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 penguin books
60 Seconds & You’re Hired!
With appearances on more than 1,000 TV and radio shows,
including Oprah and Dr. Phil, ROBIN RYAN has been called America’s
top career coach by America Online, MSN, Working Woman, Career-
Builder, HR.com, the Detroit Free Press, the Arizona Republic, and the
Boston Globe, among others.
She is the best-selling author of Soaring on Your Strengths, Win-
ning Resumes, Winning Cover Letters, and What to Do With the Rest of
Your Life. A frequent contributor to national magazines, she’s been
featured in Money, Newsweek, Fortune, BusinessWeek, Cosmopolitan, Good
Housekeeping, Working Mother, and Woman’s Day, to name a few. She’s
appeared in the pages of most major newspapers, including USA
Today, the Wall Street Journal, the New York Times, the Los Angeles Times,
and the Chicago Tribune. She also writes a nationally syndicated career
column that appears in more than 100 newspapers.
A career counselor, Robin Ryan uses her expertise daily, as she
helps clients across North America land great jobs, get promotions,
change careers, and secure higher salaries. A licensed vocational coun-
selor, she offers telephone consultations to clients worldwide and in-
person consultations in the Seattle area, where she resides.
A highly sought-after speaker, she frequently appears at colleges,
alumni gatherings, and association conferences and leads numerous em-
ployer seminars on various topics, including personal branding and
hiring.
Robin holds a master’s degree in counseling and education from
Suffolk University, a bachelor’s degree in sociology from Boston Col-
lege, and is the former director of counseling services at the Univer-
sity of Washington. You may contact her at (425) 226-0414 or visit
her website at www.RobinRyan.com.
60 Seconds
& You’re
Hired!

Robin Rya n

penguin books
 PENGUIN BOOKS
Published by the Penguin Group
Penguin Group (USA) Inc., 375 Hudson Street,
New York, New York 10014, U.S.A.
Penguin Group (Canada), 90 Eglinton Avenue East,
Suite 700, Toronto, Ontario, Canada M4P 2Y3
(a division of Pearson Penguin Canada Inc.)
Penguin Books Ltd, 80 Strand, London WC2R 0RL, England
Penguin Ireland, 25 St Stephen’s Green, Dublin 2, Ireland
(a division of Penguin Books Ltd)
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(a division of Pearson Australia Group Pty Ltd)
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Penguin Books Ltd, Registered Offices:

80 Strand, London WC2R 0RL, England

First published in the United States of America by Impact Publications 1994

Expanded edition published in Penguin Books 2000
This revised edition published 2008

Copyright © Robin Ryan, 1994, 2000, 2008

All rights reserved

LIBRARY OF CONGRESS CATALOGING IN PUBLICATION DATA

Ryan, Robin, 1955-
60 seconds & you’re hired! / Robin Ryan.—Rev. ed.
p. cm.
Includes bibliographical references and index.
1. Employment interviewing. I. Title.
HF5549 . 5 . I6R94 2008
650 . 14—dc22
2007037948
ISBN: 1-4295-8980-9
Except in the United States of America, this book is sold
subject to the condition that it shall not, by way of trade or otherwise,
be lent, resold, hired out, or otherwise circulated without the publisher’s
prior consent in any form of binding or cover other than that in which it is published
and without a similar condition including this condition being imposed on the
subsequent purchaser.

The scanning, uploading and distribution of this book via the Internet or
via any other means without the permission of the publisher is illegal and punishable
by law. Please purchase only authorized electronic editions,
and do not participate in or encourage electronic piracy of copyrighted
materials. Your support of the author’s rights is appreciated.
To my husband, Steven—
Whose love and support have been priceless.

To Jack—
The greatest blessing God has ever given me is you, my
son. May your future be as wonderful as you are.
 Preface

Can This Book

Help You Get Hired?

You will not land the job unless you excel in the interview. And
you are not likely to secure the best possible salary unless you
are skilled in salary negotiations. My clients have tried every
technique and have successfully used the answers in this book
to land terrific jobs. If you find marketing yourself difficult,
be comforted to know that it does not come easily to anyone.
Yet thousands of job hunters have read this book and quickly
learned what to say, what not to say, and how to answer the
tough questions. They learned the best ways to sell themselves
in interviews. And the results speak for themselves—they got
the job! That’s the reason I think this will be a valuable re-
source to help you land the position you want.
I spend most of my workdays advising clients or talking
to hiring managers. I’ve given hundreds of speeches and ap-
peared on many TV and radio shows to share the insights in
this book, even discussing it on Oprah. I care about giving
you the best possible advice, which is why I have updated
this book to make sure you will be ready to wow any em-
ployer you talk to. This updated edition contains a new
chapter, new facts and research as well as additional hiring
strategies and client-proven techniques. It is also concise, so
that you can read it in its entirety the night before your in-

vii
 viii Preface

terview. This new edition contains 125 answers that have

been used in real interviews where my clients faced employ-
ers who asked the same difficult questions.
Preparation is the key to your success. Everything you
need to know to excel in your next interview is covered in
the pages that follow. Read on, and you can be assured you’ll
do the best job possible when you’re in the hot seat.
I continually hear success story after success story about
how this book has helped job hunters land great jobs. I’m
convinced it will be as effective for you as it has been for
so many others—so do let me know when you get your
new job.

To your success—
Robin Ryan
 Acknowledgments

I am continually grateful for being able to play a small role

in helping others improve their lives. I send a big thank-you
to every career-counseling client I have worked with and to
the numerous job hunters who’ve attended my seminars.
They are why I wrote this book. Every day I get up with the
sole mission of helping someone else realize their goals and
career dreams.
Over the years, I have created many relationships with ter-
rific hiring managers who freely share their time and expertise.
One woman deserves special recognition, Tracy White. She
started my seminar business years ago when she first hired me
to teach job-hunting skills to CPAs. Her continued support,
endorsement, and professional assistance have been an impor-
tant contribution to my career.
I could not get by without the dedicated efforts of my
assistant, Wanda Bartel. Sylvia Coppock also contributes in
designing all my e-newsletters. I appreciate all that these
ladies do. Dawnelle Thompson, Sandy DeHan, and Bob Hol-
man offered valuable insights.
I’m indebted to my original Penguin editor, Jane von
Mehren, for believing in and endorsing this book so whole-

ix
 x Acknowledgments

heartedly. She gave it her utmost support while she was at

Penguin. Her departing gift to me was assigning the nicest
editor in the world to work with. David Cashion is a rare
person—smart, supportive, insightful, he inspires his authors
to continually strive for excellence. He’s the best there is,
and I am blessed to have him working on my projects.
Through all my books, my husband, Steven, has always
helped me with his great ideas and editorial input. His sup-
port means the world to me. My young son, Jack, deserves
the biggest squishy hug for letting Mommy write when this
book needed to be done. He knows he’s adored and inspires
me with all his helpful ideas on the books this eight-year-old
wants us to write.
Some good fortune comes purely from destiny. I am
ever so lucky to have parents that raised me to believe that
with determination, dedication, and enthusiasm you can
achieve any goal you can dream of.
 Contents

Preface vii
Acknowledgments ix

Chapter 1: Why 60 Seconds? 2

• Attention Span
• Are They Listening?
• The World Is Full of Sound Bites
• Your Verbal Business Card

Chapter 2: 5 Point Agenda™ 6

• The Formula: Creating Your Strategy
• Three Examples
• Summary

Chapter 3: 60 Second Sell™ 12

• When to Use It
• Three Examples
• Summary

Chapter 4: Hiring Trends 18

• Salary Trends
• Where People Want to Work

xi
xii Contents

• Employers’ Changing Needs

• Cultivating the Ideal Worker Persona

Chapter 5: Interview Etiquette 26

• Dress Up!
• Display Good Manners During Meals
• Practice Your Handshake, Eye Contact,
and Nonverbal Communication
• Arrive on Time
• Use People’s Names
• Don’t Brag, Lie, or Speak Badly About
Anyone
• Impress Them: Handwrite Your
Thank-you Note

Chapter 6: 60-Second Answers to Tough,

Tricky Questions 32
• Behavioral Interviewing and Situational
Questions
• Answering the Questions
• Personal: About You
• Work/Job Experience
• About the Employer
• Firings/Layoffs/Resignations/
Work Gaps
• Illegal Questions
• Supervising Others
• Technical Expertise and Specialty
Questions
• Questions for College Students and
New Grads
• Questions for Those with Advanced
Degrees: MAs, MBAs, JDs,
MDs, PhDs, or Doctorates
• Do Your Best
 Contents xiii

Chapter 7: Salary Questions 101

• Secrets of Establishing Your Value
• How to Find Out What They Will Pay
• Salary History Requests
• The Electronic Application’s Salary Box
• Handling the Probing Recruiter or
HR Person
• Answering the Questions
• Relocation Situations

Chapter 8: Questions You Should Ask 110

• How to Impress the Employer
• Gaining Insight into the Corporate
Culture
• 37 Questions You Could Ask

Chapter 9: Negotiating the Best Deal 116

• Men and Women Negotiate Differently
• The Biggest Raises Come with a New Job
• More Employers Are Negotiating the
Whole Compensation Package
• Understanding Pay Scales
• 10 Negotiation Strategies
• What to Do with Multiple Offers
• How It Works

Chapter 10: 15 Types of Interviews 129

• Telephone Screening Interview
• HR/Recruiter Interview
• Hiring Interview
• Second Interview
• Multiple Interviews
• Panel Interview
• Group Interview
xiv Contents

• Promotion Interview
• Stress Interview
• Breakfast, Lunch, or Dinner Interview
• Video or Videoconferencing Interview
• Testing Interview
• Fly-in/Relocation Interview
• Bizarre Interview
• Negotiation Interview

Chapter 11: Pitfalls to Avoid 149

• Being Late
• Inappropriate Attire
• No Market Research
• Assuming Your Resumé Will Get
You the Job
• Believing the Person with
the Best Education, Skills, and
Experience Will Get the Job
• Failure to Prepare
• Believing the Interviewer Is
an Expert
• Failure to Inspire Confidence
• Failure to Demonstrate Skills
• Appearing Desperate or Highly
Stressed Out
• Mishandling Supplemental Questions
or Tests
• Believing the Last Five Minutes
Are the Most Important
• Thinking References Are All Created Equal
• Not Being the Ideal Worker
• Lying on the Resumé or Application
• Appearing Uninterested in the Job
• Bragging
• Giving Lengthy Answers
 Contents xv

• Inability to Tolerate Pauses or Silence

• Thinking Your Major Goal Is to Get
the Job

Chapter 12: The Spotlight Is on You 159

• Dealing with Nervousness
• What to Bring
• First Impressions
• Nonverbal Clues
• Show-and-Tell
• Field Knowledge
• 60-second Work Example
• Highlight Transferable Skills
• Handling Small Employers
• Listen

Chapter 13: The Convincing Close 172

• Be Memorable: End with Your
60 Second Sell
• Employer Rating Chart
• Postinterview Assessment
• Interview Evaluation Chart
• Thank-you Notes
• How to Remain a Viable Candidate
When Someone Else Gets the Job

Chapter 14: 60 Seconds & You’re Hired! 181

More Career Help Is Available 187

60 Seconds & You’re Hired!
B elieving in yourself is
the starting point.
Effectively communicating
your abilities to others
is the necessity.
 Chapter 1

Why 60 Seconds?

“We would like you to come in for an interview.” Those

wonderful words are what every job hunter wants to hear.
Once they are said, a vision of landing the job starts to form in
the job hunter’s mind. When you get that call you hang up the
phone, excited and pleased that your resumé has gotten you
this far.
On the other end of the phone sits the employer who de-
cided to call you in for an interview. Three thoughts are run-
ning through his mind: Can you do the job? Will you do the job?
Will you work out in their organization so they can manage you?
The employer is worried. It’s hard to find a person who’ll be
a good fit. The workload is piling up; the pressure is on to
make a good hiring decision. The employer hopes that you’ll
be “the one.” He reiterates the important job duties he needs
done. He’s feeling anxious, hopeful, and skeptical all at once.
He’s praying that you have the skills to do the work.
For the employer, hiring is a difficult task. Mistakes can
be very costly. Employee turnover often costs three times the
person’s salary, when adding in the loss of work, expense of
errors, and training a new person. The employer wants to
find the right person—quickly. He looks for someone who

2
 Why 60 Seconds? 3

can and will perform the job well. He looks for an answer to
the problem of whom to hire.
There are several compelling reasons why the 60-seconds
approach is the ideal way to get your points across and con-
vince an employer to hire you.

Attention Span
In today’s fast-paced world, we often focus on things for less
than 60 seconds. Verbose, lengthy answers, where job hunters
babble on and on when answering interview questions, bore
the interviewer into not hiring them. Nervousness and lack of
preparation often result in long, rambling, erroneous, or
never-ending answers.
The most effective way to capture attention is to use your
enthusiasm to answer each question succinctly in a concise,
brief manner. Never use more than 60 seconds on any answer.

Are They Listening?

Job hunters are amazed to learn that interviewers can ask
them an hour’s worth of questions and never hear any of the
answers. Why? Because they aren’t listening. They are tired,
distracted, and bored and feel the candidate is the wrong
choice—that he or she can’t do the job. When you get your
point across in 60 seconds or less, you increase the odds that
the person will listen. When you add specifics of how you’ve
accomplished the needed tasks before, show support materi-
als and work examples, and add vocal variety and enthusiasm
to your answers, the employer starts to wake up and take
notice. And when you put into practice two proven tech-
niques you’ll learn in this book—the 5 Point Agenda and the
4 60 Seconds & You’re Hired!

60 Second Sell—the whole process takes on a new shape. The

employer begins to get excited that she may have found the
right person for the job—YOU!

The World Is Full of Sound Bites

Television and radio have filled our world with 30- and 60-
second commercials—short, concise commercials that quickly
get their points across. News reports use the same principles,
limiting stories to one- to three-minute segments. We are all
conditioned to these speedy communication tools. During a
job interview, utilizing the right words that effectively get
your message across concisely will build the employer’s
confidence that you can do the job.

Your Verbal Business Card

The 60 Second Sell is your basic tool to spark an employer’s
interest. This 60-second calling card will summarize your
skills, abilities, and previous experience in a well-thought-out
fashion that will immediately make the employer want to lis-
ten. The 60 Second Sell is a proven shortcut to your success.
Client upon client has reported it was the best job-search
technique they’d ever used. It’s easy to create and easy to im-
plement. Once you’ve learned this technique, your interviews
will be greatly improved because you will be able to do the
most important thing necessary to land a job—get the em-
ployer to listen to you while you’re telling him exactly how
you can perform his job.
 I n the end,what does any
work mean to me?
That I have done my best,
excelled where I could,
taken risks,
and made a difference by being here.
 Chapter 2

5 Point Agenda

T he 5 Point Agenda is a method by which you can focus

your interview on your strengths, break through the monot-
ony and disinterest, and get the employer to listen. It is a
hiring strategy created to focus on the needs of the em-
ployer and the job to be done. The 5 Point Agenda is a
predetermined analysis in which you select your five most
marketable points and and repeatedly illustrate these points
throughout the interview process. It is this repetition and
reiteration of exactly how you’ll meet her needs that al-
lows the employer to remember something about you. My
clients have tested this interview approach with the following
results:

• It made interview preparation easier.

• They were highly rated by everyone who
interviewed them.
• The five points seemed to be all that was
remembered.
• They credited the 5 Point Agenda and the 60
Second Sell as being the two techniques that
secured the job offer.

6
 5 Point Agenda 7

Job hunters are often amazed to learn that an interviewer

can ask you questions for an entire hour and not hear one word
you’ve said. He may be bored, frustrated, or unimpressed with
your image within the first few answers. After interviewing sev-
eral people, all the candidates begin to blend together. I experi-
ence this when I hire people, and countless other employers
continuously confirm this fact. The 5 Point Agenda quickly
captures an employer’s interest because you are continually em-
phasizing exactly how you can do the job right from the start.

The Formula: Creating Your Strategy

Examine your previous experience. Write out the major re-
sponsibilities for each job you’ve held. Note any special ac-
complishments. Zero in on your important work strengths—
those abilities where you excel and are most productive.
Then, check with your contacts and use your network to
get as much background as possible about the employer, the
company, and the position’s needs. Many times, your contacts
will point out the very aspects that must make up your 5 Point
Agenda. Other times, there will be little information available
and you will need to guess based on your general knowledge
about performing the job.
After reviewing the employer’s and position’s needs, de-
termine which of your abilities and which aspects of your ex-
perience will be most important to the employer. Then create
your 5 Point Agenda, selecting each point to build a solid pic-
ture emphasizing how you can do the best job.

Three Examples
Let’s examine three 5 Point Agendas that clients used during
the interview process to land their new jobs. The jobs they
8 60 Seconds & You’re Hired!

applied for were chief financial officer, events planner, and

engineer.
Chief Financial Officer

This position was with a rapidly growing international

company needing strong financial and operations manage-
ment. Here are the points the candidate came up with:

• Point 1: 15 years in senior financial management,

directing international business start-ups,
expansions, and turnarounds.
• Point 2: Took start-up manufacturer from zero to
$38 million in 18 months.
• Point 3: Achieved corporate profitability goals at
last five positions, and exceeded goals at four.
• Point 4: Hired more than 3,500 employees,
uniting diverse workforce into cohesive
productive teams.
• Point 5: Information Technology Systems expertise
in hardware, software, network conversions, and
transportation, accounting, and distribution
systems.

It’s important to note that the last point was simply a guess
at the company’s perceived need. During the interview process,
this client realized that computer systems were a crucial need
for this employer and was able to offer specific examples of his
experience using management information systems to posi-
tively affect the bottomline at companies he had worked for
previously.
Events Planner

The association needed a person with strong computer

skills and previous event-planning experience. As a new col-
 5 Point Agenda 9

lege graduate, this candidate created her 5 Point Agenda from

her internship and part-time jobs:

• Point 1: Proficient PC and Macintosh computer

skills with expert Internet capabilities.
• Point 2: Desktop publishing using PageMaker;
creating brochures, programs, invitations, fliers,
press releases, training materials, and website
updates.
• Point 3: Assisted with numerous special events,
conferences, lunches, receptions.
• Point 4: Responsible for catering, food prepara-
tion, audiovisual setup, transportation, budget,
expense reimbursements.
• Point 5: Acquired service bids from several
contractors, caterers, hotels.

Engineer

This major automotive manufacturer required experi-

ence in both quality assurance and new product design. The
candidate’s 5 Point Agenda was:

• Point 1: Implemented new four-year quality-

assurance program that received a national
Quality 1 Award.
• Point 2: Effectively dealt with employee resistance
to quality improvements.
• Point 3: Conducted on-site inspections of 37
suppliers to improve the quality of parts received.
• Point 4: Five years’ design engineering
experience.
• Point 5: Excellent communication skills when
working with both technical and nontechnical
staff.
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Palmula, 105
Palophus centaurus, 275
Palpares, 454
Palpiger, 95
Palpus, 95;
of Pieris brassicae, 122
Pambolus, 561
Pamphagides, 303, 310
Panchlora viridis, 229
Panchlorides, 241
Panesthiides, 241
Paniscus virgatus larva, 555 f.
Panorpa, 450, 453;
leg, 104;
P. communis, 449;
larva, 452
Panorpatae, 175, 453
Panorpidae, 449, 451
Pantel on phonation of Cuculligera, 304
Papiriidae, 191
Paraderm, 164
Paraglossa, 95, 96, 96
Parapteron, 100, 101, 102
Parasites, 540 f., 543;
external, 555
Parasitica, 520, 521
Parasitism, 521 f., 535, 559, 560
Parthenogenesis, 141, 481, 497, 516 f. 530 f., 547;
utility, 517
Passalidae, mandibles, 95
Patagia, 102, 103
Patagonia, 459
Paunch, 348, 360, 446, 448
Paurometabola, 158, 199
Pauropidae, 33, 42, 47
Pauropoda, 47, 57, 77, 79;
structure, 62
Pauropus, 47
Pazlavsky on bedeguar, 527
Pedicellate, 519
Pedunculate body, 495
Pelecinidae, 563
Pelecinus polyturator, 563
Pelopaeus spinolae foot, 105, 106
Perez on Termes, 366, 382
Perga lewisii, 517
Periblast, 149
Pericardial septum, 134;
sinus, 134;
tissue, 135
Peringueyella jocosa, 325
Peripatus, 1, 6, 23, 77, 79;
tracheae, 3, 14, 15;
affinities, 4;
external features, 5;
head, 6;
tail, 6;
colour, 6;
jaws, 7;
legs, 8;
habits, food, 9;
breeding, 10, 19;
alimentary canal, 11;
nervous system, 12, 22;
body-wall, 13;
muscles, vascular system, 15;
haemocoele, 22, 23;
body-cavity, 16, 22;
nephridia, 16, 17, 22;
reproductive organs, 18;
development, 10, 19, 20, 22;
species, 23;
distribution, 24-26
Periplaneta americana, 236;
 P. australasiae, 221, 236, 239
Periplanetides, 241
Perisphaeriides, 241
Perla, anatomy, 403 f.;
nymph, 400;
P. cephalotes, 406;
P. maxima, 400, 406;
P. parisina, 399
Perlidae, 398 f.
Perris on Termes, 366, 374
Petasia, 303
Petiolata, 496, 503, 519
Petiolate, 519
Petiole, 492, 493, 519
Petioliventres, 503, 519
Peyrou on atmosphere in bodies, 131
Peytoureau on styles of cockroach, 224
Pezomachus, 556
Phagocytes, 137, 165
Phaneropterides, 323, 328
Pharynx, 114, 124
Phasgonuridea, 311
Phasma, 276
Phasmidae, 201, 407, 260-278, 277
Phasmides, 278
Phasmodes ranatriformis, 324
Philopotamus, 483
Philopterides, 346, 350
Phonation, 200, 257, 302, 306;
of Acridiidae, 284, 304;
of Locustidae, 318, 319, 320, 324, 327;
of Gryllidae, 331 f;
of Gryllotalpa, 334;
of Brachytrypes, 332
Phosphorescent Myriapods, 34;
may-flies, 442
Phragma, 103, 491
Phryganea grandis, 422;
P. pilosa, pupa, 477
Phryganeidae, 398, 473 f.
Phryganeides, 480
Phylliides, 267, 278
Phyllium, 262, 263, 267 f.;
P. crurifolium, 269 f.;
egg-capsule, structure, 271;
P. scythe, 267, 268;
egg, 270;
P. siccifolium, egg, 265
Phyllodromia germanica, 229, 236;
egg-capsule, 229
Phyllodromiides, 240
Phymateus, 303
Phytophagous Parasitica, 522, 546, 547, 557
Pick, of death-watch, 391
Pictet on nymphs of Ephemeridae, 433
Pieris, palpus, 122;
instars, 156;
parasites, 561
Pigment, of iris, 98;
retinal, 98
Pillared eyes, 430
Pimpla, 553, 557
Pimplides, 557
Pitfalls of ant-lions, 455, 459
Planipennia, 342
Plantula, 105
Plateau, on marine Myriapods, 30;
on digestion, 127;
on sight, 416
Platephemera antiqua, 428
Platyblemmus lusitanicus, 339
Platycleis grisea, 312
Platycnemis, 413;
P. pennipes, 413, 417
Platycrania edulis, egg, 265
Platygaster, embryology, 536
Platyptera, 174
Platypterides, 259, 344, 428
Plecoptera, 175, 407
Plectoptera, 174, 442
Plectopterinae, 241
Pleura, abdominal, 493
Pleuron, 88, 91, 100
Plica of earwig, 209
Pneumora scutellaris, 302
Pneumorides, 299, 302, 309
Pocock on W. Indian Myriapods, 33
Podacanthus wilkinsoni, 272
Podagrion, parasitism of, 546
Podeon, 491
Podura, 194;
P. aquatica, 194
Poduridae, 190
Poecilimon affinis, 200
Poisers, 108
Poison-claws, 36, 58, 60
Poletajewa, Olga, on dorsal vessel, 133;
on Odonata, 414
Polistes lanio, parasite of, 564
Polycentropus, 483
Polydesmidae, 34, 36, 44, 76
Polydesmus, 36, 39, 44
Polymitarcys, 440
Polymorphism, 500, 536
Polynema natans, 538
Polynephria, 175
Polyxenidae, 43, 53, 59, 77
Polyxenus, 33, 37, 48, 55, 72;
transverse section, 56;
sense-organ, 51
Polyzoniidae, 44, 53
Polyzonium, 44, 48
Pompholyx dimorpha, 518
Pompilides, 494
Porthetis, 280, 282
Post-clypeus, 93
Post-embryonic development, 154
Post-scutellum, 100, 101
Potamanthus, 433
Potts on Mantis, 249
Poulton on Paniscus, 556
Praescutum, 100, 101
Praon, 550
Pratt, on imaginal discs, 167
Praying Insects, 242
Prestwichia aquatica, 538
Primary larva, 542
Primary segmentation, 150
Prisopus, 272
Procephalic lobes, 97, 150
Prochilides, 328
Prochilus australis, 324
Proctodaeum, 123, 151;
in Musca, 124
Proctotrypidae, 533-538
Production of sex, 499
Pro-legs, 514
Pronotal wing-rudiments, 344, 395
Pronotum, 88, 100;
of Xylocopa, 490
Pronymph, 164
Propleuron, 100, 489
Propodeon, 491
Propodeum, 491, 492
Proscopiides, 299, 309, 325
Prosopistoma punctifrons, 435
Prostemmatic organ, 195
Prosternum, 88, 100;
 of Vespa crabro, 491
Protection, 513, 515
Protephemerides, 443
Prothoracic dorsal appendages, 443
Prothorax, 102
Protoblast, 149
Proto-cerebron, 118
Protocranium, 92, 93
Protodonates, 428
Protoperlidae, 408
Protosyngnatha, 75
Prototracheata, ix, 4
Proventriculus, 114, 124, 125, 450
Psalis americana, 215
Psectra dispar, 466
Psenides, 524, 533
Pseudoglomeris fornicata, 235
Pseudoneuroptera, 342
Pseudonychium, 105
Pseudophyllides, 328
Pseudo-sessile, 493
Pseudotremia, 34, 35
Psilocnemis dilatipes, 413
Psocidae, 390 f.
Psocus fasciatus, 390;
P. heteromorphus, 391
Pteromalini, 539
Pteronarcys frigida, 398;
P. regalis, 402
Pteroplistus, 331
Pterygogenea, 175, 196
Pulvillus, 105
Pupa, 157, 169;
active, 448, 465, 473, 479
Pupation, of Chalcididae, 550;
of Encyrtus, 546;
of Proctotrypids, 534, 535
Pupipara, 143
Pygidicrana hugeli, 202
Pygidium, 205
Pylorus, 127
Pyramids of Egypt, 462
Pyrgomantis singularis, 252
Pyrgomorpha grylloides, 303
Pyrgomorphides, 303, 309

Queen, 144, 361, 378

Radial cell, 524

Raphidia, 447;
R. notata, 447;
larva, 448
Raphidiides, 444, 447
Raptorial legs, 242 f., 257, 463, 484
Ratzeburg, on Anomalon, 553;
on trochanter, 520
Ravages of Termites, 388
Réaumur, on ant-lions, 455;
on circulation of silkworm, 135;
on galls, 525;
on may-flies, 438, 441;
on sawflies, 512, 513;
on spheroidal condition, 164
Receptaculum seminis, 139, 404
Rectal, gills, 421 f.;
respiration, 435
Rectum, 125
Redtenbacher, on migratory locust, 297;
on wing, of Oligotoma, 353;
of Termes, 359
Reduviid egg, 145
Reflex action, 250
Reproduction of lost parts, 213, 265, 266
Reproductive organs of Ephemeridae, 439
Resemblance, of eggs to seeds, 265, 270, 271;
of one part to another, 208, 266;
of parasite to host, 532;
histological, 271;
of Trichoptera to moths, 484;
to bark, 251;
to flowers, 254, 255, 256;
to inorganic things, 253, 304, 307;
to leaves, 255, 267, 268, 322 f., 323;
to lichens, 253;
to other creatures, 235;
to other Insects, 197, 215, 235, 251, 274, 300, 301, 323, 324,
504, 513, 550;
to vegetation, 200, 260, 274
Respiration [and respiratory organs], 128-132, 431;
by integument, 483;
by setae, 435;
of nymphs of Odonata, 420 f.;
of Perlidae, 401 f.
Respiratory chamber, 434
Retinula, 98
Reuter on ventral tube, 192
Rhabdom, 98
Rhipipteryx, 337, 338
Rhizotrogus egg-tubes, 138
Rhodites rosae, 498, 527, 528, 531;
larva, 532;
parasite, 539
Rhyacophilides, 483
Rhyacophylax, 482
Rhynchota, 175
Rhyparobia maderae, 237
Rhyssa persuasoria, 554
Riley, on caprification, 549;
on Cephus, 505;
on development of Caloptenus, 288, 289;
on galls, 526 f.;
 on Katydids, 320;
on locust swarms, 293;
on Microcentrum, 313;
on ovipositing of locust, 290;
on subimago, 437;
on Thalessa, 554
Ritsema on Enoicyla, 481
Ronalds on anglers' flies, 441
Roux on Necrophilus, 462
Royal pairs, 377
Rühl on earwig, 213

Sacs—see Air Sacs

Sagides, 328
Salivary glands, 124, 126, 187, 210, 228, 246, 283, 335, 348,
353, 403, 414, 495;
of Peripatus, 11;
of Myriapods, 48, 49
Salivary receptacle, or reservoir, 126, 228, 246, 335, 348, 360
Saltatoria (Orthoptera), 201
Sandwich Islands—see Hawaiian Islands
Saunders, Sir Sydney, on Scleroderma, 536;
on caprification, 548
Saussure, H. de—see De Saussure
Savage on Termites, 368
Saw, 493, 512
Sawflies—see Tenthredinidae
Scales, 185, 189, 397
Scapteriscus, 334
Scelimena, 301
Schindler on Malpighian tubes, 246;
of Gryllotalpa, 335
Schistocerca peregrina, 298;
development, 287;
S. americana, 298, 308
Schizodactylus monstrosus, 325
Schizophthalmi, 459
Schizotarsia, 35, 46, 57, 58, 70, 75;
structure, 59
Schletterer on parasitic Hymenoptera, 562, 563
Sclerite, 91
Scleroderma, 536
Scolia, ovaries, 138
Scolopendra, 30, 31, 32, 41, 78
Scolopendrella, 47, 61
Scolopendrellidae, 33, 42, 46
Scolopendridae, 31, 33, 39, 45, 75;
spermatophores, 39
Scorpion-flies, 449 f.
Scudder, on grasshopper music, 287;
on Katydids' music, 320;
on locusts at sea, 297;
on reproduction of lost limbs, 265;
on fossil Insects, 486;
on fossil earwigs, 216;
on fossil may-flies, 443;
on fossil Sialidae, 449;
on Tertiary Insects, 179
Scutellum, 100, 101
Scutigera, 35, 36, 48;
sense organ, 51
Scutigeridae, 35, 36, 40, 46, 50
Scutum, 100, 101
Secondary, 427, 472;
larva, 542
Securifera, 503
Segmentation, 149, 237;
of ovum of Smicra, 545
Segments, 88, 90;
number of, 87
Selys, De, on dragon-flies, 425, 427
Semi-pupa, 497
Sense organs, 121-123
Senses, 541, 544, 553
Sericostomatides, 474, 482
Series, 177, 201
Serosa, 148
Serrifera, 503
Sessile abdomen, 493
Sessiliventres, 492, 496, 503
Sex, 498, 499, 500
Sexes, 137
Sexual organs, external, 141
Shaw on Orthoptera, 201
Sialidae, 407, 444
Sialides, 444
Sialis lutaria, 444;
eggs, 445;
larva, 445;
tracheal gill, 446
Silk, 127
Silo, parasite of, 558
Silurian Insect, 238
Silver fish, 186
Simple eyes, 97, 184
—see also Ocelli
Siphonaptera, 174, 175
Sirex, habits of its parasite, 554;
S. augur, 509;
S. gigas, 508, 510;
S. juvencus, 508
Siricidae, 507;
parasites of, 563
Siricides, 510
Sisyra 467;
S. fuscata larva, 467
Sisyrina, 467
Sitaris humeralis, early stages, 159
Sloane, Sir Hans, on locusts at sea, 297
Smallest Insect, 537
Smeathman on Termites, 366 f., 381, 383, 387
Smicra clavipes embryology, 545
Smith, F., on Cynips, 530;
on Trigonalys, 564
Smynthuridae, 191
Smynthurus variegatus, 191;
S. fuscus, 192
Snow-Insects, 194
Social, Insects, 85, 361, 369;
Hymenoptera, 488, 500 f.
Soldiers, 370, 371, 372
Somites, 87
Sommer on Macrotoma, 163, 195
Soothsayers, 242
Sound production, 358
—see also Phonation
Spathius, 561
Species, number of—see Number
Spencer, Herbert, on caste and sex, 500
Spermatheca, 139, 228, 499
Spermatophores, 39
Spermatozoa, 140
Sphaeropsocus kunowii, 397
Sphaerotheriidae, 43
Sphaerotherium, 43
Sphex chrysis, 490
Spiders eaten, 464, 465
Spinneret, 458
Spinners, 441
Spiracles, 89, 111, 128;
number of, 186;
of dragon-fly nymph, 423;
absent, 436
—see also Stigmata
Spiral fibre, 128
Spongilla fluviatilis, larva in, 467
Spontaneous generation, 525
Spring of Collembola, 191
Spurs, 104
Stadium, 155, 158
Stalked, cocoons, 560;
eggs, 469
St. Augustine quoted, 85, 565
Stein on Raphidia larva, 448
Stelis, parasitic, 544;
parasitised, 543
Stem sawflies, 504
Stenobothrus, 308;
sound-instruments, 284
Stenodictyopterides, 344
Stenopelmatides, 321, 329
Stenophasmus ruficeps, 561
Stenophylla cornigera, 257, 258
Stephanidae, 561
Stephanus, 562
Sternum, 91, 100
St. Helena, 389
Stick-Insects, 260
Stigma of wing, 524, 534
Stigmata, 88, 89, 111, 204;
position, 493;
on head, 193;
S. repugnatoria, 36
—see also Spiracles
Stilopyga orientalis, 223, 228, 231, 236
Sting, 493;
and ovipositor, 534
Stink-flies, 469
Stink-glands, 31, 125, 210, 264, 335
Stipes, 95
Stoll on spectres, etc., 254
Stomach, 114, 124, 125
Stomato-gastric nerves, 120, 121
Stomodaeum, 123, 151
Stone-flies, 407
Stratiomys strigosa parasite, 545
Stridulation, 304
—see also Phonation
Stummer-Traunfels on Thysanura and Collembola, 189
St. Vincent, island of, 461
Styles, 224, 238
Sub-imago, 429, 437
Sub-Order, 177
Subulicornia, 426
Sucking spears, 466, 467, 470, 471
Suctorial mandibles, 453, 456
Super-Orders, 177
Supplementary Ichneumon-flies, 558
Supra-oesophageal ganglion, 117
Sutures, 92
Swarms: of locusts, 292-299;
of may-flies, 441;
of Termites, 362
Sympathetic nervous system, 120;
absent, 353
Symphrasis varia, 465
Symphyla, 42, 46, 77, 79;
structure, 61
Symphyta, 503
Sympycna fusca, 415
Synaptera, 175
Synergus, 531
Syngnatha, 44

Tananá, 319
Tarachodes lucubrans, 249
Tarsus, 88, 104, 106
Taschenberg on parthenogenesis, 141
Tausendfüsse, 41
Teeth, 95
Tegmina, 108;
leaf-like, of Pterochroza, 322;
of crickets, 331;
of earwigs, 205, 212;
of Phyllium, 269;
of Schizodactylus, 325
Tegula, 103, 108
Teleganodes, 442
Telson, 205
Temples, 94
Templeton on Lepisma, 195
Tendons, 116
Tenthredinidae, 510-518
Tenthredo sp., 489;
testes, 140
Tentorium, 99
Tepper on fossorial Blattid, 241
Terebrantia, 520
Tergum, 91, 100
Termes sp., 378;
T. lucifugus, 359, 360, 364, 365, 373, 374;
T. mossambicus, 356;
T. bellicosus, 366, 371;
trophi, 357;
cell of, 367;
T. occidentis, 371;
T. armiger, 371;
T. tenuis, 389;
T. cingulatus, 371;
T. dirus, 371;
T. debilis, 371;
T. viarum, 383
Termitarium, 386, 387
Termites, 357 f.;
distinctions from ants, 502;
wings, 359;
anatomy, 360
Termitidae, 356;
number of species, 389
Tertiary, 196, 216, 239, 276, 309, 340, 398, 427, 442, 449, 453,
472, 485, 533, 551, 558
Testes, 18, 49, 140, 404, 440;
of Psocidae, 392;
 of Stilopyga orientalis, 228
Tetrophthalmus chilensis, 346
Tettigides, 299, 300, 309
Tettix bipunctatus, 300
Thalessa larva, 507;
oviposition, 554
Thamastes, 485
Thamnotrizon apterus, 316
Thecla egg, 145
Thelyotoky, 141, 498
Thermobia furnorum, 186
Thliboscelus camellifolius, 319
Thoracantha latreillei, 550
Thorax, 99-103, 101, 103
Thorax porcellana wing, 227
Thyrsophorus, 395
Thysanoptera, 173
Thysanura, 182 f.;
distinctions from Symphyla, 61, 77, 79
Tibia, 88, 104
Tillus elongatus larva, 90
Tinodes, 483
Titanophasma fayoli, 276, 428
Tomateres citrinus, 454, 458
Tomognathus, 498
Tongue, 96
—see also Lingua
Torymides, 547
Toxodera, 253;
T. denticulata 254
Trabeculae, 345
Tracheae, 128;
absent, 553, 555
Tracheal gills, 400 f., 401
—see also Branchiae
Tremex columba, 507
Trias, 449
Triassic, 239
Trichijulus, 76
Trichodectes, 350;
T. latus, 349
Trichoptera, 342, 473 f.
Trichostegia, 480
Tricorythus, 434, 436
Tridactylides, 340
Tridactylus variegatus, 337
Trigonalidae, 564
Trigonalys maculifrons, 564
Trigonidiides, 340
Trimen on Trachypetra bufo, 304
Trinidad, 501
Trinoton luridum, 345, 347
Trito-cerebron, 118
Trochanter, 88, 104, 491, 494, 520
Trochantin, 104;
of cockroach, 222
Trophi, 91, 94
Tryphonides, 557
Tryxalides, 303, 309, 325
Tryxalis nasuta, 279
Tubulifera, 520
Tympanophorides, 328
Tympanum, 285 f.
Tyndall on grasshopper music, 286

Ulloa, 33
Uroceridae, 507
Useless wings, 199, 394, 484, 561
Uterus, 18, 392

Vagus nervous system, 120

Van Rees on metamorphosis, 162, 164
Variation, 536;
of colour, 252, 288, 304, 308;
 in desert Insects, 305;
in ocelli, 267, 395, 536
Vatides, 259
Vas deferens, 18, 140, 187, 392
Vayssière, on nymphs of Ephemeridae, 434;
on lingua, 438
Veins, 206
Ventral chain, 116, 187, 414;
of Perlidae, 404
Ventral plate, 148;
tube, 191, 192
Verhoeff, 38
Verloef [misprint for Verhoeff]
Verlooren on circulation, 436
Vertex, 94
Vesicula seminalis, 140, 392;
absent, 404, 414
Vespa crabro prosternum, 491
Vestibule, 112
Viallanes, on head, 87;
on brain, 118, 119;
on metamorphosis, 162
Visceral nervous system, 120
Vitellophags, 147, 152, 168
Viviparous Insects, 217, 229, 143, 218
Voetgangers, 295 f.
Vom Rath on sense organs, 122
Voracity, 250, 258
Vosseler on stink-glands, 210

Walker, J. J., on Australian Termites, 386

Walking-leaves, 267
Walking on perpendicular and smooth surfaces, 106
Walsh on galls, 531
Wasmann on St. Augustine's works, 565
Wattenwyl, Brunner von—see Brunner
Weismann, on caste, 500;