Successful Interview and Salary Negotiation
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Most of us are striving to improve our careers by targeting more challenging, better paid, more secure jobs. With the current uncertainty in the global economy, whether you are searching for your step up in your career or searching for a new career, you need to be on top of your game. It’s a competitive marketplace to get that ideal job. The main aim for this talk is to equip you with the knowledge, skills and confidence when job hunting by giving you insights, manage your expectations and train you on the skills to increase your chance of scoring the job that you want.
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Successful Interview and Salary Negotiation
- 1. Successful Interview and Salary Negotiation by CareerLadder
- 5. Interview Prep Worst Body Language Mistakes To Make In An Interview
- 6. Bad Posture Leaning back is lazy or arrogant, leaning forward is aggressive and slouching is just lazy. Instead, experts say to aim for a neutral position, sitting tall as if a string were connecting your head to the ceiling.
- 7. Breaking Eye Contact We tend to feel uncomfortable holding eye contact once a personal connection has been created. Don't stare, but try to hold your interviewers gaze for one extra second before breaking away. Do this especially when shaking hands
- 8. Crossed Arms Arms crossed over your chest signal defensiveness and resistance When they're open at your sides you appear more approachable.
- 9. Excessive Nodding We undermine how powerful or in focus we are by nodding like a bobble-head doll Nod once or twice with a smile of agreement. But find your still centre and stay there.
- 10. Fidgeting Stop fidgeting! The nervous energy will distract the interviewer. You want [him or her] focused on what you have to say, not the coins jingling in your pocket or the hangnail on your finger.
- 11. Mismatched Expressions If someone asks what you're most passionate about and your face is in deadpan while you answer, it's not going to translate well.
- 12. Shifty Eyes Distracted or upward eye movements can suggest someone is lying or not sure of themselves. It's important to look someone directly in the eye to convey confidence and certainty.
- 13. Staring It's important to be confident and look the interviewer in the eye But then break away. Locking eyes with someone for an extended period of time can be interpreted as aggressive, not to mention creepy.
- 14. Interview Prep Do Your Research
- 15. Find out what OTHERS have to say about the company/job
- 16. Research
- 18. Interview Prep Common Interview Questions and model answers
- 19. 10 MOST COMMON INTERVIEW QUESTIONS What is your greatest strength? What is your greatest weakness? How do you handle stress and pressure? Describe a difficult work situation / project and how you overcame it. How do you evaluate success? Why are you leaving or have left your job? Why do you want this job? Why should we hire you? What are your goals for the future? Tell me about yourself.
- 20. What is Your Greatest Strength/Weakness? Good Answer When I'm working on a project, I don't want just to meet deadlines. Rather, I prefer to complete the project well ahead of schedule. I have exceeded my sales goals every quarter and I've earned a bonus each year since I started with my current employer. Being organized wasn't my strongest point, but I implemented a time management system that really helped my organization skills.
- 21. What is Your Greatest Strength/Weakness? Good Answer When I'm working on a project, I don't want just to meet deadlines. Rather, I prefer to complete the project well ahead of schedule. Best Answer Complete and bring along a personality test report I have exceeded my sales goals every quarter and I've earned a bonus each year since I started with my current employer. and provide factual evidence. Being organized wasn't my strongest point, but I implemented a time management system that really helped my organization skills.
- 22. PERSONALITY TESTS IN THE MARKET
- 23. Do it on the go - GoodCo Use GOODCO app to test your personality on the go
- 24. How Do You Handle Stress / Pressure? Stress is very important to me. With stress, I do the best possible job. The appropriate way to deal with stress is to make sure I have the correct balance between good stress and bad stress. I need good stress to stay motivated and productive.
- 25. What are the Most Difficult Decisions to Make? Even though it was difficult when Peter quit without notice, we were able to rearrange the department workload to cover the position until a replacement was hired.
- 26. Why Are You Leaving Your Job? Good Answer I found myself bored with the work and looking for more challenges. I am an excellent employee and I didn't want my unhappiness to have any impact on the job I was doing for my employer. There isn't room for growth with my current employer and I'm ready to move on to a new challenge.
- 27. Why Are You Leaving Your Job? Best Answer Good Answer I found myself bored with the work and looking for more challenges. I am an excellent employee and I didn't want my unhappiness to have any impact on the job I was doing for my employer. To be honest, I wasn't considering a move, but, I saw this job posting and was intrigued by the position and the company. It sounds like an exciting opportunity and an ideal match with my There isn't room for growth with my current employer and I'm ready to move on to a new challenge. qualifications.
- 28. Interview Prep Intelligent questions to ask your interviewer
- 29. What do you like most about working for this company? This is a great question to start with as it is a fairly easy question for the interviewer to answer. It will give you an insight into whether you would be happy to work for the company.
- 30. How would you describe the company culture? Can you give me some examples? It is very unlikely that an interviewer will tell you that their company culture is anything other than fabulous. Asking for examples of the culture allows you to assess the company with something more quantifiable than the interviewer’s opinion. At the same time, it tells the interviewer that you are already thinking about how you will fit in with the company.
- 31. How have you recognised/rewarded your employees in the past? Is this the type of company that praises and rewards staff for a job well done? If so, how does this look? Is it a pat on the back, a promotion, a pay rise? This question should help you find out.
- 32. Can you give me examples of teamwork within the company This is a great question to ask to find out more about the company culture and also see how people work together.
- 33. What are the most important things you would like to be accomplished in the first 30, 60 and 90 days of employment? Want to show a Hiring Manager that you are interested in what you can bring to a company? Asking questions about what it would be like working in the role is a great way to do this. It can also open up more detailed conversations about the job and what the company is looking to achieve. You should also get a greater insight into what would be expected of you should you secure the role.
- 34. Questions to Never Ask at a Job Interview "How much does the job pay?" "What kind of benefits package do you offer?" "What are the hours?" "How many annual leave will I get?" "Can I telecommute?" "What kind of company is this?" "What do you like least about your employer?" "How much help will I get?" "Can I work at another job part time?" "Do you do background checks?" “So when is the baby due?" "How did I do?" Not asking questions at all.
- 35. Post-Interview How to follow up
- 36. Phone Interview For a phone screen, send a quick email message like this one: Dear Pam Thanks for chatting with me on Monday about the Sales Manager position at Angry Chocolates. It was terrific to meet you, and the position sounds very close to my background and interests. I’m looking forward to the next conversation. If you need any more information, please let me know. Have a terrific rest of the week. Best, Adrian Tan
- 37. Face-to-Face Interview The minute you get home, write down your notes and questions about the interview before you have a chance to forget them. Who were the interviewers? Write down the specific questions and concerns each interviewer had. Write down your own observations and questions, too.
- 38. Thank You Note Dear Pam Thanks for a lively conversation about Supply Chain mechanics and international trade laws last Thursday. I was happy to meet you, Steve and Vince. Looking forward to continuing the discussion and learning more about what’s in the works at Angry Chocolates. Enjoy your week, Adrian Tan
- 39. How long should you wait?
- 43. Some fun facts Most raises are given out in Jan, Jun & Dec Standing tall - each inch above average may be worth $789 more per year. $75,000 p.a. is the most you need to be happy, nothing more
- 44. Do your research Get your salary info from these websites
- 45. Understand your value If you're in high demand elsewhere, you have leverage. Draw attention to it, but be careful not to emphasize it too much. Avoid acting overly confident or cocky. It's OK to mention that you have interviews at other companies, but don't try to force a favourable decision.
- 46. Be reasonable Before you ask for a raise, assess the company’s financial status to see whether the timing is right. The fluctuating economy has taken a toll on many businesses, and you should consider the landscape before you negotiate a higher salary. If the company has recently downsized or laid off employees and you were lucky enough to make the cut, it’s probably not a great time to ask for extra compensation.
- 47. Let the company bring up the salary negotiation issue Avoid being the first to propose a salary figure. Tell them you're interested in a mutually rewarding career with the company and you're sure you can agree on an acceptable compensation package. If you're backed into a corner, introduce your salary range, but make it clear that it is "up for discussion." Don't ramble on. Say what you have to and then be quiet and listen.
- 48. Emphasize the benefits of your skills Quantify your successes in terms of cost savings, increased productivity and overall contribution to the company. This will help the interviewers recognize the benefits of having you join their team, and will help boost the salary offer. If you earned performance bonuses or incentive awards, mention those so that you'll be viewed as an achiever, well worth top dollar.
- 49. Be flexible If you want this job, consider agreeing to start at the salary level they're offering, so long as they offer additional bonuses for specific accomplishments. Money is important, but consider the complete compensation package. Negotiate other perks and benefits and get them in writing. Ask about the frequency of potential salary increases.
- 50. Common Salary Negotiation Mistakes Revealing How Much You Would Accept. Focusing on Need/Greed Rather Than Value. Weak Research or Negotiation Preparation. Making a Salary Pitch Too Early. Accepting Job Offer Too Quickly. Declining Job Offer Too Quickly. Asking For Too Many Changes in Counteroffer. Taking Salary Negotiations Personally. Not Asking for Final Offer in Writing.
- 51. Need More Tips?
- 53. AND MY PERSONAL BLOG adriantan.com.sg
- 54. MORE STUFF TO READ “ Headhunted is a must-read for people planning for their careers. I am impressed by the information presented, especially from the headhunter’s perspective. In this book, experts in the industry provide practical insights into career planning. – Francis Koh | Managing Director, CAPITA Some great tips and insights from two industry experts. A mustread for anyone considering their career options. – Ben Batten | Country General Manager, VOLT Adrian and Steven have put together a useful career resource for jobseekers, based on their headhunting experiences, and angled to fit Singapore’s context. It is easy to read and reflecting questions and issues faced by job seekers, and highlighting the importance of building skills and a positive mindset. I’m glad that the authors have produced a handy kit to guide PMEs towards better jobs. – Gilbert Tan | CEO, Employment and Employability Institute “
- 55. Successful Interview and Salary Negotiation by CareerLadder
Editor's Notes
- 1. "How much does the job pay?" This is by far the top pet-peeve question for hirers. They want to think that you're so in love with the job that money isn't such a big issue for you. "Raising the subject of money during the interview stage may give the impression, rightly or wrongly, that all you care about is money, as opposed to working as part of a team and giving your heart, soul, and first-born child to the corporation," says Todd Moster, a Los Angeles legal recruiter. Salary is the elephant in the room that no one acknowledges during the interview phase, says Moster. You'll get a chance to discuss pay once you get an offer, but you may not get an offer if you discuss pay first. 2. "What kind of benefits package do you offer?" Ditto. Asking about benefits makes it sound like you could care less about the job, and more about the perks. If you don't love your career, it will show in your interview. Take a few minutes to take a free career interest test if you want to know your best career fit. 3. "What are the hours?" "This is the question that makes me cringe more than any other," says financial-industry executive recruiter Paul Solomon. "Try 24-7, like every other position these days. Wall Street managers don't want a clock watcher, so when I hear that question, I know the candidate won't be the right fit." 4. "How much vacation time will I get?" If you want to give the impression that you're more interested in time off than working, ask this question. Otherwise, save it until after an offer has been extended, recommends Cathleen Faerber, managing director of The Wellesley Group, an executive search company. 5. "Can I telecommute?" Wait to inquire about telecommuting until you're well established in your new job and have a good track record. If you ask the question in an interview,"they're going to wonder why you would want to get out of the office before you even see it," says John Kador, the author of 301 Best Questions to Ask on Your Interview. If working from home is extremely important to you, starting your own business is a great career option. 6. "What kind of company is this?" If you have to ask this, it shows you didn't have the initiative and incentive to prepare for your interview. That doesn't bode well for how you'll handle the job itself. Before you even write your resume and cover letter, you should know all about the company. "There's no excuse for going into an interview unprepared and not being knowledgeable about the company," says career coach Cheryl Palmer. 7. "What happened to the last person who had this job?" Of course you might be curious, but don't ask. "What's the difference? It's not your business to know," says career coach Michael Coritsidis. Asking will just make you look nosy. The same goes for questions that probe into the personal life of the interviewer, cautions Sharon Blaivas, president of Shake Up My Resume. You might have friendly intentions, "but these may be sensitive areas and have nothing to do with the job," she says. 8. "What do you like least about your employer?" Sure, you may have heard dirt about the company, but an interview is not the place to bring it up. "It will make you seem like you focus on negatives or don't think the company is representing itself correctly," says Richard Kirby, the author of Fast Track Your Job Search. A little research will give you the scoop about whether this is a company you want to work for. 9. "How much help will I get?" If there is a team, you'll be introduced to the members, says executive recruiter Bruce Hurwitz. "Asking about help gives the impression that you can't do the job by yourself and the company will have to do more hiring just to keep you," he says. 10. "Can I work at another job part time?" Employers want someone who is devoted to the company, not someone who could burn out by juggling too much, says Robert Galinsky, founder of the New York Reality TV School. 11. "Do you do background checks?" Wave the background-check question in front of the interviewer. "The hiring manager will start to wonder if they need to call security or if they're sitting across from a felon," says Adriana Llames, the author of Career Sudoku: 9 Ways to Win the Job Search Game. 12. "What is your policy on drug use?" Believe it or not, this isn't an uncommon question, says sales and leadership coach Dave Sheffield. "The funniest part of this question is that the interviewee sees nothing wrong with it," he says. 13. "How did I do?" Sure, you want to find out if you're a contender after an interview. "But asking that question puts an interviewer on the spot, and they're rarely in a position to answer," says Frances Cole Jones, the author of "The Wow Factor." Plus, it makes you sound unprofessional. She suggests an effective alternative like, "So what are my next steps?" 14. Not asking questions at all. "By far the worst question is the one you never ask: Not asking any questions during an interview shows a lack of interest or comprehension, or can make you look desperate, someone who will take any job under any circumstances," says motivational speaker Barry Mather, the author of Filling the Glass. "Nobody wants someone nobody wants."
- Learn as much as you can about the pay scale of the company that wants to hire you. Find out the industry average, as well. You may aspire to a career in scheduling at a major airline, but if the company's practice is to hire from within, you might need to accept an entry-level position. Union constraints may limit any flexibility on salary levels, no matter how many university degrees you have. As part of your research, you need to have a clear idea of what your minimum salary expectations are. Do the math in advance and decide what your deal-breaker point is. There's no point wasting your time — and the company's — interviewing for a low-paying job in a company or industry that may not be able to offer the wages you need.
- Consider whether you are in a position of power. If you're in high demand elsewhere, you have leverage. Draw attention to it, but be careful not to emphasize it too much. Avoid acting overly confident or cocky. It's OK to mention that you have interviews at other companies, but don't try to force a favorable decision.
- From your research, you know the offer is low. What do you counter at? If you choose 10%, you may have to accept a saw-off at 5%. Don't be confrontational. It's a calculated risk to walk away from a job offer. They might call you back with a revised starting salary or they might just close your file and hire someone else if they feel you've been greedy, arrogant or overly demanding.
- Avoid being the first to propose a salary figure. Tell them you're interested in a mutually rewarding career with the company and you're sure you can agree on an acceptable compensation package. If you're backed into a corner, introduce your salary range, but make it clear that it is "up for discussion." Don't ramble on. Say what you have to and then be quiet and listen.
- When you talk about your last job, describe your accomplishments. Quantify your successes in terms of cost savings, increased productivity and overall contribution to the company. This will help the interviewers recognize the benefits of having you join their team, and will help boost the salary offer. If you earned performance bonuses or incentive awards, mention those so that you'll be viewed as an achiever, well worth top dollar.
- If you want this job, consider agreeing to start at the salary level they're offering, so long as they offer additional bonuses for specific accomplishments. Be prepared to define them. Money is important, but consider the complete compensation package. Negotiate other perks and benefits and get them in writing. Ask about the frequency of potential salary increases. As with any negotiation, your goal is to create a win-win situation.believe in yourself Sometimes the only way you can get a higher starting salary is by being actively sought for your position. Other times, you may have to demonstrate that you have the exact skills the company needs and, if you play your cards right, you may land the job you want at a salary level beyond your dreams. In all cases, being well prepared, using a little psychology, and practicing your marketing and negotiation skills will help you maximize the salary offer.
- 1. Settling/Not Negotiating. Probably the biggest mistake you can make is simply deciding to settle and accept whatever offer you receive. Research shows that younger job-seekers and female job-seekers often make this mistake -- either from not completely understanding the negotiation process or from a dislike or discomfort with the idea of negotiating. Settling for a lower salary than you are worth has some major negative financial consequences -- you'll earn less, receive smaller raises (because most raises are based as a percentage of your salary), and have a smaller pension (since pension contributions are usually a percentage of your salary). But settling for an offer that you feel in your heart is too low will not only set you back financially, but also eat at you until you finally begin to seriously dislike your job and/or employer. Of course, in certain professions (like sales), it is expected you'll negotiate your salary. 2. Revealing How Much You Would Accept. Information is the key to any kind of negotiation and a common mistake job-seekers make is telling the employer what you'll accept. Sometimes it is hard not to offer this information -- especially if the employer asks for a salary history or salary requirement. Some employers will also ask -- in a preliminary interview -- what salary you're looking for. In all these situations, you need to carefully decide how you'll handle the situation. The earlier you give up this kind of information, the less room -- if any -- you'll have for negotiating a better offer when the time arrives. Always try to remain as noncommittal as possible when asked about your salary requirements too early in the interview process. (Read more about dealing with salary histories and salary requests here.) 3. Focusing on Need/Greed Rather Than Value. A very common salary negotiation error is focusing on what you feel you need or deserve rather than on your value and the value you being to the prospective employer. Employers don't care that your salary won't cover your mortgage or student loan payments or even your living expenses. If you plan to negotiate a job offer, do it based on solid research (see next mistake) and a clear demonstration of your value to the organization. Don't ever tell the employer that you need a certain salary. 4. Weak Research or Negotiation Preparation. With the number and variety of salary resources available online -- from salary.com and salaryexpert.com to professional associations -- there is no excuse for you as the job-seeker to not know your market value. Of course, you should also attempt to conduct research on your prospective employer -- their historical salary levels, negotiation policies, performance appraisals. Even if you decide you don't want to negotiate salary, you'll have a better understanding of the market for your services -- and your value in that market. 5. Making a Salary Pitch Too Early. The longer you wait, the more power you have. Yet, there are many job-seekers who jump in too early in the process and ask about salaries and compensation. The ideal time for talking salary is when you are the final candidate standing -- and you get the job offer. It's at that point when you can ask more specifics about salary, bonuses, commissions, health insurance, and other perks. Asking at any point earlier in the process can be perceived as being too focused on money -- and can also lead to you having to reveal what you would be willing to accept. 6. Accepting Job Offer Too Quickly. The job-search these days drags on longer and longer, and when you finally obtain that offer after weeks and weeks (and in some cases, months), it's not unusual to want to accept it right on the spot. But even the best offers should be reviewed when you have clear head -- and without the pressure of your future boss or HR director staring at you. Most employers are willing to give you some time to contemplate the job offer -- typically several days to a week. It's when you get the job offer that you have the most power because the employer has chosen you, so use that power to be certain it's the job and job offer for you -- and consider negotiating for a better offer if you feel that it should be better. Just remember that whatever amount of time you ask for is the amount of time you have to make your decision. 7. Declining Job Offer Too Quickly. Many job-seekers reject job offers very quickly when the employer offers a salary much lower than expected, and while in many cases you would be correct in rejecting the offer, it's still best to ask for time to consider it before rejecting it outright. If the money is simply far below the average, you may have no choice but to reject the offer. However, if the money is good -- but just not as good as you would like -- take a closer look at the benefits. A big mistake is declining a job offer too quickly without looking at the entire compensation package. For example, some firms that have lower salaries offer larger bonuses or stock options or pay the full expense of health insurance. Remember, too, that you should be able to negotiate one or two elements of the offer to make it even stronger. 8. Asking For Too Many Changes in Counteroffer. If you have a strong interest in the job and the employer is a good fit, but the offer is not what you expected, you can consider making a counteroffer proposal. If you decide to make a counterproposal, remember that you should only pick the one or two most important elements; you can't negotiate every aspect of the offer. If the salary is too low, focus on that aspect in a counteroffer. If you know the firm will not negotiate on salary, then focus on modifying a few of the other terms of the offer (such as additional vacation time, earlier performance reviews, signing bonus, relocation expenses). Just remember that you cannot attempt to negotiate the entire offer; you need to choose your one or two battles carefully, conduct your research, and write a short counterproposal. [Find specific guidelines for counteroffers in this article.] 9. Taking Salary Negotiations Personally. Whatever you do in this process, always stay professional in handling the negotiations. If the employer has made you an offer -- then you are their choice, the finalist for the position -- so even if negotiations go nowhere, or worse, keep in mind that you did receive an offer, even if it is not what you expected or deserved. And if negotiations break down between you and the employer, move on graciously, thanking the employer again for the opportunity -- because you never want to burn any bridges. 10. Not Asking for Final Offer in Writing. Once everything is said and done -- and you have received a job offer that you find acceptable, the last thing you should do is ask for the final offer in writing. No legitimate employer will have issues with putting the offer in writing, so if yours balks at your request and accuses you of not having any trust and tries to bully you to accept the verbal agreement, take it as a MAJOR red flag that there is something seriously wrong.