A quick word first
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Question everything
Last week we had two articles on the importance of question-asking in negotiations. The first one, “If You Don’t Ask . . .” was about how it enhances your likeability and helps foster collaboration with others. The second, on “pre-mortems” was about a key question you should ask yourself to test your strategy for an upcoming negotiation.
In this article, we’ll look at a gambit that Robert Cialdini recommends using the next time you interview for a job. And yes, once again it’s about asking a question.
Cialdini is the go-to guru for great advice about persuasion. His classic book Influence explains how subtle tweaks in phrasing a question or making an offer can transform a “no” into a “yes.” And his more recent Pre-Suasion explains how to set the stage before making an ask.
Cialdini also shares his wisdom on LinkedIn Learning. I love this short video about a key question to ask in a job interview. If you have a few minutes, check it out before reading further. I’ll summarize the gambit here, but my bet is that people who hear him describe it will be more impressed with the approach than others who just read about it in the text below. Delivery is important in this situation. I think the tactic is brilliant, provided it’s done right.
There is one way, though, it could backfire. I’ll describe the risk towards the end here. (If you're prepared for it, you’ll be fine.) So, either click the link above, as I suggest, or plow ahead.
Turn the tables
Here’s Cialdini’s interviewing advice in a nutshell. Start, of course, by thanking the recruiter for meeting with you. Say that you’re looking forward to responding to his or her questions. But then add this:
“I wonder if you could answer something for me? Why did you invite me here today? What was it about my resume that attracted you to my candidacy?”
As Cialdini explains, this query opens your conversation on a favorable note. It prompts the interviewer to focus on your strengths, the factors that distinguish you from other applicants. It implies—without actually saying it—that you’re on the short list.
I’d add that it's also a confidence builder for you, the interviewee. Having someone else emphasize your virtues puts you on solid ground. The technique plays the likeability card, as well, and more subtly, it allows you influence the process. That has to feel good, too.
But this move must be well executed. If you watched the video, you saw Cialdini’s smile and heard the warmth in his voice. The tilt of his head seemed to signal genuine curiosity. Plus, he's got energy in abundance.
Those signals will be visible if you're meeting face-to-face. But I don’t suggest using this gambit in a text chat or even a phone call. In that context, the question could sound presumptuous.
Cialdini’s phrasing is cleverly crafted, as well. He doesn’t just ask flat out, “Why did you invite me here today?” Instead, he prefaces the query with “I wonder if you could answer something for me?” This gives the interviewer notice that a question is coming, perhaps piquing interest on what that could be.
Then with exquisite timing (to my ear at least), Cialdini pauses for beat to let that sink in. Only then does he pose the “why” question. And he doesn’t stop there. He gently guides the interviewer on where to look for an answer: “What was it about my resume that attracted you to my candidacy?” All three pieces—the wonder, why, and why—are essential to making the query work.
An assignment for you
I love Cialdini’s work, especially when it promotes understanding and agreement. So let me follow suit and put two questions to you.
First, in what situations would you consider using this gambit—and when would you not?
Second, imagine that you tried the gambit, but the interviewer shot back, “Hey, I’ve seen that Cialdini video, too. Are you trying to take over the conversion?” How would you respond?
I may have a decent answer the second one, but I'll hold off on making my suggestion until I've had a chance to see your comments. Be sure to check in Thursday for a quick follow-up on this piece.
Housekeeping
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