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| Getting There | |
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| Friendly Advice: Don't Screw Up! | |
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| Interview Myths | |
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| Employers Know What They Want | |
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| Employers Are Experts at Interviewing | |
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| Employers Like to See You Squirm | |
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| Interview Reality: They Don't Really Care About You | |
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| What Every Employer Wants | |
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| A Solution, Not a Problem | |
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| Someone Who Can Do the Job | |
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| Someone Who Will Stick Around | |
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| Someone Who Will Fit In | |
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| Someone Who's Likable | |
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| Someone Who Will Return the Investment | |
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| Present Yourself as a Solution | |
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| The Least You Need to Know | |
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| Getting Ready: The Long View | |
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| Transferable Skills | |
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| Climbing the Ladder | |
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| The Higher the Better | |
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| Free-Form Exercise | |
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| Your Marketable Skills | |
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| Research: What It Is and Why Even You Can Do It | |
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| Make Friends Everywhere | |
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| Get a Library Card | |
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| Use a Computer | |
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| Leveraging What You Learn | |
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| What, Me Worry? | |
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| The Least You Need to Know | |
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| Stalking the Wily Interview | |
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| How to Make Interviews Happen | |
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| Those Old Resume Blues | |
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| The Awful Truth About Want Ads | |
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| What About Want Ads on the Internet? | |
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| Turning a Cold Call Into a Warm Reception | |
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| End the Run-Around in Human Resources | |
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| Follow the Clout | |
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| Phone Tips | |
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| Nervous? Snuff Out Spontaneity | |
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| The Hardest Sales Letter You'll Ever Write | |
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| The Letter-Call Formula | |
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| Working With an Agency | |
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| Presenting Yourself | |
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| Don't Become Complacent | |
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| Is This the Best Place for You? | |
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| The Least You Need to Know | |
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| Getting Ready: The Short View | |
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| Bingo! | |
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| Handling the Big Call | |
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| What to Ask Now | |
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| What to Say (and Not Say) to Your Present Employer | |
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| It's a Small, Small, Small World | |
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| A Bouquet of Graceful Lies | |
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| The Best Time for an Interview | |
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| Resolving Scheduling Conflicts | |
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| Trust, But Verify | |
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| Assembling Your "Interview Kit" | |
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| What Goes Into the Interview Kit? | |
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| How to Use Your Interview Kit | |
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| How to Control It | |
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| Rehearse It and Nurse It | |
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| Gather Ye War Stories | |
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| The Rest of the Script | |
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| Questions, Questions, Questions | |
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| Interview Logistics | |
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| Travel: Who Arranges and Who Pays? | |
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| Wake Up! You're Jet-Lagged! | |
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| The Night Before | |
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| See a Show, Walk the Dog | |
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| The Last Supper | |
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| Into the Land of Nod | |
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| The Least You Need to Know | |
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| Looking the Part | |
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| Assessing Your Employment Wardrobe | |
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| Dress Code | |
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| I Gotta Be Me (You Gotta Be Kidding!) | |
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| From Executive Assistant to V.P. | |
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| The First Commandment: Be Thou Sharp and Clean | |
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| Traveling With Your Clothes | |
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| For Men Only | |
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| Suit Yourself, Sir | |
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| Keep Your Shirt On | |
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| Fit to Be Tied | |
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| Shoes and Socks | |
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| All Accessories Included | |
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| For Women Only | |
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| The Suit du Jour | |
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| Blouses and Neckwear | |
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| Heels and Hosiery | |
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| And the Accessories | |
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| The Least You Need to Know | |
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| Being There | |
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| Reception Room Strategies | |
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| "Punctual" Means On Time | |
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| |
| What If You're Early? | |
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| When the Employer Is Late | |
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| The Receptionist: Getting to Know You | |
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| Pit Stop | |
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| Reception Room Research | |
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| Butterflies Are Free | |
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| Afraid Because We Run | |
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| Getting a Handle on Nerves | |
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| Faking It With Body Language | |
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| The Least You Need to Know | |
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| Invitation to the Dance | |
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| Greetings! | |
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| Walk Tall | |
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| Smile When You Say That | |
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| Look 'Em in the Eye | |
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| A Hearty Handshake | |
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| |
| Please Wait to Be Seated | |
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| |
| Let Your Partner Lead (if He Can) | |
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| |
| Enduring the Silence | |
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| |
| Filling the Silence | |
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| |
| Taking the Lead | |
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| |
| Rapport Builders | |
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| Magic Words: "We," "Us," and "Our" | |
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| More Words and Phrases to Use | |
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| |
| Rapport Busters | |
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| Interruptions and Distractions | |
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| Sore Spots | |
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| Words and Phrases to Avoid | |
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| |
| Body Language: Eloquence Without Words | |
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| |
| Energize the Interview With "Relaxed Energy" | |
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| |
| How to Breathe | |
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| |
| Don't Hand 'Em Your Head | |
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| |
| Using Your Hands | |
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| The Least You Need to Know | |
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| |
| |
| The Art of Listening--Really Listening | |
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| A Lively Art | |
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| |
| Practicing Lively Restraint | |
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| |
| Turn Yourself Into a Mirror | |
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| |
| Stoking the Fire and Stroking the Speaker | |
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| |
| His Interest in You = Your Interest in Him | |
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| |
| Focus on the Interviewer's Needs, Not Your Own | |
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| |
| Stalking the Main Thought | |
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| |
| Pounce and Develop | |
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| |
| What Can You Afford to Forget? | |
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| |
| Dynamic Listening | |
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| |
| Use Your Self-Interest | |
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| |
| Connect With Your Own Interests | |
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| |
| Tune In and Turn On | |
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| |
| Body Language Works Both Ways | |
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| |
| Watch Him Breathe | |
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| |
| You Have More Time Than the Speaker--Use It | |
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| |
| The End | |
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| |
| The Least You Need to Know | |
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| |
| |
| How to Answer the Questions Everybody Asks | |
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| |
| Speak the Language of Business | |
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| |
| The Answers You Should Always Give | |
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| |
| The Answers You Should Never Give | |
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| |
| Questions of Ability and Suitability | |
| |
| |
| Sell Skill, Not Experience | |
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| |
| Answer With Achievement | |
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| |
| Navigating the Minefield | |
| |
| |
| Questions of Employability | |
| |
| |
| I Want to Grow | |
| |
| |
| "Laid Off, You Say?" | |
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| |
| The Stickiest Wicket: You Got Fired | |
| |
| |
| Questions of Affordability | |
| |
| |
| "How Much Are You Looking For?" | |
| |
| |
| "How Much Are You Making Now?" | |
| |
| |
| The Least You Need to Know | |
| |
| |
| |
| ...And the Questions Almost Nobody Asks (But Just Might Ask You) | |
| |
| |
| Problems, Problems, Problems | |
| |
| |
| Expecting the Unexpected | |
| |
| |
| Strategies for Answering Problem-Solving Questions | |
| |
| |
| Have Fun With It | |
| |
| |
| For Example | |
| |
| |
| "Tell Me About a Time When You..." | |
| |
| |
| Strategies for Answering Behavior-Related Questions | |
| |
| |
| Dredging Up Memories | |
| |
| |
| The Truth of Fiction | |
| |
| |
| And Now, Straight from Left Field | |
| |
| |
| The "Desert Island" Scenario | |
| |
| |
| Strategies for Answering Questions Unrelated to Work | |
| |
| |
| Questions You Don't Have to Answer (and How Not to Answer Them) | |
| |
| |
| Marital Status and Family Plans | |
| |
| |
| Sexual Orientation | |
| |
| |
| Age | |
| |
| |
| Ethnic Background or National Origin | |
| |
| |
| Race | |
| |
| |
| Religion | |
| |
| |
| Disability | |
| |
| |
| The Least You Need to Know | |
| |
| |
| |
| Taking Control and Selling Yourself | |
| |
| |
| Why Navigate When You Can Steer? | |
| |
| |
| Persuading With Your Ears | |
| |
| |
| Striking Sparks | |
| |
| |
| Fanning the Flames | |
| |
| |
| Transforming Interest Into Involvement | |
| |
| |
| Moving to Action | |
| |
| |
| Reading the Interviewer | |
| |
| |
| Victor Vague | |
| |
| |
| Harried Harriet | |
| |
| |
| Mike the Machine | |
| |
| |
| Ted the Techie | |
| |
| |
| Mary the Monopolizer | |
| |
| |
| You, the Problem Solver | |
| |
| |
| The Least You Need to Know | |
| |
| |
| |
| Money Talk | |
| |
| |
| First, Some Homework | |
| |
| |
| A Cash-Need Worksheet | |
| |
| |
| What Are You Worth? | |
| |
| |
| A Game of Chicken | |
| |
| |
| Putting Yourself in the Catbird Seat | |
| |
| |
| Don't Flinch | |
| |
| |
| Timing Is Everything | |
| |
| |
| The Journey from "Sorta Like" to "Gotta Have" | |
| |
| |
| Jumping the Hurdles | |
| |
| |
| "Exceeds Range Authorized" | |
| |
| |
| "Outside of Our Budget" | |
| |
| |
| "Others Don't Make as Much" | |
| |
| |
| "But Your Salary History..." | |
| |
| |
| This Is Negotiable (Isn't It?) | |
| |
| |
| Money Isn't Everything | |
| |
| |
| Bennies from Heaven | |
| |
| |
| Vacation and Other Perks | |
| |
| |
| Relocation Reimbursement | |
| |
| |
| Victory in the Gulf War | |
| |
| |
| The Least You Need to Know | |
| |
| |
| |
| "Do You Have Any Questions?" (You'd Better!) | |
| |
| |
| |
| Questions You Should Always Ask | |
| |
| |
| Big Question #1: "Have You Had a Chance to Review My Resume?" | |
| |
| |
| Even More About Yourself | |
| |
| |
| Big Question #2: "What Results Do You Want Me to Produce?" | |
| |
| |
| Probing Employer Needs | |
| |
| |
| Questions to Which You Are the Answer | |
| |
| |
| Questions to Close the Sale | |
| |
| |
| The Least You Need to Know | |
| |
| |
| |
| Roll-Up-Your-Sleeves Questions | |
| |
| |
| Showing That You Can Hit the Ground Running | |
| |
| |
| Our Mission | |
| |
| |
| Line Extension | |
| |
| |
| New Lines | |
| |
| |
| Market-Share Growth | |
| |
| |
| Being a Prophet of Profitability | |
| |
| |
| Demonstrating Proficiency | |
| |
| |
| Questions That Show You're a Leader | |
| |
| |
| Matters of Clout | |
| |
| |
| Take-Charge Attitude | |
| |
| |
| Showing Team Spirit | |
| |
| |
| The Nitty-Gritty | |
| |
| |
| Duties and Responsibilities | |
| |
| |
| Reporting Levels | |
| |
| |
| When to Stop | |
| |
| |
| The Least You Need to Know | |
| |
| |
| |
| Real-World Questions | |
| |
| |
| One Size Does Not Fit All | |
| |
| |
| If You're in Sales | |
| |
| |
| Client Load | |
| |
| |
| Reporting Structure | |
| |
| |
| Expectations | |
| |
| |
| Compensation Basis | |
| |
| |
| If You're in Marketing | |
| |
| |
| Mission | |
| |
| |
| Relation to Other Departments | |
| |
| |
| Role of Innovation | |
| |
| |
| Reporting Structure | |
| |
| |
| If You're in Service | |
| |
| |
| Mission | |
| |
| |
| Relation to Sales | |
| |
| |
| Client Load | |
| |
| |
| If You're in Financial | |
| |
| |
| Mission | |
| |
| |
| Reporting Structure | |
| |
| |
| Special Goals | |
| |
| |
| If You're in RandD (Research and Development) | |
| |
| |
| Mission | |
| |
| |
| Autonomy and Reporting Structure | |
| |
| |
| Expectations | |
| |
| |
| If You're in Production | |
| |
| |
| Expectations | |
| |
| |
| Relation to Other Departments | |
| |
| |
| Reporting Structure | |
| |
| |
| The Least You Need to Know | |
| |
| |
| |
| Special Settings and Challenging Circumstances | |
| |
| |
| |
| Try Rolling Your Own | |
| |
| |
| Don't Be a Wallflower | |
| |
| |
| Boldly Go: Five Steps to Creating an Informational Interview | |
| |
| |
| |
| Identify Your Targets | |
| |
| |
| |
| Evaluate Your Targets | |
| |
| |
| |
| Identify the People With the Power to Hire You | |
| |
| |
| |
| Make a Call | |
| |
| |
| |
| Explain Yourself | |
| |
| |
| What Are You About? | |
| |
| |
| Offer Something | |
| |
| |
| The Questions to Ask | |
| |
| |
| Limit the Time | |
| |
| |
| Don't Look for a Job Here (At Least, Not Now) | |
| |
| |
| The Least You Need to Know | |
| |
| |
| |
| Surviving the Gatekeeper Interview | |
| |
| |
| The First Cut--So What? | |
| |
| |
| What You Can Learn from the Hippocratic Oath | |
| |
| |
| Foot in the Door (Not in the Mouth) | |
| |
| |
| Brevity | |
| |
| |
| The Challenge | |
| |
| |
| Painting Broad Strokes | |
| |
| |
| What to Say | |
| |
| |
| What Not to Say | |
| |
| |
| Turn Goodbye Into Au Revoir | |
| |
| |
| The Least You Need to Know | |
| |
| |
| |
| The Telephone Interview | |
| |
| |
| Invitation to a Process of Elimination | |
| |
| |
| The Role of the Phone Interview | |
| |
| |
| The Good News: A Signal of Interest | |
| |
| |
| The Bad News: This Isn't Face to Face | |
| |
| |
| Caught Off-Guard | |
| |
| |
| A Welcome Call at an Unwelcome Time | |
| |
| |
| Taking Surprise in Stride | |
| |
| |
| Bidding for Time | |
| |
| |
| A Lesson from the Boy Scouts | |
| |
| |
| A Telephone "Interview Kit" | |
| |
| |
| Let the Caller Do the Talking (Mostly) | |
| |
| |
| Giving Answers | |
| |
| |
| Don't Say Yes, and Don't Say No | |
| |
| |
| Beware the Voice of Fear | |
| |
| |
| Achieving Control | |
| |
| |
| Achieving Authority | |
| |
| |
| Speak Into the Phone | |
| |
| |
| How to Take Effective Phone Notes | |
| |
| |
| The Least You Need to Know | |
| |
| |
| |
| Expecting the Unexpected | |
| |
| |
| Panel Interviews | |
| |
| |
| "We're Not Ganging Up on You..." | |
| |
| |
| Battling the Barrage | |
| |
| |
| Sequential Interviews | |
| |
| |
| "The Rime of the Ancient Mariner" Revisited | |
| |
| |
| Keeping It Fresh | |
| |
| |
| Tying It Together | |
| |
| |
| Enter the Computer | |
| |
| |
| Multiple-Choice Scenarios | |
| |
| |
| Open-Ended Approaches | |
| |
| |
| Honesty--Not Always the Best Policy | |
| |
| |
| Mealtime Interviews | |
| |
| |
| Getting to Know You | |
| |
| |
| Focusing the Conversation | |
| |
| |
| Dangerous Passages | |
| |
| |
| Your Manners | |
| |
| |
| Booze | |
| |
| |
| When You're In from Out of Town | |
| |
| |
| Scheduling and Logistics | |
| |
| |
| Jet-Lagged? | |
| |
| |
| International Interviewing | |
| |
| |
| Drug Testing | |
| |
| |
| Is It Legal? | |
| |
| |
| Sign on the Dotted Line? | |
| |
| |
| The Least You Need to Know | |
| |
| |
| |
| On the Spot | |
| |
| |
| |
| You're On! The Performance Interview | |
| |
| |
| Get Ready, Get Set | |
| |
| |
| Run Through Your Network | |
| |
| |
| Play to Strengths | |
| |
| |
| Props | |
| |
| |
| You're On! | |
| |
| |
| Framing the Show | |
| |
| |
| K.I.S.S. | |
| |
| |
| Leave 'Em Wanting More | |
| |
| |
| Surprise! | |
| |
| |
| Grace on the Spot | |
| |
| |
| Never Apologize, Never Excuse | |
| |
| |
| Test Taking | |
| |
| |
| Homework | |
| |
| |
| Pop Quiz | |
| |
| |
| "Beating" a Psychological or Integrity Test | |
| |
| |
| Kudos and Lumps | |
| |
| |
| The Least You Need to Know | |
| |
| |
| |
| You're On Fire! The Stress Interview | |
| |
| |
| No More Mister Nice Guy | |
| |
| |
| Stress Interview Motives | |
| |
| |
| To Beat You Silly? | |
| |
| |
| To Reveal the "Real You"? | |
| |
| |
| To Let You Shine? | |
| |
| |
| Stress Interviewer Strategies | |
| |
| |
| Overload | |
| |
| |
| Brainstorm | |
| |
| |
| Set Up for a Fall | |
| |
| |
| Twenty Stress Questions (and Answers) | |
| |
| |
| The Least You Need to Know | |
| |
| |
| |
| Overcoming Objections | |
| |
| |
| A Call to Action | |
| |
| |
| Five Steps Over Any Objection | |
| |
| |
| |
| The Rephrase Step | |
| |
| |
| |
| The Confirmation Step | |
| |
| |
| |
| The Concession Step | |
| |
| |
| |
| The Neutralizing Step | |
| |
| |
| |
| The Storytelling Step | |
| |
| |
| The Charge Was Job Hopping | |
| |
| |
| Preparing the Defense | |
| |
| |
| Putting It in the Best Light | |
| |
| |
| Gaps, Gulfs, and Gaffes | |
| |
| |
| There's a Hole in Your Resume | |
| |
| |
| Not Enough Experience | |
| |
| |
| Wrong Degree, No Degree | |
| |
| |
| Climbing Down the Ladder of Success | |
| |
| |
| Explaining a Salary Reduction | |
| |
| |
| Explaining an Apparent Demotion | |
| |
| |
| Well, Uh, You're Overqualified! | |
| |
| |
| You Were Fired | |
| |
| |
| "I'm Not Sure You Fit In..." | |
| |
| |
| Capitalizing on Diversity | |
| |
| |
| Hiring and the Law | |
| |
| |
| The Least You Need to Know | |
| |
| |
| |
| To Follow Through, Follow Up | |
| |
| |
| |
| Nailing the Follow-Up Interview | |
| |
| |
| You've Made the Cut--Now What? | |
| |
| |
| Preparing for the Follow-Up Interview | |
| |
| |
| Anticipating the Issues | |
| |
| |
| Your Entrance | |
| |
| |
| Like an Old Friend | |
| |
| |
| The Name Game | |
| |
| |
| Connect a Face With a Concern | |
| |
| |
| You're Already There | |
| |
| |
| Choose Your Pronoun | |
| |
| |
| Engage Problems | |
| |
| |
| Be Positive | |
| |
| |
| Remember: Wait Until They "Gotta Have You" | |
| |
| |
| Making Your Exit | |
| |
| |
| Do's and Don'ts for Bringing It to a Close | |
| |
| |
| Do I Shut Up Now? | |
| |
| |
| The Least You Need to Know | |
| |
| |
| |
| The Morning After | |
| |
| |
| You're Not Finished | |
| |
| |
| Four Steps to Thank-You Letters That Mean Business | |
| |
| |
| Pursue the Issues | |
| |
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| Those Unanswered Questions | |
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| "I Forgot to Mention..." | |
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| Zapping Doubt | |
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| The Silent Treatment | |
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| Briefing Your References | |
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| What to Do With Success | |
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| Accepting the Offer | |
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| Confirming the Offer | |
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| Your First Few Weeks on the Job | |
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| The Least You Need to Know | |
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| Buzz Word Glossary | |
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| Info Sources for Job Searches and Interview Prep | |
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| Sources of Sources | |
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| Career Forecasts and Outlook | |
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| Industries and Fields (General) | |
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| Communications Industry | |
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| Computer Industry | |
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| Government Employment | |
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| Sources of Information on Specific Companies | |
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| People With Clout (Contacts) | |
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| On-Line Resources (General) | |
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| On-Line Resources (Education) | |
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| On-Line Resources (Government) | |
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| On-Line Resources (Science and Technology) | |
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| On-Line Resources (Health Care) | |
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| On-Line Services (Commercial) | |
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| Skills Inventories | |
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| A People Skills Inventory | |
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| A Data Skills Inventory | |
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| A Things Skills Inventory | |
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| Index | |