The Art of Interviews - A Two-way Street

by Margaret Steen
Knight Ridder Newspaper

With unemployment at a 30-year low, it might seem that you don't need to worry much about the impression you make during a job interview. Christie Hardwick Vianson knows differently.

Vianson, director of staffing and community relations for Silicon Graphics Inc. of Mountain View, CA, recalls one promising candidate who spent the first 20 minutes of an interview asking the manager about the details of the relocation package. Although SGI really needed someone with this person's skills, the manager chose not to make an offer.

"This person did not have any passion for the work we are doing, and that just didn't engender any interest," Vianson said. "We didn't think we were ever going to be able to meet this person's needs."

The moral of this story is to remember that job interviews serve two purposes: You must find out whether the job meets your requirements, and you must impress the interviewer enough to get an offer. This means you must ask about the company's work hours, compensation and atmosphere without sounding lazy, mercenary or self-centered.

Finding out what you really want to know about a job requires navigating a minefield of sensitive questions.

There is a way to get the information you want without jeopardizing your chances. Consider this the first stage of negotiations with your potential employer. Do your homework ahead of time, choose your words and timing carefully, and be prepared to improvise.

Here are some tips to help you do that:

(1) Determine your priorities for your next job. Think about everything you want from a job, including salary, benefits, flexibility, stock options, telecommuting and opportunity for growth. Then decide what is most important to you. When - and whether - you bring up a concern such as flexible work hours or telecommuting will depend on where it ranks on your list. If a particular issue isn't crucial and you think asking about it might raise questions in the interviewer's mind, put off discussing it until after you've been hired.

(2) Research the company ahead of time. Reading up on a company can tell you whether it is on solid financial footing and help you impress an interviewer with your knowledge and interest. Less formal research into the company's culture is equally valuable: It can help you decide what questions to ask about the atmosphere you'll be working in - and how to ask them.

(3) Keep the conversation focused on what you can do for the company. If you're asking whether you can telecommute, explain that you have found that you're more productive when you work from home one or two days a week, some experts suggest. If the issue is your schedule, make it clear from your question that you're willing to work hard.

(4) Keep asking questions until you have all the information you need. When you ask about one of your high-priority concerns, don't let the matter drop after the manager's initial response.

How To Tactfully Ask Tactless Questions

Don't - Will I be able to have a life outside of work, or do you expect everyone to work 80-hour weeks?
Do - "What is your company's work cycle? Are there certain times of year that require more work than others? How would you describe the culture here? When you say, 'We have a lot of fun and we work really hard,' can you tell me what you mean?"

Don't - If you want to know...Am I going to get any training or time to learn my new job?
Do - "If I took this job, what would I be expected to accomplish in the first 30 days, 60 days and 90 days?"

Don't - If you want to know...May I take an afternoon off occasionally to watch my daughter's soccer games? Will I appear uncommitted if I leave at 5 p.m. to pick up my son at day care?
Do - "Can you describe situations in which people at this company have flexible work hours?"

Don't - If you want to know...Are you an authoritarian micromanager or will you be an easy boss to work for?
Do - "How would you characterize your management style? How do you communicate with people? I'm the kind of person who has a lot of ideas and opinions - how do you feel about hearing suggestions and ideas from your employees?"

Don't - If you want to know...Why did my predecessor in this job quit?
Do - "Can you tell me why this position is open?"

Don't - If you want to know...How soon could I be promoted?
Do - "What's a typical career progression from this position?"

Don't - If you want to know...When will I get a raise?
Do - "How do you measure and reward employee performance?"

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