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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 | |
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| |
Sell Skill, Not Experience | |
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| |
Answer With Achievement | |
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| |
Navigating the Minefield | |
| |
| |
Questions of Employability | |
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| |
I Want to Grow | |
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| |
"Laid Off, You Say?" | |
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| |
The Stickiest Wicket: You Got Fired | |
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| |
Questions of Affordability | |
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| |
"How Much Are You Looking For?" | |
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| |
"How Much Are You Making Now?" | |
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| |
The Least You Need to Know | |
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| |
...And the Questions Almost Nobody Asks (But Just Might Ask You) | |
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| |
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..." | |
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| |
Strategies for Answering Behavior-Related Questions | |
| |
| |
Dredging Up Memories | |
| |
| |
The Truth of Fiction | |
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| |
And Now, Straight from Left Field | |
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| |
The "Desert Island" Scenario | |
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| |
Strategies for Answering Questions Unrelated to Work | |
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| |
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 | |
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| |
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 | |
| |
| |
Those Unanswered Questions | |
| |
| |
"I Forgot to Mention..." | |
| |
| |
Zapping Doubt | |
| |
| |
The Silent Treatment | |
| |
| |
Briefing Your References | |
| |
| |
What to Do With Success | |
| |
| |
Accepting the Offer | |
| |
| |
Confirming the Offer | |
| |
| |
Your First Few Weeks on the Job | |
| |
| |
The Least You Need to Know | |
| |
| |
| |
Buzz Word Glossary | |
| |
| |
| |
Info Sources for Job Searches and Interview Prep | |
| |
| |
Sources of Sources | |
| |
| |
Career Forecasts and Outlook | |
| |
| |
Industries and Fields (General) | |
| |
| |
Communications Industry | |
| |
| |
Computer Industry | |
| |
| |
Government Employment | |
| |
| |
Sources of Information on Specific Companies | |
| |
| |
People With Clout (Contacts) | |
| |
| |
On-Line Resources (General) | |
| |
| |
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 | |