Page 39 - John Kador - 201 Best Questions to Ask on Your Interview-McGraw-Hill (2002)

THE RULES OF THE GAME

As the interviewer answers the question, note the subtle messages the
candidate is sending. The candidate ends each question with “right?”
which invites the interviewer to answer with “yes.” Of course, the can-
didate must be on sure ground. The candidate certainly wants to avoid
any possibility that the interview will answer, “No, that’s not quite
right.” Good research makes such questioning possible.

5. Use Inclusive Language
Look at the last dialogue again. Did you notice that the candidate sub-
tly shifted from “you” to “we”? Words such as “we” and “our” subtly
give the impression that the candidate is already a member of the team.
The more comfortable the interviewer is with the concept of the candi-
date already being on the team, the better the candidate’s chances. It’s so
much easier extending a job offer to someone whom the interviewer on
some level already perceives as part of “us” instead of “them.”
The risk, of course, is to come off as presumptuous. So a delicate
touch with this technique is warranted. Generally, it works best later in
the interview and after the interviewer has demonstrated a substantial
level of interest in you. For example, if the company wants you to come
back for a second (or third) interview. Of course, if the interviewer starts
using inclusive language, you know that you are on safe ground and that
an offer is in the cards.

6. Ask Questions the Interviewer Can Answer

Want to make interviewers defensive and uncomfortable? Ask them
questions they don’t know the answer to or can’t answer because of con-
fidentiality.
“Remember that although I do expect you to ask me some relevant
questions, this isn’t a game show,” says Sonja Parker, VP of Integrated
Design, Inc., in Ann Arbor, Michigan. “There isn’t a prize for stump-
ing me or asking the cleverest question. Just show me that you’ve given
this opportunity some thought.”
So as you formulate a question, think carefully about the content you are
looking for as well as the person to whom you are addressing the ques-
tion. In any case, avoid questions that reasonably intelligent people may not

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