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Interview Magic , 2nd Edition

Book Description

Interview to show you provide value to employers, create a memorable career brand, quadruple your interview opportunities.

Table of Contents

  1. Cover Page
  2. Title Page
  3. Copyright Page
  4. Dedication
  5. Acknowledgments
    1. Access Free Additional Interview Questions and “Magic Words” Strategies
  6. About This Book
  7. Contents
  8. Part 1: Interview Foundations
    1. Chapter 1: 10 Critical Truths for Job Interview Success
      1. Truth #1: Careers Can Be Made or Broken in the Interview Process
      2. Truth #2: Your “Career DNA” Is the Secret to Your Value
        1. Designed
        2. Nature
        3. Assets
      3. Truth #3: There Is a Place for You
      4. Truth #4: Employment Relationships Are Symbiotic
      5. Truth #5: You DON’T Have to Memorize Answers to 101+ Interview Questions
      6. Truth #6: You Can Control Your Success
      7. Truth #7: You Can Control Your Performance
      8. Truth #8: You Will Be Judged on Three Dimensions
      9. Truth #9: Bottom Line—Every Employer Wants One Thing from You
      10. Truth #10: You Can Give ’Em What They Want
    2. Chapter 2: First Things First: Focus on the Master FIT™
      1. Why Job Seekers Jump at the Wrong Opportunities
      2. Identify Your Master FIT™
        1. Step 1: Find the Right Function
        2. Step 2: Identify Your Ideal Industry and Interests
        3. Step 3: Think About the Things That Matter
        4. Step 4: Define Fulfillment
        5. Step 5: Enhance Your Identity
        6. Step 6: Know Your Personality Type
        7. Step 7: Set Your Salary Range
      3. Finalize Your Master FIT™
      4. Create Your Focus Statement
      5. Chapter Wrap-Up
      6. 10 Quick Tips for Focusing on the Right Master FIT™
    3. Chapter 3: Capture Your Value with SMART Stories™
      1. Why Candidates Go Unprepared to Interviews
        1. Lack of Time
        2. Lack of Interest
        3. Lack of Understanding
      2. Conveying Value to Interviewers
        1. The Employer’s Motivation to “Buy”
        2. What’s Your ROI?
        3. Benefits vs. Features
      3. Inventorying Your Success Stories
      4. Questions to Elicit Success Stories
        1. Questions for Recent Graduates
        2. Questions for People Returning to Work
      5. Kodak Moments: Using the SMART Story™ Format to Answer Behavioral Interview Questions
      6. Writing Your Success Stories
        1. Some Points to Guide You
        2. Catalog Your SMART Stories™
        3. Rate Your Stories
      7. Chapter Wrap-Up
        1. 10 Quick Tips for Capturing Your Value
    4. Chapter 4: Communicate Your Value via a Career Brand
      1. How Can a Career Brand Help You in Interviews?
      2. The Elements of Your Brand
      3. The Essence of Branding
        1. The Real Thing: Verbal Branding with Taglines
        2. Visual Branding
      4. Verbal Branding—Creating Your Sound Bites
        1. Your Three-Point Marketing Message
          1. Combining Your Three-Point Marketing Message with Other Job Search Tools
          2. What Your Three-Point Marketing Message Should Include
          3. Creating Your Message
        2. Your Benefit-Driven Verbal Business Card, or “What’s in It for Me (the Employer)?”
        3. Your Mini-Bio
      5. Visual Branding—Look and Act the Part!
        1. Your Image
          1. Role Models
          2. How People Perceive You
        2. Your Wardrobe
          1. Dress for Women
          2. Dress for Men
          3. The Psychology of Color
      6. Chapter Wrap-Up
        1. 10 Quick Tips for Communicating Your Career Brand
    5. Chapter 5: Manage the “Buoy Factor”— How Mindset Can Sink or Support You in Interviews
      1. The Buoy Factor
      2. The “I CAN” Mindset
      3. Gauge Your Buoyancy
        1. Scoring Key
        2. Inspire Daily
          1. Master the Law of Inner Action
        3. Be in Charge of Your Own Inspiration
        4. Keep a Future Focus
        5. Remind Yourself of Your Value
        6. Reframe the Situation with a New Perspective
        7. Deal with the Do-Be’s
      4. Control the Controllables
        1. Control the Basics
        2. Find Bone-Marrow People
        3. Choose Positive Thoughts
        4. An Attitude of Gratitude
        5. Be Agile
        6. Bolster Reserves of Time, Energy, and Finances
          1. Time Management for Job Search and Interviewing
          2. Energy
          3. Finances
        7. Manage Any Negative Emotions
      5. Act Now
        1. The 80/20 Principle
        2. Join a Job Search Support Network
        3. Get on the Radar Screen
        4. Put a “Plan B” in Place
        5. Act Successful
        6. Consider Volunteering
        7. Pump Up Another Part of Your Life
      6. Never Give Up!
        1. Persevere
        2. Don’t Take Things Personally
        3. Listen for the Leading
        4. Enjoy the Adventure of Not Knowing
        5. Leverage What Works
      7. Chapter Wrap-Up
        1. 10 Quick Tips for Managing Mindset
  9. Part 2: The Interview
    1. Chapter 6: Prepare and Follow Through: Strategies, Scripts, and Sample Letters to Keep You in the Game
      1. Before the Interview
        1. Follow Through After Applying
          1. Find Contacts via Social Networking Sites
          2. Find Contacts via Google
          3. Find Contacts the Old-Fashioned Way
          4. Connect with Your Contacts
        2. Prepare with Research on Seven Factors
        3. Follow Through After Hearing from the Company
        4. Ask for a Job Description
        5. Practice Before the Interview
        6. Prepare Mentally to Minimize Interview Jitters
      2. During the Interview
      3. After the Interview
        1. After the First Interview
        2. After Subsequent Interviews
        3. Scripts for Talking to Employers After the Interview
      4. Sample Follow-Through E-mails, Letters, and “Leave-Behinds”
      5. Chapter Wrap-Up
        1. 10 Quick Tips for Preparing and Following Through
    2. Chapter 7: Types of Interviews
      1. Telephone Screening Interviews
      2. One-on-One Interviews
      3. Behavioral and Competency-Based Interviews
      4. Situational Interviews
      5. Stress Interviews
      6. Brainteaser Interviews
      7. Topgrading Interviews
      8. Speed Interviewing
      9. Panel or Committee Interviews
      10. Group Interviews
      11. Peer Interviews
      12. Simulation Interviews
        1. Situational Judgment Tests
        2. Case Studies
        3. Demonstrations
      13. Videoconference Interviews
      14. Prerecorded Webcam Video Interviews
      15. Lunch or Dinner Interviews
      16. Chapter Wrap-Up
        1. 10 Quick Tips for Managing Different Types of Interviews
        2. 10 Quick Tips for All Interviews
        3. 10 Common Interview Mistakes Made by Candidates
          1. 1. Unprepared
          2. 2. Lack of Interest/Enthusiasm
          3. 3. Inappropriate Attire
          4. 4. Poor Body Language
          5. 5. Lack of Resume Knowledge
          6. 6. Lack of Punctuality
          7. 7. Unprofessional
          8. 8. Rambling Answers
          9. 9. Cell Phones
          10. 10. Poor Listening
    3. Chapter 8: Pass Online Prescreens and Assessments with Flying Colors
      1. Online Prescreening Tools
        1. What to Expect from Prescreening Tools
          1. Job Fit and Personality Questions
          2. Personality-Based Questions
        2. How to Prepare for Prescreening Tools
      2. Assessments
        1. Psychometric Assessments
          1. Behavioral Assessments
          2. 16PF
          3. PIAV
          4. DiSC
          5. Favored Responses to Behavioral Questions
        2. Ethics and Integrity Assessments
          1. How to Prepare for Psychometric Assessments
        3. Cognitive Ability and Aptitude Assessments
          1. Cognitive Ability Assessments
          2. Aptitude Assessments
          3. How to Prepare for Cognitive Ability and Aptitude Assessments
      3. Chapter Wrap-Up
        1. 10 Quick Tips for Managing Online Prescreening and Assessments
    4. Chapter 9: Make a Great First Impression in Telephone Interviews
      1. Set Up Your Phone Zone
      2. What to Expect During a Telephone Interview
      3. Questions to Ask in a Telephone Interview
        1. Before
        2. After
        3. A Dozen Must-Dos in Telephone Interviews
        4. How to Wrap Up the Telephone Interview
          1. What to Do When You Are Accepted
        5. What to Do if You Are Declined
      4. Chapter Wrap-Up
        1. 10 Quick Tips for Telephone Interviews
    5. Chapter 10: Score Points in Behavioral Interviews
      1. How to Spot a Behavioral Interview Question
      2. What Employers Look for in Behavioral Interviews
        1. How Employers Link Competencies to Interview Questions
        2. 50 Common Competencies in Demand by Employers
      3. How Employers Use Competencies to Develop Interview Questions
      4. Mining Job Descriptions for Competencies
      5. Linking Competencies to Your SMART Stories™
      6. Why SMART Stories™ Are Critical in Behavioral Interviews
        1. Make Sure Your SMART Stories™ Are Complete
        2. Be Mindful of the Shape of Your SMART Story™
        3. Vary the Length of Your Responses
        4. If Uncertain, Clarify Before Bulldozing Ahead
      7. Chapter Wrap-Up
        1. 10 Quick Tips for Behavioral Interviews
    6. Chapter 11: Connect with the Interviewer—How to Create the Right Chemistry
      1. Phase 1: Connect with the Interviewer
        1. Follow the Six Keys to Connecting
        2. Take the 25-Point Communication Check
        3. L.I.S.T.E.N. Like a Laser
        4. R.E.S.P.O.N.D. with Relevance and Respect
        5. Quell the Urge to Over-Tell
        6. Preparing Interviewers for Special Circumstances
          1. Physical Appearance
          2. Age Discrepancy Between Candidate and Interviewer
          3. An Inexperienced Interviewer
        7. Check Your Motive and Attitude
          1. Before
          2. After
          3. Before
          4. After
        8. Use the Mirroring Technique
      2. Connect with Different Interviewers
        1. Connect with Different Learning Styles
        2. Connect with Different Temperaments
        3. Connect with Different Types of Interviewers
        4. Connect with Different Levels of Interviewers
      3. Chapter Wrap-Up
        1. 10 Quick Tips to Create Chemistry and Connect with Interviewers
    7. Chapter 12: Clarify and Collaborate—How to Explore What Needs to Be Done and How It Needs to Be Done
      1. Phase 2: Clarify What Needs to Be Done
        1. Ask for a Job Description
        2. Ask Big-Picture Questions in the First Interview
        3. Ask Deeper-Detail Questions in Second and Third Interviews
          1. Questions About the Position
          2. Questions About Current and Future Challenges
          3. Questions About People
          4. Questions About Resources
          5. Questions About Strategy
          6. Questions About Systems and Timeline
        4. Ask Questions Based on Intuition, Tempered by Good Judgment
      2. Phase 3: Collaborate on How to Do the Job
        1. Collaborate Using a Demonstration
        2. Collaborate by Walking Around
      3. Chapter Wrap-Up
        1. 10 Quick Tips to Clarify and Collaborate in an Interviewer
    8. Chapter 13: Close with Professionalism—How to Wrap Up and Win
      1. Phase 4: Close with Professionalism
        1. Gain Agreement
        2. Close Any Gaps
        3. Understand the Company’s Interview Process
        4. Express Desire for the Position
        5. Keep Up the Momentum
      2. Measure Your Performance in a Post-Interview Analysis
      3. The Four Cs in Second and Subsequent Interviews
      4. Chapter Wrap-Up
        1. 10 Quick Tips to Close with Professionalism
  10. Part 3: Preparing for Interview Questions
    1. Chapter 14: How to Respond to Frequently Asked Questions
      1. How Long Will the Interview Be?
      2. How Many Questions Will I Be Asked?
      3. Frequently Asked Questions
        1. Question
        2. Strategy
        3. “Before” Answer
        4. “After”—the “Magic Words” Answer
        5. Question
        6. Strategy
        7. “Before” Answer
        8. “After”—the “Magic Words” Answer
        9. Question
        10. Strategy
        11. “Before” Answer
        12. “After”—the “Magic Words” Answer
        13. Question
        14. Strategy
        15. “Before” Answer
        16. “After”—the “Magic Words” Answer
        17. Question
        18. Strategy
        19. “Before” Answer
        20. “After”—the “Magic Words” Answer
        21. Question
        22. Strategy
        23. “Before” Answer
        24. “After”—the “Magic Words” Answer
        25. Question
        26. Strategy
        27. “Before” Answer
        28. “After”—the “Magic Words” Answer
        29. Question
        30. Strategy
        31. “Before” Answer
        32. “After”—the “Magic Words” Answer
        33. Question
        34. Strategy
        35. “Before” Answer
        36. “After”—the “Magic Words” Answer
        37. Question
        38. Strategy
        39. “Before” Answer
        40. “After”—the “Magic Words” Answer
        41. Question
        42. Strategy
        43. “Before” Answer
        44. “After”—the “Magic Words” Answer
        45. Question
        46. Strategy
        47. “Before” Answer
        48. “After”—the “Magic Words” Answer
        49. Question
        50. Strategy
        51. “Before” Answer
        52. “After”—the “Magic Words” Answer
        53. Question
        54. Strategy
        55. “Before” Answer
        56. “After”—the “Magic Words” Answer
        57. Question
        58. Strategy
        59. “Before” Answer
        60. “After”—the “Magic Words” Answer
        61. Question
        62. Strategy
        63. “Before” Answer
        64. “After”—the “Magic Words” Answer
        65. Question
        66. Strategy
        67. “Before” Answer
        68. “After”—the “Magic Words” Answer
        69. Question
        70. Strategy
        71. “Before” Answer
        72. “After”—the “Magic Words” Answer
        73. Question
        74. Strategy
        75. “Before” Answer
        76. “After”—the “Magic Words” Answer
        77. Question
        78. Strategy
        79. “Before” Answer
        80. “After”—the “Magic Words” Answer
        81. Question
        82. Strategy
        83. “Before” Answer
        84. “After”—the “Magic Words” Answer
        85. Question
        86. Strategy
        87. “Before” Answer
        88. “After”—the “Magic Words” Answer
        89. Question
        90. Strategy
        91. “Before” Answer
        92. “After”—the “Magic Words” Answer
        93. Question
        94. Strategy
        95. “Before” Answer
        96. “After”—the “Magic Words” Answer
        97. Question
        98. Strategy
        99. “Before” Answer
        100. “After”—the “Magic Words” Answer
        101. Question
        102. Strategy
        103. “Before” Answer
        104. “After”—the “Magic Words” Answer
        105. Question
        106. Strategy
        107. “Before” Answer
        108. “After”—the “Magic Words” Answer
        109. Question
        110. Strategy
        111. “Before” Answer
        112. “After”—the “Magic Words” Answer
        113. Question
        114. Strategy
        115. “Before” Answer
        116. “After”—the “Magic Words” Answer
        117. Question
        118. Strategy
        119. “Before” Answer
        120. “After”—the “Magic Words” Answer
        121. Question
        122. Strategy
        123. “Before” Answer
        124. “After”—the “Magic Words” Answer
        125. Question
        126. Strategy
        127. “Before” Answer
        128. “After”—the “Magic Words” Answer
        129. Question
        130. Strategy
        131. “Before” Answer
        132. “After”—the “Magic Words” Answer
        133. Question
        134. Strategy
        135. “Before” Answer
        136. “After”—the “Magic Words” Answer
        137. Question
        138. Strategy
        139. “Before” Answer
        140. “After”—the “Magic Words” Answer
        141. Question
        142. Strategy
        143. “Before” Answer
        144. “After”—the “Magic Words” Answer
        145. Question
        146. Strategy
        147. “Before” Answer
        148. “After”—the “Magic Words” Answer
        149. Question
        150. Strategy
        151. “Before” Answer
        152. “After”—the “Magic Words” Answer
        153. Question
        154. Strategy
        155. “Before” Answer
        156. “After”—the “Magic Words” Answer
        157. Question
        158. Strategy
        159. “Before” Answer
        160. “After”—the “Magic Words” Answer
        161. Question
        162. Strategy
        163. “Before” Answer
        164. “After”—the “Magic Words” Answer
        165. Question
        166. Strategy
        167. “Before” Answer
        168. “After”—the “Magic Words” Answer
        169. Question
        170. Strategy
        171. “Before” Answer
        172. “After”—the “Magic Words” Answer
        173. Question
        174. Strategy
        175. “Before” Answer
        176. “After”—the “Magic Words” Answer
        177. Question
        178. Strategy
        179. “Before” Answer
        180. “After”—the “Magic Words” Answer
        181. Question
        182. Strategy
        183. “Before” Answer
        184. “After”—the “Magic Words” Answer
        185. Question
        186. Strategy
        187. “Before” Answer
        188. “After”—the “Magic Words” Answer
        189. Question
        190. Strategy
        191. “Before” Answer
        192. “After”—the “Magic Words” Answer
        193. Question
        194. Strategy
        195. “Before” Answer
        196. “After”—the “Magic Words” Answer
        197. Question
        198. Strategy
        199. “Before” Answer
        200. “After”—the “Magic Words” Answer
      4. Chapter Wrap-Up
        1. 10 Quick Tips for Responding to FAQs
    2. Chapter 15: Prepare for Industry-Specific Questions (ISQs)
      1. Industry-Specific Questions
        1. Accounting (Corporate Finance)
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        2. Accounting (Entry-Level Staff in CPA Firms)
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        3. Administration (Executive Assistant)
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        4. Advertising
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        5. Agribusiness
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        6. Architecture
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        7. Banking (Customer Service)
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        8. Banking (Management)
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        9. Collections
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        10. Customer/Client Service
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        11. Education (Administration)
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        12. Education (Teachers)
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        13. Engineering (Civil)
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        14. Graphic Design
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        15. Healthcare (Clinical)
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        16. Healthcare (Management)
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        17. Human Resources (Generalist)
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        18. Human Resources (Training and Development)
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        19. Information Technology (CIO, VP, Director, Knowledge Officers)
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        20. Information Technology (Managers, Assistant Directors)
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        21. Information Technology (Technical Staff, Help Desk, Analysts)
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        22. Insurance Claims and Investigations
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        23. Legal
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        24. Management
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        25. Manufacturing
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        26. Marketing
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        27. Pharmaceutical Sales
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        28. Procurement/Purchasing
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        29. Retail (Store Management)
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        30. Sales Management
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        31. Sales (Outside)
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        32. Social Services (Manager)
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        33. Social Services (Service Provider)
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
        34. Warehousing/Distribution
          1. Question
          2. “Magic Words” Strategy
          3. Question
          4. “Magic Words” Strategy
      2. Linking FAQs and ISQs to Your SMART Stories™
      3. Chapter Wrap-Up
        1. 10 Tips for Answering Industry-Specific Questions
    3. Chapter 16: Deal with Illegal and Awkward Interview Questions
      1. Do You Have Sticky Wickets in Your Background?
      2. How to Spot Illegal Interview Questions
        1. A Skillful System for Responding to Illegal Questions
          1. Before
          2. After
        2. Ethics and Honesty—Don’t Say More Than You Should
          1. Before
          2. After
          3. After
        3. Ethics and Honesty—Don’t Predict the Future
      3. How to Respond to 10 Killer Categories of Questions
        1. National Origin/Citizenship Questions
          1. Illegal Questions
          2. Potential Underlying Concerns
          3. The “Magic Words” Answers
        2. Marital/Family Status Questions
          1. Illegal Questions
          2. Potential Underlying Concerns
          3. The “Magic Words” Answers
        3. Age Questions
          1. Illegal Questions
          2. Potential Underlying Concerns
        4. The “Magic Words” Answers
          1. Too young (18–30):
          2. Thirty- to forty-something:
          3. Fifty-plus-something:
        5. Affiliations Questions
          1. Illegal Question
          2. Potential Underlying Concerns
        6. The “Magic Words” Answers
        7. Religion Questions
          1. Illegal Questions
          2. Potential Underlying Concerns
          3. The “Magic Words” Answers
        8. Disabilities Questions
          1. Illegal Questions
          2. Potential Underlying Concerns
          3. The “Magic Words” Answers
        9. Medical History—Gaps in Employment Questions
          1. Illegal Questions
          2. Potential Underlying Concerns
          3. The “Magic Words” Answers
        10. Arrest/Prison Record Questions
          1. Illegal Questions
          2. Potential Underlying Concerns
          3. The “Magic Words” Answers
          4. Before
          5. After
        11. Military Questions
          1. Illegal Questions
          2. Potential Underlying Concerns
          3. The “Magic Words” Answers
        12. Credit History Questions
          1. Illegal Questions
          2. Potential Underlying Concerns
          3. The “Magic Words” Answers
      4. How to Manage “Sticky Wicket” Questions
        1. Difficult Question
        2. The “Magic Words” Answer
        3. Difficult Question
        4. The “Magic Words” Answers
        5. Difficult Question
        6. The “Magic Words” Answers
        7. Difficult Question
        8. The “Magic Words” Answer
        9. Difficult Question
        10. The “Magic Words” Answers
        11. Difficult Question
        12. The “Magic Words” Answers
        13. Difficult Question
        14. The “Magic Words” Answers
        15. Difficult Question
        16. The “Magic Words” Answer
        17. Difficult Question
        18. The “Magic Words” Answers
      5. What You Should Know About Reference and Background Checks and Preemployment Polygraphs
        1. Reference Checks
        2. Background Checks
        3. Preemployment Polygraphs
      6. Chapter Wrap-Up
        1. 10 Quick Tips for Responding to Illegal or Awkward Questions
    4. Chapter 17: Negotiate Your Salary: The Secrets to Knowing and Receiving What You’re Worth
      1. Preparing for the Salary Dance
        1. Research Comparable Salaries
        2. How to Research Salary
          1. Salary Tools and Surveys
          2. Internet Postings and Want Ads
          3. Network Contacts
          4. Recruiters
        3. Put It All Together
        4. Develop Your Salary Targets
      2. How to Deflect Salary Questions Until the Offer
        1. In Cover Letters
        2. During a Telephone Screen Interview
        3. During In-Person Interviews
      3. When an Offer Is Made
        1. The Employer’s First Move
        2. Your First Move
          1. The Moment of Silence
          2. Be Sure You Are Clear About the Parameters of the Job
          3. Agree on Base Salary Before Benefits or Bonuses
        3. What to Say When the Offer Is Just Right
      4. How to Initiate a Counter-Offer
        1. What to Say When the Offer Is Too Low
        2. Other Ways You Can Initiate a Counter-Offer
        3. Language to Avoid
        4. Three Possible Responses from the Employer
          1. 1. Employer stands pat.
          2. 2. Employer ups the offer a bit but still below your expectations.
          3. 3. Employer counter-offers an attractive salary that is in line with what you can deliver to the company.
        5. What to Say When the Offer Is Too High
      5. Negotiate Additional Elements of Your Compensation Package
        1. Compensation/Bonuses/Raises/Performance Evaluations
        2. Benefits
      6. Special Circumstances
        1. How to Assure Interviewers You Can Handle a Cut in Salary
          1. Rationale for Taking on a Lower-Level Position
          2. Rationale for a Change in Career Focus
          3. The Risk-Free Counter-Offer
        2. How to Explain Why You Deserve a Significant Increase over Your Prior Salary
        3. How to Make a Case for a Salary That Is Higher Than Others in the Company
      7. Get the Offer in Writing and Think It Over
        1. Negotiate Face-to-Face
        2. Additional Forms of Compensation
        3. Evaluate the Offer or Multiple Offers
        4. Accept and Finalize Your Agreement
      8. Chapter Wrap-Up
        1. 10 Quick Tips for Salary Negotiations
  11. Appendix: Interview Question Contributors
  12. Index
  13. Footnotes
    1. Chapter 10
    2. Appendix