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Preface xi
Acknowledgments xv
Part I Let the Game Begin: The Preparation 1
Chapter 1
Prepare for Perfection: Before the Interview 3
How Susan Got the Interview 3
Rules of the Game 4
Game Preparation 5
Behavior-Based Interviewing 12
The Vignette Strategy 14
Elevator Drill 18
Do I Ask Questions? 19
Practice, Practice, Practice 20
Part II Game Plan: Interview
Strategies and Tactics 23
Chapter 2
Find an Opening Connection: Establish Rapport 25
View from Behind the Desk of the
Vice President—Human Resources 25
The Morning of the Interview 27
The Moment of Truth 33
Establishing Rapport 37
vii
CONTENTS
Chapter 3
Meander Through the Middle:
Bulging with Questions 47
Power of Perception 47
Use of Preparation Knowledge 49
Facing an Experienced Interviewer 49
The Inexperienced Interviewer 50
A Discouraging Interviewer 51
Illegal Questions 52
Frequently Asked Questions 53
Neutralize the Age Issue 60
Big Company Small 64
Frequent Job Changes 66
Changing Industries 67
Long-Term Unemployment 69
Overqualified 70
The Interview Game Continues 71
Chapter 4
End with a Lasting Impression:
Any Interviewer, Any Venue 75
The Beginning of the End 75
You Want to Know My Salary? 76
Request for References 78
Document the Interview 79
Thank-You Note 80
Waiting for Feedback 88
Other First-Time Interviewers 89
Other Game Formats 97
viii Contents
Chapter 5
Differentiate Yourself: Second and
Subsequent Interviews 111
Focus 111
A Second Interview 112
Competitive Intelligence 115
How to Use Competitive Intelligence 123
Differentiation Techniques 125
Susan’s Second Interview 140
Part III Winning Move: Enjoy the Moment 141
Chapter 6
Negotiate Final Hurdles: The End Game 143
Reference Checking 143
Receiving an Offer 147
Picking a Start Date 155
Due Diligence 156
Background Check 159
Personality Tests 160
Susan Is Still in the Game 166
Transition from Interviewee to Employee 169
Prepare for the Next Interview Game 176
Appendix 179
Bibliography 181
Index 185