X551 Career Management

Sharpening Your Behavioral Interviewing Skills
March 26, 2005



Spring 2005


Today¶s Objectives
You will be better able to:

‡ Complete the necessary pre-interview research &

‡ Deliver an attention getting ³90 second

‡ Answer behavioral questions confidently with
powerful C-A-R responses

‡ Deal with tough questions directly
x551 Grimm Spring 2005

Today¶s Agenda ‡ ‡ ‡ ‡ Research & Preparation Interviewing ³Wisdom´ Skill Practice Summary / Wrap-up x551 Grimm Spring 2005 3 .

Research & Preparation X551 Grimm Spring 2005 4 .

.Research & Preparation: Company Background ‡ ‡ ‡ ‡ ‡ ‡ ‡ ‡ ‡ x551 History.g. downsizing Grimm Spring 2005 5 . M&A. Growth Rate Profitability Lines of Business: Products/Services Financial Performance / Investor Relations Senior Management Players Company Culture Organizational Structure Major Competition Current News e. Size.

Research & Preparation: Industry Trends ‡ ‡ ‡ ‡ ‡ ‡ Segmentation of Industry Historic/Recent Trends Top Quartile Companies Job Growth/Current Recruiting Demand Compensation Practices Characteristics of Candidates x551 Grimm Spring 2005 6 .

7. 5. 8. Company Website Annual Reports 10K.Research & Preparation: Sources 1. 2. 10Q Reports Quarterly Statements Position Description Experience the product / service News Releases Hoovers. 3. 6. 4. Nelsons (fee based) x551 Grimm Spring 2005 7 .

even if they don¶t ask about that particular skill. x551 Grimm Spring 2005 8 .Research & Preparation: C-A-R Responses GCS recommends you prepare a ³C-A-R´ response for every selection criteria.

Research & Preparation: C-A-R Responses ‡ ‡ ‡ Context ± Explain the circumstances for the example Actions ± What did you do to accomplish the results? Result ± describe the outcome of your actions x551 Grimm Spring 2005 9 .

Let me tell you the bargaining on this one was tough. Poor A: ³I was part of the negotiating team for my department when we negotiated our last contract. no one wanted to give an inch.´ x551 Grimm Spring 2005 10 .Research & Preparation: C-A-R Responses Q: Give an example of when you had to persuade others to your point of view. But in the end we got them to agree to most of our demands.

saving us $500. so less costly to supplier R: The final agreement was for only a 5% increase.´ x551 Grimm Spring 2005 11 .000. and management¶s support for the plan. collection of data. The supplier wanted a large increase of 8% A: Listened carefully to the supplier¶s needs A: Collected data to support my argument on why 8% was unreasonable A: Presented analytical data to support our position for only a 4% versus 8% increase A: Worked with management to change requirements. I learned the importance of listening to supplier.Research & Preparation: C-A-R Responses Better C: ³I was part of the negotiating team for my department.

Research & Preparation: C-A-R Responses Other ³C-A-R´ Tips« 1. 2. I will«´) x551 Grimm Spring 2005 12 . Be careful of incomplete C-A-Rs Be careful of false C-A-Rs such as: -Vague Statements (³My overtime was about average´) -Opinions (³I think the key to effective leadership is«´) -Theoretical statements (³The next time I face this challenge.

Interview ³Wisdom´ X551 Grimm Spring 2005 13 .

5. 3. Practice. 4.Interview ³Wisdom´ 1. preparation ³counts´ and can differentiate you from the competition Come prepared with ³thoughtful´ questions x551 Grimm Spring 2005 14 . Practice Just answer the question«then wait for the next question Do your homework. You Never Get a Second Chance to Make a First Impression Practice. 2.

#1 complaint from job interviewers is ³lack of understanding of the company for which candidates are interviewing´ Eliminate verbal pauses Follow-up Respond to questions in 2 parts: a) answer the question directly. 9.Interview ³Wisdom´ 6. and b) relate your response back to the position description 7. x551 Grimm Spring 2005 15 . 8.

it is far easier for you to comprehend the job requirements than for them to understand the complexities of you 13.Interview ³Wisdom 10. and interests and the position requirements 12. you should know exactly what and when the next step is 11. Expect multiple ³hoops & hurdles´ x551 Grimm Spring 2005 16 . «Or put another way. experience. Suggest over and over what is common among your skill set. When you walk out.

Answer tough questions directly and concisely. What year did you graduate? Do you have a family? What does your mother/father do? 15. for example« x551 Grimm Spring 2005 17 . decide how you will answer them e..Interview ³Wisdom´ 14. Don¶t be caught off guard by inappropriate questions.g.

Interview ³Wisdom´ Tough questions« ‡ ‡ ‡ ‡ ‡ ‡ ‡ x551 Why are you leaving your present job? What are your weaknesses? Tell me about a failure of yours« Give me an example of some ³tough´ feedback you¶ve received« How long do you plan to stay with us? Why should we hire you? What is/was your base salary? Grimm Spring 2005 18 .

You¶re the only person who will find you the next job« x551 Grimm Spring 2005 19 . Summarize what you ³bring to the table´ and how it fits with the position requirements 17.Interview ³Wisdom´ 16.

Skill Practice X551 Grimm Spring 2005 20 .

and conclude with a crisp summary of ³what I can do for you´ x551 Grimm Spring 2005 21 . answer behavioral questions confidently w/ C-A-R responses. deal with tough questions directly.Skill Practice: Instructions «To improve our ability to deliver an attention getting ³90 second´ introduction.

10 teams of approximately 6 each 6 rotations 13 ± 15 minutes each Each rotation includes skill practice & critique Candidates should clarify the interview situation e..Skill Practice: Instructions 1. portfolio management Skill practice includes: 90 Second Introduction Behavior interviewing e. 2.g. 4. 5. 3.g. C-A-R responses Tough questions Summary comments x551 Grimm Spring 2005 22 .

m. x551 Grimm Spring 2005 23 . starting with ³tell me about yourself«´ to ³why do you believe we should hire you«´ Candidates not allowed to respond during critique«only listen & take notes Appoint a timekeeper to stay on track One team member to facilitate feedback/critique Return promptly by 11:30 a. 8.Skill Practice: Instructions 5. 7. 6. Teams take panel interview approach. 9.

schedule via Oncourse Schedule 1 on 1 career counseling as appropriate Continue to develop ³Portfolio´ Dick McCracken joining us again next week x551 Grimm Spring 2005 24 .Summary / Wrap-up ‡ ‡ ‡ ‡ Mock Interviews 4/11 & 4/12.

25 .

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