2. Interviewing Techniques

3. The Handshake Keep your right hand free Meet the other persons hand web to web Keep hand in a vertical position Shake from the elbow, not the wrist Two to three smooth pumps

4. Workshop Topics Purpose of the Interview Preparing for the Interview Typical Structure of the Interview Typical Questions After the Interview

5. Purpose of the Interview The Candidate – Clarify responsibilities of the position – Determine if you can/will do the job – Determine fit The Interviewer – Evaluate candidate based on qualifications and employer needs – Determine fit

6. Questions When Scheduling How long will the interview last? How many candidates will be interviewing? With whom will I be interviewing? Is there anything I should bring with me?

7. Know the Employer Product or Service Sales/Assets Competition History Field Offices Industry Trends Chain of Command Size

8. Resources for Researching the Employer CRC – Planning Job Choices: How to Research Companies – Florida Business Directory – Hoovers Handbook of American Business – Career Information Library - Employer Files Internet Journals

9. Know Yourself Why do you want to work for the firm? What can you do for the company? Your accomplishments/experience Your strengths/weaknesses Your initiative, goals and attitudes Your responses should be unique and specific

10. What to Bring to the Interview Portfolio Copies of your resume List of Professional References College transcripts Federal application Two quality pens Notepad Comb or brush Breath mints

11. Dress for Success Women – Suit with knee-length skirt and tailored blouse – Keep accessories and makeup simple – Pantsuits are more acceptable now but save them for after you obtain the job Men – Two-piece suit – Solid colors vs. prints or patterns – Tie pattern should be simple – Wear polished shoes with dark socks long enough so no skin shows when you are seated

12. Ten Tips Arrive on time Introduce yourself in a courteous manner Read company literature while you wait Use body language to show interest Listen Smile, nod, give nonverbal feedback Ask about the next step in the process Thank the interviewer Obtain a business card Write a thank-you letter to anyone you have spoken to

13. Typical Structure of an Interview Small talk Tell me about yourself! Discussion of your background and how it relates to the position Your opportunity to ask questions Conclusion

14. Five Tough Interview Questions The tell-all question: Tell me about yourself. The surprise question: Whats your passion? Strengths and weaknesses questions Questions about the future: What are your long-term goals? Scenario questions: What if…?

15. Questions to Ask in an Interview What will my duties entail? What kind of work can I expect to be doing? Can you describe a typical day? Where does this job fit into the organizational structure of the company? Who would I report to? Who would I be working with? What is the size of the department I would be working in? What is its structure? How is it organized? May I see it?

16. More Questions to Ask Does the company offer any training opportunities? How would you describe the ideal candidate for this position? What qualities do you want in the person who fills this job? What do you feel would be the greatest challenge for me? What is the selection process/timeline from here? May I contact you if I have any further questions?

17. After the Interview Write a thank-you letter to anyone with whom you have spoken – Use standard business letter format – Thank the interviewer – Reference a point of conversation which was of mutual interest – Recap how your skills and qualifications fit the position based on your interview conversation – Communicate your continued interest in the position

18. Practice, Practice, Practice! Mock interview Internet

19. NEGOTIATING

20. TOPICS FOR DISCUSSION Understanding The Process The Interview The Offer The Negotiation Process

21. UNDERSTANDING THE PROCESS What It Is Not – saying I want more money What It Is – Meeting and discussing a subject – Mutual agreement of issues

22. UNDERSTANDING THE PROCESS When does negotiation begin – Telling about yourself – With the initial interview Dont reveal your salary requirements too early in the negotiation process.

23. UNDERSTANDING THE PROCESS Evaluation – Answer these questions: What is the Salary range? What is the lowest salary that I will consider? What makes me worth a higher salary?

24. UNDERSTANDING THE PROCESS Where To Get Salary Information – National Association of Colleges and Employers – Career Resource Center – Libraries – Trade associations and trade publications – Internet – People working in the industry

25. UNDERSTANDING THE PROCESS Some Employer Objections To Your Request For More Money – You dont have enough experience – Other employees arent making more – The budget wont permit – Thats what we are paying new hires

26. UNDERSTANDING THE PROCESS Your Positive Response To An Objection To Pay You More – In response to the other employees arent making more statement, you might give a response such as: I see. (short pause) What is the range for this position? What would it take to get to that higher level within that range? Remember, you are asking questions not delivering an ultimatum.

27. The Interview Some Ideas To Help You During The Interview Process As It Pertains To The Salary Issue – Good listening skills – Try not to be the first to mention money – If asked what salary you are looking for, say you have a range but that it really will depend on the total package – If pushed, have a range in mind – If asked what your current pay is, tell the truth

28. THE OFFER – Give answer in 24 hours unless you are considering other options. Or ask for a window of time. – Ask about other important fringe benefits before accepting the job – Avoid telephone negotiations

29. THE NEGOTIATION PROCESS Here Are Some Examples Of How A Salary Discussion Might Go Company: We would like to offer you a salary of Rs.55,000/year. You: Alternative answer #1: Im delighted that you are interested in me. Based upon my experience and also because of a variety of expenses associated with the cost of living in (this city), I would like to make around Rs.60,000. How do you feel about that?

30. THE NEGOTIATION PROCESS Alternative answer #2: I like the opportunity, and I know that I could contribute, but I have several other opportunities that are in the $60,000 range. Is there a way we could work this out? Alternative answer #3: Ive completed a very valuable education and anticipated Rs.60,000 as a minimum. Is there a way we can work that out? I love the opportunity and would like to work here if I can get that amount. What do you think?

31. THE NEGOTIATION PROCESS – Ask if you can get periodic reviews to let your future employer know that you are concerned with providing the highest level of service. – Before asking for more money, mention positive statement that reflects your skills and why you are qualified for the job.