Interviewing/Salary Negotiation

--Interviewing--

 

Why Prepare?
The person who gets hired for a position is not necessarily the one who can do the best job, but the one who knows how to get hired. Securing a job takes time, commitment, initiative and practice.

A good interview is a significant part of the process. The interview is a short period of actual time that demands careful preparation. The success of an interview can be directly related to the preparation time that has been invested. An article in the Wall Street Journal reported that "one in five interviewers decided on a job candidate in the first five minutes. And two-thirds of them need only 15 minutes."

Clearly this means that your entrance, appearance and the first words you speak are of critical importance to your being considered for the job.

How Do I Prepare?
Know Yourself
Begin by developing a good understanding of your education, experience, values, skills, interests and personality preferences. Be prepared to demonstrate how they would be an asset to the company or organization where you are interviewing. There are exercises and tools available to help you as you consider your skills, interests, and abilities. If you are unsure of these or need assistance clarifying your assets, see your career counselor.

One helpful exercise is to write accomplishment statements about yourself. For example, think of three major accomplishments and answer these questions:

1. What did I actually do from start to finish?
2. What special skills or abilities did I use?
3. What knowledge or training did I gain as a result of this accomplishment?
4. How would these characteristics transfer or relate to the job I am interviewing for?

Practice Interviewing
Once you have reflected upon your values, skills and abilities, it's time to practice articulating them. Go through the following list of interview questions and answer them based on your self-knowledge. You may not be asked these exact questions, but having thought through them will definitely help you answer other related questions.

There are several ways to practice interviewing:

• Have a friend interview you
• Conduct a mock interview with video tape
• Conduct a mock interview with audio tape
• Write out the answers to the interview questions

These steps are not meant to give you "pat" answers. All this preparation is meant to help you give organized and concise answers that reflect thought.

What Questions Might Be Asked in an Interview?
There is no way to know exactly which questions will be asked during an interview, however the following questions are typical types of questions you can expect.

1. What are your career plans? Short range? Long range?
2. Why are you interested in this organization?
3. How did you choose your major and university?
4. Tell me about yourself?
5. How would a friend or professor describe you?
6. What are your greatest strengths? What are your chief weaknesses?
7. In what school activities have you participated? Why? Which did you enjoy the most?
8. What qualifications do you have that you feel will lead to success in your career?
9. What have your learned from some of the jobs you have had?
10. What kind of boss do you prefer?
11. What kind of work interests you?
12. Are you willing to travel?
13. What have you done that shows initiative and willingness to work?
14. What kinds of books have you read?
15. Do you have any plans for graduate study?
16. Discuss a special project you did.
17. What can you contribute to this job if you were to be hired?
18. Where do you see yourself 10 years from now?
19. What do you do in your spare time?
20. What are your long-range and short-range objectives and how are you preparing yourself to achieve them?
21. What goals other than those related to work have you established for yourself for the next five years?
22. What rewards in this field are most important to you?
23. What major problems have you encountered and how did you deal with them?
24. What qualities should a successful supervisor possess?
25. How do you work under pressure?
26. In what significant ways do you think you can make a contribution to our organization?
27. What three factors are most important to you in your job?
28. Are you willing to relocate?
29. If you were hiring a recent graduate for this position, what qualities would you look for?
30. In what kind of work environment are you most comfortable working?
31. When you have been the most productive, what were your motivations?
32. Why should I hire you?
33. In what ways has your college career prepared you for this position?

How Do I Answer Interview Questions?
The list of possible questions in an interview is endless, but they often come down to asking the same thing in different ways. Remember that questions about your past are really about your future. Try to understand the real intent of any question. When asked about past experience, emphasize skills and achievements. Give specific examples of what you did. The following are a few of the most typically asked questions and some suggestions for effective response.

1."Tell me about yourself."
Talk about your job related skills. In your mind consider the question in relation to the job for which you are applying. Do not ask for clarification. This is a typical opener through which they gain insight to you. Personal, job related, or academic experiences are all fine as long as they relate directly to how you will perform the job.

2."Why do you want this job?"
Be honest and depend upon the research you have done on the employer as well as your own self-assessment of skills and experiences as they relate to the position.

3."What do you know about this position or employer?"
It is crucial here to have done your homework. You must know about the employer, but it is even more important to know about the position itself. The RESEARCHING EMPLOYERS and RESEARCHING CAREERS handout question lists will guide you to adequately prepare an answer for this question.

4."What are your strengths?"
Be sure to identify your strengths by using specific full skill statements. Use the ACTION VERBS handout.

5."What are your weaknesses?"
Here you are trying to get across the fact that any weakness you have will not affect your ability to do the job. Either identify a weakness that does directly relate to the work or identify a weakness that you have and explain how you are working on it.

6."Where do you see yourself in two years? Five? Ten?"
Rely on your research about the organization to describe how you plan to develop your skills within the typical career ladder of this organization. Avoid identifying goals which will not benefit the employer.

7."We have interviewed 10 candidates equally qualified to you. Why should we select you over the others?"
Again, the most powerful information you can offer is a restatement of your best skills to perform the job. Realize that your enthusiasm and desire for the position are also convincing.

8."Do you have any questions?"
Prepare questions ahead of time. Asking intelligent questions reflects the depth of your research and the clarity of your thinking. When you say: "No, my questions have all been answered," you forfeit an opportunity to sell yourself to the employer through the caliber of the question you ask. (See below)

9."What salary are you looking for?"
Do not inquire about salary during the initial interview; realize however the employer can. Delay salary negotiation until the employer is convinced they must have you. Ask to discuss salary when you are both certain you are right for the job. If pressed for an amount it is best to talk about salary range for which will know from doing your research. (Consult CPC Salary Survey)

What to Ask the Interviewer

1. To whom would I report? Will I get the opportunity to meet that person?
2. Where is the job located? What are the travel requirements, if any?
3. How regularly do performance evaluations occur? What model do they follow?
4. In researching the position, I discovered that your company/department has been working on a ______________ project. Can you tell me more about this?
5. What would my first assignment be?
6. Can you give me an idea of when you might make a decision?
7. What are some of the best results people in this position have produced?
8. Could you tell me about the people I would be dealing with?
9. What qualities are you looking for in the candidate who fills this position?
10. What kinds of assignments might I expect during the first six months on the job?

What About the Day of the Interview

Time/Place:
Be sure to confirm the time and place of your interview. Find out directions, and give yourself adequate travel time including traffic and parking. Arrive on premises 15 minutes early, but do not go to the actual office until 3-5 minutes before actual interview. Check in with secretary at this time.

Dress:
Professional business attire (see section on grooming guidelines)

Bring:
Small portfolio with interview information (name, address, phone) Several copies of resume Copy of references (typed) Master Application Information (basic details of past job, addresses, telephone numbers, pay, dates employed, supervisor name, etc.) Money for parking, lunch, drinks, etc.

What to Expect in the Actual Interview?

Get Acquainted Phase:
This is a time of small talk. The interviewer may ask you about some interest area on your resume. The purpose is to set you at ease and develop rapport.

Employer Questions Phase:
During this phase of the interview, the employer may give a brief informative description of the organization, department and/or job. You will then be asked a series of questions about your education, skills and experience. You may be asked specific and/or hypothetical questions. Answer thoughtfully, concisely, and do not ramble!

Interviewee Question Phase:
This is your opportunity to ask the employer relevant questions. You should come prepared with several questions that will demonstrate your familiarity with functions of the organization. If questions have occurred to you as a result of the interview, ask them. However, two cautions: do not ask about salary or benefits in the first interview. There will be a time for that later. Do not ask redundant or basic questions that you should have known or researched prior to the interview. You will want to ask about the decision-making timeline, and when you can expect to hear from the employer.

Closing the Interview Phase:
The employer will let you know when he/she is ready to wrap up by non-verbal and verbal signs. Closing a file, pushing back a chair are several cues to look for. As you finish, be sure to reiterate your real interest in the position, smile, make eye contact, and shake hands.

Types of Interviews

Screening Interview:
Initial interview with basic questions; may be individual or group interview.

Second Interview:
Follows screening interview, more in-depth, often interviewed by more than one person, may include office tour; job offer may come.

Phone Interview:
Interview takes place over the phone. May be a conference call with several people asking questions on the same line.

Panel Interview:
Panel of interviewers ask you questions, similar to screening or second interview with more than one interviewer.

Stress Interview:
Involves questions similar to traditional interview, using different techniques to evaluate your answers. May put pressure on you by changing the pace or subject to see how you react. Involves more reading between the lines on the part of the employer.

Tips For Making a Good First Impression
When you walk through an employer's door you will instantly generate some sort of impression based on your appearance and posture. The decision to hire you or not may be influenced by that initial impression, so it is crucial that you make it a good one.

Basic tips to remember include the following:

• Be neat and clean, hair combed, shoes shined, and clothes clean and pressed.
• Avoid extremes, including excessive make-up, jewelry, perfume or cologne, or faddish clothes.
• Dress for the organization: a bank is far more conservative than a retail-clothing store.
• Introduce yourself with a smile and a firm handshake.
• Do not slouch. Maintain a posture that is open and attentive. Sit straight with hands in your lap and both feet on the floor.
• Maintain good eye contact showing your interest and directness without staring at the interviewer.
• Never smoke, chew gum, or eat candy.

Basic Guidelines for Interview Grooming:

Men:

• Wear a dark suit that is clean and pressed; dark, polished dress shoes; white or other pale colored dress shirt; tie that is coordinated and conservative.
• Hair and fingernails should be clean and neatly groomed; beards and mustaches must be closely trimmed; use only a small amount of cologne or none at all.

Women:

• Wear a dark suit, skirt and jacket or conservative dress and jacket. Avoid bright colors, bold prints, and plunging necklines.
• Stockings must be worn, even in warm weather; avoid lacy or patterned hose.
• Wear dress pumps or other conservative shoes; avoid sandals or extremely high heels.
• Make-up should be conservative; Hair should be neat and business-like; Jewelry should be simple; and perfume should be minimal or avoided.

Remember:

• Demonstrate confidence without appearing cocky; show your interest and enthusiasm.
• Clearly articulate your answers; emphasize your skills; give examples from past experience to prove those skills.

What to Do After an Interview
Within 24 hours of your interview, you should write a formal thank you follow-up letter to the interviewer to acknowledge the meeting and help keep you fresh in his or her mind.

• It should be typed and written in business letter format, or e-mailed, if the company you interviewed for is particularly tech-savvy.
• The content of the letter should include specific information given during the interview that interested you about the company; expression of your interest in the position; clarification of confusing or negative issues that came up during the interview; and your appreciation for the opportunity to interview.
• If you have not heard from the employer after five days, you may call the company representative to inquire about your status. Reiterate the points made in the letter, especially your interest in the job and your confidence in your ability to do the job well. You may also inquire about when you might expect an answer.
• Keep the letter brief and sincere; in most cases one-half to three-quarters of a page is sufficient.
• Address the letter to the primary interviewer, and include titles unless specifically told to be less formal. You might also mention the names of the other interviewers within the body of the letter.
• Demonstrate that you have reflected upon the interview, recognize the importance of the work, that you listened well, are enthusiastic about the company and job, were impressed with the people, products or service of the company, that you are ready for a challenge and are confident in your abilities.

Date

Your Address

Interviewer's Full Name
Interviewer's Position
Company/Agency Name
Company Address

Dear Ms. Franciello:

I enjoyed meeting you and your committee last Friday, and appreciate the opportunity to interview with Global Communications. I was impressed with your staff, the quality of your services and your commitment to positive client relations. Global communications is on the cutting edge and I would like to be a part of your team.

Having thought about our meeting, I agree with your assessment that putting client needs first is what makes Global Communications stand out ahead of the pack. My previous work history demonstrates my ability to provide strategic and targeted services to a full range of clientele, as well as leadership ability within an innovative company structure.

I recognize the importance of your finding the right candidate to "fit" the position and your company. I am convinced that I have the skills, energy, temperament and the desire to perform well as Communications Specialist.

Thank you for the opportunity to meet with you. I hope to hear from you soon, and can be reached at (123) 123-4567 or BiolaGrad@Biola.edu.

Sincerely,

 

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--Salary Negotiation--

 

Negotiating Salary & Benefits
Let's face it, salary negotiation is unpleasant! Most job seekers feel anxious, embarrassed and uncomfortable when the time comes to discuss salaries. The good news is that you can learn about salary negotiation and become more comfortable with the process.

This handout is designed to give you some basic information about negotiating salaries and benefits as part of your job search.

For additional information, please refer to the list of books on the back of this page, or talk to a career counselor.

What do I need to know in order to negotiate a salary?

1. Determine the market rate salary range for this type of position in this particular industry.
2. Prepare a budget to determine your financial needs.
3. Decide, BEFORE YOU GO INTO AN INTERVIEW, what salary you WANT to earn, what you NEED to live on, and what you will be willing to SETTLE FOR.
4. Be realistic: entry-level salaries are less negotiable than salaries for mid-level or executive positions.
5. Practice your salary negotiation skills with a friend, or career counselor.
6. Document your skills and accomplishments, and be prepared to talk about them.
7. Don't be the first to mention salary during the interview, and use the negotiating tips listed below when the topic does come up.
8. Never say "I need at least ___ dollars."
9. Don't worry about what your friends are making, the employer certainly isn't.
10. Never lie about your salary history.
11. Relax, it's natural to feel embarrassed or uncomfortable discussing salary.
12. Once you have accepted a job offer and salary level, be sure to get it in writing.

How can I find out the market rate salary range?
Uncovering salary information is not as difficult as it may seem. Try the following resources:

• Review the collection of salary survey information in the Career Services Center.
• Use job listings which indicate salaries for related positions.
• Ask your friends and networking contacts
• Call employment agencies or executive search firms.
• Contact professional associations.
• Talk to other job seekers.
• Review business and trade periodicals (i.e., Working Woman magazine publishes an annual salary survey; the Wall Street Journal National Business Employment Weekly publishes salary updates).
• Check out the online salary surveys through Jobsmart.com.

Are salaries really negotiable?
Yes, and no. The degree to which a salary is negotiable depends on the position, the manager, the organization, and your perceived value.

Most entry-level positions have set salaries that are subject to very little if any negotiation--perhaps a few hundred dollars of negotiating room.

Mid-level positions typically have salary ranges of between 10 and 20 percent

Employers will negotiate within the range, but will rarely exceed it unless you are an exceptional candidate. Most state and federal government jobs have rigid, non-negotiable salary scales based on education and experience.

In general, the higher-level management and executive positions offer the greatest opportunities for negotiation.

How can I handle questions about salary during an interview?
Most books about how to find a job contain entire chapters on negotiating salaries. Here are just a few tips to get you started:

The basic principle is to make sure the employer is the first to state the salary range for the position. There are several strategies that can be used to bring this about.

If asked directly about your salary needs, you can:

• Deflect
  Bounce it back to the employer by summarizing the requirements of the position as you understand them, and then ask the interviewer for the normal salary range in his/her company for that type of position.
• Distract
  Answer quickly, briefly and vaguely, and then move on to something more interesting. You can say, "I'm interested in a salary which is fair and workable for both of us. I'd be interested in hearing more about your vision for the position for the coming year."
• Cloud
  Avoid naming an exact dollar figure. If pinned into a corner, give a salary range. "I think I would fit near the top of your range in your salary listing."

More Tips

• If asked: "How much did you earn on your last job?" Tell the interviewer that you would prefer learning more about the current position before you discuss compensation, and that you are confident you will be able to reach a mutual agreement about salary at that time.
• If told: "The salary range for this position is $22,000 to $27,000, is that what you were expecting?" Tell the interviewer that it does come near what you were expecting, and then offer a range which places the top of the employer's range into the bottom of your range (i.e., I was thinking in terms of $27,000 to $32,000).
• If told; "The salary is $1900 per month." Try not to look excited or disappointed. Simply repeat the salary, look up as though you were thinking about it, and pause. Don't worry about the silence; give the employer an opportunity to increase the offer. If the interviewer does not change the offer, try the response suggested above.
• Introduction to Benefits

In addition to salary, take into consideration the employee benefit plan when evaluating an offer made by a company.

In today's job market many employee benefits are considered standard--they come with the job and are not subject to negotiation.

However, an increasing number of employers are offering flexible benefit packages, which allow employees a variety of choices regarding their benefits.

Most entry-level employees can expect a basic benefit package consisting of:

• Health insurance
• Dental insurance
• Disability insurance
• Life insurance
• Paid vacation time
• Paid sick leave
• Paid holidays

A more comprehensive benefit package might include some or all of the following:

• Bonuses
• Company car
• Education and training programs
• Flexible work schedule
• Parking
• Professional membership dues
• Relocation expenses

References
Krannich, R. (1990) Salary Success: Know What You're Worth and Get It!
Woodbridge, VA: Impact Books.
Medly, H. A. (1984) Sweaty Palms: The Neglected Art of Being Interviewed.
Berkeley, CA: Ten Speed Press.
Studner, P. (1990) Super JOB Search. Los Angeles, CA: Jamenair Ltd.
Yate, M. (1990) Knock `Em Dead With Great Answers to Tough Interview Questions.
Holbrook, MA: Bob Adams, Inc.

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