INTERVIEWING GUIDE. Online Workshop:

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1 INTERVIEWING GUIDE QUICK START LINKS: Online Workshop: Interview Stream: This online resource allows you (with the use of a webcam) to record yourself answering interview questions: Schedule a Practice Interview with a Counselor: Gain practice answering interview questions and get feedback from a career counselor. Contact sphjobs@umn.edu to schedule an appointment.

2 THE PURPOSE OF THE INTERVIEW From the applicant s perspective, the purpose of an interview is to: 1. Determine whether or not the organization, culture, and the job are in alignment with his/her values/goals. 2. Generate a job offer. From a company standpoint, the purpose of the interview is to answer two basic questions: 1. Is the candidate able to do the job effectively? 2. Would the candidate fit within the culture of the organization? Remember that you and the interviewer each have distinct purposes for the interview and interviewing is a two-way street. It is as helpful for you in finding out about the employer as vice versa. PRE-INTERVIEW RESEARCH Before your interview, try to learn what you can about the format of interview and the people you will be meeting. Will you first have a telephone screening interview with the recruiter? Will you be interviewed on site or remotely? How many people will be questioning you one or a panel of three or four? What will be the duration of the interview? Will they want you to give a presentation or take an assessment? Are you going to be expected to have a meal with the interviewing team? If possible, find out the interviewers names and job titles. Most of this information will be available from the person who contacts you to schedule the interview and don t hesitate to ask if it is not provided. Remember, this is your interview, and the more you know beforehand, the more confident you will feel. Keep in mind that many employers will require more than one interview as part of their hiring procedure. In addition to learning what you can about the interview process, research the company itself. A common question is, What do you know about our company? and you want to be certain to be prepared with information about their mission statement, their products and services, and even about their competition or current challenges. TYPES OF INTERVIEWS Telephone Interviews: These are typically screening interviews with the purpose of determining whether the company wants to bring you in for an in-person interview. Make sure that you have a good phone connection and a quiet place for your interview. Since the interviewer can t see you, it is even more important to speak clearly and to verbally communicate that you are interested in the position and company. Video or Skype Interviews: These are increasingly popular, particularly when you are interviewing in another state or country. Be certain you have a good connection, that the background looks professional and uncluttered, that there are no noise distractions, and that you look at the camera rather than the monitor so you make eye contact as opposed to appearing to be looking down. Group/Panel Interviews: When more than one person is interviewing you, be sure to introduce yourself to everyone. Regardless of who asks you the question, make eye contact with and engage each interviewer. Bring enough copies of your resume for each person. On-Site Interviews: Interviews occurring at the company, especially if they are second round interviews, are often a few hours long. Your visit may include a tour, lunch, the opportunity to meet potential co-workers, and interviews with multiple staff members and supervisors. See types of interviews [ to learn tips about these and other kinds of interviews.

3 Interview Attire While many organizations have casual dress codes, it is always appropriate to dress professionally when you interview. Remember, you only have one chance to make a positive first impression! Men: wear a suit if you have one, otherwise wear a button-down dress shirt and dress pants. Wear a tie. Wear comfortable dress shoes with matching color dress socks. If you have facial hair (discouraged!), trim it neatly. Women: your options are a dress, or a skirt or dress slacks with blouse or sweater and a blazer. Skirts need to be knee-length. Comfortable, low heels or flats. Keep jewelry to a minimum and your hairstyle simple. Make sure your clothes are clean and wrinkle free. How can I prepare myself? Research the organization(s) so you know the mission, philosophy, or products. Determine how your skills, education and experience would be of value to the organization. Research the names of the people on the search committee. Prepare your elevator pitch* and answers to the most commonly asked interview questions. Practice out loud. Plan a few questions you will want to ask the interviewer. Plan your schedule and route so that you arrive 10 to 15 minutes before your appointment. Bring your portfolio [ and extra copies of your resume. Consider interviewing initially for jobs in which you are only marginally interested, to practice and gain confidence. In the best case, you could receive an offer which you can either accept or use for leverage if you get other offers, and in the worst case, you will decline the offer but you will still have expanded your network. Reasons People Don t Get Hired: Poor personal appearance; arriving late; poor attitude; lack of interest Over-aggressiveness; no sense of humor; poor planning; no goals Inability to clearly describe their skills, experience, education Nervousness; lacking in self-confidence; over-emphasis on salary No follow-up via thank you note Final Thoughts Express interest and enthusiasm in the position. Send a thank you note (see example later in this Guide) to each person that interviews you. *Elevator Pitch Example to respond to the interview question Tell me about yourself : First, thank you for this opportunity to interview with you today. As you know from my resume and cover letter, my undergraduate degree is in biology, and I graduated with honors from the University of Wisconsin at Madison. I became interested in public health when I interned at a local non-profit and realized how prevalent the issue of health disparities is. I enrolled in the University of Minnesota's, and in May I will be graduating with a Master of Public Health in epidemiology. While in school, I had a position as a research assistant, and I developed skills and strengths both in research and data analysis, and had the opportunity to present my work at a conference. I am pleased to say that it was so well received that I have been asked to present it to other groups. One of the reasons I am excited about the position at your organization is that it aligns with my research interests and I believe I could bring immediate value to your team based on my prior experience.

4 USING THE STAR RESPONSE TO SELL YOURSELF IN INTERVIEWS The STAR response provides a logical approach to answering any question by using four steps to respond, using specific examples of your past successes. The four steps are: 1. S = Situation 2. T = Technique 3. A = Action 4. R = Result 1. SITUATION Describe a specific event or situation, and provide enough detail for the interviewer to understand. It can be from a previous job, a volunteer experience, or any other relevant experience. 2. TASK Describe the task, project or objective you had to complete. 3. ACTION Describe the actions YOU took to complete the task, project or objective. Be sure to keep the focus on you, even if you are discussing a group project or effort. 4. RESULT Describe the outcome; what happened; what you accomplished; what you learned. Example of STAR response to: Tell about a time you were responsible for a positive outcome. Situation: During my internship last summer, I was responsible for managing various events. Task: I noticed that attendance at these events had dropped by 30% over the past 3 years and wanted to do something to improve these numbers. Action: I designed a new promotional packet to go out to the local community businesses. I also included a rating sheet to collect feedback on our events and organized internal round table discussions to raise awareness of the issue with our employees. Result: We utilized some of the wonderful ideas we received from the community, made our internal systems more efficient and visible and raised attendance by 18% the first year.

5 BEHAVIORAL INTERVIEW QUESTIONS Attention to Detail Please give me some examples of things you have done on previous jobs that demonstrate your ability to pay attention to detail. Tell me what you did and what resulted from your actions. Please give me an example of where you may have found an error in some aspect of work that others may have overlooked. What was the error, how did you find out, and what resulted from your actions? Teamwork Please give me some examples of where you have demonstrated the ability to be an effective member of a team. What did you do and what resulted from your actions? Please give me an example of a time when you made a team of which you were a member more effective. Tell me what you did and how the team and the organization benefited from your actions. Quality of Work Please give me some examples of things you have done that demonstrate the quality of the work that you do. What did you do and how did your organization benefit from your actions? Please give me an example of why your previous organization was better off by you working there. What did you do and how did the organization benefit? Application of Education Please give me some examples of how you have applied your education to previous jobs. What did you do and what resulted from your actions? How would you apply your education to this job? Personal Development Please give me your most recent example of something you did to improve your job performance. What did you do, why did you do it, and what resulted from it? Please give me an example of when you failed (or received negative feedback) in some aspect of your job performance. What did you do to try to correct this failure and what resulted from your actions? Resolving Conflict Effectively Please give me an example of where you had a conflict with a peer. What was it over and how did you handle it? What resulted from it? Would you handle it in a different manner now? Why? Please give me an example of where you had a conflict with a customer. What was about and how did you handle it? What resulted from it? Would you handle it in a different manner now? Managing People Give me some examples of things you have done that demonstrate your ability to manage people effectively. What did you do and how did the organization benefit from your actions? Please give me some examples of things you have done to obtain maximum performance from your subordinates. What did you do and what resulted from your actions? How would you apply those techniques in this job?

6 BEHAVORIAL INTERVIEW QUESTIONS (Continued ) Managing Costs Please give me some examples of things you have done that demonstrate your ability to manage a budget effectively and would demonstrate your ability to perform this job. Please give me some examples of how you have demonstrated the ability to control costs and still achieve organizational objectives. Motivation Please give me some examples of things you have done that demonstrate your level of motivation. What did you do and what resulted from your actions? Please give me some examples of where you took extraordinary efforts to achieve a deadline. What did you do and what resulted from it? Response to Deadlines Give me some examples of things you have done that demonstrate your ability to respond to tight deadlines. What did you do and what resulted from your actions? Please give me some examples of things you have done that demonstrate your ability to handle multiple priorities. What did you do and what resulted from your actions? Creativity Please give me some examples of things you have done on previous jobs that demonstrate your creativity on the job. What did you do and what resulted from your actions? Organization Please describe some things you have done on previous jobs or in school that would demonstrate your organizational skills. What did you do and what resulted from your actions? Describe a recent project you were in charge of. Indicate how you organized that project and the impact of your organization on the outcome of the project. Mesh with Organizational Culture/Job When you've held previous jobs, how did you determine what were the appropriate and inappropriate things to do? Cite some examples. Good Closing Question Is there anything I haven't asked you that you may want to add to demonstrate your ability to perform this job?

7 FREQUENTLY ASKED INTERVIEW QUESTIONS Tell me about yourself. (The employer wants to know if you are prepared, organized and concise) Be careful not to be drawn into a long answer. Two-three minutes should be enough. Touch on these areas: o Highlight those skills you know relate to the position for which you are applying o Education / Military Experience / Work Experience / Accomplishments o Career Goals (mainly short-term) o Two Approaches: Past Present Future; or Present Past Future What do you know about our company/organization/department? (The employer wants to know if you researched their company and are prepared) If you ve done your homework, this will be easy. Make sure you are aware of services provided, products offered, department/organization history, reputation (if positive!), mission, vision, values and people. Check to see if they were in the news recently (in a good way). You may also wish to follow up with But I would love to know more from your point of view. Do we have time to cover that now? Why have you chosen this particular field of study? Try to relate your answers to the mission, products or service of the organization. How do others describe you? Be honest, and use words they may have used in their position description (2-3 characteristics). What do you consider the most important accomplishment in your last job? Why? Be as specific as possible, and give an example of how you increased profits, increased efficiency, or in some way contributed to the bottom line. What are your strengths and weaknesses? (The employer wants to know if you are self-aware) Strengths: present two or three. Related them to the current position and particular organization. Weaknesses: don t say you have none. Mention ONE concrete issue. Avoid personal characteristics such as perfectionism. Deliver it in a positive manner, showing what you are doing and plan on doing to address the issue. For example: I am not as fluent in Spanish as I would like to be, but I am taking a community education class in Spanish to get better. Describe your best/worst boss. (They are really asking two things: What kind of boss do you like to work for? How diplomatic will you be?) Best Boss: describe in terms of how you were able to be particularly productive and efficient relate in terms of the job you did. Worst Boss: discuss how you learn something in every situation and one thing you learned from what might be described as worst boss is the importance of open and honest communication (or something like that). Give an example of a time you showed leadership and initiative. It is okay to use non-work examples if you need to. Think of study abroad experiences, volunteer work, etc.

8 FREQUENTLY ASKED INTERVIEW QUESTIONS (Continued ) Why are you leaving your current job? (The employer cares about your motivation and values) Appropriate answers include looking for growth, challenge provided by this job. If there were difficulties with your previous employer, refer to a difference in style or opinion. Do not personalize; never be negative. Keep it short. What has your experience been in x (when x is something you have not done formally)? (The employer cares how well you match the job criteria) If you have not had responsibility, say so, but refer to your successes and accomplishments that require the same skills. Call attention to your ability to learn or to pick things up quickly. What are your long-term career goals? (The employer cares about your maturity and how long you may stay with the new position) Talk first about the job you are applying for and how it fits those goals. Then talk about longerrange goals. Keep them general and semi-tailored to the industry you are interviewing for. Why should we hire you? (The employer wonders how you handle stress and how confident you are) Relate past experiences that represent success in solving problems and that may be similar to those of the prospective employer. You seem overqualified for this position (The employer wants to know why you want this position if it is less than you can handle OR they wish to know how long you might stay around) Possible answers: o A strong organization needs a strong person o I have been looking at this organization for a long time now and I hope this position will be a stepping stone for further growth with you. Keep in mind an employer will get a faster return on investment because you have more experience than required. What salary would you expect? (The employer wants to know if the salary they offer is acceptable. But if they can get away with paying you less, they probably will!) Be sure to have done your research to find the going rate for a job that you have interest in. If you DO NOT know the market value for this job, return the question by saying that you would expect a fair salary based on the job responsibilities, your experience and skills and the market value of the job. Then ask what salary range has been set for the job. If you DO know the market value of the job, you might inquire, My understanding is that a job like the one you re describing may be in the range of $ to $. Is that correct? o The first value should be what salary figure you would accept; and preferably more. o The second value should be higher than you expect but not too high. You do not want to price yourself out of the running. Contact SPH Career Services for detailed salary data, or visit:

9 ADDITIONAL INTERVIEW QUESTIONS 1. Tell me about a time you used creativity to solve a problem. 2. Explain the most difficult decision you have made in the last six months and your process for deciding. 3. Describe your best example of taking the initiative to do something that needed to be done, even though it wasn t your responsibility. 4. Describe a situation in which you believe you were effective in achieving an aggressive goal. 5. Tell me about the most significant project you have worked on in which it was crucial to keep track of details while still managing the big picture. 6. Describe a time when you had success communicating your thoughts/ideas clearly to another person or group. 7. Tell me about a time when you voiced a concern or disagreement to a co-worker, supervisor or professor. 8. Tell me about a situation in which you had to lead several other people to achieve a goal. 9. Describe one of your most stressful experiences and how you coped with the situation. 10. Tell me about a time that you were effective in putting your technical expertise to use in solving a problem. 11. Describe a recent group project you experienced when your peers were not pulling their weight. 12. Tell me about a time when someone was critical of your work and how you dealt with the criticism. 13. Give me a time when you were responsible for a project that didn t go the way you expected. How did you handle it? 14. Tell me about a time when you built strong relationships where none existed before. 15. Describe a time when you used persuasion to convince someone to see things your way. 16. Tell me a time you took a risk. 17. Tell me about a time when you worked as an effective member of a team. 18. Describe a time when you anticipated potential problems and developed preventative measures. 19. Tell me about a time that describes your appreciation for diversity. 20. If you could be any kind of vegetable, what kind would you be and why?

10 QUESTIONS TO ASK DURING THE INTERVIEW Your questions for them tell how seriously you are thinking about the interview, the organization, and the job. Your questions measure your common sense, your intellectual curiosity, your maturity, and your communication skills including active listening. Select questions from the following list that are most appropriate for your interviewing situation, or write your own. In any case, be sure to ask a few questions yourself the interview is a two-way street! 1. In what ways would you most like to see the person who is hired for this position contribute in the first few months he or she is here? 2. What are the organization s plans for future growth? 3. What makes this company different from its competitors? 4. What is your corporate culture / management style / leadership style / problem-solving model / decision-making process? 5. Describe the work environment. 6. What opportunities are there for professional development? 7. What is a typical career path for someone in this position? What is the realistic time frame for advancement? 8. To whom would I report? What are the criteria for evaluation and promotion? 9. Describe a typical week / quarter / first-year assignment. 10. Do you have an initial training program or on-going programs for professional development? 11. Would there be an opportunity to have a mentor in addition to my supervisor? 12. Would this position allow for the opportunity to work on assignments in a team, interdepartmental, or cross-functional setting? 13. What are the characteristics of a successful person in your organization? 14. What do you enjoy most about working for this organization? 15. Why did the last person leave this position? How many times has it been open in the past few years? 16. What are the long-term and short-term strategic directions of this department? How do you see this position contributing to those strategic initiatives? 17. What are some potential challenges I would face in this position? 18. What is the next step in your hiring process? When may I expect to hear from you regarding my candidacy?

11 PORTFOLIOS What is a Portfolio? A portfolio is usually a three-ring binder containing your resume, references, transcripts, samples of your work and accomplishments, as well as other career-related information. A portfolio is a very helpful way to organize your academic and professional documentation and credentials. A portfolio increases your confidence during an interview, since you can refer to proof to support your answers to the interviewer s questions. This is especially a useful tool for visual communicators. Typical Portfolio Elements Title Page Table of Contents Confidentiality and Originality Statement Personal Mission Statement Resume References Transcripts Experience and Skills Examples Achievements and Awards Community Service Professional Affiliations Writing Samples Portfolio Formats Hard Copy: most common, usually a three-ring binder. Electronic Portfolio: The University of Minnesota s Electronic Portfolio System will allow you to post your resume, research, and other documents on your personal electronic portfolio. See: Master Portfolio: a master portfolio is intended for your eyes only. It is a great way to organize academic, professional and personal items, and is very detailed. Targeted Portfolio: a targeted portfolio is intended specifically for a particular position for which you are interviewing, and probably limited to about ten to twenty pages of relevant information. Mini-Portfolio: a mini-portfolio will be copies of key pieces that you are willing to leave with a prospective employer. Benefits of Portfolios Portfolios are a great way to provide proof of your skills in action. They serve as visual aids that add credibility and helps set you apart from other candidates. Not only will they help you remember your accomplishments, but they will also make you more prepared to interview. On the job, they can be useful in performance reviews. Using a Portfolio in an Interview Refer to specific items to support your answers; you can use it to show examples of teamwork, creativity, problem solving, greatest accomplishment, recognition, honors and awards. It is recommended to have copies of key pages you can leave with the employer (mini-portfolio).

12 TELEPHONE INTERVIEWS Telephone interviewing is a lot like broadcasting. Your answers have to be crisp and clear and immediate. You need to prepare more for a telephone interview than for an in-person interview. More and more, employers are using the telephone Interview for initial employee screening in place of face-to-face encounters. Why? For them it s cheaper, faster, and easier. As a job hunter your challenge is to be ready for this increasingly common employment hurdle. Here are some tips to help you succeed: Be Prepared You do not need to accept an unexpected telephone interview. If a company calls you out of the blue and asks to do a telephone interview right away, explain that while you are delighted to hear from them, you want to be able to give them your undivided attention and would prefer another time even if it is just an hour later. Preparation means all of the following: Have all the necessary information at your fingertips your resume; company research notes; computer booted up; whatever you need to feel organized and comfortable. Have a quiet place to talk a dog barking or baby crying in the background will be distracting to you, and convey a lack of professionalism to the employer. Be ready for a lot of the standard questions --- Tell me about yourself What are your strengths What are your weaknesses? --- that you can expect with an initial screening. Have your Tell me about yourself statement so rehearsed and ready that you could give it at 2:00 in the morning. Have your strength and weakness statements thoughtfully picked out and ready to go. If possible, let your strength(s) reflect a qualification(s) the company is seeking. As always, name a weakness that is easily correctable, and indicate that you are working on it. For instance, I am not as polished with Excel as I would like to be, but am taking a class to fine-tune my ability with it. Have those common interview questions nailed. Be ready for situational questions, such as Tell me about a time when things didn t go well or Tell about a time you re proud of. Many interview questions are about the job at hand. You can hear a smile at the other end of the phone. It warms your voice up, makes you sound friendly, and more interesting.

13 IMAGINE YOU ARE A TELEVISION JOURNALIST Telephone interviewing is a lot like broadcasting: your answers have to be crisp and clear and immediate. It is far more difficult to do a telephone Interview than an in-person one. People who have been trained to use their voice for a living have an advantage. They know how to modulate their voice and to project it. Here are some hints: 1. Talk in a normal conversational volume, except with a little more emphasis, excitement and accentuated punctuation. But talking loud all the time is like ing someone in all caps --- it s not only rude but you cannot tell what s most important. Note: If you have an exceptionally quiet speaking voice, or the interviewer repeatedly says What? you may need to speak louder. You may wish to practice with someone on the phone prior to your interview to be certain your voice is coming across clearly and confidently. 2. Do your research about the company in advance, to indicate your interest in the organization and enthusiasm in what they do. It s especially important to have your answers well prepared. Practice. Make sure you ve written down key points to cover with key words highlighted, so you can check them off. 3. Stand up! It increases your energy level. Believe it or not, most disc jockeys stand while talking on the radio. The reason: it better supports your diaphragm --- and your voice. It lets you sound sharper and brighter. And it helps you to overcome a handicap of performing at home: it s hard to get too casual when you are standing. 4. Get a headset. This leaves you free to take notes and move about, and you can do the hand gestures which will carry across in your voice. 5. Use a mirror --- so you can see yourself smiling. You need to smile while you re talking to the person at the other end. It s incredible. You can hear a smile at the other end. It warms your voice up. It makes you sound better and more interesting. 6. Get a clock. Avoid a common mistake: talking too long. With a phone Interview, you can t see if your listener has tuned out. So consider hanging a clock where you can check it. Broadcasters do. Because there are no visual cues for your listener to know when you re done, when you reach the end of your answer say something like, Does that answer your question? Ask Questions! It is vital that you have questions to ask the employer. One of the worst faux pas you can commit in any job interview is to not have questions to ask. They need to be intelligent, purposeful questions to indicate to the employer that you ve done your research and are a serious candidate. A few examples are: I read on your company Web site that the launch of your new product line has been delayed pending government approvals. What effect has this had on you? How can the person you hire provide most value to you initially? What can I do in my first years with your company to ensure my success here? In Conclusion Finally, don t skip the crucial step of showing interest in the job. If you do wish to continue in the hiring process, say you do, ask what the next steps are and request a meeting in person. As always, thank the interviewer for his or her time. Obtain the correct spelling of his or her name, title, and mailing address (or ) so you can send a thank you note for the interview. Adapted from an article by David Singer. David Singer is a Freelance Consultant on Human Resources to Industry and Government.

14 THANK YOU NOTES Sending a thank you note to people who have given you informational interviews, networking time, and certainly job interviews will distinguish you as a courteous and professional person, and gives you a chance to reiterate skills and strengths that you want to emphasize. What are a few basic guidelines for writing thank you notes? When you send your thank you notes depends to some extent on when your interview is scheduled compared to other candidates. If you are one of the first people interviewed, you may want to send an immediate ed "thank you" followed by one sent through the postal service towards the end of the interviewing schedule. If your interview is towards the end of the schedule, send your note within 24 hours of the interview. Take very brief notes during the interview so you can personalize your note for each person who interviewed you. Ask each interviewer for a business card so you use the proper spelling of each person's name, title, and correct address on the thank you notes. Continue to be formal, unless otherwise instructed by the interviewer. For example, say "Dr. Jones" rather than "Jeremy" in your communications. State your appreciation of their time and your continued interest in the position. Identify the specific job. Even if you were turned down for the job, use the thank-you letter to express your appreciation for being considered and your interest in future opportunities. (You never know when and where you may see someone again, so always be respectful.) or hard copy? If you choose to use your computer to write your note, use the same format for your contact information as you used for your resume. Have your name be the first thing the prospective employer sees; it is professional and consistent; and it makes it easy for the reader to know how to reach you, since your address and telephone number are right there. You may send it as a hard copy through the postal service, or attach as a Word document or PDF to an message. If you opt for , put your name and thank you in the subject line, e.g., "Thank you from Your Name." If you have legible handwriting, and would prefer to send a handwritten note, you may use preprinted, formal thank you cards. If you know that the interview process will continue for a few weeks, you could send an thank you immediately after your interview, followed by a hard copy thank you toward the end of the first round of interviews. If you are invited for a second interview, send thank you notes again (usually are sufficient for the second round, since they are closer to making a decision.)

15 THIS IS AN EXAMPLE ONLY. PLEASE BE ORIGINAL AND CUSTOMIZE YOUR LETTER TO YOUR SITUATION. YOUR NAME Street Address City, State ZIP (612) UMN address LinkedIn URL Example thank you note for job interview. Dr. Richard Researcher ABC Organization Address City, State ZIP Dear Dr. Researcher: Thank you for talking with me about the research associate position at ABC Organization. I truly appreciate all the time you took to tell me about the job and learn more about me. It was especially exciting to learn more about the XYZ study, since this topic has been of interest to me throughout my graduate work. After our meeting, I am even more convinced that could be an immediate strong contributor to your team, since my master s project and previous work experience are in perfect alignment with the background and skills required for this position. Please feel free to contact me if you need more information about my qualifications. I very much look forward to learning of your decision soon. Thank you again for your time and consideration of my application. Sincerely, John Oakley

16 SALARY NEGOTIATION Salary negotiation may be one of the most challenging aspects of job search. Here are a few tips to guide you through the process. There are three P s to keep in mind: Preparation, Poise, and Professional. PREPARATION Being prepared is absolutely essential for successful negotiating. Research the average salary range for the position, keeping in mind: - the company and its culture (use annual reports, Web sites, reference materials available at libraries such as Business Directory ) - the geographic location - your own market value (years of experience, education) Assess your personal criteria - what are your must haves? - what are your would like to haves? - what are your can live withouts? POISE The ability to remain calm and confident in uncomfortable situations. You will demonstrate poise if you: Do not reveal your salary requirements too early Convey confidence (remember, you would not have gotten the interview if they didn t think you could do the job!) Show enthusiasm Stay positive Take your time when an offer is made (ask for time to think about it) PROFESSIONAL The way you negotiate is an example of the behavior the employer will expect to see on the job. Things to keep in mind: Understand the dynamics of the situation (for instance, you may negotiate differently if you have been in job search a long time vs. if you have several offers to consider) Remain positive you and the employer share a common goal getting you to feel good about joining the company Be confident companies expect negotiation Ask questions hearing how they arrived at their offer may give you clues about alternatives Detach from the outcome it will help you relax AND you won t alienate your future boss Focus on the value of the total package Look for different ways to achieve your objectives Know where you are willing to compromise Know when to quit! What to do if the company requests your salary requirements or salary history: If job announcement requests that you provide salary requirements in your cover letter, research what similar positions pay in that geographic location. Respond by giving a broad range, perhaps 10% above what you think it should be. (i.e. For a $49,000 position, you could say: Your ad requested salary requirements. Given my education and experience, based on my research I expect to be considering something in the $50,000 to $60,000 range. Naturally, I am open to negotiation once I have learned more about the position. )

17 If job announcement requests salary history, you need to address the question to put yourself in the best position, i.e., My related employment history has been as a Graduate Research Assistant, therefore my compensation included a stipend of $1200 per month, plus free tuition. My previous positions were in another state and were not directly related to this profession. From my research, I am expecting to consider a position paying in the range of $60,000 to $70,000 per year. During the Interview Process Do not be the first one to approach the salary issue. Do not negotiate salaries until a job offer has been made. If asked about salary issues before a job offer has been made, you may ask What is the range for this position? Try to avoid mentioning past salary history or information. Once the Job Offer Has Been Made When a salary offer is initially given, respond by repeating the figure, then staying silent for about seconds, as you think it over. Remember that benefits are often also negotiable, and increased or customized benefits packages can be used to bring the overall value of employer salary offers into line with your salary goals. If you don t anticipate using a specific benefit, ask for another in its place or monetary compensation it may not be an option, but it doesn t hurt to ask. (Generally, benefits cost the company 30%-40% in addition to your salary. This is called the total compensation package.) After the Negotiation When you think you have reached a satisfactory agreement: Don t accept a job, salary, or benefits offer at the table; ask for at least 24 hours to think it over, then respond. Get job, salary, and benefits offers in writing before formally accepting. If the employer doesn t offer a formal offer letter, write your own. Include details about the job, start date, hours/schedule, salary, and benefits. Negotiating Tips 1. Never discuss salary until you have a job offer. 2. Don t forget the value of benefits and perks when negotiating a salary. 3. Research the company before you negotiate. 4. Be enthusiastic and professional during negotiations. 5. Never stop selling yourself. (Keep telling the company how you will benefit them throughout the negotiation process.) 6. Ask for a few perks you can do without. (This gives you bargaining room.) 7. Be willing to walk away. (You ll be more confident, and you may receive higher compensation.) 8. Don t say yes to an offer right away. (Be enthusiastic and appreciative when receiving the offer, but ask for at least 24 hours to respond. This gives you time to get over your initial elation at being selected and to determine if the job is the best one for you.)