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.