3 Ways to Handle a Hostile Interviewer

3 Ways to Handle a Hostile Interviewer
Gladys Stone & Fred Whelan, Monster Contributing Writers
February 02, 2011

We’ve all been in interviews when it seems like all the interviewer wants to do is trip you up. It’s like everything you say is somehow misinterpreted to mean something completely different. How can you diffuse such an uncomfortable situation?

First, understand that the interviewer’s hostility is probably not about you. Most likely, the interviewer started his day off by arguing with his spouse, woke up sick or just had a disagreement with the boss or a client and, as a result, he’s agitated. Maybe he was never taught proper interview techniques. Or, he may just have a mean streak. In any case, it’s up to you to put the best spin on the interview. Here are three interview techniques you can use to take control:

Address Miscommunications Immediately

After you give what you think is a solid answer to one of the interview questions, you’re met with raised eyebrows and a quizzical look. Is there a problem with your answer? Don’t panic. Instead, ask the interviewer right away, “Can I clarify part of my answer for you?” This gives the interviewer a chance to explain his issue, and it gives you the opportunity to rephrase your answer. It’s important to address any confusion immediately; otherwise the interview can get off track, never to be salvaged.

Turn the Tables on a Negative Reaction

Let’s say the interviewer asks how you handled a specific challenge at work. After you answer, the interviewer says, “I disagree with your approach. That’s not how we manage problems around here.” Take the edge off this exchange by making it clear you understand every company culture is different. Given what you know about his company, recast your answer, illustrating another way you may handle the situation. This gives you a second chance to respond to the interview question and dispel the interviewer’s antagonism. This also demonstrates your flexibility and quick thinking.

An Interview Is a Conversation, Not an Interrogation

If the person seems bent on grinding you down with endless follow-up interview questions, give your answers and then ask a follow-up question yourself. For instance, ask about how the company ramps up for new product development or where the interviewer thinks the company will be in five years. This tactic not only makes the interviewer talk, but it also provides the necessary give-and-take of the typical interview. Remember: Interviews are not one-sided interrogations, but more a business conversation between you and the potential employer and what you can offer each other.

Whatever transpires in the job interview, never meet hostility with hostility — you can only lose in that exchange. The best way to approach a hostile interviewer is to have tactics at your fingertips that allow you to turn the situation around and dilute the impact of the aggressive interviewer.

This article was originally published on Monster.com.

Job Interview Tips

1. Relax. The employment interview is just a meeting. And although you should not treat this meeting lightly, don’t forget that the organization interviewing you is in need of your services as much as, or perhaps more than, you are of theirs.

2. The key to successful interviewing is rapport building. Most people spend their time preparing for interviews by memorizing canned responses to anticipated questions. Successful interviewers spend most of their time practicing the art of rapport building through the use of powerfully effective communicating techniques.

3. Prepare a manila folder that you will bring to the interview. Include in the folder:
- company information (annual reports, sales material, etc.)
- extra resumes (6–12) and your letters of reference
- 15 questions you’ve prepared based on your research and analysis of the company
- a blank legal pad, pen, and anything else you consider helpful (e.g., college transcripts)

4. Dress appropriately. Determine the dress code and meet it. If their dress is business casual, you still need to be dressed in business professional. Practice proper grooming and hygiene.

5. Shoes, of course, must be polished.

6. Wear limited jewelry.

7. Call the day before and confirm the appointment - it will set you apart.

8. Be certain that you know exactly where you’re going. Arrive in plenty of time. You should be at the receptionist’s desk 10–12 minutes before the scheduled interview.

9. Prior to meeting the receptionist, check your appearance. Check your hair, clothing, and general image. Test your smile.

10. Secretaries, administrative assistants, and receptionists often have a say in the hiring process. Make a strong first impression with them.

11. Look around the office and search for artifacts that disclose the personality and culture of the company—and possibly the interviewer. This information will be helpful in initially breaking the ice, when you first begin discussions.

12. Be aware of your body language. Sit erect, with confidence. When standing and walking, move with confidence!

13. Your handshake should be firm, made with a wide-open hand, fingers stretched wide apart. Women should feel comfortable offering their hands and firm and friendly handshakes. A power handshake and great smile will get you off to a great start.

14. Eye contact is one of the most powerful forms of communicating. It demonstrates confidence, trust, and power.

15. During the interview, lean forward toward the interviewer. Show enthusiasm and sincere interest.

16. Take notes during the interview. You may want to refer to them later in the interview. If you are uncomfortable with this, ask permission first.

17. Be prepared for all questions, especially uncomfortable ones. Before the interview, script out a one-page response for each question that poses a problem for you, and practice repeating it until you’re comfortable with it.

18. Communicate your skills, qualifications, and credentials to the hiring manager. Describe your market value and the benefits you offer. Demonstrate how you will contribute to the bottom line. Show how you can 1) improve sales, 2) reduce costs, 3) improve productivity, or 4) solve organizational problems.

19. Key in on specific accomplishments. Accomplishments determine hireability. They separate the winners from the runners-up.

20. Listening skills are priceless! Job offers are made to those who listen well, find hidden meanings, and answer questions in a brief but effective manner.

21. Let the interviewer bring up salary first. The purpose of an interview is to determine whether there is a match. Once that is determined, salary should then be negotiated.

22. There is no substitute for planning and preparation, practice and rehearsing—absolutely none.

23. Practice interviewing techniques with a friend playing the role of the interviewer. A minimum of one hour of practice, preferably more, guarantees a stellar performance.

24. Close the sale. If you find that you want the position, ask for it. Ask directly, “Is there anything that would prevent you from offering me this position now?” or “Do you have any reservations or concerns?” (if you sense that). At the very least, this should flush out any objections and give you the opportunity to turn them into positives.

25. Always send a thank-you note within 24 hours of every employment meeting.

Salary Negotiation Tips

1. From the moment you make initial contact with any company or organization you wish to work with, you are in negotiation. You may not be discussing money openly, but you are making a permanent imprint on the minds of the hiring authorities.
2. Delay all discussions of salary until there is an offer on the table.
3. You are in the strongest negotiating position as soon as the offer is made.
4. Know your value. You must know how you can contribute to the organization. Establish this in the mind of the hiring manager.
5. Get employers enthusiastic about your candidacy, and they will become more generous.
6. There is no substitute for preparation. If you are well prepared, you’ll be confident, self-assured, and poised for success.
7. Prior to going into employment negotiations, you must know the average salary paid for similar positions with other organizations in your geographical area.
8. Prior to going into employment negotiations you must know, as best you can, the salary range that the company you’re interviewing with will pay, or what former employees were earning.
9. Prior to going into employment negotiations, you must know your personal needs and requirements, and how they relate to numbers 7 and 8 above.
10. Remember, fringes and perks, such as vacation time, flex time, health benefits, pension plans, and so on, have value. Consider the “total” salary package.
11. Salary negotiations must be win-win negotiations. If they’re not, everybody loses in the end.
12. Be flexible; don’t get hung up on trivial issues, and always seek compromise when possible.
13. Listen carefully and pay close attention. Your goals will most likely be different from the goals of the employer. For instance, the firm’s main focus might be “base salary.” Yours might be “total earning potential.” So a win-win solution might be to negotiate a lower base salary but a higher commission or bonus structure.
14. Anticipate objections and prepare effective answers to these objections.
15. Try to understand the employer’s point of view. Then plan a strategy to meet both the employer’s concerns and your needs.
16. Don’t be afraid to negotiate out of fear of losing the offer. Most employers expect you to negotiate as long as you negotiate in a fair and reasonable manner.
17. Always negotiate in a way that reflects your personality, character, and work ethic. Remain within your comfort zone.
18. Never lose control. Remain enthusiastic and upbeat even if the negotiations get a little hot. This might be your first test under fire.
19. Play hardball only if you’re willing to walk away from, or lose, the deal.
20. What you lose in the negotiations will most likely never be recouped. Don’t be careless in preparing for or conducting the negotiation.
21. Be sure to get the offer and final agreement in writing.
22. You should feel comfortable asking the employer for 24 to 48 hours to think about the deal if you need time to think it over.
23. Never link salary to personal needs or problems. Compensation should always be linked to your value.
24. Understand your leverage. Know if you are in a position of strength or weakness and negotiate intelligently based on your personal situation.
25. End salary negotiations on a friendly and cheerful note.

Career Guidance Tips: Job Interview Tips

You never get a second chance to make a first impression.
(Unknown)

Getting an interview for a job is usually the last of a number of difficult steps that might produce a job offer. This is showtime — an opportunity for you to sell yourself. You will probably come up against a professional who knows the difference between glib catchphrases and substance, so be prepared to leave the interviewer with no doubt that you are the best person for the job. Here's how to give yourself the best appearance:

IN PREPARATION FOR THE INTERVIEW

1) Find out everything you can about the company. This will demonstrate a genuine interest in the organization and an affinity for the things that its employees do. Your research should include information on the nature of the business; how well the company is doing; changes in the industry, with particular focus on things that could influence your job; the size of the company; and the diversity of products and services provided.

2) Create a list of questions you want to ask. You should avoid asking about salaries at an early stage. Your questions should instead reflect an interest in the company and an awareness of your contribution to its future.

Questions could include:

• How is the organization doing?
• What is the outlook for business over the next five years?
• How would you describe the culture here?
• How do people get recognized for superior performance, outside the formal compensation system?
• How important is teamwork in your organization?
• What kind of training does the organization provide?
• How readily does the organization embrace new technology and other improved working systems?
• How are employees kept informed of changes in the organization?
• What would be the primary reason for people leaving the organization in the last year or two?
• Are there some characteristics common to people who have been promoted in the organization?

3) Review your resumé to ensure that it contains as many things that could be of interest to the company as possible.

4) If you do have more than one interview, schedule them with sufficient time in between to avoid rushing from one to the other.

5) Collect and organize all supporting documentation, such as certificates of your professional qualifications and references.

6) Be sure you have accurate directions to the prospective employer, to ensure that you don't spend time searching for the place and arriving stressed.

7) Consider doing a role-play with a friend. Have him ask you some challenging, open-ended questions that require on-the-spot mental acrobatics.

Questions could include:

• "In your last job, what would be the one thing that your peers most disliked about you?"
• "What would be your single most important achievement in your last job?"
• "How would you describe yourself?"
• "What type of training could the company provide you with, to make you a better contributor?"
• "What attracted you to this job?"
• "What do you know about the company?"
• "What would you like to tell me in support of your application, other than what is on your resume?"
• "Can you give me examples of initiatives that you have taken in your previous job that were above and beyond what your job description required you to do?"
  

ON THE DAY OF YOUR INTERVIEW

8) Dress for success.

• Make sure that you are well groomed. Your hair should be neat and you should be cleanly shaven.
• Your clothes should reflect the fact that you are a neat person. They should be clean and well pressed. Be sure to fix any loose buttons and hems.
• Avoid outlandish hairstyles and body ornamentation that may not be in keeping with the culture of the organization you want to work for.
• Avoid clothing that is too revealing, frilly, or makes you look much taller than you actually are.

9) Leave yourself extra time to get to the interview.

10) Have all supporting documentation ready, including your resume, references, and non-confidential documentation of work you have done that would demonstrate your ability to do the job.

11) Bring writing materials so you can make notes on important issues. Don't rely on your memory, particularly if you have any other interviews on that day.

12) Introduce yourself. Give your interviewer a firm handshake. Smile. Look relaxed. Make small talk to establish rapport that seems genuine, such as "I love this location! It's so easy to get to." Or "It must be my lucky day. The traffic was so much lighter than usual coming in."

13) Let the interviewer control the discussion. Listen carefully to her questions. Show that you understand by nodding and paraphrasing difficult questions.

14) Do not ramble when responding to open-ended questions. Try to be as direct as possible. If you are not sure that you have answered the question, ask if the interviewer has the answer that he was looking for, and if not, what he would like you to deal with.

15) Look and act interested. Sit slightly forward and maintain eye contact, without staring.

16) Pay attention to what the interviewer says. Equally important, watch non-verbal cues. Look for facial expressions that might indicate confusion with your answers, such as loss of eye contact or change in voice pitch. Crossing arms or legs may mean resistance. Leaning forward or nodding might mean enthusiasm.

17) Project a great attitude. Show your "can do" enthusiasm by

• always accentuating the positive;
• giving examples of the good things you have done.

18) Project positive body language. This will mean that you

• smile warmly when greeted;
• maintain eye contact, without staring;
• greet people with a firm handshake;
• stand tall or sit up straight, so you project enthusiasm and confidence;
• avoid putting your hand in front of your face while you are talking or fidgeting when you are listening;
• never smoke or chew gum.

19) Speak to impress by

• articulating key ideas with a firmer voice;
• avoiding rushing through answers and rambling;
• avoiding slang or swear words;
• avoiding annoying words such as "like" at the beginning, middle, and end of each sentence.
  

20) Listen. Make sure you answer all questions adequately. When you are not sure if you have done this, ask, "Have I answered your question?" This will indicate that you care about responding fully.

21) If you don't understand a question, ask for clarification.

22) Stay calm and confident. You got the interview, now get the job!

23) Use examples wherever possible. This will demonstrate a "can do" approach. It will also increase the interviewer's confidence that you can do the job in practice, rather than in theory.

24) Close the meeting decisively. Consider using a sentence such as "I've enjoyed the discussion. Where do we go from here?"

BE PREPARED TO ANSWER THESE QUESTIONS

Here is a list of questions that you could be asked in an interview. Having answers for them will put you in a high state of readiness.

• What is the one thing you are most proud of that you've done at work during the last twelve months?
• What one thing at work could you have done better?
• Can you describe your ideal organization?
• Can you describe your ideal job?
• If I called some of your current work colleagues, what good things would they tell me about you?
• What would they tell me about you that they'd like you to change?
• What are you looking for from our organization that you're not getting in your current (last) job?
• What are the most important things that drive you?
• What types of things are you most intolerant of at work?
• Can you give me examples of things you've done recently that you're proud of?
• What has prompted you to apply to us for a job?
  

Adapted from The Portable Mentor