MY NEWNEWNEWEST GEB QUIZLET
What are the five steps to answering any question well?
1. Clarify 2. Summarize 3. Answer 4. Gain Feedback 5. Ask a Question of Your Own
Questions drivers ask?
Closed
In a salary negotiation, your objective is to...?
Convince the employer that your asking salary is appropriately positioned within the market range given your experience and value you bring
______ can make their way over most of the hiring thresholds long before a formal interview.
Good networkers
Threshold reached in Connect stage
Likeability & Trust
Analytical's want ____
More Facts/Details
Do drivers tend to trust others?
No
The ______ is like the Driver, but will want more supporting evidence particularly around how you will do the job. They will take the time to dig for details that either support or undermine your claims.
Analytical
Which personality type will bring their own set of facts and logic but are usually calm in the process of negotiating?
Analyticals
When answering questions there are five steps to make sure your answer is thorough and well received. Which step allows you to retake control of the interview?
Ask a Question of Your Own
There are four steps to "drive an interview." Your goal is to cross each threshold and eventually make it to the job offer. How do you know if you have crossed a threshold?
Ask for feedback
Negotiation is about coming down in small increments from your ______ number to your ______ number.
Asking; acceptable
______ is the component of your pay that is guaranteed provided you are not terminated.
Basic salary
Expressive's use _____
Combo of fact and hyperbole All About Achievement
Stage to assess interviewers personality type?
Connect
In a salary negotiation, your objective is to
Convince the employer that your asking salary is appropriately positioned within the market range given your experience and value you bring
Threshold reached in Understanding stage
Credibility
There are four steps to "drive an interview." Your goal is to cross each threshold and eventually make it to the job offer. After which threshold would you start to use the "SOAR" process to structure your answers?
Credibility threshold
There are four steps to "drive an interview." Your goal is to cross each threshold and eventually make it to the job offer. Once you "Understand" by asking targeted questions to uncover their needs, you cross the
Credibility threshold
What is the foundation for dealing with any negotiation?
Developing alternative plans and knowing what the market salary range is for the jobs you want.
Questions should be used for getting feedback?
Direct Closed Questions
The ______ is results-oriented and will primarily want you to prove that you can and will do the job.
Driver
Basic Personality Types (4) DA EA
Driver Analytical Expressive Amiable
Which two personality types may rant and try to intimidate you into bringing your number down?
Drivers and Expressives
When is the negotiating power in your favor?
If you have differentiated yourself well from other candidates, if the employer does not have the time to find any more candidates due to pressure to fill the position, and if they perceive that you have alternatives.
What websites cover salary ranges by job type?
JobStar.com, Glassdoor.com, and Salary.com
Who said this quote: "In life you don't get what you deserve, you get what you negotiate."
Krishna Sagar
There are four steps to "drive an interview." Your goal is to cross each threshold and eventually make it to the job offer. What is the FIRST threshold you must cross?
Like & Trust threshold
When you have reached the end of productive discussions around your base salary, what should you do next?
Move to other components, such as adding additional objectives, performance bonuses, and training.
In life you have a better chance of getting what you:
Negotiate
What are the five P's?
Proper preparation prevents poor performance.
If your social style rubs the interviewer the wrong way, even slightly, you are not getting the job; you won't even get through the like and trust threshold! To avoid this, you should use the alignment steps to align your behavior to the personality of the interviewer. Which of the following was NOT listed in the Lesson Summary as something you need to do to align to the interviewer?
Reference your past job duties and education to give examples of your strengths.
It is critical you use a ______ to support every statement to a driver.
SOAR
SOAR stands for ____
Situation Objective Action Results
What does SOAR stand for?
Situtation Objective Action Results
You may have all the skills required by the job, but if your social style rubs the interviewer the wrong way you are not getting the job. To get through the like and trust threshold you must align with the interviewer based on their "social style." In general, when answering questions from a Driver you should
Stay on topic with relevant examples of actions and results
Which step ensures your answer is a precision missile with high impact?
Step 3. Answer
Step ensures your answer is precision missile with high impact?
Step 3: Answer
What step does he recommend you use without fail?
Step 4. Gain Feedback
Which step tells you whether your missile hit the target?
Step 4. Gain Feedback
Step tells you whether your missile hit target?
Step 4: Gain Feedback
Which step helps you retake control to identify your next target?
Step 5. Ask a Question of Your Own
Step helps you re-take control to identify your next target?
Step 5: Ask Question of Your Own
The second you get an invitation for an interview, ______ your efforts to get other interviews elsewhere.
Step up
Step acts like Homing Mechanism to help you lock onto your target
Steps 1 and 2: Clarify and Summarize
Which steps act like a homing mechanism to help you lock onto your target?
Steps 1. Clarify and 2. Summarize
What should you do to appeal to the Analytical?
Stick to the facts and avoid hyperbole
Threshold reached in Match Stage
Suitable for Hire
In general, who would ask questions such as; Give me an example of when you showed initiative, How do I know you will succeed in this job, and How do you manage deadlines?
The Driver
How can you find out as much as possible about the job, the department, the manager, the company, and the industry with no inside connections?
°Go the to website of the company °Look at the management team LinkedIn profiles and see what their achievements are °Go to sites like www.CarreerOneStop.org to find info on what skills are typically required by job type °Talk to existing contacts in similar organization to help clarify top priorities and common challenges
Is it critical you use SOAR with drivers?
Yes
Use SOAR to keep your answers ....
-Relevant -Compelling -Succinct
Steps: Answer Questions Well (CSA GA)
1. Clarify 2. Summarize 3. Answer 4. Gain Feedback 5. Ask Question of Your Own
Steps of Interview CUMC
1. Connect 2. Understand 3. Match 4. Close
What are the alignment steps?
1. Connect 2. Understand 3. Match 4. Close
What is Part 2 of preparing for the interview?
1. How to drive an interview
What is Part 1 of preparing for the interview?
1. Pre-interview alignment 2. Call the Human Resources manager 3. Call the interviewer 4. Prepare and practice
Amiable's care ____
About People Want to be sure you do
If the interview is the first time you meet an employer, what are your chances of concluding with a job offer?
About the same as getting a marriage proposal at the end of a blind date
Salary, like starting date, is a term of employment. Should you choose to negotiate your salary, when should you divulge what salary you are looking for?
After the employer has made an offer
When is the only time you should engage in a discussion about the terms of your employment?
After they have made you an offer
Drivers characterized by ____
Aggressive Task Oriented To the Point and Time Conscious
Why is an interview easier and more productive for a "pre-aligned" networker?
All of the answers
The ______ also sees being able to do the job as a basic requirement but really wants you to prove that you will fit in.
Amiable
Which personality type is liable to stay quiet and let the silence drive you to start lowering your own offer?
Amiables
Which type often asks the hardest and most subjective questions?
Amiables
______% of interview candidates make the mistake of talking about their strengths too early before establishing their likability, trust, and a need for their strengths.
90%
What is your objective during the understanding stage?
To reassure the interviewer that you fully understand their requirements and reach the credibility threshold.
Which of the following is an example of a "non-compensatory" (non-monetary) thing that you should also negotiate?
Training
T/F? Candidates with weaker skills than you will be selected instead of yo gif they have researched and rehearsed more than you?
True
You may have all the skills required by the job, but if your social style rubs the interviewer the wrong way you are not getting the job. To get through the like and trust threshold you must align with the interviewer based on their "social style." In general, when answering questions from an Expressive you should
Use a combination of fact and hyperbole
What should you do to appeal to the Expressive?
Use a combination of fact and hyperbole.
Should you go back and make sure you have crossed all the thresholds?
Yes
Congratulations, you have been called in for three interviews with representatives from your top company. Because you've been conducting informational interviews you know that people you will speak with are the Department Manager and two Vice Presidents. They have (in order) the following personality types: Amiable (Dept Manager), Analytical (1st VP), Driver (2nd VP). How will you answer their questions?
You need to convince the Department Manager you will fit in and want the job; you need to provide the first Vice President with supporting evidence about how you will do the job; and you will need to prove to the second Vice President that you can and will do the job.
Threshold reached in Close Stage
This Is Who We Want
When creating your budget, what percentage should you include for unforeseen expenses?
10%
______ to ______ seconds is the best point to stop and ask for feedback.
20 to 25
Try not to talk for more than ______ at a time under any circumstances.
30
You can normally tell after ____ to _____ that an interview is ending.
45 minutes to an hour
What percentage of people will happily describe negative situations without adding any information about how they resolved it, learned from it, or avoided it in the first place?
50%
The ______ sees being able to do the job as a basic requirement but really wants you to prove that you will do the job. They want to know where your energy and desire to succeed comes from.
Expressive
You may have all the skills required by the job, but if your social style rubs the interviewer the wrong way you are not getting the job. To get through the like and trust threshold you must align with the interviewer based on their "social style." In general, who would ask questions such as; What is your greatest achievement, what gets you excited, why should I hire you rather than the other candidates
Expressive
The ______ the asking number when you start the negotiation, the ______ the end number will be when you finish the negotiation.
Higher; higher
You must create your own flow that shows what?
How aligned you are with the interviewer's requirements and personality
What should you talk about when asked "Why do you want this job?"
How through networking you learned about many different jobs, what was involved in each on a daily basis and how they decided this is what they want to do. Describe your personal and career goals and how this role fits into them.
2 Approaches in Understanding Stage
Passive Proactive Questioning
Which of the following is NOT one of the four key stages of an interview?
Probe - When you first meet the interviewer and ask closed follow up questions to reinforce your understanding of the interviewer's initial inquiry
What is the class structure you should use when speaking with the HR manager?
The Introduction: "Good morning, Mr. Smith. My name is John Brown." The Opening: "I've been invited for an interview with Ms. Jones. I very much liked the job description, and am excited at the possibility of joining your organization." The Request: "However, I have a few questions that could help me prepare." The Benefit: "I would like to make sure that Ms. Jones' time is well spent when we meet." The Close: "Could you spare a few minutes on the phone to go over my questions? I would be happy to call back at a more convenient time if you prefer."
There are three salary numbers that you will need to know before negotiating your salary. Which number is higher than the bottom that keeps you from accepting the lowest offer for the position too quickly?
The acceptable number
What information are Drivers interested in?
The evidence of what you have actually done and how that proves you can do what they want done
In a negotiation, the power lies with which party?
The one that has the best alternatives if negotiations fail
In any negotiation, the power lies with which side?
The side that has the best alternatives if negotiations fail and the most knowledge
The ONLY number you communicate during the negotiation process are what?
The top and bottom of the range and your asking number. You should NEVER disclose your acceptable number or, even worse, your bottom line reject number.
The Career Cycle course states that it is easy to see who has "aligned" prior to the interview. How does the way a candidate answers, "Why do you want the job?" show that they are aligned?
They emphasize the networking they've done to learn about jobs, decide what they want to do, learned what attributes are required to land and succeed in those jobs and can describe their personal and professional goals and achievements to meet those requirements
What do set up questions do?
They set you up to be able to provide a matching strength statement.
There are four steps to "drive an interview." Your goal is to cross each threshold and eventually make it to the job offer. Once you "Close" by asking open questions that differentiate you and provide examples that show you can satisfy their top priorities, you cross the
This is Who We Want threshold
What is your objective when negotiating?
To convince the interviewer that your asking salary is appropriately positioned within the market range given your experience and the value you will bring.
What is your objective during the closing stage?
To convince them why they should be hiring you and cross the "this is who we want" threshold.
What is your objective during the connecting stage?
To cross the threshold of likability and trust
What is your objective during the matching stage?
To provide compelling strength statements that are direction relevant to the needs uncovered in the understanding stage and to cross the "suitable for hire" threshold.
