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What have you been criticized for during the last KE: If he agreed with some . . . youve identified
four years? an area of weakness; if he disagreed with all . . .
an inflexible candidate, hard to manage.
Kurt Einstein: Its interesting to know what the
candidate would admit to. HM: Agreeing with some of the criticism seems
to me to be a lot better answer than agreeing with
Harvey Mackay: This question is a real test of none of it or all of it. Only a megalomaniac thinks
your negotiating skills -- that is, negotiating as in, he or she is always right and only a schnook thinks
He negotiated the rapids without tipping over in his he or she is always wrong.
canoe and drowning. You must provide something
that isnt so serious as to be disqualifying yet not Where would you like to be in 3-5 years?
so trivial as to appear that youre either concealing
your flaws or taking the question too lightly. Id KE: Observe whether candidate plans ahead and
give high marks to a candidate who came up with sets goals.
something like, I offered some ideas that I felt were
constructive, but I was told not to rock the boat; or, HM: Bag this answer: Id like your job. Its been
I usually finished my assignments more quickly than overworked more than Officer, I didnt know I was
my peers and some of them resented it; or Id speeding.
take courses at night when everyone else was in the
bowling league and I was told I was an oddball. (Part II) And how do you expect to get there?
Dont try these, though, unless you can back it up, KE: This will indicate whether the previous answer
because the inevitable follow-up request is: Okay, was truthful or programmed. Ask them to explain in
wise guy, prove it. I have to admit that others, detail.
like the National Business Employment Weekly, are
quite critical of the Little Ms./Mr. Perfect answer, HM: Get beyond the obvious -- i.e., hard work,
like Im a workaholic, or Im a stickler for detail. or I plan to take lots of courses. Be clear and
The answers I give here dont go quite that far, but specific as to how to meet the requirements and
they are borderline. They would advise shifting responsibilities and obtain the skills to execute your
the emphasis off yourself with something like Im career plan. Theres a study you should be aware
learning to be more tolerant of the mistakes of of: Over a quarter of a century ago, an Ivy League
others. If you ask me, thats a distinction without a university interviewed a class of graduating seniors
difference. I still think weve got the right approach. and asked them if they had clear, specific career
goals. Three percent said yes; 97 percent said no.
Did you agree or disagree and why? They interviewed the same group again after twenty-
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1 Harvey Mackay 2010
five years. The 3 percent with the goals had 97 negative adjectives need apply, but even positive
percent of the wealth. Two conclusions are obvious: ones can have negative implications if theyre
1) set goals, stay focused, adjust your plan to meet grouped in a way that suggests a weakness. For
changing conditions; 2) your interviewer is probably instance, intelligent, efficient, reliable. All great
aware of the study. attributes, but when grouped together suggest an
absence of human qualities. Is this person arrogant
What would you like to change in this job to make and aloof? Does he or she get along with people?
it ideal?
The grouping friendly, cooperative, a team player
KE: Why would he want to change it? suggests fine personal qualities but a possibly weak
performer. Best to combine a few virtues to suggest
HM: I dont think it should be changed. I do think strengths in both ability and personality, such
it has to be mastered, and thats an exciting and as goal-oriented, likeable, successful.
challenging opportunity. Obviously, at some point in
my career, Id hope to be able to handle even more (Part II) How would your subordinates describe you
responsibility. with three adjectives?
(Part II) How would you describe the most and KE: What are the differences? Is the candidate
least ideal boss you could choose? sensitive to how other people see him or her?
KE: Indicates personality preferences. HM: In my opinion, the correct response is to give
Indicates would he or she fit with future boss. the same answer you gave for number 6, and then
smile sweetly and wait for the next question.
HM: Cute, isnt it? Particularly, since you probably Do you think you praise enough?
dont have a clue at this time what your potential
boss is like. You should finesse this one a bit: Ive KE: Secure people have less problems giving praise
worked with hard-driving, demanding bosses, than insecure people. Psychological attitude toward
and Ive worked with bosses whove had such praise indicates interest and ability to motivate.
a light touch on the throttle, Ive barely had any Development of self-esteem.
real supervision or direction. I can adapt to any
style. And then, move in for the kill: But, if you HM: I love to get it, so I love to give it.
really pinned me down, Id say it would be someone
who gave me enough direction so I had a specific What would you do if you detected a peer
idea of what was expected of me and had enough falsifying expense records?
restraint to let me do my thing without hovering over
me every step of the way. KE: Indicates passive or active approach. Common
answers: a) Its not my business, b) Report it, c) Give
What activities in your position do you enjoy most? warning. Gives indication as to morality, honesty,
and ethics.
KE: Indirect way of ascertaining areas of weakness.
HM: In my opinion, the first answer is so bad Id be
HM: If you have strong feelings about what you like tempted to stop the interview right there and send
best, youre also revealing the opposite . . . what the candidate home. If you cant even be trusted to
you like least. What are good things to like least? protect the companys interests against dishonesty,
Well, for one, bad morale. So, you might say, why should they hire you?
Being part of a winning team. Who wants to
be part of a losing one? This isnt swiping cookies out of your third grade
classmates lunch pail. This is the real world. So get
How would you describe yourself with three real. The third answer is acceptable, barely. It finesses
adjectives? the conflict between being a squealer and letting
someone rip off your employer. Understandable,
KE: Delve for three negative adjectives. but still weak. Two is best.
HM: Heres another loaded gun. Obviously, no Theres a fourth approach, another finesse, which
HM:The obvious answer is the right one: a job- KE: Look for: It was deserved. Its beyond my
related use, such as taking courses. But you must control. Protect myself legally. Keep company
be prepared for the inevitable follow-up question, image clean. Get inside scoop/grapevine. Or:
Why? because it is intended to probe for Considers employees feeling, shows sympathy.
evidence of weakness, such as your lack of adequate
experience or training for the position youre HM: I felt I was acting in the best interests of
seeking. So be sure that if you answer education, both the company and the employee in question.
the course work you describe is more advanced than Follow-up question: Why? Follow-up answer:
that required for the immediate job. From the companys point of view, the employees
performance did not meet our standards and
If you had a choice, would you rather draw up expectations. Despite repeated attempts to help
plans or implement them? the employee improve, performance was still not
adequate.
KE: Draw up: Has tendency to think, innovate,
conceptualize, theorize, risk taker. Implement: Has What need do you expect to satisfy by accepting
tendency to be a doer, follower (can be positive or this position?
negative).
KE: This gives candidates the chance to identify their
HM: Dont choose implement unless the major most important career needs.
piece of equipment used in the job you are applying
for is a broom. HM: Your needs better track the companys needs
pretty closely, or what youre still going to be
State three situations in which you did not needing is a job. I would lean toward answers that
succeed. Why? stress the satisfaction of setting goals, achieving
them, and setting new goals. Companies see
KE: Does he or she admit to any? Blame others? Is employees the way track and field fans see high
the candidate self-assured? Has he or she learned jumpers. Every time the athlete clears the bar, they
from it, and, if so, what? want to set it a little higher for the next jump.
HM: Kurts notes spell out the elements of a What would you like to change in this job to make
winning answer. First, admit to having failed at it ideal?
something. In my opinion, one example is too few:
It suggests rigidity, a willingness to make only the KE: How does the candidate respond when an
barest, most grudging admission of the possibility authority figure makes an error?
of error. Three examples are too many.
HM: Heres the trick question of all time: question
That response suggests that had the questioner 4 is repeated here as question 14. Did you
asked for more than three, hey, no problem, you notice? If so, now what? Is this some kind of weird
would have been able to come up with whatever psychological test? A memory game? Do you
number of additional failures were needed. Pick pretend it didnt happen? Is the interviewer trying
Most of us do, in fact, fib. But remember, this If you encountered serious difficulties on this job,
test isnt designed to provide employment for what would they be?
candidates who most nearly correspond to the
norm. Its designed to weed out average applicants KE: Reveals candidates area of weakness or fear.
and locate exceptional ones. I dont see anything
the matter with challenging the we-all-lie premise. HM: By now you should be able to ace this kind
Id answer as follows: Oh, I dont think everyone of probe. What youre concerned about, of course,
lies, or, as you say, fibs. In my life, Ive known people is not failure but success.
I believe never to have lied. So I have to tell you,
I dont think your premise is correct. I cannot say I You anticipate no difficulties but would hope to
have met that standard myself and have never lied. I work in an environment that values teamwork,
know I have. I will say, though, that when I have lied, rewards initiative, provides opportunities for
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6 Harvey Mackay 2010
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