Controlling the Job Interview

Controlling the Job Interview

I regularly interview candidates that dominate or attempt to control the job interview, whether it is a phone interview, or an on-site interview. The candidate talks way too long in response to a question. She may delve into minutiae, or wander away from the subject. She may not even answer the question.

Sometimes I chalk it up to nerves. Some people ramble when they are nervous. Some, fearing losing what is at stake, may spill everything they know on the topic, in hope of impressing the interviewer.

Nervousness often shows in other ways and tips me off. Sometimes though, there are candidates that seem too composed, or too crafty, to be suffering from verbal diarrhea. I would swear they intend to control the conversion. Like a politician, if they can control the discussion, they can control the outcome or, at least, spin the discussion to their benefit.

Is this a valid interview tactic? Should the candidate take the discussion as far as possible? Should he tell the stories he wants heard, focusing on his agenda, while preventing the interviewer from asking “dangerous” questions?

My short answer is to remember the purpose of the interview – from both perspectives. From your perspective, the purpose is to impress upon the interviewer that you are the right person for the job. From the interviewer’s perspective, the purpose is to determine whether you are the right person for the job. They are almost the same, but different in significant ways.

So what does The Google say? There were two kinds of advice: good advice where “control” is about controlling yourself, or your fate, within the interview context, and bad advice where “control” is about dominating the interview.  

Do these

Here are forms of "control" that you should exercise.

• Relax - If you are the sort that dominates as a defensive response, just relax! You are being interviewed because the company liked what they saw. Take heart. Most people are decent so don't be afraid. If your interviewers are jerks, so what? Any company that allows such an important role to be fulfilled by jerks is probably not a place you want to work anyway. So relax! You have everything to gain, and little to lose. Some of the following points will help you feel more confident and relaxed.
• Build rapport - Focus on creating good communication and common ground with your interviewer. Listen to the questions, and do your best to answer accurately and concisely. One article suggested building a peer relationship. Be careful. Your interviewer is not your peer. She is in a position of greater control, as she has the power to hire you or not. Even if you perceive the interviewer is at the same level as you, she is still in control. Rather than trying to develop a peer relationship, focus on common professional ground. If you are right for the job, this is often easy to do.
• Prepare - One of the best ways to relax, and impress, is to be prepared. As this article on HCareers says, learn everything you can about the hiring company. This knowledge gives you confidence and reduces the chance of getting caught off guard. Be prepared regarding yourself. As this article on Toolbox.com suggests, know your strengths. Think about the answers to some key questions that good interviewers ask. Do likewise for the bad questions that poor interviewers tend to ask (ask The Google about "worst interview questions"). Finally, consider your weaknesses.
• Practice - Having knowledge about the hiring company, yourself, and potential questions isn't enough. You want to be confident in your answers. So practice them. Role play is best, but you can practice alone too. Focus on active phrasing, confidence, accuracy, and conciseness. The HCareers article suggests developing short (true) stories that demonstrate your strengths. Practice how you will explain your weaknesses and failures, if asked. Be sure those stories include lessons you learned. This is about turning a negative into a positive - controlling the outcome.
• Ask questions - This is a special case of preparation. Focus on the things you really want to know about the company and the job. An astute interviewer will be impressed if you ask excellent questions. 
• Check for understanding - This is a communication technique used to ensure your meaning is being correctly conveyed. After you answer a question, if you have any doubt, ask, "Did I answer your question?"
• Guide - If you are prepared, you know what you want the interviewer to know about you. If you leave it entirely up to the interviewer, there's no guarantee he will give you the chance to convey all these things. Help him out. Look for opportunities to focus on your strengths loosely within the context of the questions he asks. Be careful not to wander too far from the topic. A good interviewer will save a little time for you to ask questions. This can also be an opportunity to bring up one or two of your strengths that seem to apply to the job. This is an advanced skill, so practice it.

Don’t do these

• Ramble - By all means, stay on point. Answer the questions accurately and concisely. Be patient with your information. You don't have to explain everything you know in the first few questions. You can start off with more direct answers and follow them with a check for understanding. If the interviewer wants more, she can then let you know. Pay attention. If you find the interviewer interrupting you, it may not be because she is rude. It may be because you are rambling. She has a limited time to discover your qualities so don't waste it. You probably noticed that this seems in conflict with the recommendation to guide the interview. You must find a balance and be patient.
• Interrupt or anticipate - Never interrupt an interviewer, and never second-guess what they are going to ask. Let her finish what she has to say before you start talking. It is sometimes a good idea to do a little guiding by elaborating an answer by answering the next obvious question. Again, be careful. 
• Ask too many questions - Remember who is in control. The interviewer needs his questions answered first. One article suggested the interviewer owed you an answer for every question you answer. Good luck with that. Ask questions where it makes sense. Ask smart questions. Questions whose answers are obvious demonstrate stupidity or inattentiveness. Questions that request clarification are usually smart questions to ask; as long as you don't do it too much.
• Disrespect - Show the utmost respect to your interviewers. They don't have to earn your respect, or prove to you they are worthy of your excellence. Any sign of arrogance is likely to lose you an offer.
• Dominate - It is not your place to take control of the interview. If you get into a power struggle, it will not turn out well for you. An interviewer may make a statement you strongly disagree with. That's alright. You don't have to battle. Consider whether it's even important to express your view. Will it improve your chances of getting the job? What if you have a novice interviewer who seems lost? Rather than take control, practice guidance. Take the initiative to express your relevant strengths. Tell one of your strength stories. Ask a good question. 

Keep your eyes on the prize! 

Keep in mind the purpose of the interview. Take control of yourself to improve your chances of a good outcome. Many of the suggestions require care and balance. It is critical you maintain the presence of mind to observe your interviewer. Watch the body language. Listen to the tone. Everything the interview does speaks to how you are doing. Factor it in and respond appropriately.

The bottom line is that the interviewer is in control of the interview. But you are in control of yourself and how you respond in the interview. Focus on that, and you will do just fine.