatfitsthelockofthatposition.

Otherimportantinterviewstrategies:
Turnweaknessesintostrengths(You'llseehowtodothisinafewmoments.)
Thinkbeforeyouanswer.Apausetocollectyourthoughtsisahallmarkofa
thoughtfulperson.

Asadailyexercise,practicebeingmoreoptimistic.Forexample,tryputtingapositive
spinoneventsandsituationsyouwouldnormallyregardasnegative.Thisisnotmeant
toturnyouintoaPollyanna,buttosharpenyoursellingskills.Thebestsalespeople,as
wellasthebestlikedinterviewcandidates,comeoffasbeingnaturallyoptimistic,"can
do"people.Youwilldramaticallyraiseyourlevelofattractivenessbydailypracticingto
bemoreoptimistic.
Behonest...neverlie.

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Keepaninterviewdiary.Rightaftereachinterviewnotewhatyoudidright,whatcould
havegonealittlebetter,andwhatstepsyoushouldtakenextwiththiscontact.Then
takethosesteps.Don'tbelikethe95%ofhumanitywhosaytheywillfollowupon
something,butneverdo.
Aboutthe64questions...
Youmightfeelthattheanswerstothefollowingquestionsarecanned,andthatthey
willseldommatchupwiththeexactwayyouareaskedthequestionsinactual
interviews.Thequestionsandanswersaredesignedtobeasspecificandrealisticas
possible.Butnopreparationcananticipatethousandsofpossiblevariationsonthese
questions.What'simportantisthatyouthoroughlyfamiliarizeyourselfwiththemain
strategiesbehindeachanswer.Anditwillbeinvaluabletoyouifyoucommittomemory
afewkeywordsthatletyouinstantlycalltomindyourbestanswertothevarious
questions.Ifyoudothis,andfollowtheprinciplesofsuccessfulinterviewingpresented
here,you'regoingtodoverywell.
Goodluck...andgoodjobhunting!

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Question1

Tellmeaboutyourself.

TRAPS:Beware,about80%ofallinterviewsbeginwiththisinnocentquestion.Many
candidates,unpreparedforthequestion,skewerthemselvesbyrambling,recapping
theirlifestory,delvingintoancientworkhistoryorpersonalmatters.
BESTANSWER: Startwiththepresentandtellwhyyouarewellqualifiedforthe
position.Rememberthatthekeytoallsuccessfulinterviewingistomatchyour
qualificationstowhattheinterviewerislookingfor.Inotherwordsyoumustsellwhatthe
buyerisbuying.Thisisthesinglemostimportantstrategyinjobhunting.
So,beforeyouanswerthisoranyquestionit'simperativethatyoutrytouncoveryour
interviewer'sgreatestneed,want,problemorgoal.
Todoso,makeyoutakethesetwosteps:
1. Doallthehomeworkyoucanbeforetheinterviewtouncoverthisperson'swants
andneeds(notthegeneralizedneedsoftheindustryorcompany)
2. Asearlyasyoucanintheinterview,askforamorecompletedescriptionofwhat
thepositionentails.Youmightsay:IhaveanumberofaccomplishmentsI'dlike
totellyouabout,butIwanttomakethebestuseofourtimetogetherandtalk
directlytoyourneeds.Tohelpmedo,that,couldyoutellmemoreaboutthe
mostimportantprioritiesofthisposition?AllIknowiswhatI(heardfromthe
recruiter,readintheclassifiedad,etc.)
Then,ALWAYSfollowupwithasecondandpossibly,thirdquestion,todrawouthis
needsevenmore.Surprisingly,it'susuallythissecondorthirdquestionthatunearths
whattheinterviewerismostlookingfor.
Youmightasksimply,"Andinadditiontothat?"or,"Isthereanythingelseyouseeas
essentialtosuccessinthisposition?
Thisprocesswillnotfeeleasyornaturalatfirst,becauseitiseasiersimplytoanswer
questions,butonlyifyouuncovertheemployer'swantsandneedswillyouranswers
makethemostsense.Practiceaskingthesekeyquestionsbeforegivingyouranswers,
theprocesswillfeelmorenaturalandyouwillbelightyearsaheadoftheotherjob
candidatesyou'recompetingwith.
Afteruncoveringwhattheemployerislookingfor,describewhytheneedsofthisjob
bearstrikingparallelstotasksyou'vesucceededatbefore.Besuretoillustratewith
specificexamplesofyourresponsibilitiesandespeciallyyourachievements,allofwhich
aregearedtopresentyourselfasaperfectmatchfortheneedshehasjustdescribed.

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Question2

Whatareyourgreateststrengths?

TRAPS: Thisquestionseemslikeasoftballlob,butbeprepared.Youdon'twantto
comeacrossasegotisticalorarrogant.Neitheristhisatimetobehumble.
BESTANSWER: Youknowthatyourkeystrategyistofirstuncoveryourinterviewer's
greatestwantsandneedsbeforeyouanswerquestions.AndfromQuestion1,youknow
howtodothis.
Priortoanyinterview,youshouldhavealistmentallypreparedofyourgreatest
strengths.Youshouldalsohave,aspecificexampleortwo,whichillustrateseach
strength,anexamplechosenfromyourmostrecentandmostimpressiveachievements.
Youshould,havethislistofyourgreateststrengthsandcorrespondingexamplesfrom
yourachievementssowellcommittedtomemorythatyoucanrecitethemcoldafter
beingshakenawakeat2:30AM.
Then,onceyouuncoveryourinterviewer'sgreatestwantsandneeds,youcanchoose
thoseachievementsfromyourlistthatbestmatchup.
Asageneralguideline,the10mostdesirabletraitsthatallemployerslovetoseeintheir
employeesare:
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.

Question3

Aproventrackrecordasanachiever...especiallyifyourachievementsmatch
upwiththeemployer'sgreatestwantsandneeds.
Intelligence...management"savvy".
Honesty...integrity...adecenthumanbeing.
Goodfitwithcorporateculture...someonetofeelcomfortablewith...ateam
playerwhomesheswellwithinterviewer'steam.
Likeability...positiveattitude...senseofhumor.
Goodcommunicationskills.
Dedication...willingnesstowalktheextramiletoachieveexcellence.
Definitenessofpurpose...cleargoals.
Enthusiasm...highlevelofmotivation.
Confident...healthy...aleader.

Whatareyourgreatestweaknesses?

TRAPS:Bewarethisisaneliminatorquestion,designedtoshortenthecandidatelist.
AnyadmissionofaweaknessorfaultwillearnyouanAforhonesty,butanFforthe
interview.
PASSABLEANSWER: Disguiseastrengthasaweakness.
Example:Isometimespushmypeopletoohard.Iliketoworkwithasenseofurgency
andeveryoneisnotalwaysonthesamewavelength.
Drawback: Thisstrategyisbetterthanadmittingaflaw,butit'ssowidelyused,itis
transparenttoanyexperiencedinterviewer.

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BESTANSWER:(andanotherreasonit'ssoimportanttogetathoroughdescriptionof
yourinterviewer'sneedsbeforeyouanswerquestions):Assuretheinterviewerthatyou
canthinkofnothingthatwouldstandinthewayofyourperforminginthispositionwith
excellence.Then,quicklyreviewyoustrongestqualifications.
Example: Nobody'sperfect,butbasedonwhatyou'vetoldmeaboutthisposition,I
believeI'dmakeanoutstandingmatch.IknowthatwhenIhirepeople,Ilookfortwo
thingsmostofall.Dotheyhavethequalificationstodothejobwell,andthemotivation
todoitwell?EverythinginmybackgroundshowsIhaveboththequalificationsanda
strongdesiretoachieveexcellenceinwhateverItakeon.SoIcansayinallhonestythat
Iseenothingthatwouldcauseyouevenasmallconcernaboutmyabilityormystrong
desiretoperformthisjobwithexcellence.
Alternatestrategy(ifyoudon'tyetknowenoughaboutthepositiontotalkaboutsucha
perfectfit):
Insteadofconfessingaweakness,describewhatyoulikemostandlikeleast,making
surethatwhatyoulikemostmatchesupwiththemostimportantqualificationfor
successintheposition,andwhatyoulikeleastisnotessential.
Example: Let'ssayyou'reapplyingforateachingposition.Ifgivenachoice,Iliketo
spendasmuchtimeaspossibleinfrontofmyprospectsselling,asopposedtoshuffling
paperworkbackattheoffice. Ofcourse,Ilongagolearnedtheimportanceoffiling
paperworkproperly,andIdoitconscientiously.ButwhatIreallylovetodoissell(ifyour
interviewerwereasalesmanager,thisshouldbemusictohisears.)

Question4

Tellmeaboutsomethingyoudidorfailedtodothat
younowfeelalittleashamedof.

TRAPS: Therearesomequestionsyourinterviewerhasnobusinessasking,andthisis
one.Butwhileyoumayfeellikeanswering,noneofyourbusiness,naturallyyoucant.
Someinterviewersaskthisquestiononthechanceyouadmittosomething,butifnot,at
leasttheyllseehowyouthinkonyourfeet.
Someunpreparedcandidates,flusteredbythisquestion,unburdenthemselvesofguilt
fromtheirpersonallifeorcareer,perhapsexpressingregretsregardingaparent,
spouse,child,etc.Allsuchanswerscanbedisastrous.
BESTANSWER: Aswithfaultsandweaknesses,neverconfessaregret. Butdont
seemasifyourestonewallingeither.
Beststrategy: Sayyouharbornoregrets,thenaddaprincipleorhabityoupractice
regularlyforhealthyhumanrelations.
Example: Pauseforreflection,asifthequestionneveroccurredtoyou.Thensay,You
know,Ireallycantthinkofanything.(Pauseagain,thenadd):Iwouldaddthatasa
generalmanagementprinciple,Ivefoundthatthebestwaytoavoidregretsistoavoid
causingtheminthefirstplace.Ipracticeonehabitthathelpsmeagreatdealinthis
regard.Attheendofeachday,Imentallyreviewthedayseventsandconversationsto
takeasecondlookatthepeopleanddevelopmentsIminvolvedwithanddoa

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doublecheckofwhattheyrelikelytobefeeling.SometimesIllseethingsthatdoneed
morefollowup,whetherapatontheback,ormaybeafiveminutechatinsomeones
officetomakesurewereclearonthingswhatever.
Ialsoliketomakeeachpersonfeellikeamemberofaneliteteam,liketheBoston
CelticsorLALakersintheirprime. Ivefoundthatifyouleteachteammemberknow
youexpectexcellenceintheirperformanceifyouworkhardtosetanexample
yourselfandifyouletpeopleknowyouappreciateandrespecttheirfeelings,
youwindupwithahighlymotivatedgroup,ateamthatshavingfunatwork
becausetheyrestrivingforexcellenceratherthanbroodingoverslightsor
regrets.

Question5

Whyareyouleaving(ordidyouleave)thisposition?

TRAPS: Neverbadmouthyourpreviousindustry,company,board,boss,staff,
employeesorcustomers. Thisruleisinviolable: neverbenegative. Anymudyou
hurlwillonlysoilyoursuit.
Especiallyavoidwordslikepersonalityclash,didntgetalong,orotherswhichcasta
shadowonyourcompetence,integrity,ortemperament.
BESTANSWER:
(Ifyouhaveajobpresently)
Ifyourenotyet100%committedtoleavingyourpresentpost,dontbeafraidtosayso.
Sinceyouhaveajob,youareinastrongerpositionthansomeonewhodoesnot.But
dontbecoyeither.Statehonestlywhatyoudbehopingtofindinanewspot.Of
course,asstatedoftenbefore,youanswerwillallthestrongerifyouhavealready
uncoveredwhatthispositionisallaboutandyoumatchyourdesirestoit.
(Ifyoudonotpresentlyhaveajob.)
Neverlieabouthavingbeenfired.Itsunethicalandtooeasilychecked. Butdotryto
deflectthereasonfromyoupersonally.Ifyourfiringwastheresultofatakeover,
merger,divisionwidelayoff,etc.,somuchthebetter.
Butyoushouldalsodosomethingtotallyunnaturalthatwilldemonstrateconsummate
professionalism.Evenifithurts,describeyourownfiringcandidly,succinctlyand
withoutatraceofbitternessfromthecompanyspointofview,indicatingthatyou
couldunderstandwhyithappenedandyoumighthavemadethesamedecision
yourself.
Yourstaturewillriseimmenselyand,mostimportantofall,youwillshowyouarehealed
fromthewoundsinflictedbythefiring.Youwillenhanceyourimageasfirstclass
managementmaterialandstandheadandshouldersabovethelegionsoffiringvictims
who,attheslightestprovocation,zipopentheirshirtstoexposetheirbattlescarsand
decrytheunfairnessofitall.

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Forallpriorpositions:
Makesureyouvepreparedabriefreasonforleaving. Bestreasons: moremoney,
opportunity,responsibilityorgrowth.

Question6

TheSilentTreatment

TRAPS: Bewareifyouareunpreparedforthisquestion,youwillprobablynothandle
itrightandpossiblyblowtheinterview.Thankgoodnessmostinterviewersdontemploy
it.Itsnormallyusedbythosedeterminedtoseehowyourespondunderstress.Heres
howitworks:
Youansweraninterviewersquestionandthen,insteadofaskinganother,hejuststares
atyouinadeafeningsilence.
Youwait,growingabituneasy,andtherehesits,silentasMt.Rushmore,asifhe
doesntbelievewhatyouvejustsaid,orperhapsmakingyoufeelthatyouveunwittingly
violatedsomecardinalruleofinterviewetiquette.
Whenyougetthissilenttreatmentafteransweringaparticularlydifficultquestion,such
astellmeaboutyourweaknesses,itsintimidatingeffectcanbemostdisquieting,even
topolishedjobhunters.
Mostunpreparedcandidatesrushintofillthevoidofsilence,viewingprolonged,
uncomfortablesilencesasaninvitationtoclearupthepreviousanswerwhichhas
obviouslycausedsomeproblem.Andthatswhattheydorambleon,sputteringmore
andmoreinformation,sometimesirrelevantandoftendamaging,becausetheyare
suddenlyplayingtheroleofsomeonewhosgoofedandisnowtryingtorecoup. But
sincethecandidatedoesntknowwhereorhowhegoofed,hejustkeepstalking,
showinghowflusteredandconfusedheisbytheinterviewersunmovablesilence.
BESTANSWER: Likeaprimitivetribalmask,theSilentTreatmentlosesallitpowerto
frightenyouonceyourefusetobeintimidated.Ifyourinterviewerpullsit,keepquiet
yourselfforawhileandthenask,withsincerepolitenessandnotatraceofsarcasm,Is
thereanythingelseIcanfillinonthatpoint? Thatsallthereistoit.
Whateveryoudo,dontlettheSilentTreatmentintimidateyouintotalkingabluestreak,
becauseyoucouldeasilytalkyourselfoutoftheposition.

Question7

WhyshouldIhireyou?

TRAPS: Believeitornot,thisisakillerquestionbecausesomanycandidatesare
unpreparedforit.Ifyoustammeroradlibyouveblownit.
BESTANSWER: Bynowyoucanseehowcriticalitistoapplytheoverallstrategyof
uncoveringtheemployersneedsbeforeyouanswerquestions.Ifyouknowthe
employersgreatestneedsanddesires,thisquestionwillgiveyouabiglegupoverother
candidatesbecauseyouwillgivehimbetterreasonsforhiringyouthananyoneelseis
likelytoreasonstieddirectlytohisneeds.

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Whetheryourinterviewerasksyouthisquestionexplicitlyornot,thisisthemost
importantquestionofyourinterviewbecausehemustanswerthisquestionfavorablyin
isownmindbeforeyouwillbehired. Sohelphimout! Walkthrougheachofthe
positionsrequirementsasyouunderstandthem,andfolloweachwithareasonwhyyou
meetthatrequirementsowell.
Example: AsIunderstandyourneeds,youarefirstandforemostlookingforsomeone
whocanmanagethesalesandmarketingofyourbookpublishingdivision.Asyouve
saidyouneedsomeonewithastrongbackgroundintradebooksales.Thisiswhere
Ivespentalmostallofmycareer,soIvechalkedup18yearsofexperienceexactlyin
thisarea.IbelievethatIknowtherightcontacts,methods,principles,andsuccessful
managementtechniquesaswellasanypersoncaninourindustry.
Youalsoneedsomeonewhocanexpandyourbookdistributionchannels.Inmyprior
post,myinnovativepromotionalideasdoubled,thentripled,thenumberofoutletsselling
ourbooks.ImconfidentIcandothesameforyou.
Youneedsomeonetogiveanewshotinthearmtoyourmailordersales,someone
whoknowshowtosellinspaceanddirectmailmedia.Here,too,IbelieveIhave
exactlytheexperienceyouneed.Inthelastfiveyears,Iveincreasedourmailorder
booksalesfrom$600,000to$2,800,000,andnowwerethecountryssecondleading
marketerofscientificandmedicalbooksbymail. Etc.,etc.,etc.,
Everyoneofthesesellingcouplets(hisneedmatchedbyyourqualifications)isa
touchdownthatrunsupyourscore.ITisyourbestopportunitytooutsellyour
competition.

Question8

Arentyouoverqualifiedforthisposition?

TRAPS: Theemployermaybeconcernedthatyoullgrowdissatisfiedandleave.
BESTANSWER: Aswithanyobjection,dontviewthisasasignofimminentdefeat.
Itsaninvitationtoteachtheintervieweranewwaytothinkaboutthissituation,seeing
advantagesinsteadofdrawbacks.
Example: Irecognizethejobmarketforwhatitisamarketplace.Likeany
marketplace,itssubjecttothelawsofsupplyanddemand.Sooverqualifiedcanbea
relativeterm,dependingonhowtightthejobmarketis.Andrightnow,itsverytight.I
understandandacceptthat.
Ialsobelievethattherecouldbeverypositivebenefitsforbothofusinthismatch.
Becauseofmyunusuallystrongexperiencein________________,Icouldstartto
contributerightaway,perhapsmuchfasterthansomeonewhodhavetobebrought
alongmoreslowly.
Theresalsothevalueofallthetrainingandyearsofexperiencethatothercompanies
haveinvestedtensofthousandsofdollarstogiveme.Youdbegettingallthevalueof

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thatwithouthavingtopayanextradimeforit.Withsomeonewhohasyettoacquire
thatexperience,hedhavetogainitonyournickel.
IcouldalsohelpyouinmanythingstheydontteachattheHarvardBusinessSchool.
Forexample(howtohire,train,motivate,etc.)Whenitcomestoknowinghowtowork
wellwithpeopleandgettingthemostoutofthem,theresjustnosubstituteforwhatyou
learnovermanyyearsoffrontlineexperience.Youcompanywouldgainallthis,too.
Frommyside,therearestrongbenefits,aswell.Rightnow,Iamunemployed.Iwant
towork,verymuch,andthepositionyouhavehereisexactlywhatIlovetodoandam
bestat.Illbehappydoingthisworkandthatswhatmattersmosttome,alotmorethat
moneyortitle.
Mostimportant,Imlookingtomakealongtermcommitmentinmycareernow.Ivehad
enoughofjobhuntingandwantapermanentspotatthispointinmycareer.Ialsoknow
thatifIperformthisjobwithexcellence,otheropportunitiescannothelpbutopenupfor
merighthere.Intime,Illfindmanyotherwaystohelpthiscompanyandinsodoing,
helpmyself.Ireallyamlookingtomakealongtermcommitment.
NOTE:Themainconcernbehindtheoverqualifiedquestionisthatyouwillleaveyour
newemployerassoonassomethingbettercomesyourway.Anythingyoucansayto
demonstratethesincerityofyourcommitmenttotheemployerandreassurehimthat
yourelookingtostayforthelongtermwillhelpyouovercomethisobjection.

Question9

Wheredoyouseeyourselffiveyearsfromnow?

TRAPS: Onereasoninterviewersaskthisquestionistoseeifyouresettlingforthis
position,usingitmerelyasastopoveruntilsomethingbettercomesalong.Orthey
couldbetryingtogaugeyourlevelofambition.
Ifyouretoospecific,i.e.,namingthepromotionsyousomedayhopetowin,youllsound
presumptuous.Ifyouretoovague,youllseemrudderless.
BESTANSWER: Reassureyourinterviewerthatyourelookingtomakealongterm
commitmentthatthispositionentailsexactlywhatyourelookingtodoandwhatyoudo
extremelywell.Asforyourfuture,youbelievethatifyouperformeachjobathandwith
excellence,futureopportunitieswilltakecareofthemselves.
Example: Iamdefinitelyinterestedinmakingalongtermcommitmenttomynext
position.Judgingbywhatyouvetoldmeaboutthisposition,itsexactlywhatImlooking
forandwhatIamverywellqualifiedtodo.Intermsofmyfuturecareerpath,Im
confidentthatifIdomyworkwithexcellence,opportunitieswillinevitableopenupfor
me.Itsalwaysbeenthatwayinmycareer,andImconfidentIllhavesimilar
opportunitieshere.

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Question10

Describeyouridealcompany,locationandjob.

TRAPS: Thisisoftenaskedbyanexperiencedinterviewerwhothinksyoumaybe
overqualified,butknowsbetterthantoshowhishandbyposinghisobjectiondirectly.
Sohellusethisquestioninstead,whichoftengetsacandidatetorevealthat,indeed,he
orsheislookingforsomethingotherthanthepositionathand.
BESTANSWER: Theonlyrightansweristodescribewhatthiscompanyisoffering,
beingsuretomakeyouranswerbelievablewithspecificreasons,statedwithsincerity,
whyeachqualityrepresentedbythisopportunityisattractivetoyou.
Rememberthatifyourecomingfromacompanythatstheleaderinitsfieldorfroma
glamorousormuchadmiredcompany,industry,cityorposition,yourinterviewerandhis
companymaywellhaveanAviscomplex.Thatis,theymayfeelabitdefensiveabout
beingsecondbesttotheplaceyourecomingfrom,worriedthatyoumayconsider
thembushleague.
Thisanxietycouldwellbethereeventhoughyouvedonenothingtoinspireit.Youmust
gooutofyourwaytoassuagesuchanxiety,evenifitsnotexpressed,byputtingtheir
virtueshighonthelistofexactlywhatyourelookingfor,providingcrediblereasonfor
wantingthesequalities.
Ifyoudonotexpressgenuineenthusiasmforthefirm,itsculture,location,industry,etc.,
youmayfailtoanswerthisAviscomplexobjectionand,asaresult,leavethe
interviewersuspectingthatahotshotlikeyou,comingfromaFortune500companyin
NewYork,justwouldntbehappyatanunknownmanufacturerbasedinTopeka,
Kansas.

Question11

Whydoyouwanttoworkatourcompany?

TRAPS: Thisquestiontestswhetheryouvedoneanyhomeworkaboutthefirm.Ifyou
havent,youlose.Ifyouhave,youwinbig.
BESTANSWER: Thisquestionisyouropportunitytohittheballoutofthepark,thanks
totheindepthresearchyoushoulddobeforeanyinterview.
Bestsourcesforresearchingyourtargetcompany:annualreports,thecorporate
newsletter,contactsyouknowatthecompanyoritssuppliers,advertisements,articles
aboutthecompanyinthetradepress.

Question12

Whatareyourcareeroptionsrightnow?

TRAPS: Theintervieweristryingtofindout,Howdesperateareyou?
BESTANSWER: Prepareforthisquestionbythinkingofhowyoucanpositionyourself
asadesiredcommodity.Ifyouarestillworking,describethepossibilitiesatyour
presentfirmandwhy,thoughyouregreatlyappreciatedthere,yourelookingfor
somethingmore(challenge,money,responsibility,etc.).Alsomentionthatyoure
seriouslyexploringopportunitieswithoneortwootherfirms.

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Ifyourenotworking,youcantalkaboutotheremploymentpossibilitiesyoureactually
exploring.Butdothiswithalighttouch,speakingonlyingeneralterms.Youdontwant
toseemmanipulativeorcoy.

Question13

Whyhaveyoubeenoutofworksolong?

TRAPS: Atoughquestionifyouvebeenonthebeachalongtime.Youdontwantto
seemlikedamagedgoods.
BESTANSWER: Youwanttoemphasizefactorswhichhaveprolongedyourjobsearch
byyourownchoice.
Example:Aftermyjobwasterminated,Imadeaconsciousdecisionnottojumponthe
firstopportunitiestocomealong.Inmylife,Ivefoundoutthatyoucanalwaysturna
negativeintoapositiveIFyoutryhardenough.ThisiswhatIdeterminedtodo.I
decidedtotakewhatevertimeIneededtothinkthroughwhatIdobest,whatImostwant
todo,whereIdliketodoitandthenidentifythosecompaniesthatcouldoffersuchan
opportunity.
Also,inallhonesty,youhavetofactorintherecession(consolidation,stabilization,etc.)
inthe(banking,financialservices,manufacturing,advertising,etc.)industry.
Sobetweenmybeingselectiveandthecompaniesinourindustrydownsizing,the
processhastakentime.Butintheend,ImconvincedthatwhenIdofindtheright
match,allthatcarefulevaluationfrombothsidesofthedeskwillhavebeenwell
worthwhileforboththecompanythathiresmeandmyself.

Question14

Tellmehonestlyaboutthestrongpointsandweak
pointsofyourboss(company,managementteam,
etc.)

TRAPS: Skillfullinterviewerssometimesmakeitalmostirresistibletoopenupandaira
littledirtylaundryfromyourpreviousposition.DONT
BESTANSWER: Remembertherule:Neverbenegative.Stressonlythegoodpoints,
nomatterhowcharminglyyoureinvitedtobecritical.
Yourinterviewerdoesntcareawhitaboutyourpreviousboss.Hewantstofindouthow
loyalandpositiveyouare,andwhetheryoullcriticizehimbehindhisbackifpressedto
dosobysomeoneinthisowncompany.Thisquestionisyouropportunityto
demonstrateyourloyaltytothoseyouworkwith.

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Question15

Whatgoodbookshaveyoureadlately?

TRAPS: Asinallmattersofyourinterview,neverfakefamiliarityyoudonthave.Yet
youdontwanttoseemlikeadullardwhohasntreadabooksinceTomSawyer.
BESTANSWER: UnlessyoureupforapositioninacademiaorasbookcriticforThe
NewYorkTimes,yourenotexpectedtobealiterarylion.Butitwouldnthurttohave
readahandfulofthemostrecentandinfluentialbooksinyourprofessionandon
management.
Consideritpartoftheworkofyourjobsearchtoreaduponafewoftheseleading
books.Butmakesuretheyarequalitybooksthatreflectfavorablyuponyou,nothing
thatcouldevenremotelybeconsideredsuperficial.Finally,addarecentlypublished
bestsellingworkoffictionbyaworldclassauthorandyoullpassthisquestionwithflying
colors.

Question16

Tellmeaboutasituationwhenyourworkwas
criticized.

TRAPS: Thisisatoughquestionbecauseitsamorecleverandsubtlewaytogetyou
toadmittoaweakness.Youcantdodgeitbypretendingyouveneverbeencriticized.
Everybodyhasbeen.Yetitcanbequitedamagingtostartadmittingpotentialfaultsand
failuresthatyoudjustassoonleaveburied.
Thisquestionisalsointendedtoprobehowwellyouacceptcriticismanddirection.
BESTANSWERS: Beginbyemphasizingtheextremelypositivefeedbackyouvegotten
throughoutyourcareerand(ifitstrue)thatyourperformancereviewshavebeen
uniformlyexcellent.
Ofcourse,nooneisperfectandyoualwayswelcomesuggestionsonhowtoimprove
yourperformance.Then,giveanexampleofanottoodamaginglearningexperience
fromearlyinyourcareerandrelatethewaysthislessonhassincehelpedyou.This
demonstratesthatyoulearnedfromtheexperienceandthelessonisnowoneofthe
strongestbreastplatesinyoursuitofarmor.
Ifyouarepressedforacriticismfromarecentposition,choosesomethingfairlytrivial
thatinnowayisessentialtoyoursuccessfulperformance.Addthatyouvelearnedfrom
this,too,andoverthepastseveralyears/months,itsnolongeranareaofconcern
becauseyounowmakeitaregularpracticetoetc.
Anotherwaytoanswerthisquestionwouldbetodescribeyourintentiontobroadenyour
masterofanareaofgrowingimportanceinyourfield.Forexample,thismightbea
computerprogramyouvebeenmeaningtositdownandlearnanewmanagement
techniqueyouvereadaboutorperhapsattendingaseminaronsomecuttingedge
branchofyourprofession.
Again,thekeyistofocusonsomethingnotessentialtoyourbrilliantperformancebut
whichaddsyetanotherdimensiontoyouralreadyimpressiveknowledgebase.

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Question17

Whatareyouroutsideinterests?

TRAPS: Youwanttobeawellrounded,notadrone.Butyourpotentialemployer
wouldbeevenmoreturnedoffifhesuspectsthatyourheavyextracurricularloadwill
interferewithyourcommitmenttoyourworkduties.
BESTANSWERS: Trytogaugehowthiscompanysculturewouldlookuponyour
favoriteoutsideactivitiesandbeguidedaccordingly.
Youcanalsousethisquestiontoshatteranystereotypesthatcouldlimityourchances.
Ifyoureover50,forexample,describeyouractivitiesthatdemonstratephysical
stamina.Ifyoureyoung,mentionanactivitythatconnoteswisdomandinstitutional
trust,suchasservingontheboardofapopularcharity.
Butaboveall,rememberthatyouremployerishiringyourforwhatyoucandoforhim,
notyourfamily,yourselforoutsideorganizations,nomatterhowadmirablethose
activitiesmaybe.

Question18

TheFatalFlawquestion

TRAPS: Ifaninterviewerhasreadyourresumecarefully,hemaytrytozeroinona
fatalflawofyourcandidacy,perhapsthatyoudonthaveacollegedegreeyouve
beenoutofthejobmarketforsometimeyouneverearnedyourCPA,etc.
Afatalflawquestioncanbedeadly,butusuallyonlyifyourespondbybeingoverly
defensive.
BESTANSWERS: Aseverymastersalespersonknows,youwillencounterobjections
(whetherstatedormerelythought)ineverysale.Theyrepartandparcelofthebuyers
anxiety.Thekeyisnottoexacerbatethebuyersanxietybutdiminishit.Hereshow
Wheneveryoucomeupagainstafatalflawquestion:
1.

2.

3.

Becompletelyhonest,openandstraightforwardaboutadmittingthe
shortcoming.(Showingyouhavenothingtohidediminishesthebuyers
anxiety.)
Donotapologizeortrytoexplainitaway.Youknowthatthissupposedflaw
isnothingtobeconcernedabout,andthisistheattitudeyouwantyour
interviewertoadoptaswell.
Addthatasdesirableassuchaqualificationmightbe,itslackhasmadeyou
workalltheharderthroughoutyourcareerandhasnotpreventedyoufrom
compilinganoutstandingtackrecordofachievements.Youmightevengive
examplesofhow,througharelentlesscommitmenttoexcellence,youhave
consistentlyoutperformedthosewhodohavethisqualification.

Ofcourse,theultimatewaytohandlefatalflawquestionsistopreventthemfrom
arisinginthefirstplace.Youwilldothatbyfollowingthemasterstrategydescribedin
Question1,i.e.,uncoveringtheemployersneedsandthemmatchingyourqualifications
tothoseneeds.

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Onceyouvegottentheemployertostarttalkingabouthismosturgentlyfeltwantsand
goalsfortheposition,andthenhelphimseeinstepbystepfashionhowperfectlyyour
backgroundandachievementsmatchupwiththoseneeds,youregoingtohaveone
veryenthusiasticintervieweronyourhands,onewhoisnolongerlookingforfatal
flaws.

Question19

Howdoyoufeelaboutreportingtoayoungerperson
(minority,woman,etc)?

TRAPS: Itsashamethatsomeinterviewersfeeltheneedtoaskthisquestion,but
manyunderstandtherealitythatprejudicesstillexistamongsomejobcandidates,and
itsbettertotrytoflushthemoutbeforehand.
Thetraphereisthatintodayspoliticallysensitizedenvironment,evenawellintentioned
answercanresultinplantingyourfootneatlyinyourmouth.Avoidanythingwhich
smacksofapatronizingoraninsensitiveattitude,suchasIthinktheymaketerrific
bossesorHey,someofmybestfriendsare
Ofcourse,sincealmostanyonewithanIQaboveroomtemperaturewillatleasttryto
steadfastlyaffirmtherightanswerhere,yourinterviewerwillbejudgingyoursincerity
mostofall. Doyoureallyfeelthatway?iswhatheorshewillbewondering.
Soyoumustmakeyouranswerbelievableandnotjustautomatic.Ifthefirmiswise
enoughtohavepromotedpeopledonthebasisofabilityalone,theyrelikelyquiteproud
ofit,andprefertohireotherswhowillwholeheartedlysharetheirstrongsenseoffair
play.
BESTANSWER: Yougreatlyadmireacompanythathiresandpromotesonmeritalone
andyoucouldntagreemorewiththatphilosophy.Theage(gender,race,etc.)ofthe
personyoureporttowouldcertainlymakenodifferencetoyou.
Whoeverhasthatpositionhasobviouslyearneditandknowstheirjobwell.Boththe
personandthepositionarefullydeservingofrespect.Youbelievethatallpeopleina
company,fromthereceptionisttotheChairman,workbestwhentheirabilities,efforts
andfeelingsarerespectedandrewardedfairly,andthatincludesyou.Thatsthebest
typeofworkenvironmentyoucanhopetofind.

Question20

Onconfidentialmatters

TRAPS: Whenaninterviewerpressesyoutorevealconfidentialinformationabouta
presentorformeremployer,youmayfeelitsanowinsituation.Ifyoucooperate,you
couldbejudgeduntrustworthy.Ifyoudont,youmayirritatetheinterviewerandseem
obstinate,uncooperativeoroverlysuspicious.
BESTANSWER: Yourinterviewermaypressyouforthisinformationfortworeasons.
First,manycompaniesuseinterviewstoresearchthecompetition.Itsaperfectsetup.
Hereintheirownlair,isaninsiderfromtheenemycampwhocanrevealprized
informationonthecompetitionsplans,research,financialcondition,etc.

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Second,thecompanymaybetestingyourintegritytoseeifyoucanbecajoledorbullied
intorevealingconfidentialdata.
Whattodo?Theanswerhereiseasy. Neverrevealanythingtrulyconfidentialabouta
presentorformeremployer.Byallmeans,explainyourreticencediplomatically.For
example,IcertainlywanttobeasopenasIcanaboutthat.ButIalsowishto
respecttherightsofthosewhohavetrustedmewiththeirmostsensitive
information,justasyouwouldhopetobeabletotrustanyofyourkeypeople
whentalkingwithacompetitor
Andcertainlyyoucanalludetoyourfinestachievementsinspecificwaysthatdont
revealthecombinationtothecompanysafe.
Butbeguidedbythegoldenrule.Ifyouweretheownerofyourpresentcompany,would
youfeelitethicallywrongfortheinformationtobegiventoyourcompetitors?Ifso,
steadfastlyrefusetorevealit.
Rememberthatthisquestionpitsyourdesiretobecooperativeagainstyourintegrity.
Facedwithanysuchchoice,alwayschooseintegrity. Itisafarmorevaluable
commoditythanwhateverinformationthecompanymaypryfromyou.Moreover,once
yousurrendertheinformation,yourstockgoesdown.Theywillsurelyloserespectfor
you.
OnePresidentweknowalwayspressescandidatesunmercifullyforconfidential
information.Ifhedoesntgetit,hegrowsvisiblyannoyed,relentlesslyinquisitive, Itsall
anact. Hecouldntcarelessabouttheinformation.Thisishiswayoftestingthe
candidatesmoralfiber.Onlythosewhoholdfastarehired.

Question21

Wouldyoulieforthecompany?

TRAPS: Thisanotherquestionthatpitstwovaluesagainstoneanother,inthiscase
loyaltyagainstintegrity.
BESTANSWER: Trytoavoidchoosingbetweentwovalues,givingapositivestatement
whichcoversallbasesinstead.
Example: Iwouldneverdoanythingtohurtthecompany..
Ifaggressivelypressedtochoosebetweentwocompetingvalues,alwayschoose
personalintegrity. Itisthemostprizedofallvalues.

Question22

Lookingback,whatwouldyoudodifferentlyinyour
life?

TRAPS: Thisquestionisusuallyaskedtouncoveranylifeinfluencingmistakes,regrets,
disappointmentsorproblemsthatmaycontinuetoaffectyourpersonalityand
performance.

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Youdonotwanttogivetheintervieweranythingnegativetorememberyouby,suchas
somegreatpersonalorcareerdisappointment,evenlongago,thatyouwishcouldhave
beenavoided.
Nordoyouwishtogiveanyanswerwhichmayhintthatyourwholeheartandsoulwill
notbeinyourwork.
BESTANSWER: Indicatethatyouareahappy,fulfilled,optimisticpersonandthat,in
general,youwouldntchangeathing.
Example: Itsbeenagoodlife,richinlearningandexperience,andthebestisyet
tocome.Everyexperienceinlifeisalessonititsownway.Iwouldntchangea
thing.

Question23

Couldyouhavedonebetterinyourlastjob?

TRAPS: Thisisnotimefortrueconfessionsofmajororevenminorproblems.
BESTANSWER: Againneverbenegative.
Example: Isupposewiththebenefitofhindsightyoucanalwaysfindthingstodo
better,ofcourse,butoffthetopofmyhead,Icantthinkofanythingofmajor
consequence.
(Ifmoreexplanationseemsnecessary)
Describerasituationthatdidntsufferbecauseofyoubutfromexternalconditions
beyondyourcontrol.
Forexample,describethedisappointmentyoufeltwithatestcampaign,newproduct
launch,merger,etc.,whichlookedpromisingatfirst,butledtounderwhelmingresults.I
wishwecouldhaveknownatthestartwhatwelaterfoundout(abouttheeconomy
turning,themarketplacechanging,etc.),butsincewecouldnt,wejusthadtogoforit.
Andwedidlearnfromit

Question24

Canyouworkunderpressure?

TRAPS: Aneasyquestion,butyouwanttomakeyouranswerbelievable.
BESTANSWER: Absolutely(thenproveitwithavividexampleortwoofagoalor
projectaccomplishedunderseverepressure.)

Question25

Whatmakesyouangry?

TRAPS: Youdontwanttocomeacrosseitherasahotheadorawimp.
BESTANSWER: Giveananswerthatssuitedtobothyourpersonalityandthe
managementstyleofthefirm.Here,thehomeworkyouvedoneaboutthecompanyand
itsstylecanhelpinyourchoiceofwords.

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Examples:Ifyouareareservedpersonand/orthecorporatecultureiscoolly
professional:
Imaneventemperedandpositivepersonbynature,andIbelievethishelpsmeagreat
dealinkeepingmydepartmentrunningsmoothly,harmoniouslyandwithagenuine
espritdecorps. Ibelieveincommunicatingclearlywhatsexpected,gettingpeoples
commitmenttothosegoals,andthenfollowingupcontinuouslytocheckprogress.
Ifanyoneoranythingisgoingofftrack,Iwanttoknowaboutitearly.If,afterthatkind
ofopencommunicationandfollowup,someoneisntgettingthejobdone,Illwantto
knowwhy.Iftheresnogoodreason,thenIllgetimpatientandangryandtake
appropriatestepsfromthere.Butifyouhiregoodpeople,motivatethemtostrivefor
excellenceandthenfollowupconstantly,italmostnevergetstothatstate.
Ifyouarefeistybynatureand/orthepositioncallsforatoughstrawboss.
Youknowwhatmakesmeangry?Peoplewho(thefillintheblankswiththemost
objectionabletraitsforthistypeofposition)peoplewhodontpulltheirownweight,who
arenegative,peoplewholieetc.

Question26

Whyarentyouearningmoremoneyatthisstageof
yourcareer?

TRAPS: Youdontwanttogivetheimpressionthatmoneyisnotimportanttoyou,yet
youwanttoexplainwhyyoursalarymaybealittlebelowindustrystandards.
BESTANSWER: Youliketomakemoney,butotherfactorsareevenmoreimportant.
Example: Makingmoneyisveryimportanttome,andonereasonImhereisbecause
Imlookingtomakemore.Throughoutmycareer,whatsbeenevenmoreimportantto
meisdoingworkIreallyliketodoatthekindofcompanyIlikeandrespect.
(Thenbepreparedtobespecificaboutwhatyouridealpositionandcompanywouldbe
like,matchingthemascloselyaspossibletotheopportunityathand.

Question27

Whohasinspiredyouinyourlifeandwhy?

TRAPS: Thetwotrapshereareunpreparednessandirrelevance.Ifyougropeforan
answer,itseemsyouveneverbeeninspired.Ifyourambleaboutyourhighschool
basketballcoach,youvewastedanopportunitytopresentqualitiesofgreatvaluetothe
company.
BESTANSWER: Haveafewheroesinmind,fromyourmentalBoardofDirectors
Leadersinyourindustry,fromhistoryoranyoneelsewhohasbeenyourmentor.
Bepreparedtogiveexamplesofhowtheirwords,actionsorteachingshavehelped
inspireyourachievements.Asalways,prepareananswerwhichhighlightsqualitiesthat
wouldbehighlyvaluableinthepositionyouareseeking.

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Question28

Whatwasthetoughestdecisionyoueverhadto
make?

TRAPS: Givinganunpreparedorirrelevantanswer.
BESTANSWER: Bepreparedwithagoodexample,explainingwhythedecisionwas
difficulttheprocessyoufollowedinreachingitthecourageousoreffectivewayyou
carrieditoutandthebeneficialresults.

Question29

Tellmeaboutthemostboringjobyouveeverhad.

TRAPS: Yougiveaverymemorabledescriptionofaveryboringjob.Result?You
becomeassociatedwiththisboringjobintheinterviewersmind.
BESTANSWER: Youhaveneverallowedyourselftogrowboredwithajobandyou
cantunderstanditwhenothersletthemselvesfallintothatrut.
Example:PerhapsIvebeenfortunate,butthatIveneverfoundmyselfboredwithany
jobIhaveeverheld.Ivealwaysenjoyedhardwork.Aswithactorswhofeelthereare
nosmallparts,Ialsobelievethatineverycompanyordepartmentthereareexciting
challengesandintriguingproblemscryingoutforenergeticandenthusiasticsolutions.If
yourebored,itsprobablybecauseyourenotchallengingyourselftotacklethose
problemsrightunderyournose.

Question30

Haveyoubeenabsentfromworkmorethanafew
daysinanypreviousposition?

TRAPS: Ifyouvehadaproblem,youcantlie.Youcouldeasilybefoundout.Yet
admittinganattendanceproblemcouldraisemanyflags.
BESTANSWER: Ifyouhavehadnoproblem,emphasizeyourexcellentandconsistent
attendancerecordthroughoutyourcareer.
Alsodescribehowimportantyoubelievesuchconsistentattendanceisforakey
executivewhyitsuptoyoutosetanexampleofdedicationandwhytheresjustno
substituteforbeingtherewithyourpeopletokeeptheoperationrunningsmoothly,
answerquestionsandhandleproblemsandcrisesastheyarise.
Ifyoudohaveapastattendanceproblem,youwanttominimizeit,makingitclearthatit
wasanexceptionalcircumstanceandthatitscausehasbeencorrected.
Todothis,givethesameanswerasabovebutprefaceitwithsomethinglike,Otherthat
beingoutlastyear(orwhenever)becauseof(yourreason,whichisnowinthepast),I
haveneverhadaproblemandhaveenjoyedanexcellentattendancerecordthroughout
mycareer.Furthermore,Ibelieve,consistentattendanceisimportantbecause(Pick
uptherestoftheanswerasoutlinedabove.).

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Question31

Whatchangeswouldyoumakeifyoucameonboard?

TRAPS: Watchout!Thisquestioncanderailyourcandidacyfasterthanabombonthe
tracksandjustasyouareabouttobehired.
Reason: Nomatterhowbrightyouare,youcannotknowtherightactionstotakeina
positionbeforeyousettleinandgettoknowtheoperationsstrengths,weaknesseskey
people,financialcondition,methodsofoperation,etc.Ifyoulungeatthistemptingly
baitedquestion,youwillprobablybeseenassomeonewhoshootsfromthehip.
Moreover,nomatterhowcomfortableyoumayfeelwithyourinterviewer,youarestillan
outsider. Noone,includingyourinterviewer,likestothinkthataknowitalloutsideris
goingtocomein,turntheplaceupsidedownandwithsweeping,grandgestures,
promptlydemonstratewhatjerkseverybodysbeenforyears.
BESTANSWER: You,ofcourse,willwanttotakeagoodhardlookateverythingthe
companyisdoingbeforemakinganyrecommendations.
Example: Well,IwouldntbeaverygooddoctorifIgavemydiagnosisbeforethe
examination.Shouldyouhireme,asIhopeyouwill,Idwanttotakeagoodhardlookat
everythingyouredoingandunderstandwhyitsbeingdonethatway.Idliketohavein
depthmeetingswithyouandtheotherkeypeopletogetadeepergraspofwhatyoufeel
youredoingrightandwhatcouldbeimproved.
Fromwhatyouvetoldmesofar,theareasofgreatestconcerntoyouare(name
them.Thendotwothings.First,askiftheseareinfacthismajorconcerns.Ifsothen
reaffirmhowyourexperienceinmeetingsimilarneedselsewheremightprovevery
helpful).

Question32

Imconcernedthatyoudonthaveasmuchexperience
aswedlikein

TRAPS: Thiscouldbeamakeorbreakquestion.Theinterviewermostlylikeswhathe
sees,buthasdoubtsoveronekeyarea.Ifyoucanassurehimonthispoint,thejobmay
beyours.
BESTANSWER: ThisquestionisrelatedtoTheFatalFlaw(Question18),buthere
theconcernisnotthatyouaretotallymissingsomequalifications,suchasCPA
certification,butratherthatyourexperienceislightinonearea.
Beforegoingintoanyinterview,trytoidentifytheweakestaspectsofyourcandidacy
fromthiscompanyspointofview.Thenpreparethebestansweryoupossiblecanto
shoreupyourdefenses.
Togetpastthisquestionwithflyingcolors,youaregoingtorelyonyourmasterstrategy
ofuncoveringtheemployersgreatestwantsandneedsandthenmatchingthemwith
yourstrengths. SinceyoualreadyknowhowtodothisfromQuestion1,youareina
muchstrongerposition.

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Morespecifically,whentheinterviewerposesasobjectionlikethis,youshould
1.
2.
3.

Agreeontheimportanceofthisqualification.
Explainthatyourstrengthmaybeindeedbegreaterthanyourresume
indicatesbecause
Whenthisstrengthisaddedtoyourotherstrengths,itsreallyyour
combinationofqualificationsthatsmostimportant.

Thenreviewtheareasofyourgreateststrengthsthatmatchupmostfavorablywiththe
companysmosturgentlyfeltwantsandneeds.
Thisispowerfulwaytohandlethisquestionfortworeasons.First,youregivingyour
interviewermoreammunitionintheareaofhisconcern.Butmoreimportantly,youre
shiftinghisfocusawayfromthisone,isolatedareaandputtingitontheunique
combinationofstrengthsyouoffer,strengthswhichtieinperfectlywithhisgreatest
wants.

Question33

Howdoyoufeelaboutworkingnightsandweekends?

TRAPS: Blurtoutnoway,Joseandyoucankissthejoboffergoodbye.Butwhatif
youhaveafamilyandwanttoworkareasonablynormalschedule?Isthereawayto
getboththejobandthescheduleyouwant?
BESTANSWER: First,ifyoureaconfirmedworkaholic,thisquestionisasoftballlob.
Whackitoutoftheparkonthefirstswingbysayingthiskindofscheduleisjustyour
style.Addthatyourfamilyunderstandsit.Indeed,theyrehappyforyou,astheyknow
yougetyourgreatestsatisfactionfromyourwork.
Ifhowever,youpreferamorebalancedlifestyle,answerthisquestionwithanother:
Whatsthenormforyourbestpeoplehere?
Ifthehoursstillsoundunrealisticforyou,ask,Doyouhaveanytoppeoplewhoperform
exceptionallyforyou,butwhoalsohavefamiliesandliketogethomeintimetosee
thematnight?Chancesarethiscompanydoes,andthisassociatesyouwiththisother
topperformerswholeavenotlaterthansixgroup.
Dependingontheanswer,behonestabouthowyouwouldfitintothepicture.Ifall
thoseextrahoursmakeyouuncomfortable,sayso,butphraseyourresponsepositively.
Example: Ilovemyworkanddoitexceptionallywell.Ithinktheresultsspeakfor
themselves,especiallyin(mentionyourtwoorthreequalificationsofgreaterinterest
totheemployer.Remember,thisiswhathewantsmost,notaworkaholicwithweak
credentials).NotonlywouldIbringthesequalities,butIvebuiltmywholecareeron
workingnotjusthard,butsmart. Ithinkyoullfindmeoneofthemostproductivepeople
here.
Idohaveafamilywholikestoseemeafterworkandonweekends.Theyaddbalance
andrichnesstomylife,whichinturnhelpsmebehappyandproductiveatwork.IfI
couldhandlesomeoftheextraworkathomeintheeveningsoronweekends,that

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wouldbeideal.Youdbegettingapersonofexceptionalproductivitywhomeetsyour
needswithstrongcredentials.AndIdbeabletohandlesomeoftheheavyworkloadat
homewhereIcanbeunderthesameroofasmyfamily.Everybodywouldwin.

Question34

Areyouwillingtorelocateortravel?

TRAPS: Answerwithaflatnoandyoumayslamthedoorshutonthisopportunity.
Butwhatifyoudreallyprefernottorelocateortravel,yetwouldntwanttolosethejob
offeroverit?
BESTANSWER: Firstfindoutwhereyoumayhavetorelocateandhowmuchtravel
maybeinvolved.Thenrespondtothequestion.
Iftheresnoproblem,saysoenthusiastically.
Ifyoudohaveareservation,therearetwoschoolsofthoughtonhowtohandleit.
Oneadvisesyoutokeepyouroptionsopenandyourreservationstoyourselfintheearly
going,bysaying,noproblem.Youstrategyhereistogetthebestofferyoucan,then
makeajudgmentwhetheritsworthittoyoutorelocateortravel.
Also,bythetimetheoffercomesthrough,youmayhaveotheroffersandcanmakea
moreinformeddecision.Whykillofthisopportunitybeforeithaschancetoblossominto
somethingreallyspecial?Andifyourealittlemoredesperatethreemonthsfromnow,
youmightwishyouhadntslammedthedooronrelocatingortraveling.
Thesecondwaytohandlethisquestionistovoiceareservation,butassertthatyoud
beopentorelocating(ortraveling)fortherightopportunity.
Theansweringstrategyyouchoosedependsonhoweageryouareforthejob.Ifyou
wanttotakenochances,choosethefirstapproach.
Ifyouwanttoplayalittlehardertogetinhopesofgeneratingamoreenticingoffer,
choosethesecond.

Question35

Doyouhavethestomachtofirepeople?Haveyou
hadexperiencefiringmanypeople?

TRAPS: Thisinnocentquestioncouldbeatrapdoorwhichsendsyoudownachute
andlandsyouinaheapofdustoutsidethefrontdoor.Why?Becauseitsrealintentis
notjusttoseeifyouvegotthestomachtofire,butalsotouncoverpoorjudgmentin
hiringwhichhascausedyoutofiresomany.Also,ifyoufiresooften,youcouldbea
tyrant.
Sodontrisetothebaitbyboastinghowmanyyouvefired,unlessyouvepreparedto
explainwhyitwasbeyondyourcontrol,andnottheresultofyourpoorhiringprocedures
orfoultemperament.

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BESTANSWER: Describetherationalandsensiblemanagementprocessyoufollow
inbothhiringandfiring.
Example: MywholemanagementapproachistohirethebestpeopleIcanfind,train
themthoroughlyandwell,getthemexcitedandproudtobepartofourteam,andthen
workwiththemtoachieveourgoalstogether.Ifyoudoallofthatright,especiallyhiring
therightpeople,Ivefoundyoudonthavetofireveryoften.
Sowithme,firingisalastresort.Butwhenitsgottobedone,itsgottobedone,and
thefasterandcleaner,thebetter.Apooremployeecanwreakterribledamagein
underminingthemoraleofanentireteamofgoodpeople.Whentheresnootherway,
Ivefounditsbetterforallconcernedtoactdecisivelyingettingridofoffenderswho
wontchangetheirways.

Question36

Whyhaveyouhadsomanyjobs?

TRAPS: Yourinterviewerfearsyoumayleavethispositionquickly,asyouhaveothers.
Hesconcernedyoumaybeunstable,oraproblempersonwhocantgetalongwith
others.
BESTANSWER: First,beforeyouevengettotheinterviewstage,youshouldtryto
minimizeyourimageasjobhopper.Ifthereareseveralentriesonyourresumeofless
thanoneyear,considereliminatingthelessimportantones.Perhapsyoucanspecify
thetimeyouspentatpreviouspositionsinroundedyearsnotinmonthsandyears.
Example: Insteadofshowingthreepositionsthisway:
6/19823/1983,PositionA
4/198312/1983,PositionB
1/19848/1987,PositionC
itwouldbebettertoshowsimply:
19821983,PositionA
19841987PositionC.
Inotherwords,youwoulddropPositionBaltogether.Noticewhatadifferencethis
makesinreducingyourimageasajobhopper.
Onceinfrontoftheinterviewerandthisquestioncomesup,youmusttrytoreassure
him.Describeeachpositionaspartofanoverallpatternofgrowthandcareer
destination.
Becarefulnottoblameotherpeopleforyourfrequentchanges. Butyoucanandshould
attributecertainchangestoconditionsbeyondyourcontrol.
Example: Thankstoanupcomingmerger,youwantedtoavoidanensuingbloodbath,
soyoumadeagood,upwardcareermovebeforeyourdepartmentcameundertheaxe
ofthenewowners.

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Ifpossible,alsoshowthatyourjobchangesweremorefrequentinyouryoungerdays,
whileyouwereestablishingyourself,roundingoutyourskillsandlookingfortheright
careerpath.Atthisstageinyourcareer,yourecertainlymuchmoreinterestedinthe
bestlongtermopportunity.
Youmightalsocitethejob(s)whereyoustayedthelongestanddescribethatthistypeof
situationiswhatyourelookingfornow.

Question37

Whatdoyouseeastheproperrole/missionof
agood(jobtitleyoureseeking)
agoodmanager
anexecutiveinservingthecommunity
aleadingcompanyinourindustryetc.

TRAPS: Theseandotherproperrolequestionsaredesignedtotestyour
understandingofyourplaceinthebiggerpictureofyourdepartment,company,
communityandprofession.aswellastheproperroleeachoftheseentitiesshouldplay
initsbiggerpicture.
Thequestionismostfrequentlyaskedbythemostthoughtfulindividualsand
companiesorbythoseconcernedthatyourecomingfromaplacewitharadically
differentcorporateculture(suchasfromabiggovernmentbureaucracytoanaggressive
smallcompany).
Themostfrequentmistakeexecutivesmakeinansweringissimplynotbeingprepared
(seemingasiftheyvenevergivinganyofthisathough.)orinphrasingananswerbest
suitedtotheirpriororganizationscultureinsteadofthehiringcompanys.
BESTANSWER: Thinkofthemostessentialingredientsofsuccessforeachcategory
aboveyourjobtitle,yourroleasmanager,yourfirmsrole,etc.
Identifyatleastthreebutnomorethansixqualitiesyoufeelaremostimportantto
successineachrole.Thencommityourresponsetomemory.
Here,again,themoreinformationyouvealreadydrawnoutaboutthegreatestwants
andneedsoftheinterviewer,andthemorehomeworkyouvedonetoidentifytheculture
ofthefirm,themoreontargetyouranswerwillbe.

Question38

Whatwouldyousaytoyourbossifhescrazyaboutan
idea,butyouthinkitstinks?

TRAPS: Thisisanotherquestionthatpitstwovalues,inthiscaseloyaltyandhonesty,
againstoneanother.
BESTANSWER: Remembertherulestatedearlier:Inanyconflictbetweenvalues,
alwayschooseintegrity.

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Example: Ibelievethatwhenevaluatinganything,itsimportanttoemphasizethe
positive.WhatdoIlikeaboutthisidea?
Then,ifyouhavereservations,Icertainlywanttopointthemout,asspecifically,
objectivelyandfactuallyasIcan.
Afterall,themostimportantthingIowemybossishonesty.Ifhecantcounton
meforthat,theneverythingelseImaydoorsaycouldbequestionableinhis
eyes.
ButIalsowanttoexpressmythoughtsinaconstructiveway.Somygoalinthiscase
wouldbetoseeifmybossandIcouldmakehisideaevenstrongerandmoreappealing,
sothatiteffectivelyovercomesanyinitialreservationIorothersmayhaveaboutit.
Ofcourse,ifheoverrulesmeandsays,no,letsdoitmyway,thenIowehimmyfull
andenthusiasticsupporttomakeitworkasbestitcan.

Question39

Howcouldyouhaveimprovedyourcareerprogress?

TRAPS: Thisisanothervariationonthequestion,Ifyoucould,howwouldyouliveyour
lifeover?Remember,yourenotgoingtofallforanysuchinvitationstorewriteperson
history.Youcantwinifyoudo.
BESTANSWER: Youregenerallyquitehappywithyourcareerprogress.Maybe,if
youhadknownsomethingearlierinlife(impossibletoknowatthetime,suchasthe
boominggrowthinabranchinyourindustryorthecorporatedownsizingthatwould
phaseoutyourlastjob),youmighthavemovedinacertaindirectionsooner.
Butallthingsconsidered,youtakeresponsibilityforwhereyouare,howyouvegotten
there,whereyouaregoingandyouharbornoregrets.

Question40

Whatwouldyoudoifafellowexecutiveonyourown
corporatelevelwasntpullinghis/herweightandthis
washurtingyourdepartment?

TRAPS: Thisquestionandotherhypotheticalonestestyoursenseofhumanrelations
andhowyoumighthandleofficepolitics.
BESTANSWER: Trytogaugethepoliticalstyleofthefirmandbeguidedaccordingly.
Ingeneral,fallbackonuniversalprinciplesofeffectivehumanrelationswhichinthe
end,embodythewayyouwouldliketobetreatedinasimilarcircumstance.
Example: Goodhumanrelationswouldcallformetogodirectlytothepersonand
explainthesituation,totrytoenlisthishelpinaconstructive,positivesolution.IfI
sensedresistance,IwouldbeaspersuasiveasIknowhowtoexplainthebenefitswe
canallgainfromworkingtogether,andtheproblemswe,thecompanyandour
customerswillexperienceifwedont.

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POSSIBLEFOLLOWUPQUESTION: Andwhatwouldyoudoifhestilldidnotchange
hisways?
ANSWER: OnethingIwouldntdoislettheproblemslide,becauseitwouldonlyget
worseandoverlookingitwouldsetabadprecedent.Iwouldtryagainandagainand
again,inwhateverwayIcould,tosolvetheproblem,involvingwiderandwidercirclesof
people,bothaboveandbelowtheoffendingexecutiveandincludingmyownbossif
necessary,sothateveryoneinvolvedcanseetherewardsforteamworkandthe
drawbacksofnoncooperation.
ImightaddthatIveneveryetcomeacrossasituationthatcouldntberesolvedby
harnessingothersinadetermined,constructiveeffort.

Question41

Youvebeenwithyourfirmalongtime.Wontitbe
hardswitchingtoanewcompany?

TRAPS: Yourinterviewerisworriedthatthisolddogwillfindithardtolearnnewtricks.
BESTANSWER: Toovercomethisobjection,youmustpointtothemanywaysyou
havegrownandadaptedtochangingconditionsatyourpresentfirm.Ithasnotbeena
staticsituation.Highlightthedifferentresponsibilitiesyouveheld,thewidearrayofnew
situationsyouvefacedandconquered.
Asaresult,youvelearnedtoadaptquicklytowhateveristhrownatyou,andyouthrive
onthestimulationofnewchallenges.
Tofurtherassuretheinterviewer,describethesimilaritiesbetweenthenewpositionand
yourpriorone.Explainthatyoushouldbequitecomfortableworkingthere,sincetheir
needsandyourskillsmakeaperfectmatch.

Question42

MayIcontactyourpresentemployerforareference?

TRAPS: Ifyouretryingtokeepyourjobsearchprivate,thisisthelastthingyouwant.
Butifyoudontcooperate,wontyouseemasifyouretryingtohidesomething?
BESTANSWER: Expressyourconcernthatyoudliketokeepyourjobsearchprivate,
butthatintime,itwillbeperfectlyokay.
Example: Mypresentemployerisnotawareofmyjobsearchand,forobviousreasons
Idprefertokeepitthatway.Idbemostappreciativeifwekeptourdiscussion
confidentialrightnow.Ofcourse,whenwebothagreethetimeisright,thenbyall
meansyoushouldcontactthem.Imveryproudofmyrecordthere.

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Question43

Givemeanexampleofyourcreativity(analytical
skillmanagingability,etc.)

TRAPS: Theworstoffensehereissimplybeingunprepared.Yourhesitationmayseem
asifyourehavingahardtimerememberingthelasttimeyouwerecreative,analytical,
etc.
BESTANSWER: RememberfromQuestion2thatyoushouldcommittomemoryalist
ofyourgreatestandmostrecentachievements,everreadyonthetipofyourtongue.
Ifyouhavesuchalist,itseasytopresentanyofyourachievementsinlightofthe
qualitytheinterviewerisaskingabout.Forexample,thesmashingsuccessyou
orchestratedatlastyearstradeshowcouldbeusedasanexampleofcreativity,or
analyticalability,oryourabilitytomanage.

Question44

Wherecouldyouusesomeimprovement?

TRAPS: Anothertrickywaytogetyoutoadmitweaknesses.Dontfallforit.
BESTANSWER: Keepthisanswer,likeallyouranswers,positive.Agoodwayto
answerthisquestionistoidentifyacuttingedgebranchofyourprofession(onethats
notessentialtoyouremployersneeds)asanareayoureveryexcitedaboutandwantto
exploremorefullyoverthenextsixmonths.

Question45

Whatdoyouworryabout?

TRAPS: Admittoworryingandyoucouldsoundlikealoser.Sayingyouneverworry
doesntsoundcredible.
BESTANSWER: Redefinethewordworrysothatitdoesnotreflectnegativelyonyou.
Example: Iwouldntcallitworry,butIamastronglygoalorientedperson.SoIkeep
turningoverinmymindanythingthatseemstobekeepingmefromachievingthose
goals,untilIfindasolution.Thatspartofmytenacity,Isuppose.

Question46

Howmanyhoursaweekdoyounormallywork?

TRAPS: Youdontwanttogiveaspecificnumber.Makeittolow,andyoumaynot
measureup.Toohigh,andyoullforeverfeelguiltyaboutsneakingoutthedoorat5:15.
BESTANSWER: Ifyouareinfactaworkaholicandyousensethiscompanywouldlike
that: Sayyouareaconfirmedworkaholic,thatyouoftenworknightsandweekends.
Yourfamilyacceptsthisbecauseitmakesyoufulfilled.
Ifyouarenotaworkaholic: Sayyouhavealwaysworkedhardandputinlonghours.It
goeswiththeterritory.Itonesense,itshardtokeeptrackofthehoursbecauseyour
workisalaboroflove,youenjoynothingmorethansolvingproblems.Soyourealmost

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alwaysthinkingaboutyourwork,includingtimeswhenyourehome,whileshavinginthe
morning,whilecommuting,etc.

Question47

Whatsthemostdifficultpartofbeinga(jobtitle)?

TRAPS: Unlessyouphraseyouranswerproperly,yourinterviewermayconcludethat
whateveryouidentifyasdifficultiswhereyouareweak.
BESTANSWER: First,redefinedifficulttobechallengingwhichismorepositive.
Then,identifyanareaeveryoneinyourprofessionconsiderschallengingandinwhich
youexcel.Describetheprocessyoufollowthatenablesyoutogetsplendid
resultsandbespecificaboutthoseresults.
Example: Ithinkeverysalesmanagerfindsitchallengingtomotivatethetroopsina
recession.Butthatsprobablythestrongesttestofatopsalesmanager.Ifeelthisis
oneareawhereIexcel.
WhenIseethefirstsignthatsalesmaysliporthatsalesforcemotivationisflagging
becauseofadownturnintheeconomy,herestheplanIputintoactionimmediately
(followedbyadescriptionofeachstepintheprocessandmostimportantly, the
exceptionalresultsyouveachieved.).

Question48

TheHypotheticalProblem

TRAPS: Sometimesaninterviewerwilldescribeadifficultsituationandask,How
wouldyouhandlethis? Sinceitisvirtuallyimpossibletohaveallthefactsinfrontofyou
fromsuchashortpresentation,dontfallintothetrapoftryingtosolvethisproblemand
givingyourverdictonthespot.Itwillmakeyourdecisionmakingprocessseemwoefully
inadequate.
BESTANSWER: Instead,describetherational,methodicalprocessyouwouldfollowin
analyzingthisproblem,whoyouwouldconsultwith,generatingpossiblesolutions,
choosingthebestcourseofaction,andmonitoringtheresults.
Remember,inallsuch,Whatwouldyoudo?questions,alwaysdescribeyourprocess
orworkingmethods,andyoullnevergowrong.

Question49

Whatwasthetoughestchallengeyouveeverfaced?

TRAPS: Beingunpreparedorcitinganexamplefromsoearlyinyourlifethatitdoesnt
scoremanypointsforyouatthisstageofyourcareer.
BESTANSWER: Thisisaneasyquestionifyoureprepared.Havearecentexample
readythatdemonstrateseither:
1. Aqualitymostimportanttothejobathandor
2. Aqualitythatisalwaysindemand,suchasleadership,initiative,managerialskill,
persuasiveness,courage,persistence,intelligence,etc.

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Question50

Haveyouconsiderstartingyourownbusiness?

TRAPS: Ifyousayyesandelaborateenthusiastically,youcouldbeperceivedasa
loosecannoninalargercompany,tooentrepreneurialtomakeagoodteamplayeror
someonewhohadtosettleforthecorporatelifebecauseyoucouldntmakeagoofyour
ownbusiness.
Alsotoomuchenthusiasminansweringyescouldrousetheparanoiaofasmall
companyindicatingthatyoumayplantogooutonyourownsoon,perhapstakingsome
keyaccountsortradesecretswithyou.
Ontheotherhand,ifyouanswerno,neveryoucouldbeperceivedasasecurity
mindeddronewhoneverdreamedabigdream.
BESTANSWER: Againitsbestto:
1. Gaugethiscompanyscorporateculturebeforeansweringand
2. Behonest(whichdoesntmeanyouhavetovividlyshareyourfantasyofthe
franchiseorbedandbreakfastyousomedayplantoopen).
Ingeneral,ifthecorporatecultureisthatofalarge,formal,militarystylestructure,
minimizeanyindicationthatyoudlovetohaveyourownbusiness.Youmightsay,Oh,
Imayhavegivenitathoughtonceortwice,butmywholecareerhasbeeninlarger
organizations.ThatswhereIhaveexcelledandwhereIwanttobe.
Ifthecorporatecultureisclosertothefreewheeling,everybodysadealmakervariety,
thenemphasizethatinafirmlikethis,youcanvirtuallygetthebestofallworlds,the
excitementofseeingyourownideasandplanstakeshapecombinedwiththe
resourcesandstabilityofawellestablishedorganization.Soundsliketheperfect
environmenttoyou.
Inanycase,nomatterwhatthecorporateculture,besuretoindicatethatanydesires
aboutrunningyourownshowarepartofyourpast,notyourpresentorfuture.
Thelastthingyouwanttoprojectisanimageofeitheradreamerwhofailedandisnow
settlingforthecorporatecocoonortherestlessmaverickwhowillflyoutthedoorwith
keyaccounts,contactsandtradesecretsunderhisarmsjustassoonashisbankrollhas
gottenrebuilt.
Alwaysremember:Matchwhatyouwantwithwhatthepositionoffers.Themore
informationyouveuncoveredabouttheposition,themorebelievableyoucanmakeyour
case.

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Question51

Whatareyourgoals?

TRAPS: Nothavinganyorhavingonlyvaguegeneralities,nothighlyspecificgoals.
BESTANSWER: Manyexecutivesinapositiontohireyouarestrongbelieversingoal
setting.(Itsoneofthereasontheyveachievedsomuch).Theyliketohireinkind.
Ifyourevagueaboutyourcareerandpersonalgoals,itcouldbeabigturnofftomay
peopleyouwillencounterinyourjobsearch.
Bereadytodiscussyourgoalsforeachmajorareaofyourlife:career,personal
developmentandlearning,family,physical(health),communityserviceand(ifyour
interviewerisclearlyareligiousperson)youcouldbrieflyandgenerallyalludetoyour
spiritualgoals(showingyouareawellroundedindividualwithyourvaluesintheright
order).
Bepreparedtodescribeeachgoalintermsofspecificmilestonesyouwishto
accomplishalongtheway,timeperiodsyoureallottingforaccomplishment,whythe
goalisimportanttoyou,andthespecificstepsyouretakingtobringitabout.Butdothis
concisely,asyouneverwanttotalkmorethantwominutesstraightbeforelettingyour
interviewerbackintotheconversation.

Question52

Whatdoyouforwhenyouhirepeople?

TRAPS: Beingunpreparedforthequestion.
BESTANSWER: Speakyourownthoughtshere,butforthebestanswerweavethem
aroundthethreemostimportantqualificationsforanyposition.
1. Canthepersondothework(qualifications)?
2. Willthepersondothework(motivation)?
3. Willthepersonfitin(ourkindofteamplayer)?

Question53

Sellmethisstapler(thispencilthisclockorsome
otherobjectoninterviewersdesk).

TRAPS: Someinterviewers,especiallybusinessownersandhardchangingexecutives
inmarketingdrivencompanies,feelthatgoodsalesmanshipisessentialforanykey
positionandaskforaninstantdemonstrationofyourskill.Beready.
BESTANSWER: Ofcourse,youalreadyknowthemostimportantsecretofallgreat
salesmanshipfindoutwhatpeoplewant,thenshowthemhowtogetit.
Ifyourinterviewerpicksuphisstaplerandasks,sellthistome,youaregoingto
demonstratethisprovenmasterprinciple. Hereshow:

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Well,agoodsalesmanmustknowbothhisproductandhisprospectbeforehesells
anything.IfIweresellingthis,IdfirstgettoknoweverythingIcouldaboutit,allits
featuresandbenefits.
Then,ifmygoalweretosellityou,Iwoulddosomeresearchonhowyoumightusea
finestaplerlikethis.Thebestwaytodothatisbyaskingsomequestions.MayIask
youafewquestions?
Thenaskafewquestionssuchas,Justoutofcuriosity,ifyoudidntalreadyhavea
staplerlikethis,whywouldyouwantone?Andinadditiontothat?Anyotherreason?
Anythingelse?
Andwouldyouwantsuchastaplertobereliable?...Holdagoodsupplyofstaples?
(Askmorequestionsthatpointtothefeaturesthisstaplerhas.)
Onceyouveaskedthesequestions,makeyourpresentationcitingallthefeaturesand
benefitsofthisstaplerandwhyitsexactlywhattheinterviewerjusttoldyouheslooking
for.
Thenclosewith,Justoutofcuriosity,whatwouldyouconsiderareasonablepricefora
qualitystaplerlikethisastapleryoucouldhaverightnowandwould(thenrepeatall
theproblemsthestaplerwouldsolveforhim)?Whateverhesays,(unlessitszero),say,
Okay,wevegotadeal.
NOTE:Ifyourinterviewertestsyoubyfightingeverystepoftheway,denyingthathe
evenwantssuchanitem,dontfighthim. Taketheproductawayfromhimbysaying,
Mr.Prospect,Imdelightedyouvetoldmerightupfrontthattheresnowayyoudever
wantthisstapler.Asyouwellknow,thefirstruleofthemostproductivesalespeoplein
anyfieldistomeettheneedsofpeoplewhoreallyneedandwantourproducts,andit
justwasteseveryonestimeifwetrytoforceitonthosewhodont.AndIcertainly
wouldntwanttowasteyourtime.Butwesellmanyitems.Isthereanyproductonthis
deskyouwouldverymuchliketoownjustoneitem?Whenhepointssomethingout,
repeattheprocessabove.Ifheknowsanythingaboutselling,hemaygiveyoua
standingovation.

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Question54

TheSalaryQuestionHowmuchmoneydoyou
want?

TRAPS: Mayalsobephrasesas,Whatsalaryareyouworth?or,Howmuchare
youmakingnow? Thisisyourmostimportantnegotiation.Handleitwrongandyoucan
blowthejobofferorgotoworkatfarlessthanyoumighthavegotten.
BESTANSWER: Formaximumsalarynegotiatingpower,rememberthesefive
guidelines:
1. Neverbringupsalary.Lettheinterviewerdoitfirst.Goodsalespeopleselltheir
productsthoroughlybeforetalkingprice. Soshouldyou. Maketheinterviewer
wantyoufirst,andyourbargainingpositionwillbemuchstronger.
2. Ifyourinterviewerraisesthesalaryquestiontooearly,beforeyouvehada
chancetocreatedesireforyourqualifications,postponethequestion,saying
somethinglike,Moneyisimportanttome,butisnotmymainconcern.
Opportunityandgrowtharefarmoreimportant.WhatIdratherdo,ifyoudont
mind,isexploreifImrightfortheposition,andthentalkaboutmoney.Would
thatbeokay?
3. The#1ruleofanynegotiationis: thesidewithmoreinformationwins. After
youvedoneathoroughjobofsellingtheintervieweranditstimetotalksalary,
thesecretistogettheemployertalkingaboutwhatheswillingtopaybeforeyou
revealwhatyourewillingtoaccept.So,whenaskedaboutsalary,respondby
asking,Imsurethecompanyhasalreadyestablishedasalaryrangefor
thisposition.Couldyoutellmewhatthatis? Or,Iwantanincome
commensuratewithmyabilityandqualifications.Itrustyoullbefairwithme.
Whatdoesthepositionpay?Or,moresimply,Whatdoesthispositionpay?
4. Knowbeforehandwhatyoudaccept.Toknowwhatsreasonable,researchthe
jobmarketandthispositionforanyrelevantsalaryinformation.Rememberthat
mostexecutiveslookfora2025%$payboostwhentheyswitchjobs.Ifyoure
grosslyunderpaid,youmaywantmore.
5. Neverlieaboutwhatyoucurrentlymake,butfeelfreetoincludetheestimated
costofallyourfringes,whichcouldwelltackon2550%moretoyourpresent
cashonlysalary.

Question55

TheIllegalQuestion

TRAPS: Illegalquestionsincludeanyregardingyouragenumberandagesofyour
childrenorotherdependentsmaritalstatusmaidennamereligionpolitical
affiliationancestrynationaloriginbirthplacenaturalizationofyourparents,spouse
orchildrendiseasesdisabilitiesclubsorspousesoccupationunlessanyofthe
abovearedirectlyrelatedtoyourperformanceofthejob. Youcantevenbeasked
aboutarrests,thoughyoucanbeaskedaboutconvictions.
BESTANSWER: Undertheeverpresentthreatoflawsuits,mostinterviewersarewell
awareofthesetaboos.Yetyoumayencounter,usuallyonasecondorthirdinterview,a
seniorexecutivewhodoesntinterviewmuchandforgetshecantasksuchquestions.

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Youcanhandleanillegalquestioninseveralways.First,youcanassertyourlegalright
nottoanswer.Butthiswillfrightenorembarrassyourintervieweranddestroyany
rapportyouhad.
Second,youcouldswallowyourconcernsoverprivacyandanswerthequestionstraight
forwardlyifyoufeeltheanswercouldhelpyou.Forexample,yourinterviewer,adevout
Baptist,recognizesyoufromchurchandmentionsit.Here,youcouldgainbytalking
aboutyourchurch.
Third,ifyoudontwantyourprivacyinvaded,youcandiplomaticallyanswertheconcern
behindthequestionwithoutansweringthequestionitself.
Example: Ifyouareover50andareasked,Howoldareyou?youcananswerwitha
friendly,smilingquestionofyourownonwhethertheresaconcernthatyouragemy
affectyourperformance.Followthisupbyreassuringtheinterviewerthattheres
nothinginthisjobyoucantdoand,infact,yourageandexperiencearethemost
importantadvantagesyouoffertheemployerforthefollowingreasons
Anotherexample: Ifasked,Doyouplantohavechildren?youcouldanswer,Iam
wholeheartedlydedicatedtomycareer,perhapsadding,Ihavenoplansregarding
children.(Youneedntfearyouvepledgedeternalchildlessness. Youhaveeveryright
tochangeyourplanslater.Getthejobfirstandthenenjoyallyouroptions.)
Mostimportantly,rememberthatillegalquestionsarisefromfearthatyouwontperform
well.Thebestanswerofallistogetthejobandperformbrilliantly.Allconcernsand
fearswillthenvarnish,replacedbyrespectandappreciationforyourwork.

Question56

TheSecretIllegalQuestion

TRAPS: MuchmorefrequentthantheIllegalquestion(seeQuestion55)isthesecret
illegalquestion.Itssecretbecauseitsaskedonlyintheinterviewersmind.Sinceits
notevenexpressedtoyou,youhavenowaytorespondtoit,anditcantherebemost
damaging.
Example: Yourephysicallychallenged,orasinglemotherreturningtoyourprofessional
career,orover50,oramemberofanethnicminority,orfitanyofadozenother
categoriesthatdonotstrictlyconformtothemajorityinagivencompany.
Yourinterviewerwonders,Isthispersonreallyabletohandlethejob?Isheorshea
goodfitataplacelikeours?Willthechemistryeverberightwithsomeonelikethis?
Buttheinterviewerneverraisessuchquestionsbecausetheyreillegal.Sowhatcan
youdo?
BESTANSWER: Rememberthatjustbecausetheinterviewerdoesntaskanillegal
questiondoesntmeanhedoesnthaveit.Morethanlikely,heisgoingtocomeupwith
hisownanswer.Soyoumightaswellhelphimout.

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How?Well,youobviouslycantrespondtoanillegalquestionifhehasntevenasked.
Thismaywelloffendhim.Andtheresalwaysthechancehewasntevenconcerned
abouttheissueuntilyoubroughtitup,andonlythenbeginstowonder.
Soyoucantaddresssecretillegalquestionsheadon. Butwhatyoucandoismake
suretheresenoughcounterbalancinginformationtomorethanreassurehimthattheres
noproblemintheareahemaybedoubtfulabout.
Forexample,letssayyoureasalesrepwhohadpolioasachildandyouneedacane
towalk.Youknowyourconditionhasneverimpededyourperformance,yetyoure
concernedthatyourinterviewermaysecretlybewonderingaboutyourstaminaorability
totravel.Well,makesurethatyouhittheseabilitiesveryhard,leavingnodoubtabout
yourcapacitytohandlethemwell.
So,too,ifyoureinanydifferentfromwhatpassesfornormal.Makesure,withoutin
anywayseemingdefensiveaboutyourselfthatyoumentionstrengths,
accomplishments,preferencesandaffiliationsthatstronglycounterbalanceany
unspokenconcernyourinterviewermayhave.

Question57

Whatwasthetoughestpartofyourlastjob?

TRAPS:Thisisslightlydifferentfromthequestionraisedearlier,Whatsthemost
difficultpartofbeinga(jobtitle)becausethisaskswhatyoupersonallyhavefound
mostdifficultinyourlastposition.Thisquestionismoredifficulttoredefineinto
somethingpositive.Yourinterviewerwillassumethatwhateveryoufoundtoughestmay
giveyouaprobleminyournewposition.
BESTANSWER: Statethattherewasnothinginyourpriorpositionthatyoufound
overlydifficult,andletyouranswergoatthat.Ifpressedtoexpandyouranswer,you
coulddescribetheaspectsofthepositionyouenjoyedmorethanothers,makingsure
thatyouexpressmaximumenjoymentforthosetasksmostimportanttotheopen
position,andyouenjoyedleastthosetasksthatareunimportanttothepositionathand.

Question58

Howdoyoudefinesuccessandhowdoyoumeasure
uptoyourowndefinition?

TRAPS: Seemslikeanobviousenoughquestion.Yetmanyexecutives,unpreparedfor
it,fumbletheball.
BESTANSWER: Giveawellaccepteddefinitionofsuccessthatleadsrightintoyour
ownstellarcollectionofachievements.
Example: ThebestdefinitionIvecomeacrossisthatsuccessistheprogressive
realizationofaworthygoal.
AstohowIwouldmeasureuptothatdefinition,Iwouldconsidermyselfbothsuccessful
andfortunate(Thensummarizeyourcareergoalsandhowyourachievementshave
indeedrepresentedaprogressivepathtowardrealizationofyourgoals.)

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Question59

TheOpinionQuestionWhatdoyouthinkabout
AbortionThePresidentTheDeathPenalty(or
anyothercontroversialsubject)?

TRAPS: Obviously,theseandotheropinionquestionsshouldneverbeasked.
Sometimestheycomeupoveracombinationdinner/interviewwhentheinterviewerhas
hadadrinkortwo,isfeelingrelaxed,andisspoutingoffaboutsomethingthatbugged
himintodaysnews.Ifyougiveyouropinionanditstheoppositeofhis,youwont
changehisopinions,butyoucouldeasilylosethejoboffer.
BESTANSWER: Inalloftheseinstances,justrememberthetaleaboutstudentandthe
wiseoldrabbi.Thesceneisaseminary,whereanoverlyseriousstudentispressingthe
rabbitoanswertheultimatequestionsofsuffering,lifeanddeath.Butnomatterhow
hardhepresses,thewiseoldrabbiwillonlyanswereachdifficultquestionwitha
questionofhisown.
Inexasperation,theseminarystudentdemands,Why,rabbi,doyoualwaysanswera
questionwithanotherquestion? Towhichtherabbiresponds,Andwhynot?
Ifyouareeveruncomfortablewithanyquestion,askingaquestioninreturnisthe
greatestescapehatcheverinvented.Itthrowstheonusbackontheotherperson,
sidetracksthediscussionfromgoingintoanareaofrisktoyou,andgivesyoutimeto
thinkofyouransweror,evenbetter,yournextquestion!
Inresponsetoanyoftheopinionquestionscitedabove,merelyresponding,Whydo
youask?willusuallybeenoughtodissipateanypressuretogiveyouropinion.Butif
yourintervieweragainpressesyouforanopinion,youcanaskanotherquestion.
Oryoucouldassertageneralitythatalmosteveryonewouldagreewith.Forexample,if
yourintervieweriscomplainingaboutpoliticiansthensuddenlyturnstoyouandasksif
youreaRepublicanorDemocrat,youcouldrespondbysaying,Actually,Imfindingit
hardtofindanypoliticiansIlikethesedays.
(Ofcourse,yourbestquestionofallmaybewhetheryouwanttoworkforsomeone
opinionated.)

Question60

Ifyouwon$10millionlottery,wouldyoustillwork?

TRAPS: Yourtotallyhonestresponsemightbe,Hell,no,areyouserious? Thatmight

beso,butanyanswerwhichshowsyouasfleeingworkifgiventhechancecouldmake
youseemlazy.Ontheotherhand,ifyouanswer,Oh,Idwanttokeepdoingexactly
whatIamdoing,onlydoingitforyourfirm,youcouldeasilyinspireyourinterviewerto
silentlymuttertohimself,Yeah,sure.Gimmeabreak.
BESTANSWER: Thistypeofquestionisaimedatgettingatyourbedrockattitude
aboutworkandhowyoufeelaboutwhatyoudo.Yourbestanswerwillfocusonyour
positivefeelings.

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Example: AfterIfloateddownfromcloudnine,IthinkIwouldstillholdmybasicbelief
thatachievementandpurposefulworkareessentialtoahappy,productivelife.Afterall,
ifmoneyaloneboughthappiness,thenallrichpeoplewouldbeallhappy,andthatsnot
true.
IlovetheworkIdo,andIthinkIdalwayswanttobeinvolvedinmycareerinsome
fashion.Winningthelotterywouldmakeitmorefunbecauseitwouldmeanhavingmore
flexibility,moreoptions...whoknows?
Ofcourse,sinceIcantcountonwinning,Idjustassooncreatemyowndestinyby
stickingwithwhatsworkedforme,meaninggoodoldreliablehardworkandadesireto
achieve.Ithinkthosequalitieshavebuiltmanymorefortunesthatallthelotteriesput
together.

Question61

Lookingbackonyourlastposition,haveyoudoneyour
bestwork?

TRAPS: Trickyquestion. Answerabsolutelyanditcanseemlikeyourbestworkis

behindyou.Answer,no,mybestworkisaheadofme,anditcanseemasifyoudidnt
giveityourall.
BESTANSWER: Tocoverbothpossiblepathsthisquestioncantake,youranswer
shouldstatethatyoualwaystrytodoyourbest,andthebestofyourcareerisrightnow.
Likeanathleteatthetopofhisgame,youarejusthittingyourcareerstridethanksto
severalfactors.Then,recapthosefactors,highlightingyourstrongestqualifications.

Question62

WhyshouldIhireyoufromtheoutsidewhenIcould
promotesomeonefromwithin?

TRAPS: Thisquestionisntasaggressiveasitsounds.Itrepresentstheinterviewers
owndilemmaoverthiscommonproblem.Hesprobablyleaningtowardyoualreadyand
forreassurance,wantstohearwhatyouhavetosayonthematter.
BESTANSWER: Helphimseethequalificationsthatonlyyoucanoffer.
Example: Ingeneral,Ithinkitsagoodpolicytohirefromwithintolookoutside
probablymeansyourenotcompletelycomfortablechoosingsomeonefrominside.
Naturally,youwantthisdepartmenttobeasstrongasitpossiblycanbe,soyouwant
thestrongestcandidate.IfeelthatIcanfillthatbillbecause(thenrecapyourstrongest
qualificationsthatmatchupwithhisgreatestneeds).

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Question63

Tellmesomethingnegativeyouveheardaboutour
company

TRAPS: Thisisacommonfishingexpeditiontoseewhattheindustrygrapevinemaybe
sayingaboutthecompany.Butitsalsoatrapbecauseasanoutsider,youneverwant
tobethebearerofunflatteringnewsorgossipaboutthefirm.Itcanonlyhurtyour
chancesandsidetracktheinterviewerfromgettingsoldonyou.
BESTANSWER: Justremembertheruleneverbenegativeandyoullhandlethis
onejustfine.

Question64

Onascaleofonetoten,ratemeasaninterviewer.

TRAPS: Giveaperfect10,andyoullseemtooeasytoplease.Giveanythingless
thanaperfect10,andhecouldpressyouastowhereyourebeingcritical,andthatroad
leadsdownhillforyou.
BESTANSWER: Onceagain,neverbenegative. Theinterviewerwillonlyresent
criticismcomingfromyou.Thisisthetimetoshowyourpositivism.
However,dontgiveanumericalrating.Simplypraisewhateverinterviewstylehesbeen
using.
Ifhesbeentough,sayYouhavebeenthoroughandtoughminded,theveryqualities
neededtoconductagoodinterview.
Ifhesbeenmethodical,say,Youhavebeenverymethodicalandanalytical,andIm
surethatapproachresultsinexcellenthiresforyourfirm.
Inotherwords,payhimasincerecomplimentthathecanbelievebecauseitsanchored
inthebehavioryouvejustseen.

Goodluckinyourjobsearch!
TheEditors

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