A quick word first
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Deflecting the challenge
In my article earlier this week, ”How to Ace Your Job Interview,” I recommended a tip from Robert Cialdini, author of Pre-Suasion. Near the start of the negotiation, ask the interviewer this question:
“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?”
Getting that person to talk about your strengths impresses me as a great way to get the conversation started on a positive note. As I noted, though, it could backfire. How would you respond if the interviewer said this:
“Hey, I’ve seen that Cialdini video, too. Are you trying to take over the conversion?”
A thank you to folks who offered suggestions via email (though going forward, please use the comment feature so that others can learn from your ideas).
Several people wisely suggested using the interviewer’s familiarity with Cialdini to cement a connection. One person said she’d ask the interviewer how they happened to learn about Cialdini’s work. In the same vein, another would ask which of his ideas they liked best.
I think either of those moves could turn a negative into a positive. Note that they both involve asking a a follow-up question, right in the spirit of last week’s article.
If I had to pick my favorite, I’d choose the shortest suggested response, and answer the the interviewer’s question by saying, with a tilt of the head and a genuine smile:
“Is it working?”
Housekeeping
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