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Job Interviews
On the most basic level, job interviews provide an opportunity for companies and potential employees to exchange essential information. But in today’s crowded job market, applicants who really want to outclass the competition need to go well beyond the basics.
Timothy Butler, research fellow and director of MBA Career Development Programs at HBS, counsels job seekers to treat interviews as “events that require all the energy, alertness, and skills of an important sales call.” First impressions are extraordinarily important, says Butler, who tells applicants that their make-or-break moment could come even before any formal conversation begins. “When you are walking down the hall, the interview is already under way,” he notes. “That initial handshake, eye contact, and assessment of your energy, enthusiasm, and confidence count for a lot. The opening phase of the interview is very important; the rest of the meeting often serves to confirm an initial judgment made very early on.”
That confirmation process frequently begins with an open-ended question such as, “Tell me about yourself,” which Butler views as a prime opportunity for applicants to air their selling points. “Before the interview, you should mentally prepare three bullet points that establish who you are and why you should be hired,” he states. “The points should highlight your background and ability to make a strong contribution. Be brief,” Butler cautions, “but provide specific examples to back up your claims.”
Even if you are seeking a job in an industry or functional area that is new to you — as is true of many recent HBS graduates — you can build a compelling case. “I spend a lot of time convincing students that they have skills that travel well across industries and functions,” says Butler. “For MBAs, these are usually project management skills and general business analytic skills, which any industry can use.”
What you say in an interview is important, but how you say it also counts. To make a strong impression, Butler advises job candidates to:
Maintain eye contact. While extended eye contact is considered rude in some cultures, in the United States a steady gaze conveys self-confidence, directness, and honesty. “The bar for this is very high,” Butler observes. “By trying for eye contact 90 percent of the time, you will probably fall somewhat short of that target, but improve over your current level.”
Be aware of your body. Don’t fidget or make unnecessary movements. Butler advises a “strong neutral position”: feet flat on floor or legs crossed, with arms resting in a comfortable place. Return to this position after leaning forward or gesturing to make a point.
Speak slowly. Rapid speech is often interpreted as anxiety or lack of self-confidence. “Whether you speed up under stress or if you’re naturally a fast talker, during an interview you need to slow down.”
Butler’s list of interview “don’ts” includes expressions of negativity about former employers. “Interviewers often ask why you left your previous job,” he notes. “Even if there is much that you could criticize, you should talk instead about your desire for growth and change.” Candidates also should postpone detailed questions about salary and company culture until after an offer has been made.
To seal the deal, despite the growing acceptance of e-mail acknowledgments, Butler advises, “A genuine, elegant, handwritten thank-you note is still the gold standard. It leaves a more lasting impression.”
— Deborah E. Blagg
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