Interview Blunders — How to Blow It, How to Control It!

Author: 
David Thatcher
Publication Date: 
Fri, 2004-09-10 03:00

Well it’s a funny old world. I have spent the past few months commenting on how businesses need to realign themselves to meet the demands of market change, and my opening note is to advise that we have undergone change ourselves. From Sept. 1 we launched a rebranding initiative in the Middle East and we are now known as BH Careers International.

I thought it would be a great start under the new name to tackle one of the most sensitive and vital career issues — interviewing problems, and in particular, some of the issues that seriously affect the credibility of the individual and which need to be avoided. Job seekers typically make several negotiation errors, which often result in knocking them out of consideration for the job or receiving and accepting a lower salary offer than what they could have received, had they been better prepared.

Mistakes made in your approach to salary negotiations can also leave a bad impression with an employer — for example; that you have a bad attitude, or that you are more concerned about salary and benefits than on the performance needs of the employer and organization.

One of the major blunders is that many tend to engage in wishful thinking, in the belief that they are worth a lot more than they being paid, but with no credible evidence to support what they ought to receive as a salary. Few people admit they are paid too much. Rather, they often feel they are being paid too little. Unless you know for certain that you are being underpaid - have conducted research on salary comparables and know exactly what you should be paid for your level of ability and accomplishments - this type of thinking will become a form of self-defeating behavior as you become more unhappy with your job.

Failure to research salary options and comparables and thus having little supporting evidence to justify your worth is hardly a sound approach to negotiating. You best negotiate from strength when you have salary data that supports your negotiating position. Combine this major shortcoming with another factor that employers report as a major problem of job candidates — talking too much and not listening enough — we have a recipe for a disaster. The prospective employee rambles on and creates an unprofessional impression, does not know their worth, cannot negotiate the deal and wonders why the employer cannot show them the door quick enough.

Some people approach the job search as an exercise in being clever and manipulative rather than being clear, correct, and competent in communicating their value to others. Perhaps it’s the lack of salary negotiation experience, a fear of failure, or a lack of data that leads some job seekers to engage in gamesmanship. Whatever you do, make sure that you approach your prospective employer in as professional a manner as possible. Most savvy employers know when clever people are manipulating them. Playing games conveys all the wrong messages about your future behavior to the employer. Regardless of how good you may be in doing a job, no one wants to hire such individuals.

Interviews are about common sense and a measure of common courtesy, there is no magic formula here. Approach the job search as a process of finding a job that is a perfect “fit” for your motivational pattern — one that you do well, and one that you will enjoy doing. Research salary options and salary comparables so that you understand your market value and are able to defend you expectations.

Concentrate on the requirements of the job and the needs of the employer, using the language of employers, which addresses their bottom line deliverables. Ask carefully thought through questions about the company and the position - remember to listen to what is being said. Many people do not listen they are simply waiting for their turn to speak. The savvy job seeker recognizes that the interview is a two-way exchange of information and that both parties need to determine whether there will be a good “fit”.

Demonstrate your worth during salary negotiations through examples of achievement and introduce examples of what you have done in the past to support how you will address their needs. You would unlikely buy something without understanding its fitness for the purpose intended, so why would you expect an employer to pay you what you are worth unless you have adequately demonstrated this?

Importantly, you must remember that you get what you negotiate. Good luck!

(Based in Dubai, David Thatcher, ([email protected]) is managing director of career management and corporate outplacement specialists BH Careers International in the Middle East.)

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