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wi TheBasics:ngI itnerve
Emp y r o o e lo e sb c s he ea NE D. D ntlo eslo kfr mp y e eauet yhav E o 'mit et t neve sab u y uœ ii e o ther E .sak hatheitriwi o t o tsrallyab u t iNE D
Yo e dt e o re ast ihtp ro os if hat e d ueun e osll y uslf herg esnt atsyt n e . S r, yo ege e p re c, u WHA ' NI ORT M?umayhav rat x eine b t TSI TF HE
Manag r r e p nod romak her wnjbe ir o eeshiep o lei re t et io o ase. H waryo on omak heHiigMan e' o ase?H war o onug igt et rn ag rsjbe ir o ey ug ig
tomak heHiigMan e lo kg o nT I osse e?Y un eet rn ag r o o di HERb s' y s o e d
tomak o r klls e p re c, de uato e v toT M aney u si , x eine an d c inrle an t HE d ther e d, o , dstato . Atr v r t e n y umak oin e s g als an iu in fe e eysatme t o et
theHiigMan e, o e dt le t nallyad dt swirn ag ry un e oat as me t d" … an hi ll makey u jbe ir eaue…" o " … an hi ll mak o oo ro ase b c s r dt swi ey ulo k
go db c s magn heHiigMan e asig"… s wwo ldo eaue…" I iet rn ag r kn oho uthatb n ft dmyn e s" Mak o r s r de amp se eimean e d? ey u anwesan x le
re v toT I e d dcmmu iat whiigy uwi e eile an t HERn e san o nc eho rn o ll b n ft THEM aswell asthecompany.
IfMan eshieb e nt in e s t ny uar on ohav oag r r asdo her e d,he o eg igt et
uno e an e e her e d nod rocmeu t s r hatcv r drv al t in e si re t o pwih anwestwi e y u hie . R me e t e eytmea hiigman e assll g t o r rd e mb rhat v r i rn ag r k
yo u sin Y V A DT GHTT S S Iua q eto , OUHA EE RNE HERI OA KAQUE TON OFYOUROWN. Q eto sar rato wu oa winn s ru sin ea ge fllo pt n iganwe.
Ear ni heitriwy us u s o r wnq eto stolyo nt neve o ho lduey u o u sinuno e t d e e d fheHiigMan e s haty uc aircv rhehid nn e so t rn ag r ot o ant lo
yo r s r dattiu et ho haty uu d rt dt in e su anwesan td os wt o n esan her e dandthatYOUareexactlytheperfectpersontosolvethoseneeds.
Ple eset eto nt sG ieo u sin oU et no eas e hescini hi ud n"Q eto st s oU cv r theItrviwer' d e e d"ne e sHid nN e s
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inker oo
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lo i f igi hert te n u on o v o r o ar ,. I uhav emi dyte rro o n wy e uar,
k ni he heei nwhyyn rvn o re oras,
ho ld ' ef dwih CONFDE danE P CT TONOF I NCEan X E A It ts mo ru n v owar
R i wigB hav al C iswih CONFDEwt te o o mp n .
b d hi sall o har int t t sat sa sp r es e s s100 i k dan he hiiu o ee e wo o o ee e
fhe i i med . E HA IET OSTVto ec acer c os gewhe adt dt fi hejbwhe Vhe hiko uHA Et ntny ur s n so oo e e an me o ny,
b dt har isœ NOTt umihthavt tex s rs me ny
What od heHiigMant et :yo mo sr e
SUCCESS.
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irnWhatHi gMan sAreL gFag or
Whe he wi all HiigMan igft tr n o n esar o r i i ." Oai har i "B hav al C i fhemot t tt t tce nc ace c r e r o ee ce eo sr rs so o mp n s n
i sCONFDE . N f shav emii I NCE all o emad ak si he t t t ntmpo w, eran o u sdmay eall o f iwshav ly pas o r e r c e o e ac,
b n"g wi " b hep i oli lielo kt t t nte g sn ey u n eiwmi fy uk emad akv r o o s s an o e
i i lft ntwor go mpo gy us r sn e o ou
hefllo i I NCEtve n e r o ee ce
N yi hat bi fhe it to o u e-p ro x ec acer c%,b fy uhav yjbt uhav b dall t tv r re ny x
har MP SZ HEP IIEt t sts s o e re
hii he i i swhete ec ace c o g e
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d mi hejbd dwih ri ewhe ef iat tt nt t t tee o og n ny uar ac ssaner n e o o o e e c
i lt i i ho heabli da dffi . S i letyttat wt tor c u n v e p ou s o omo ep o warsa hat ai dni bmmi ob . D eft t t tat tt etco n u r e n y uar an eme yo ac mo sr o r c u,
ho hat dmaye i dals i i si miwt t t aty uar ges e o me n eos o eag rs vean v nsme. D fd hef hat he 'b d . D i dtt t t tat tto r n emo e e n o neans o s mo sr ecn e c ac
lyi mi d i hed oif he i i d . Id i lut t at atet et etyo en as n sr e cuar o e n e c e n nthikn f t r. S wt o ang nage me trm ohesvan igo ohes ho haty uc ai re n fo t r i
logc altratv s an moin p als.i, en ie, de to al ap e
:Thi sy u abliyt nsi o r it oicreaseyour
cstifelBe s/Ehidoan mp iesrie n iat y ys hatheHiigMan ede hasz evc. Idc elo alt ot t rn ag r
kn wst o nt ut trhremo t r av o r linso haty uwo 'q iafe t e nhsœ o le ey u ce thangn do t fhelo p hi u t sk yt hed v lo me t figan u o t o . T sq aliyi e ot e e p n o
accu t dcso r atsacin ho haty uwi tntr fo nsan utme s if to . S wt o ll ac i emsowhatisriht e ntat haty ufllo hru h an tallydg . D mo sr et o o wt o g dacu o
whatyo ayy uwi ous o ll d .
:Thi sy u c act ob liv to g nwhatyosi o r ap iyt ee esrn lyi u
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Commime :Ttnt hi sy u c act o b cmigd dc e oysi o r ap iyfr eo n e iatdt our
wor. Y us u e ntat to gb lifi o o.k o ho ldd mo sr ea srn ee nwhaty udDe ntat haty uar lligt ea s rfc o p o lewhemo sr et o ewin omak aciiefr e p n
appo rat eauey uar T E esn ho to grpi eb c s o ea COMMIT Dp ro . S wa srnrep niit dcmmime ton t n heHiigMan e an heso sbliyan o t n t o o lyt rn ag r dt
co an , u e e r mp ranly t utmesan linsmp y b t v nmoei ot t ,ocso r dce t.
Wo kOr at n/Stamiitniyan dwok n iat hehih tmp dse datwhihne st dhar r. Idc et g e oan p e c
yo r, dy u c act o e d r c. S wt o n etheuwok an o r ap iyfr n uane ho haty uiv s tTI dE RGYn csar og thejbd n ihthefrtiMEan NE ees yt e t o o erg t is tmeœ
nioi ten
i lyt tn nco sse .
r a:Thi sy u c act ohan leme tsi o r ap iyt d nal
alSk s/Chandwhe og thig o ewih p o le ho haty uar ug ignt e t n sd n t e p . S wt o eo ton
har n , dt o eep c e v nt srg dwheandc mig an haty uar seiallyeffctiei hi e ar n
yo eano jciei n , r e dsme n od o t n .uhav betv nmid o n e o o et osmehigDe ntat haty uhav nrnsi e dt nt po al omo sr et o eaniti cn e owi heap rv f
ot r,ii, dg t n . S wt o et it ob ihes ftn an e alo g ho haty uhav heabliyt uld quc e inhiswih p o leikrlato s p t e p .
lliI tn erperson arm:T si o r ap iyt n whohi sy u c act ok o w
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boh pe it lean rd cie ho haty ue jytt rdcab dpo utv . S wt o no he rep niit fp nn dc igo t o r wnshe u . Idc eso sbliyo lan igan arryn u y u o c d le n iat
thaty uc tv ey uslfowoko as ni o leino anmoiat o re t r na t ku tl cmp to .
ineilscp :Demon ethaty uhav n e san arst eyo ein r t d d hatmakstrat ou
iitte venessComp :Thisisy u diet eb ttrhanohes hoo r rv ob e e t t r. S w thaty uliet o eean et eiet n an howtheo k ocmp t dhav hed sr owi, ds
matuiyo n wigho hi e eise ey n .rt fk o n wt sb n ft v ro e
F :ocus
proiisfrass an nai ieto . S wt o n esanirte o t k, dmait ndrcin ho haty uu d rt d howt e s ran n -tr betv s an wt ne g nlyost hot dlo g em o jcie, dho oitllie t
sc d let s betv ss haty uhiy u g alsan o letehe u heeo jcie ot o t o r o dcmptasso i .k ntme
Thi sy u abliyt eemiewhati mp ran, esi o r it od tr n si ot tst
i :ngkntcurBigPi eThi Thi sy u abliyt e hebgpcue andsi o r it oset i itr,
no g t o g dd wni hemiui f mall t k. D mo sr eat e b g e o nt n ta o s ass e ntatte d nytwar rjc c sr. S wy u abliyt e heral g aln e c o dpoet loue ho o r it oset e o
andwhatit e og theetak st e t r.
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"Show,"Don't"Tell"
Yo en tcedi heab v etio hatii u g se hatumayhav oi nt o esc nt tssg etdtyo ho d"d mo sr e haty uhav tak st i heu"s w" an e ntat" t o ewhatit e ofll t
HiigMan e' e d. T si o tase t i ly"tllig hern ag rsn e s hi scnr tdwih smp e n " tHirigMan e t o ewhatit e. T omu o t sin ag rhaty uhav tak s hefr la frhi s
prttysmple:e i
1)Clariyt neve rsq eto .f heitriwe' u sin
2)Co fd nlyanwe t u sinb e n " uigt fhenie t s rheq eto y"tllig sn woo tabo eB havoal C mp tnisv e ir o ee ce.
3)"Sho haty uhav e ntatdt s o ee ce ntw" t o ed mo sr e heecmp tnisi he pastbyGIVINGEXAMPLES.
4)As dv rf haty uhav s rdt u sintothekan eiyt o eanwee heq etosatsacino t neve rif to fheitriwe.
Say:
"So… whaty uar kn hati o dq eto dIamo easigme"X." T sa g o u sinan
glady uase . Y s Id fintelyhav heabliyt dt so k d e, e i et it o"Y" an hatibeaueI sallyhav opo le on o e amp , mylasc s uu en rb m d ig"Z." F r x le at t
jo r ntoa stuato r "A, u Iwasab o"B" b c s fbI ani i inwheeI " b t let eaueomyabit o"Y" an o st esne o e wliyt d"Z." D e hatmak e s?Cany useho
havigt x eineo wokn hru h t tp f iu inwo ldn hee p re c f rigt o g haty eo stato u
makemea goodassettoyourgroup?"
Asi leanwe wo ldt nlo kt smp s r u he o hi:
"So… y uar kn fIhav re t mp ran aco nso easigmei ewok dwih i ot t cu tbeoe hati o dq eto dIam g o k d. Well,Ifr. T sa g o u sinan lady uase
deiie et it owokhar oe nt rs o linsfntlyhav heabliyt r dt ar hetut fmyce t, andt nfcso utme sriei re t e pt m hap ywihhe ou ncso r evc nod rok e he p t
theb sn s e inhi. F X MPE at to ru htuiesrlato s p ORE A L , mylas jbIwasbo gintowokwih a dsrnle lin afe an t r co n Man e letr t igu t dce t tr ohe A cu t ag r f.
Alt u h ito t fhar r, let i waswrnho g to ka lo o dwok Iwasab ofxwhat o g bylitnn ot lin c eu dmakn uet ev rdse igt hece t arfllyan igsr hatwed liee
ex t wase p ce f s to ka whi, u Iwasab oaclywhat x etdo u. Ito le b t letrecet e inhi t hi mp ran ce t o st esu herlato s pwih t si ot t lin. D e hatmak
se s?OK o st anwe y u q eto ?G o . It n cu ene . D e hat s r o r u sin o d hikI o ldb
anasstoy u go phavn re hru h t stp f x einee t o r ru igwok dt o g hi y eo e p re cwith ani ot t cu tmp ran aco n."
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Aboutusing"FOR EXAMPLE"
"FORE A L " i hemotmp ran p as ny u jbitriwX MPE st s i ot t hr ei o ro neve
arsn o 'b r do uigife u nlyasa p t fheanwee al. D nt eafai f sn trq e t aro t s r toe eyq eto !T r x le o anpo ieo seiiv r u sin hemoee amp sy uc rvd f p cfc
insane r o ed mo srate hec aceritc rint cswheey uhav e nt dt har t sisHi g Manag r elo kn o œ y u abliyt i her e d hemoeesar o igfr o r it ofll t in e s-- t r
like o ll b rdlyy uwi ehie .
Theear wot n st es dab u uig"F X MPE" ho v rr et hig ob ai o t sn ORE A L , we e.
Fis, o 'o ed t nt x le. Y uo lyn e opo iertd nt v roio hee amp s o n e dt rvd
en u h e amp st atsyt neve ro b iallyisi heo g x le os if heitriwe, r asc ntll tco fd net o ll b ucsfl i in her e d. D ntnie c haty uwi escesu nflligt in e s o '
ov re o re ygvn o ye amp s c o ce hatesll y uslfb iigtoman x le!Wath fr u sttheitriwe i atsidt o r x le ac py uneve rss ife haty u e amp sb ku o r
st e nso c ms o ho ldals kq eto st rb heatme t r lai . Y us u oas u sin opo eteffcie eso t s r s u sin k :etv n s fheanwe. A kq eto slie
• Doesthatmakesense?Youfollowme?Isthata goodexample?
• H eIad rse hat10 % t o r atsacinav desdt 0 oy u s if to ? • D e hat s r o r u sinab u "X"?o st anwe y u q eto o t
• Doy ut n hatmye p re c t haty eo statoo hikt x einewih t tp f iu in wouldberelevanttomyworkhere?
• It n hatst ido e p re c o elo kn obigthikt ' hekn f x einey uar o igt rn o
yo re inttu tam,s'i?
Mos i ot t , ny uue"F X MPE" mak uey utmp ranly whe o s ORE A L , esr o r ex le eseii, asr le an e v t o etlligaamp sar p cfc me uab , drle an. Y uar e n
str. Y un e oP I HEPCT . B p cfc s e p 'oy o e dt ANTT I URE eseii. U ep o les name. Gieb k ru dif nce t dclle u s an n iats v acgo n noo linsan o ag e, didc e
yo r o div lv me t ethesiuatinasrle an t heHiigu rll an n o e n. Mak t o e v tot rnManag rswokasp silean s emsan d asheo s ane' r osb duetr die r hec
un esan drlat o v atsan asr leifr inandd rt dan e et. Gied e dme uab nomatost itc e igt hetmean n yy uhav av db e lo igatsisrlatn ot i dmo e o es e yd p yn
yo r e ir o ee ce nt o . U eg sue dp ssu B havoal C mp tniso hejb s etrsan aue, andd nt eafai fdawigsmp harso dagamso ap r ro 'b r do r n i lec t r i r np e o
ona whieb ar. Pacietlligt s tre!Ii o r x le rt o d r tc e n heesois tsy u e amp so"stre" t e p e et, dii o r x le dsoisthatois hatp o lerlat o an tsy u e amp san tre
wi e y uhie . S w, o 'tll!ll g t o rd ho d nte
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Wheny ugv x le, s heS. A. St e n omato iee amp s uet T. R. atme tfr :
Situation/Task
Deciet iu int o r no t as haty un e e osrb hestato haty uweei rhet kt o e d dt
accmps ev r p cfcan ied t ls b t e pis rano lih. B eyseii dgv eai, u k e t hot d co cs. T o g u y u itriwy ull wan t eman .T .Rnie hru ho t o rneve o ' tomak yS .A .
St e nswhe sn ORE A L ."atme t nuig"F X MPE
Action
Deciet to o o kan esr ok e hefcso o .srb heaciny uto db uet e pt ou ny uEv ni o edsusn ru rjc o e otd srb oe fy uar icsiga go ppoet r ffr, eciewhaty u
di o t ffrso t e o 'tll whaty uMI o ord-- n thee ot fhetam. D nte o GHTd ,WOULDd e o Dd . Icroat e iro-- tll whaty uDI o nop r eB havoal
Co ee c e wod not ecito fy u acinmp tnyk y rsit hed srpino o r to .
Results
Deciewhaty uac e e . Whathap e e ?H wddt v n e dsrb o hiv d p n d o i hee e t n ?
Whatdi o cmps i o ar?H wddimak e pdy uaco lih?Whatddy ule n o i t ep o le fe l?H wddy ufe o i o r osfe o c i de o i o e l?H wddy u b s e l?H wmuh tmean
mon yddy us ee i o av ?
Tak hetmet e e pan r tc o r .T .R. Satme t!Y ullet i od v lo dpaciey u S .A t e ns o 'wantohav TL A Tt lv .T .R. Satme t t i fy ut eA E S we eS .A t e nsathetpo o r
to g ewhe o oit ntevie rat .T .R. Satme tn u ny ug noani r w. Ce eS .A t e ns frm t o so o r eu haty uwan t rn e tio o so hejb ny u rsmet o tobigattn nt. A
yo s hesatme t x le, o rneve r ll b cmeuuet t e nsase amp s y u itriwe wi eofamiar t hev iu oiin o ehe , dwi e a g oli wih t aro sp sto sy uhav ld an ll g t o d
ie fy u tac eodo scesi hoev iu oiin.d a o o rr krcr f ucs nt s aro sp sto s
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http://www.inteve nwes etriwa s r.n
9
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Tellmea lttleb ab tyoouiti f.lurse
Di
en e p otnt ocmmu iat t fp stv rb ts e pi
prgeso oigho o r d c inhe e ,fe v t o
st e n" u tl y uhav t o o .
ne dt osmehigpactial, orghto t f o g o a jbd ig
sto C mp y"Y". T ' r rallyd v lo e
theie an iat o t sp sto ?d al c dd efrhi oiin "
i :scussond dt dffi hoi hemo i lt !Iit t ttau n s u s r s v rano e -n gan c oanwe we e p n, ,
d do i ea lo ii i . Kyt eatt tp ru o nc o o ue e
iea b fb k do dhihliht al ho i lfttr ru o re e es gv o acgo n ny us an g g sv r, ,lihme . I d do iab iek sb nd leB hav al t t ato g e wo as e e raccmps ns ne r y r e sr o
i ho lds who hastC . Y ho ak na lo ial tmp n s o o r are e gco ee ce us u wy u c e ri lp d i let at -- to rs n-- n n wy u e u o r an
ho ldp i f"o iwhe . Y hiet sttey uar o o ac p e gr o en w us u r c y eo p nni eid ldat tme n o wnc
d fChi dt ho l athe "Well,Ig pj i het tt t trwu u us ag nwe ose s o eo c oan n c o
U i dwheeI d dAi fMarlan idP liial S it t ttnv r yo y e o c ce ces r su nean rleIddlo eP liial S i Ialway ld Hi . Whi i sk hatIwtt toy ne n wos r v o c ce c e u,
od i lle eIgt te o n r c s u o c o onb" " rallyt dwokehi eIhadt" ". J dmysami cbXX tt tse n eauo e e a an r c s o
kmyb I dt hi heffb ea lo dle na lotto t tt tu ag v ean arwor u man e oac e r,nf . F heeIg di iab ho ild hit tt m tu myc s e o r r e ro e r r o e noa moesno
ii hatswheeI dmy natpo o an e e e p
ksi dle dt dman eb d sashih as kllsan att tamwo n r ee r are oce ean ag u g gllind llar. Riht hikt kllsan i$1.5 mi wIt hat i deo x e neo o s g n n mys p re c
mak dd ef iii dIhoat at t t ete c r o no o re an p oemea gr an o a p s o ny u am,d hat ido ulo k id . Whatk fq alii igftat tet te n o ay u e ey n omo sr n sar o o rn
Thi e mig i leq eto anacu etsse n lysmp u sinc tallyb hemost
ooutounoWhatdoyouk w ab rc mpany?ooutounoWhatdoyouk w ab rc mp ?itte ors
iscussonDi :Bthecmp ys o n wasmuh asp sileab u ispo ut,o an oy uk o c osb o tt rd cs
sie q arelyrv n e,mag ,e uato , ag me thitr,z, u tr e e u s i e rp t in man e n, soyphisp , o , rb ms an o eios o nc et oloo hy g als po le , dcmp ttr. C mmu iat haty u
havemad o sciu hocetot g thi o an eaueo tea cn o sc i are t scmp yb c s fhe
grathig haty uk o o tite t n st o n wab u .
"Ikn wt t scmp yhasge po ut hat o smesrallyo hathi o an rat rd cst cnu r elike ok o hatheCE t tdt o an nhi n e rom. Ials n wt t Osare hecmp yi so eb do
aparme tn1979. Iad r sle es psy , dI n esant n i miehi ad rhi tle an u d rt d thatirsltdi rat r n io me t r, da geteu e na ge woke vrn n hee an rat
re uato nt uiescmmu iy n wt o r op t ini heb sn s o nt. Ik o haty u majr co eiosi hesac nlu ecmp is "Y", d"Z". I emp ttr nt p eic d o ane "X", an rally
efr o oit heitriw, o torsarhoey ug not neve y uwan t ee c
http://www.iteve nwes e 10n riwa s r.n t
di ar gmoeab scmpan sf warnle hi dor'yottourinn
yandplansf egroftuurordtobehe ?"renthatIam e itxc e
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Why doyouwanttoworkhere?
egtr
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Discussio
http://www.inteve nwes eriwa s r.n t 11
Inwhatwaysdoyouthinkyoucanmake a contributiontoourcompany? What
makesyouqualifiedforthisposition?
Dis u so :R me e t cnrb to st uiesar sallyc s in e mb rhat o tiuin oa b sn s euu
measrdi i dmo e . S who o ancnrb t otue ntmean n y ho wy uc o tiuet he sucs fpoet, dmak uey urlat hatot mp tonceso rjcs an esr o e et t hei ac
theb ttm lieo o n .
"Irallyt n hatb e nmycnieab x eined ig"X"e hikt asdo o sd r lee p re c on
co ie t icpn de eg , c e av i ymbn dwih mydsiliean n ry I anrallys etmebke pn hig u nn mo t de ce t . A o It n ce igt n srn igs ohlyan ffiinly ls, hikI an
helpct ost dmaxmierv n e oro r e arme t leu c san i z e e u sf u d p t n. Iwasabtod hat jb"Y" an o 'sean e o wo ldn t eot ato dId nt e yrasnwhyI u o b
ablet ot amet n r. F X MPE at o nrasdod hes highee ORE A L , Jb"Y" Iice ere e u sb v rhecus fhremo t yi le nigv n e y24% o e t o reo t e nhsb mp me tn
"Z". Iam cnie thatIwi eo alu dme e o o reo fd n t ll b cmea v e mb r fy u tam basdo haty eo cnrb to . Wi et p otnt oworke nt tp f o tiuin ll Ihav heo p ru iyt
onb sn s rb msliet fIam hie n "uiespo le k hati rdo ?
"An t rmp ran q eto hikmycuag , n sy hardohe i ot t u sin… It n o r e ho et,wor, dan tc ite ll he et sd p t n' rjcsk an alyial abliiswi lpmak hi e arme tspoet
a sucs. Ihav e ntatds t lan ig rskmanag me tces ed mo sr e marp nn ,i e n,
reo reu es an e r hru ho t are -- an hisucfln s, dtamwokt o g u myc e r dt shas bru ht ot sitriwheetd . A Jb"X",T Y Eo g met hi neve r o ay t o HET P SOF
CONTRIUTONIMA RE… Y use Igv v rt n "B I DEWE o e , iee eyhigmy"all,andIho et lpmak hi e arme t ucs ne eywayœ anp ohe et sd p t n a scesi v r d
Ikn wIwi erware o t . What et d al tp sofo ll b e d dfrhat ar heie y eco tiuin o o o fo heidvd also o re "nrb to sy ulo kfrrm t n iiu ny u tam?
Why areyouleavingyourcurrentposition (or)Why didyouleaveyourlastjob?
Dis u so :D srb o r e o o s thigjb iet dc s in eciey u rasnfr wic n o sdrclyan
sucnct . D o goinoge d t l u lesy uar k d helo g rci ly on t t rat eai n s o ease . T n eyo p n nt ssbethemoessiiu heitriwe mayuse do hi u jc t r upco st neve r
beo . Mak uey usrs o ele igo o dtr . Tcme esr o tesy uar avn ng o ems he HiigMan e wi tob liv o r o t rb m an llrn ag r ll wan t ee ey uween thepo le dwi
wantog t d a o wy uhan le o re . Po iee ie c ot e anie fho o d dy uslf rvd vd ney u hand diwe yv lu teigrfrne. Sat hef t na p stvle t ll b o ne rn eee cs t et acsi oiie
way. D nt en g ieo b uh y u fr r os clle u s oo 'b e atv r admo t o rome b s, o ag e, r
http://www.inteve nwes eriwa s r.n t 12
co an . D nt p clat nt tv so fen fheohe p o lemp y o 'seu eo hemoie re ligo t t r e p
inv lv di hee e t fy u d p tur. Stikt n ep ne o 'o e nt v nso o r e ar e c oo erso s. D nt chan eanwesd rn heitriw. Giea "go p s rfg s r uigt neve v ru " anwe i
posb , k u o c sc sn ". A ohe p sileanwe œsile lie"o r ffiei loig n t r osb s raltho g o t et s"weage dt iage ." N v r e eu h n theb s œ i re ods re e e rv al
pesn r moin su sasp t f s rot sq eto . Bro al o e to al ise aro ananwe t hi u sin e sucnt t ey u anwe an av t t . Y uar tcic œ sat o r s r dle eiathat o eathe
itriwt ics hep sto han . I o eb e ie r dneve odsust oiinat d fy uhav e nfrdo laioffy umaycnie anweigambg o s r sn e eal, o o sd r s rn iu ulyo uiga g n r
st e n t av ist su .atme that od heise
"Well,I e theo p runiyt efor le n an e e prallywan t p ot t op r m, ar, dd v lofut rhanIt n wo ldb let mylas p sto . Iddle erhe t hikI u eab oat t oiin i av
ong o ems b t' r o ayb c s n wIhav he"X"o dtr , u Im heetd eaueIk o etskllsaswe heabliyt ee ei slfan ' o igi ll ast it o"Y". Ib liv nmye , dIm lo kn
fo moerso sbliyan hege e p siit fad anigmyr r ep niit dt ratr osbliyo v cn
career."
"Myco an ru hti e ag me t tdt rn nmp ybo g nn wman e n whowane obigither wntam. Pirot on, wasrcg ie n fheb sio e ro t hatp itI eo nzdaso eo t et
woresi e arme t o v rIflthatI o ldad anemyk r nmyd p t n. H we e, e t cu v ccare moei use t r p otnte, dIlet ng o emse r r fIp ru dohe o p ru iis an fo o dtr .
Iwo ldb p opo ierfrne ov rf hatIwasid eu ehap yt rvd eee cst eiyt n e da valu de lo e . Ill tll y uo et n am v r xie o te mp y e ' e o n higœ I eye ctdab u
co n dwokn o y uB CA E…migan rigfr o E US "
"Whileitsane clle t o an hataffre yfni xe n cmp yt od dmeman ie ex eine, fmylas p sto eauet v cme tp re cs Ilet t oiinb c s head ane n
op otnte ut r o t r. Ihadt e hewrtn ntp ru iisjs ween thee oradt iigo hewall andhe slf oiinwih y u tam wi iemethelpmye . Ap sto t o re ll gv
op otnt od o dwok le n an rwt to utp ru iyt og o r, ar, dgo hatmylas jbjs
wou nt p ob r dI e le e hatIld '. Iam hap yt eheean am rallyp asdt am ben o sd rdigcniee ."
toueteskiirevou
i
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uWhatddyoul eb andlastabyo rp sj
Di :T sq eto e e t o t o . Y uwanhi u sinrv alsa lo ab u y u o
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idc et o k db s ab u y u las jbar higsthatn iat hatwhaty ulie et o t o r to et nwill app al t heHiigMan e. S wt o r to we oe ot rn ag r ho haty u las jballo dy u
tod mo sr eman eiab e ir o ee ce. Gieseiie ntat yd sr leB havoal C mp tnis v p cfc ex le fho o r to we o of xy u si dshowamp so wy u las jballo dy ut le o r kllsan
http://www.iteve nwes e 13n riwa s r.n t
yo r uriy. Ne e mak t e nslie"Iliet tu mat t v r esatme t k k hatmylas
co an av t f ac ind s r o t n i lar nmp yg emea lo o v ato ay" o smehigsmi . Wheans rn o t o k dle tk e t hotd o bweigab u whaty ulie as, e pis r, on t e
ne atve, drlat o r s roho o r toblimie o ng i an e ey u anwe t wy u las j tdy uiyo r it oe hiip stv e ir o ee ce.u abliyt x bt oiieB havoal C mp tnis
"On higIlie o t to hatiallo dmet e e pet n k dab u mylas jbwast t we od v lo
mylead rhi klls o e amp , u i hareo rjces psi . F r x le Iwasp tnc g fa poet wher oe nt u -i" o e p rm mu iledffrneIhadt ar he"b y n fp o lefo ltp iee t
de arme t,nlu igmareig I, rd c d v lo me tan v np t ns ic dn k tn ,T po ut e e p n, de eHR. Iheldall t ep niit o g ttigt spoet o lee nherso sbliyfr e n hi rjc cmp tdo
ti , u Ihadn e t rt v r e e ic he ime b t oral auhoiyo e mytammatssnet ydd no rp rt r y n nmyd p t n. Iwasab oce eate otomeo an o ei e arme t let rat
prjc vso hathetam age do . A dt nfo ayt ayIoet iint t e re n n he rm d odhadtomak uet e h tam me e cmp tdt iwokoesr hat ac e mb r o lee her r n
ti . Iddt si s c e yap e n ot io e -itrssme i hi nmot assb p aligt her wnslfneet.
FOREXAMPLE… "
"WhatIlie o t to hef thatheewasg o nk dab u mylas jbwast ac t t r o dothejbtaiig let e e e pmy"X" si , co r nn . Iwasab orallyd v lo klls whih I
kn wwi lpmesce di otn ee o g ob let ono ll he uce fIam fru at n u h t eab ojiyo re ar heq aliisan kllso t e p eu tam. What et u te dsi fhep o lewhohav
be nmot ucsfl athi o an ?e s scesu t scmp y""
"WhatIlikeleastaboutmylastjobwasthatthemanagementstyle wasprttyhan so dt swasfn o meb c s am selfe d ffœ an hi iefr eaueI
motv e dwokhar oac e eœ b thelac f tutriatdan r dt hiv u t ko srcue so tme we o fmytammatst lac fffo i omei sallo dsmeo e e os ko rm tmet
ti , dI fe n e phavn opc pt xr r. I ume an otne d du igt iku hee ta wok wo ld no midt OME I S b tt o o tr le ot n hatS TME , u ig t ldafe a whi. Ihadt
co srucive po h myman e an t r n wwhatwasg ignt t lyap rac ag r dle he k o on
onWIHOUTce igan rcinb t e dt laceT ratn yfito ewe nmean hes k r te e, acu k dasp o le nt n ,t re uammats whoI tallylie e p . I hee d iwok do t
well. H ey ue e rnit haty estato ag r"av o v r u not tp iu inasa man e?
Whatwouldyourlastbosssay aboutyou?
Dis u so :B arfl wih t so easrfrne elie obc s in ec eu t hi n eee csar k lyt e
checked. Ifyoucanremembertermsorlanguagethatyourbossused inthep ttyt s he eho etb t n n iat hep stvas,r ouet m. B n s, u o lyidc et oiie
thig haty u b s u ayab u y u o 'tsiyag ntn st o r oswo lds o t o . D ntetf aisyo re . K e t hotuslf e pis r.
http://www.inteve nwes eriwa s r.n t 14
"Shewo lds
hewassrrytosemegar . Ithikthemo mp an hi
gtod ."
nttb to u,torits
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lo gf
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th a paueasify uarereosit tex ques on.
bo "Ithikmyg hsi lu emyd mi hejat at ntre og
iti hhu am. Iam als dwit tat snoc ee ov yg
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htueoti teniteitones s,ipec
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adli osme mesIg mpat wih clleag sthatlagwihe eofa p
nestgesigldsaythatmyb weak onsi hatIdst ssk'tlietomi
." tecjro
What eergonguareyo rl -ran ecaran
inn he
itec ves,
bt
jbo
towardo ai gt m?
tsepdwhat sh enutakaveyo
it tporunpitues o:Thi ni ytossq sano igchowa lo alDi
your
kreoveeerc
kre
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r
iscussoniprogresso
bo s or,b to oge
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st he
dasa tmpat
ie
e
ff id it teren n usres yo,iipdinmult led ucantdikepeeveonyshowighowy ud lo dn ws llsan
http://www.inteve nwes eriwa s r.n t 15
hon de itn kllsat ac fhep sto sy uhav ld o 'e xsigsi e h o t oiin o ehe . D nt
ree hejun yo o r are p h,b t otuh o o so sitll t o re fy u c e r at u d o c njb r kllsas a co n ce rgeso hatb i ne h ohe. Mak uey un etdpo rsint uldo ac t r esr o
co nc et o Ee h jbfr p cfcrasnthatismmu iat haty uCHOS ac o o a seii e ore e oy u o eall g al. Mak uey usat o r v r o tlatdt o r v r o esr o t ey u o eall g al asi
re e ot o d ho hatall o o r are e p re clatst hejbathan . S wt fy u c e r x einehas be nmo igtwar hejby uar neve n o. C nie satne vn o dt o o eitriwigfr o sd r t ig
thaty u lo gtr o sb e rigfrhecmp yo r n em g al hasalway e nwokn o t o anyo eitriwigat t et o eai n o a po touar neve n . Sat haty uar migfr rmoin
frm t oiiny uar neve n o t oiinhihe uo hep sto o eitriwigfroa p sto g r p wihi hes o an . T si o dtmet e ntat hatt nt amecmp y hi sa g o i od mo sr et
ben t o an o 3 t e si aro o r n -r g areigathecmp yfr o5 y ar sp t fy u lo g an ec e r obetv sjcie.
"Mylon em o jcie n o eice igle e f halle g dgtr betv siv lv nrasn v lso c n ean
rep niit nt ildo n uti n ie rn . T o g u myso sbliyi hefe fId sral E gn eig hru ho t
care Ihav e nwokn o da p sto ut k hi. E ee r eb e rigtwar oiinjs liet s v nat jo sIveheldt ghtse o what ne e , ealwayb ' hatmi e m sme u rlatd Ihav s
be nd v lo igt n ry iii ie ce iiy an alyial abliye e e pn hee eg ,ntatv , ratvt, dan tc itIwouldneedtobea successforyouandyourdepartment. IfIam
hire n I u k osayathi o an o t e ofv e sœ idi, wo ldliet t t scmp yfrhret iey ar f notlongerœ andhopefullybepromotedandrewardedformyhard
wor dd dc in o st esne"kan e iato . D e hatmak e s?
Whathmi akts
urronear df m yo
:Sho haty uar let ar rm y u mit e, uwt o eab ole nfo o r sak s b
eaveyoul?es
iscussonDido 'o e u yn g iee amp scnenn o r asnt ffr pan e atv x le o crigy u p t
performance. Showthatyouhavebeensuccessful,butthathavethe matuiyit e oe amiey u o e ir ot o anle nrt tak st x n o r wnb havo s haty uc ar
andgo db e e e lo e . B re.rwan ea b ttr mp y e ebif
"Go dq eto . We eb e ucsfl at v r o ehad,o u sin ll,Ihav e nscesu e eyjbIhavbu Ihav hen r p dd wn. Ids hatId tv lytyt ehadt omal u san o s ' ayt oacie r
tomo io mywokhabt dt u t fmywoks hatI anntr r isan heq aliyo r ot cco sanlyb mpo igmye . F X MPE Ihav n rwont t ei rvn slf ORE A L , ehado eo t
hiccp t linswheet is if to o wheeIt u htiu swih ce t r her atsacinwasn t r ho g t
was. Ile n dt et e ntor ert ndffiu ce tare hatIhav orallymo i c ai i clt lins cloe d"t et itmp r ue oI ank e her atsacinslyan ak here eatr" s c e pt is if to
lev l ashih asp sile ean linsliet r?e g osb . Dohav yce t k hathee"
t
http://www.inteve nwes eriwa s r.n t 16
Canyoue aimp yme thitsor
lxp
as mp ye
n
loo
lo
gfe
d iont
e
l
nthisgapinyoury? Whathaveyoubeen
rerthe"X"mo ss eyouweinchtn?d
DiHiigMan e. I o ea g ny u wokhitr, o g tryrn ag r fy uhav api o r r soy y umiht
tof eihe nb rn igit heitriwe' e to dac t ado ybign tot neve rsattninanmakigp stv t e nsab u it as oe tal cnen. U lesn oiiesatme t o ttoe ep tni o crs n s
yo s,tr o t ndiat esn e o sfrheg . Tyt houmut yn toi c ep ro al rasn o t ap r os w thaty umad o siu hoc ot ea be rm rg laro ea cnco sc iet ak rakfo e u
emp y n s haty ucu cmps o e e otlo me t ot o o ldaco lih a g al rlatdt he poiinat d ho hati hetmey uween t mp y dy usto han . S wt nt i o r o e lo e o
wer on oiiean nrpe e ral aciiy an haty uk ped iga p stv de te rn ui tvt, dt o e t
upwih te d dd v lo me t ny u c snfe . Dics yt rn san e e p nsi o r hoe ild susanvo ne r r, xr u clar tvte, lase rr nn o glu te wok e tacrriu aciiis c sso taiigy umiht
havecmp td lo gr g rjcst o esp rieo lee , n an epoet haty umayhav u evsd (sc o rmo en r v fhef ly dan rfsinuh a majr e d ligo mo eo t ami)an ypoeso al
asscato st o ek p u t o rg lar eig ooi in haty uhav e t pwih, r e u me tn sy u atte d d ho hatd rn heg o hare e kllst arn e . S wt uigt apy us p n dsi hat e
re v tot oiinat d ho haty uhav v nle n dn wle an t hep sto han . S wt o ee e are eskllst ll fll t rn ag rsn e si hatwi i heHiigMan e' e d.
"Imadea c iet u p rmye o a whi yp run esnhoc osp ot slffr leb usiga p ro al
go fb iigmyo B uiesrlatdt n fmyho be. Ial o uldn wne ayb sn s e e oo eo b ishavele n da tnfo hatab u s s oganiatio , rjcare o rm t o t ale, r z n poet
iscusson
manag me tcso r evc, dlo itc. Whi on hatIe n, utme srie an gsis leIwasd igtalsok p u t rn si ildb e igrg lar , dIalse t pwih te d nmyfe yradn e u ly an o
atte d dsv r lase e e omyc e r o . I os ifen e e eal c ssrlatdt are g als wass atsid
with myresultsthatIfeltIcouldgobacktoregularemploymentand jut ag B usiesi p etme. Itsn wa ges man emye ayb n s nmysar i ' o rat
addto al suc ficmet uet v o dmyownwell-iin o reo no hatI s omo etwarde e p dp ro al fn cal g alsv lo e esn iani o ."
:Agapi o rempny u loy n hitr anb mime t soyc ealar ngtoa
Hav rb nf dorf dteyoue oorceireeeve
:Manypeoplehaveb e ie . I o ee nfrd fy uhav ot,youaren
?iresgn
iscussonDi
alon , dii o t n fhewold an t o sn t et ee an tsn thee do t r , did e o hav obanyral b e t e higy u c e r o . I o eb e ie ,e arrirorac n o r are g als fy uhav e nfrd
http://www.inteve nwes eriwa s r.n t 17
freerences or,ourdthat dwi . I uarwo ll n fy en toot t to ge our fabletodothi andis,
ho llyy uhavec dy acssffi lye h astohav
le hat noffy me mi di m y
e
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noug
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o
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fpeu
ensure
yo m theplacey uweef df m,hentroirero
fsewhoy uthikwo
nc ev swhoy uhavewo dwih clo ly. I
at eandtyt
k tre
ho oadetuc
ilo . Never sgme mp gy ar asoi od l ab hi dt ok piai at ytran eegn an
tureive,
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ei dresthi ll o on et d"f ." Bsf heworto usdn,uourtoa showanag me swih yconsensutn orree
onblame. D.bift re
teandmakes ey usaycour toalm donap ar sab heq
achi me
ttounervou
ftn rodnau gan
eveisn
pe
p
. F
om thefllowigp ny
itues on o
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iitos vetllowupwih a p
yn,i d tre ,eely. Ify uhaveb nf heo ny
de dbanou
uheld mi. S legaffimativerinddo
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nee
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htitvereoitunverethi we do l y uc lisan an and wioverrsitc
terceny
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r
"A b"Y" mymanag andIag dtod ager
am that asdc me nandlo altyby37 p ." eincre
Jt ove
hewastprogr
tsecorvtcly
any"X",whih wasa smarmo ef meb aueieidreeandIi atmme
dontocmpo
ionsrertusotneethatIi le dthec me lat himp mer tnepmanag me
ten
Is,
t
e
r
"D lle hecemye maneo eo woy ar was
li . F he ho Ilan dane nbm tt ween
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ft
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xce
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ter
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lyle of m Jb"Y" afro
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"Z".
Why haveyouhadsomany jobsinsucha
shortperiodoftime?
Discussio rn:Theear
a i bhots
sfas
fteou
ice perpo
yooron
iercevebon
btode. Thei sn ep dasa "j ." Yhigj so nwasmo lya cho
eooemanyg dr dgeutohavechan
sf lytrequenbojocuttwi ofll wan tcsonhowswi
do ak gad sfut utas ny anageo op m,
u
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itnerve n
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wan oi at howe hathejby uarei wigf wo ld
ea maj mi ei arle ny
uwill
eenorhe"g l" yath œ t ai uhavebttn otheuwi dt mmiat tcoourite ereeo
our
doinkr
co
wo gtwar. Y ll n or ey me
mpanyandy irngirtioicd de at ntosaytheeandfll theHidee serManag sn' .
http://www.inteve nwes eriwa s r.n t 18
umayn ethat ufll i od acso mpjff t teren conr
llsande . D lo ef wi higj sf lytrequenon ap .
tsaue"s sb ss ." Moeg dandd acbo s
at
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Yobec s
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way. Als manyo,toemeemplo sandy ucannoyeri
uhavet nad ag hi ytak an eo sasano ogit tporunpfttve ewainn
ff terennabletoeaslyf ntodiiitiotesandmak li nf m thegea s dc -grob itu oitonro .
e
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gi gt ayhe ge omak"S fI elo h tewo am g os r
l ca mean nanhat dq hedj sisa g
hep dr . Oas yg as erasiurn
sani dt hn lo ydgt matasweweemo war nan
t
obo
io
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ivn o
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tt
'
dhelpmakeyour ?uccesstecjpro sa stc'vk denandIam glady uas . I eswio
fitunc oitni hat nost wasa f
redorettv
ie. I dat lle hataff dmegst at wo mee mpaniitos on
tn cole an othep
xcesokreitsoceyiit tporun eop stolearnn ws llstike hat allyretar eto
dohatweared gheetri iscussnt litidnche. T ei lu emyab ytsay o"X"stevelyaswell as"Z". Ib li ethatho
ll en
ff ite ec ve
hatwit
if kspeyearethet so lls
enre,fuccessuablemetobes l he ar ?"ytt' he
eert"I ewhyyans
ff teren op gneiit tporun e
alsb eIau am a re
abletop ed sthatali dwih mycaroiursu
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c
go
itques on,uaskthat andIhavetosaythatIwas
ikeoptneriucliableq klear wih thep les lls
ff b iteren usnesseieverdor
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stosehows al d sde
oe
hatisrallywhyIam heet
fhon
dnee e
iit topporun et
olo gt
. Down
tnsff iteren envroniff itec vnandb ei meee nd . Ihavehad
dngs,othi anray. Ihavea fai d tun erslyclear an ingd
owthi mpsc t,kes,peranyo at andIliei rttandIdowan obeheea indncuccesveryoneb tuitonrcimesothatI anc etoe ss sœ i lu gmy '
?"ensesthatmakes
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fuccessuee.'Ihaveb ns l at
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ug
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intemp gandc ac andn wandb
way. Ip a lo ho ht otak
ntep coiggertte sk migmy
dooftogthem,andIalwaysle ngIs,terms. Plu ikwasabletolearns llst Stttorhatwi ei an oTHIll b mp
eeninoiee
tivnffer,
inniecorto
iitpos onwhileear ga li gathesametme. N w,hav gswhat he mpan so Ihaveb ycotge yournabletotar mpan
eik
tterson
raswheeIwan obmyownp al s llsan
peeve. Ialsohaved lo findd tun ersda clear an goeogoeerdcar als. Cany useho uwthatwo ld
?"refuccessuhelpmebes l he
http://www.inteve nwes eriwa s r.n t 19
Whatwasyo rr einyo rd arme tntepulou 's?successmo trecents
dit.
Di iscusson
fho dt heHiintans r r o av mean n y g i igf f dy od bMan slo k dt iatte o r r ucs un e srag r n o a p eno sces an o e ec e,
si ai heS .A f la fnd l. U .T .R. Stt t et at tcn sces e s e n rree ucse me omu or le. B le idwih atle hrt ttyo r x rp e as e x o cr gu e amp s epe ar ee amp scnenn
dmak le fhe latt eat t t styourrecen successes an esur as oneo m re e o,kan dasp fds hi lihe . Makt ttamwo o n o cmps a go pe r me gy uaco aro ru e
uadd sho kmad he leFEEL ll as tsureyo res wyourwor eo rpeop aswe,het dti dan her i dt t atmey us e e e u r o -savngsy ug n r eo av v n eo cs o e e .
"Ig hat d dall oldb j f li " ." Ihan le fXt tst tu s u ea rcn poe o cee wo ee r c r n
hec i hec j . Iinwih t li f las hrt at t t t wasa tt tmmu o e o o r r c eo nc n r u poe e
h lo ob i kt tmon gpoe r e u m p e b do hen al i i he d f li . Iwasi latt t gtnt t ntas e so ce n u n r se e n srme an n
li ' i si aidp . Ihadtsb d od le d f omakt tt t atc n u esn e e o u e ue ee sn s e n r c rsdwhathec d he hekhat d li dtet t tmyt t tsu e n eso e anr am u r o n wane nc c,
heq ali hat d wihomak ed li i alit yt tt et t tesr r ev rn u r cu u wewe e ga q ypo uhef li i hihathec . T it at st t t tr n wase p c g n one ue e x e n swasano g g
hat da lo i dt kwih my i f iatst t tprcs e ur o cmmu o amwooe rq e o nc nan e rll ast li . It i he hec hikmyrll rallywast larft ytte n n o e ocam aswe e
fhep he hecj dt n"man li ' i ." We t t att et tscp oe an ag e se p c o so eo r c n x e n,let hec hrlle !Iwasabeab od li i dt li i d letnt twastwer ev r me an e oe o n,
mak nad i di do d yfot t atesr mewaswase gu n csar e ueuen n n ees rs an,i i i i dmyck na f dbdpis c r r go e rc av mpanyneweweewo n x e wes e o,
i dmo . Myman b d am fltdet nmyt at e e an v r gemean n y ag r ey o yo e e rb j hly hekidoet t st teau r ec we os o e p re c
hat ldhelpmeb fl he ?"t wou esuccessu re
blGi f uro eemeane ampeo a p m yov xllmehf uoeac w yo
lsove
we i emso wy us e i dmo e . T rn
t n rjc wheemytam hadt ulda cso acag
l
c s hepo t n s mo t . I hat n f x eine
:You'll wantob eyseii r, dft ev r p cfchee an rameyour
do hej dtnt an ebo ,
iscussonDi
thikn klls hi sa ge q eto o s wigt o ean igsi . T si rat u sinfr ho n haty uarcratv dc ab rb m slv r hepo le o e c t se iean ap lepo le o e. T rb m y usletoueas
anex les u eassmi osb oa po le haty uaramp ho ldb i larasp silet rb m t o e lie of eathejby uar neve n o.k lyt ac t o o eitriwigfr
http://www.iteve nwes e 20n riwa s r.n t
:Thi sa po le o igq eto hatet o r rtcsi rb m slvn u sint tssy u ciial
"Thatsa ge q eto . A mylas jbIfe u nlyhado tt dn' rat u sin t to rq e t usan ig
iv ie hat u hrwo cu t eev le. Iwasn ocst wo ldt o ffmyaco nsrciabrep nilefr e n u we k e e u e ot omyV , dweso sb o g ttigo t e lyrv n erp rst P an
re u lymad t fi ot t eiin asdo heerp rs sg lar ea lo o mp ran d cso sb e nt s e ot, o iwaso umotmp ranet e ot r cr east f t s i ot c hatmyrp rsweeasacuat
posb . Frt fall,Ialway esr hatIhadge rlato s psile is o smad uet rate inhis wih t co n Man ess sn wt cu iea q ikt heA cu t ag r oIalway e hatI o ldwrt uc
emai r ea q ikc dt co n Man eswo ldhel o mak uc all an heA cu t ag r u lpme ou wih ise u u dn lin p me t ls, wo ldrsarh tt t su ssrro n igce t ay n. A o I u ee c he
prb m t ru hlys uk na rw" b fr sareo le hoo g oIhadall my"d csi o eoeI t td askn u sin dt igu t r e p ' i . I u r oigq eto san akn pohe p o lestme wo ldtyt
so et rb m o wn atis, t heifr inav lablv hepo le nmyo frtwih t nomato ai le tome. Also,IwouldstarttocreatethereportsonWednesdays. That
wayImadesr hatI u ep nyo tmet e t heb ttmuet wo ldhav le t fi og tot o oofhig nc ean su shap e e ocmeu . T let n si as yise p n dt o p hatwayIwasab
toslv hefe u n po le f cu tn ice anis ido et rq e t rb m o aco nigdsrp ce. Whatkn s
of halle g sar o u nlyf igi o r e arme t o o gc n e ey ucrre t acn ny u d p t n?H wtu h a poiind e hi u y ui?What o ldt d al c dd ed osto o st sp t o n cu heie an iat ot
helpslv hi rb m i so he frthremo t nt o ?o et spo le nhi r ris t e nhso hejb"
"Itr ot ea sse i po h t rb m slvn r akyt ak ytmatcap rac opo le o igwheeIt e ti heg he t e v t at c ar eiet rb m o g al,met at rherle an d a, le lyd fn hepo le r o
the o pwih p silesluin. It n tsi ot tog thencmeu t osb o to s hikii mp ran t e tifr inan larf hepo le is b fr o t t o n pnomato dc iyt rb m frt eoey usarcmigu
wih p silesluin. F NS A "t osb o to s ORI T NCE…
Givemeanexampleofanimportantgoal youhadtosetandtellmeaboutyour progressinreachingthatgoal.
Dis u so :T sq eto et o r o e n , rtc hikng,c s in hi u sintssy u g al sttig ciial t n i
andpoet lan igabliis t otssy u iii ieanrjc p nn ite. Ials et o rntatv d motv in ho haty uc e attaiab o , dt o n wiato . S wt o anst n leg als an haty uk o
howt r o dac e igt s o v r eido tmeœowoktwar hivn heeg also e a p ro fithru h y u o ffrsan heco eato f t r. D nt s heo g o r wne ot dt o p r ino ohes o 'uet
ex leo o r o e n rdit hi o ."amp fy u g al as"g ttighie not sjb
"OK. We ecrailyhadt e man o hru ho tll,Ihav et n ost yg alst o g u my career. WhenIsetgoalsIusethe"S.M.A.R.T." formula. Goalsshould
beSp cfc Me uab , hiv le Re si, dTi -fame .eii, asr le Ac e ab , alitc an me r dBasc k oste si o hathat ec ar ulie diallyIliet e ralitcg alst t ar le lyo tn dan
canb hiv dwihi r-d tr n dtmefame uet swheeac e e t na pe eemie i r . I s hi n
http://www.inteve nwes eriwa s r.n t 21
andwhensttigg alsf mytam. Motseorone
wen ito cebo ,jt dthatweweeg ttiga lo ftonerya emai wehadn lo danl, pedto eveb tui
ttigg alsf my lf
ly atmylas
dme
si . S al fnq a goad sc me
gd am t atea waytwo ay oc
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f itcuso servcd i i ktescrp on re
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hodtohan letheeesdt rmailsandpassvalidc metusosontothed arme tntep sthatmanagedthe
ottooas gthetmei kteemai m r hlye htdlsf
iinig
decreougro ursaysto48 ho .
dtoachievethi dp a n ws npsan m ityseetu entlacewi nthi. Ithenwo dwih mytetkre
ktoctntverethee lsast yc lo do wemai he amei yspedn eve,
teneryeeeemplo sp man' boj
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tn
rco
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ded tro ucsdtothe ep . Wemanagitrespec vir
sto48
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becau
sug
ronsurinncorportetetheP Manag ssar di at gmoec meerd tro ucs
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bro
?Cany ud eanyb sp lemshe
lartothep lem Ij ?"b ded itus escr
eiitte onoteHow doyoud alwihc mp ? Ar
ersoniitte vyoua c mp epo ?
:Mo lo elo gf . ThiDi mp sar a cmp es siitpr
d
iitte vii btt te on u,
d tn ers
oo
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lv lythed obet atesn scmp
laytowi am play whou anp
comp namo gcwo sb se
alsoan
ttotesetobetheb . Y uwan os youhowthatals hatot ea tuar eyo sthat
veryone.
wi!Aslo gasIhavb ien itfeneinkriitte v
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o
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mpmyb . Ithikcmp
frtoiitte veoaythatI mp am n afaiam c . I doiitos on,torite noIt,. Inf am cmp gf spac hi ttoandIwan
I,goeclear als ite ng,ojnodtewholehear lye ycmpsthe
nferoriitte ooteirg,anyasa whole ht?Id al wih cmp nbyp migat nishealthy dI mb ei." tan acre,
krdedeionslu
ienvron
Whatwo dyouc rani alwo
me ?tn
http://www.inteve nwes eriwa s r.n t 22
gthi yt eansq od biescrit tues on r,
letothee me uaret gtoiryntn yoinvronure.lt
Di :Inanwe
hi di . Makesatme sthatalinwih thec atec
ls usho ldme nsmeg
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X". Als wo ldlikuIo, rttttneretobeabletoi ac wih ohehi heo dwokoat ntnt an ean rion,izrgt
t teen
tes
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ttuce
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veryon
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oinewardclearlyd dgfe vIo,als. Als aluea p relacewhe
fvertenurirtertespeceandi dœ n he eo le l osr omatt
ipcyttrei ac al dmp het boayonthej ?"
? leopetrHow welldoyouwo kwihp ? Do amsoninkrfreeyoup rwo gal eeorint
ni ea lour
ho ldg hret es me
tnerperson
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hat ue yandwokwell wih ohewill u
altwih var stam andi al s at
"G dq . Well,I ailycanwoki lyandsay
mo atdwi ttles dd ORE E… Soyh li nan . F MPansethatI ank pmy"e
txrerttriengablet kwi he seowo h o si me ttorlyi anmp .etnsreeetyo,ne-wolfathear un dtod mo at
erirnpeople. TheHi gManagou,trallyhavetowokwih y itnerveandthei i iegnnngwi hebst
ouneikpeoptyouri. Thi st met les hi . Ysi het ole llssldS.T.A.R. Satet eoamplesofhowy uhav
si hepnt as.t
nesdt eirzesonthep " andhi adli
oe
rein
inkr
b dojno
tu soIre,
tAIDS
wiho me yhav gtob ath dallye ywo gontamsb ynerg
pekec s,sec
wnmyn otosaueofall thes
Tak. THAythat
http://www.inteve nwes eriwa s r.n t 23
iscratd let ak ieto ll fo rjc le esaswee e . Iam ab ot edrcinwe rm poet ad r ll
asmyteammates,andIam alsoabletopersuademyteammatesto mypon o ve nn csar. F X MPE… Ials k n wigit f iwwhe ees y ORE A L oliek o n
thatwhatId sani ort tpic hatfe sit t r e p 'oi mp an eet e d noohe p o les projects,andthatwecanall worktogethertobesuccessful."
"Iam deiie e lay r e aseb nclle ean hat fntlya tam p e. Iplay db k tall i o g dt
tau htmea lo ab u co eato drso sbliytg t o t o p r inan ep niit omy te e. It n eiie ru hthat prtnot rfsinammats hikId fntlybo g t siiit hepoeso al
world. FORINSTANCE,Iworkedaspartofa team atjob"X" where theq aliyo r ee p nb hewho e n wu t fmywokwasrlidu o yt letam. Ik e
the r o nigo dIk e od lie frhes eoyweecu tn nmean n wIhadt ev ro t ak f ev ro essces HA AD I analsost ocue og t oey n ' ucs. T TS I , c ayf sdt e a jb
do ewhe am wokn n e e d nly ORE A L , jb"Y" I n nI rigid p n e t . F X MPE atohadtocmp t nh lo gpoet t itallyn u evso . I o leea mo t n rjc wih vru osp riin
wasablet o t rjc asa who ddvd t u it ieolo kathepoet lean iieio tnobt
sie hu k hatI e d dt o leee h d . Id liee he zdc n st n e e ocmp t ac ay ev rdtprojectjustunderbudgetandaheadofschedule,andIwasrewarded
fo t . H wwo ldy ud srb hetpc rjc tam hee"rhat o u o eciet y ial poete r?
tin
rofl ltuccessu resu s
kre
ltee
io
ro
itu
am p dmo es
De nwh gwiha atea s nwo
dro uceanifyouhadc dthmp ep
yo rown.
biscr
u
teht ontecj
iscussonDi
HiigMan e wanst ar r o t o rho g rcs, drn ag r t ole nmoeab u y u t u htpoes anhowwe o anfr x le oanwe t stamwokrlatedll y uc om e amp st s rhi e r e
qu sin o ll wan t ho o r it osliiie rmeto . Y uwi tos wy u abliyt octd asfoot r, se arflly an esad e p oy u p it f iwhes litnc eu , dp ru ep o let o r on o ve .
"Well,Ihav re oh id p n e t do wnt o g uewok db t n e e d nlyan nmyo hru ho t
mycare. I no oh, dc ob t q allywe ll hav oe r e jyb t an and oh e u ll. Iwi etsayt u h,hat rkigwih oheshasotenye e rateu sho g t wo n t t r f ild dge rslt
fo poet ewok do p cfc nicmestor rjcsIhav re nœ seiiallywhe t obr ntr n . Ityt e e ey n n o e ncmigu t eaisomig r og t v ro eiv lv di o n pwih n w
so to sb igtmefr eso swhee"t r en o gieluin ymakn i o ssin r heear owrn d as
or s r." T ratvt fa go po e p salway on obanwes hece iiyo ru fp o lei sg igt e gratrhant o o ep ro , dt st eu swi emoee e t hat f n esn an hu herslt ll b r
sucsfl. Iddt t o ORE A L "cesu i hata lo a Jb"Y". F X MPE…
:Thi sa "b havoal itriwig tleo u sin he si e ir neve n " sy fq eto . T
http://www.inteve nwes eriwa s r.n t 24
"Worigwih ohesallo o at n t r e p ' kllsankn t t r wsy ud a-mieohe p o lessi d
ex eine, e p rp cie die haty uwo ldn t eop re cs g t esetv san d ast o u o hav n u o , dc c heq yo o r wnwokb r t o so tyo r wn an hekt ualit fy u o r efoeig e u
thed o. F r x le at o wok dwih man rato r o e amp , Jb"X" I re t ygeprgammesan esin r. Iwasab o"pckther r n" œ s oo r r dd g es let i ibais ot
sp akœ ab u t ffcie eso v iu ehnq e, si e ne o thee etv n s f aro stc iu s etmatsohowlo giwo ldt et e v iu hig o e ec wo ldnotn t u ak og t aro st n sd n , t. I u
haveb e let omyjbase etv lywih o the ll t r ee nab od o ffcie t u t m. Wi heebtheo p ru iyt r na tam stato sathi o ?p otnt owoki e iu in t sjb"
Tellmeabouta timeyouhadtogainthe
cooperationofa groupoverwhichyou hadlittleornoauthority.Whatdidyou do? How effectivewereyou?
Dis u so :T sq eto et o r har p ru inanc s in hi u sintssy u c m, esaso d
s s psi . T si o nwo t o . Y umayn e osalemanhi klls hi sa cmmo rksiuatin o e dtofe ai heco eato f o resfo t r e arme t dtng nt o p r ino c-wok r rm ohe d p t nsan
esei o r os o tos wt o n esan hatp callyy u b s. Y uwan t ho haty uu d rt dtdiee thig tv edffrn p o le an haty uc esadffrn t n smoiat iee t e p , dt o anp ru e
the yidc igwhatheb n ftoT M i fhe ot n sy um b n iatn t e eit HE sit yd hig o r way.
"Thatsa tu h stato , u o et e npe o ni' o g iu in b t n hathasb e rttycmmo nmy
ex eine 'eotnhadt e d asast yrlat opoesp re c. Iv fe osll myie he e et rcsandpirte. O et n r od st o nc emyie nroiis n higItyt oi ocmmu iat d asi
wayst ar, s i ot t , as ou d rt d otytohat e motmp ranly e yt n esan . Ials rouliet e eisi gc . B t f o reIals r omaktn heb n ft na lo ial way u o cus otyt e
anemoin p al t e p ' wnslfneet IT Nto al ap e op o leso e -itrs. ILS E
CARE ULYt eemiewheet e beto s an he r oF L od tr n r heral o jcini, dt nItytov ro hat beto . I sallype ffciewih t . A o Iecmet o jcin am uu rttye etv t hat ls,
alwaystyt o rmiewhe hikt ll b n fthego por ocmpo s nIt n hatwi e eit ru r thepoet ORE A L o st anwe t u sin "rjc. F X MPE… D e hat s rheq eto ?
"Go dq eto . Ihav o oraliet wy upee t o rd ao u sin ecmet e z hatho o rsn y u ie
isjut mp ran ast d a islfrg ?Ityt u mye nohes asi ot t heie te ,iht r op t slfi t r pe p ' ho san e se ot m asi wassen hig rmo less e drallylitnt he fI e igt n sfo
ther esetv . T c rsn myie nway hat easip rp cie hatwayI anpee t d asi st arpesasv osb . F X MPE…"ru ieasp sile ORE A L
http://www.inteve nwes eriwa s r.n t 25
Giemea s ce ampeo mehiyouddthath db de asm i
ng n
tsoh itn usfl
liuxifipec
lepeiv
dtu eiitos vtn"Well,f all,Itytoap ach e higwih a p eattitveryprori ftrs o .
itues on.dq
dere
am play
amplesofhowy uhavec atox
.erdman latag me etn ree
How doyoumo ateohteritv
eoshowthat uarea g dmanag anda ter,ooyo
wd tn ershowthat uu andhoyo
m i he ll ertno sItistniuecathi . Totytob lde hu asrngc
isallya taskthateitiry,andeas " o fi sr
.ngs
oonertone,ttewecang sd wehi hesoreontothefns ." Ffftuu tuigurr,eopduiividn al p le Itytof eo
sd Ite ,roient tnereseyarei nb mo aydi gpn
ee
otc o
peoprt
ny ui
etomakeohe lef l
:Thi sa le hisi ad paners
feiondthi sg or lesi gt
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?onewheny ug hi " … F MP lssd ORE E… A Itft t t tones ou oameo a c hi . Imakes ethatIg eo war
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dcGies can eeva taskor
Ithikthat anbcn
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reallybethe
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leeioneveryonreinowill say"Cany mag wg at ei gtui eho sg of
tes response
entohavetam
ret tonesncATmall. FORINS NCEweo ehada c whettgo
oA . Als sfet maz u
ttn
iito,
itverse
on
me hat heb
koeopntoindongrouortvensande sf pb gœ smehigp lecanloinnerd
fidn. O all,Itytorer
severit
tsoneis
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ron
everyonei mso ge hu as cmy lf. Whatk sont fbf tor n
hi ed ehe ob lde hut et tngsar n
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itury courst
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bfd al gwihs ewhodyo me
dtod h a p hat li . Mo loal wi nte sn ey mp sar
lo gf a le l ofp alim f he lo swhe hem t etor mp
ilk
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Di
?tldidyouhan ei
ourikitnerpersonourtesitues o:Thi nt sy al s dysq llsan
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ewardtowhenwerfor
ytomakea
ach a mile
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sencerfn
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fferencei
kio n
tu personcanp al d sas eandg hejbd
arealsoarealsolo gf lu . B migani lu mean
yersone. Emplo
http://www.inteve nwes eriwa s r.n t 26
thaty un e ose po al fo t r e p dwi he v ro e dt e kap rv rm ohe p o lean nt m o e.
Useanexamplethatshowsthatyoutrytoseekapproval from people thatd nt k o , u t o en tni d e rneueb heo 'liey u b thaty uar o itmiatdo iscr yt
fac t o g n t eab oc g esnso iino o .thaty umiht o b let han ea p ro ' pno fy uDon t ayt o u r oav i esnt o sn t k o .o s haty uwo ldtyt oda p ro hatd e o liey u
"Well,Jm, o c od al wih a man e i ohe d p t ni I nehadt e t ag rnan t r e arme t
whowasno awar fmyq aliiato sœ an rm myp rp cieshet eo u fc in dfo esetvse me ohav o e atv pno sab u me hewasalwaye dt esmen g ieo iin o t . S s
exrme hot t , dotnwo ldn t v ngv hetmete lys rwih me an fe u o e e iemet iofd , ho g hewasn t k hatwih ohe p o le bay alt u h s o liet t t r e p . May ewe
hadgo e ffo hewrn o t r o t n , u Imad on ottno nt o gfo o smehig b t ea p it f se kn r po al an n ighe o e. I n o t fmywayte ighe ap rv dwinn r v r we t u o o
doe ta wokfr ran ee ta nc ohe. I o isltdbxr r o he, db xr iet r wasn tnu e y her ko rg dfr , u It u hti cu mpo etlac r e ar o me b t ho g fI o ldi rv he
re inhi he wo ldb r ffcieat o . I o g iglato s pt nI u emoee etv myjb wasn t on
tole he lac fpoeso alim,u g nalim, r e e iwast r ko rfsin s jd me t s o whatv rt , tak rm myg alsathat o an . A dI o g igt teawayfo o t cmp y n wasn t on ole
itaffc myg o tud . Itridt rn r o n hru h myg oet o datti e e obighe aru dt o g o d wor dc eydsoiin r he t yb igcnrnato al okan he r ip sto ,at rhanb en o fo t in r
re tv . I sallytyt ot . I c 'bigsme n o n , rfacie uu r od hat fI ant rn o o earu d o iIc 'san o o ee e Ijs tyt easpoeso al asp ssileant t dsme n ls, utr ob rfsin o b
andfocusontheworkandwhatneedstobedone."
Doyouconsideryourselftobea leader? Whataretheattributesofa goodleader? Givemeanexampleofwhenyouhadto show goodleadership.
c s in e es pi mp r si hatHi gMan esarDis u so :Lad rhi sani otant kll t rin ag r e
loo igfr v nit o o eg igfr o sn tn o ekn o. E e fhejby uar on o d e o iv lvlead rhi, o ll n e os wle es pi o eg igt ees p y uwi e dt ho ad rhi fy uar on ob
prmoe . E e fy uar n -wo , r o en t o otableo td v ni o ea lo e lfo y uar o cmfrdietn t r, o tll n e ou d rt dwhatmak sa g orcigohes y usi e dt n esan e o d
lead r eciet u te fa g o ad r df e t rne. D srb heq aliiso o dle e an lattrheHiig Manag r ysatn haty uar uet r hes wsman fe b t igt o esr hatheo s ho yo
theefn u te. Whe o iee amp so o r ad rhis ieq aliis ny ugv x le fy u le es p
ex eine s wt o ak ntatv drso sbliyfr e np re c, ho haty ut eiii iean ep niit o g ttig thejbd n ihto o erg .
http://www.inteve nwes eriwa s r.n t 27
"Ithika g o ad r e le g alsfrhetam, dstn o dle e mak sc ar o o t e an esan
achiv letme r oaco lih t s o . P o lear omuhe ab i -famet cmps hoeg als e p es chappe whe he ee ab dt r ot ib s abliistwarsir nt yar n le owokt her et ite o d
challe gn o hat e"bt-szd" ralitc an n len igg alst ar ie ie , e si, dattaiab . A lead r ho ldraliet s an n wwhatit e oe ab e p oe s u e z hi, dk o tak st n lep o let
wor t ib s. Ag o ad r ho ldb liv nhi r re , dkather et o dle e s u ee ei so heslfanbeb liv leathes i . It n o dle e i hars iee ab t ametme hika g o ad rsc imatc
ande n hecne ssan lligco eato fhego p ls,arst o snu dwin o p r ino t ru . A o a leadershouldleadbyexample,andhopefullynotmanagebyfearor
un rd cien g ieciiim. I' ret en v rhadapo utv e atv rtcs tstu hatIhav e epue ad rhi o , u Ihav et n e ntatdmot frlyle es prle b t ecrailyd mo sr e s o
theec aceitc osmed ge hru ho t are œ ans har trsist o e ret o g u myc e r dI re o owar od v lo igmyle es psi r t sallylo kfr dt e e pn ad rhi kllsheeathi
company."
"WhenIwasat o ag r n x etdf lyJb"X" myman e hadanu e p ce ami
emeg nyan u mei hareo hito a we k higre c dhep t nc g fmys ffr e . T n s wen fn o t is t ay, u t nwehada hu eod r o ntiefrhefrtwod s b the g re cmei
andan t r ne e utme po le p nathesameti .ohe u rlatdcso r rb m hap e t meWehadtord heiat ustmer' re, u als ofll t ie ot r ec o sod rb t ohadt i hebg
ore. Ihadt hit o n o respririte de end r os faru dmyc-wok r o isan vco vnea cu lep o let r es hat o ldcmp t ohn ic o p e p owoklat ot wecu o leeb t
oreso i . Iwasab ot et ntatv , ea q ikd csod r ntme let ak heiii ie mak uc eiin abo t wwewo ldhan lethesiuatinœ an eaueIhadg ou ho u d t o db c s o d
re inhiswih myc-wok r e t o p r ino t e olato s p t o resœ g theco eato fhetam tdowhatneededtobedone. Whenmymanagercameback,she
co gatlatdmyhan ligo t iu inb akn u t nh.n r u e dn fhestato yt igmeo tolu cCanyo eciet ad rhi p otnte n o e t hiud srb hele es po p ru iisiv lv dwih t s
poiin "sto ?
"Ithikt t e halle g nle es pi ohe t r e pn hatheral c n ei ad rhi st lpohe p o le
re h t io oe tal. T ot s Ityt rat nhui m,ac her wnp tni od hi, r oce ee t sasmotv ep o le an uliec ar dac e ab o hathe aniat e p , do tn le an hiv leg alst t yc
wor o d hikI ho dg o ad rhi dC mpany"Y"ktwar. It n s we o dle es pan owhereI…"
Haveyoueverhadtogeta pointacrossto differenttypesofpeople? Givemean
example.Whatapproachdidyoutake?
c s in g n t si u sinab u cmmu iatoDis u so :A ai,hi sa q eto o t o nc inand
pesasv n s. Y uwan t n iat haty uc o nc ewihru ie es o toidc et o ancmmu iat t
http://www.inteve nwes eriwa s r.n t 28
leinwaypeop sthatmakes etotens hem andthe wne ixperencesoir .
Whenwo h a d eg uwi omakesgwi ll wanuareu
mp anly gthat uareu . Y uwanhat ucan"sll" ani
ur
tt
tt
od dtn ersoo
roup yo,ivers
yode
t
e
d dtn ersoo
ifiveryn,
inkr
ttoryo
yo
it
ethat. Thi lvsi sb ienenvo gclearandc andmotsioncse,
woalsoshoa,andn atitego etoag me tnree .
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Whatdoyoudowhenpeopledisagree withyourideas? Describea situationin
whichyouhadtoarriveata compromise orguideotherstoa compromise.
http://www.inteve nwes eriwa s r.n t 29
:Thi u stintssy u s s ship p ru isq e o et o r aleman , esasveness,Di
anditresn klls o tos wt o ann g tat, dnep ro al si . Y uwan t ho haty uc e oi e anthatp t fhi scmpo s. S wt o ano ecmead estaro t si o rmie ho haty uc v ro v riy
andb e aco swhe t r iage t o rd as.etn iu nohesds rewih y u ie
"Yo easigmeho e t iage me tomyie ?OKuar kn wId al wih ds re n t d as . Well MarartIhav osll myie dn g tat ut ig e, ehadt e d asan e oi eq iea bt
ov rhelas fwy ar ariu lyatJb"Y". Whe heewee t te e sœ p tclar o nIwast rhadre u sr e ysssin r ac mb r fhetam madg lar tatg e o swheee h me e o t e e
su g stinsfo g als andstatgesfo rac n hoeg alsg e o r o , r e i r e higt s o . WhatI wou oi,is o tyt v ro beto st d asb frldd s frt fall,r oo ecmeo jcin omyie eoe
theyactuallycameup. FORINSTANCE… Yousee,whenpeople diage t r op t slfi her ho san e es rewih meItyt u mye nt is e drallyse
wher he ecmigfo r od tr n r heralet yar o n rm. Ityt eemiewheet ediage me tscmigfo siane oise av n tmademys re n i o n rm. I t g su ?H eI o
ide le ?DoI e dt t eimoei emso wmyie ua c ar n e osat t r ntr fho d a wo ld
be eit m?Ityt d iage me t o srcie dlo kfrn fthe r ohan leds re n cntutv lyan o oa "wi-wi, dt uu n o e o y eo cmpo s. Itryn n" an hat sallyiv lv ssmetp f o rmie
tomak o csin fheohe sd ll als ecneso s ORecneso sit t r iewi omak o csin. FEX MPE o etmeat o rac da cmpo sewit e d rA L , n i Jb"X" I e he o rmi h a v n o
onthe…"
iscusson
inleegAr datd at gtooeyoug as ?ks
Di
abite. Y us u ho u g n cnenn nii etoliis o ho lds wjd me t o crigwhe tsb s tde g ea t kœ o t k t o re . S wt o n whowtole at as racleiy uslf ho haty uk o
iscusson
deiec ar dme uab o o ohe p o le an ho hatfn le an asr leg alsfr t r e p , ds wttheear oise u u dn o r it otll ohe p o lewhatr en su ssrro n igy u abliyt e t r e p
todo.
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un esan igp o lesc abliis an he iigt m c ar od rt dn e p ' ap ite, dt ngvn he le g als toe eueag nst en rb m d finn assfr e p dx ct ai . Ihav opo le e igt k o p o lean
te n he t o b c s oi owoke ey aywih thelligt m whatod , eaueIg nt r v rd tattiu et wear rigtg t r e an r e d otd hat eall wokn o ehe asa tam, dwokn e st
bed n . It n tsrallyi ot totyt rat eaidst fo e hikii e mp ran t r oce ea d t le e oisrcin o p o lewhe asigt m. Ials r omak le myntuto sfr e p nt kn he otyt ec ar
ex et in f x t n e st ed liee dwhe . Ilietp cato so e aclywhat e d ob ev rdan n k o trytosetpeopleupforsuccess. FOREXAMPLE…"
:Thi u sintssy u man e n an ad rhisq eto et o r ag me t dle es p
http://www.iteve nwes e 30n riwa s r.n t
Tellmeab mewha t nyo
oiat styo rp ns
klls. F llsasy heat at et mns sony ns uu
fp lea t ntco oa g po
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io
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oshowthat ucanprepyo iveersuareandp as ly
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WhenIwasat h Jb"X" andJ
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og sthat lu dp lef m mult led arme
heep at si lv dmyr mme at sf mar
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alsandddmo hep . Thef higIddwastmat o
alwaysmak hatI . I ldo li lywhatIetes wasp ar wo ee ac
i
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itresen ng
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. ThenI ldc atwo ereutusthatac allyA tsitonsinincoDDEDtocmmu at gmyp . I ay
rousroawayf m fly gb lle
ein u
dt tnerese ,
rehatIwo ldme lyradf m. I eP wero
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ttssit tponucreeveruts,andIwo ldn ateb lle li
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P iton
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mak hatheetesnuo eo heep atyo
b Itross u,
p
itonmyp ac
ldbehapuitonsitsrdtoyaren ac . Iwo lytoemaiyossothat t toucucancheki ."
nf he . SoIfmo mmo arso
i tons,
ftninpebuigure
o
r
fettu re
tresen
iton
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in
eo
iniitte on
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rets co
b pepuo
rd peeve
t
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lics ak gandp athecmp
moeIdlo dsmetalk gp swhee…
oocoudthati ldb datfI eg
uhenIwo ldhav eea r nal legupobiossfteiontresen. SoImakep at saso nasp le. The
Ie,iotresenonoritteerttetothem,heb Ig at . F ep at nImad"
oirynetvardtomyad anag . Whent gt
idbte osonthewhi ar. If cdiiitos vll inthep es easmuh asI diitos vets ocrei Iton,
iv
f
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ours
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an andthenI nuItytoo methe at eo
wr
ivesegroposrouptheg ptop en at . Whe yntheberitec onjb sv trallyrathe han
gthem o iitos vets otftdontheb ar. Iam le wih a li fp sonthe
http://www.inteve nwes eriwa s r.n t 31
bo dt sp ot oiin o o wme o hikoar hat u p rsmyp sto . Y ufllo ?Cany ut n f
siu inwheeImiht s hi ehnq et esad t r oy utato r g uet stc iu op ru eohest o r pon o ve fy uan weeo e o ehe?it f iwi o dI r na tam tg t r"
ollmeab animp ant
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infr inag . E e fy ud nt ieaswe o u k oomato e v ni o o 'wrt ll asy uwo ldliet, yo e dt ho haty up hetmet arfllypo fe o run e os wt o lant i oc eu ro rady u
wor de e eohese iiasap rpi e o r x les ukan v nhav t r dtt po rat. Y u e amp ho ld sho haty uar eycnce to san u t-oine niwt o ev r o siniu dq aliy re tdwhe t
co st ie uiescmmu iato sme owrttnb sn s o nc in.
"Thi sa q eto o t iigsi ?We i Ihav osi u sinab u mywrtn klls ll Jm, ehadt
co leed t le rp s hru ho t are œ an heehavmp t eaidpo oalst o g u myc e r dt s e usallyace ass spee, dhalfasle allybn igu tdhalf ale ics an g idn
dou ns s rcnlyI o lee ite -p epo oal tcme t. Motee t cmp tda ffe n ag rp s hathad tobeapprovedbymymanagerandbytheVPofmydepartment.
WhatIdi rat ulie an he e iap rv db heVdwasce eano tn , dt ng tt po e yt P fis. O c heap rv dmyo tn , n wIhadsme"b yi" athert nes po e ulie Ik e o u n t
highe le e an ok e waso herghttackwit hecne tr v l, dIals n wI nt i r h t o tn. Ithe n ahe ddda frt r t dt nCA F L ro-radnwe t adan i is dafan he RE ULYpo f e
itb fr we t v rt t ag r nop r e srvso seoeI n o e iwih myMan e. Iicroatdhi e iin, sho dit m ag n an he rsne tot P whos diwe tohi ai, dt nIpee tdit heV , ai t
iscusson
o og t u an han e. T lepoestowasgo dt owiho t yc g s hewho rcs o kabout10 hous an hreme tn s c d le fhi nad aner, dt e eig. Ihadshe u dall o t sall i v c,
soIg thepo oal o tot lin o i . B t ag r do t rp s u t hece t ntme oh myman e an
myVPk e x t t lin wasg ttig nt cu tn we aclywhathece t e n . Wewo heaco n! Mymanag r e p o that o mp ran ar o de wasrallyhap yab u t . H wi ot t eg o
wriigsi t hi oiin ido ou nswo ldIbtn kllswih t sp sto ?Whatkn fd cme t u e wriig"tn ?
:Theabliyt iewe so umotmp ranei heit owrt ll i f t s i ot c nt
tltcuiveHaveyoue rhaddffi y wihakr erot
h
isupervsor
lesov
? Wiha c wo ? How d
your etec
di
?itclfon
?ltee
iscussonDi
prd ciesluint o fc, dt o o 'ho rd eoo utv o to ocnlitan haty ud nt lda gu g r
http://www.inteve nwes eriwa s r.n t 32
:Youwanttoshowthatyoualwaysworktowarda
howthat ucans kupf lf,yourseoritcyopa chi ny ho ldpo . S
oi na n -c at al, -emoanwe wih loso ec ac
itonnon.
er
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us
f tonronfey
our
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kee
b dtu al fashi . D li histvereon
trmpanyo he
ir
o
t
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very
er
mak lfœ loesme eœ o myli sa mi . SoI h i hepm tan ap ac
te c" andu slie"C ldyeq
ORE MP b" " …Xetmeat
"I allyg alo ll wih e . Iveryonegwe
d iIt of lu he han ttyt atro uc vmesu sona p esali omai he. It ai len whatomattyt nr
. Ithiki letof da "wi wi" slu ntsp oe
k
r
ito
wan gt lar av dac at yq sli dyog . I e"Di ud
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deentob tupen,
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veryonsr
ecd,
fto eb
htsa v mp ewo wId
lili
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tctc
fconfcon eopavemye oo fi. If ep leiorgvttu og
?Well,Iam alwayslo gf hep lu ntes oitood itro uc vtorinko
b ttr u,ronethatIwaswi gt ar m helli ole nf hatI
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r
midan amed nt mso heg also hecdf nid itro uc v
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wih s sandc ewih dffi lt at . Ag dea s yab aligwih a v yan ycli me
euooncE I,L ehada clleag ewhoIfltAXign
also hetam. FORE MPeogwasalwaysd gme
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itnevitandi si ab
http://www.inteve nwes eriwa s r.n t 33
Thati r ogv e p heb n ft fhed u t ntheyswhyItyt iep o let e eio t o b whe
se m t ea s rfs. WhatId esn styt o toe ohav hotue op ro allyi r ocnrl my rep net iu in o ant ees i o to p n oso s oa stato . Y uc 'n csarlycnrl whathap e st
yo , u y uc o to o r ep ne r od sle gheu b t o ancnrl y u rso s. WhatItyt oi n t n thetmeb t e hesrsfl stato dmyrso s oti ewe nt tesu iu inan ep neœ s hatI
canie tf hec s fhesrs dd cd c oab u i.d niyt aueo t tesan eiewhatI and o ttFORE A L , nsv r caso sIhav od al wih v r r eX MPE o e eal oc in ehadt e t eyiat
cutmeswhoacu e dat . WhatIddwassayc dso r tallyy lle me i t alm ant the e u d r kn rallytidt se dd cdle i. I oli it t tno m g n e mys e re nan e e
lywhati her i lehat fhe b m. ThenI wast wasat tt t t tac o o poex o r rd dslui hat ldb le ii ii dwihi ftt st t ctprv n o o e na se -o e o o cu ecmp p c me
f . Ialway idt sb hosf hatii of f i it t et tatt etr s ac p so s o same n e s y e u nhead j ieab m. Id ob f it tnan eo c u e r s n
dn si lv d ls i si he i . A It dst t tt yt ntan e mye o v r oav eo g mo n n o e o o rs,fi eb ligdffi k helac k i lt it att yt ats p ac u r o v r o sso e rr n c asso cn es n o n r r
hanlat . D hatmak ?"t ster oe esense
De adiet uewo nyo rc rreu
-o db betv o the omyb s t epoeso al
lokrbo .mo tj
hrecenbiscr
tsortn
Diintniyan e oo o r r is ho haty uk o wte st dtmp fy u wokhabt. S wt o n who o
manag o r rlo . Whatv r o o d nt o lai o t igey u wok ad e e y ud , o 'cmp nab u havn
be n"o ewhe d r we eyd r yb s." Hiige v r lme " o ho v r aywas"caz uy rnManag r elo kn o e lo e st ar alm i hef eo aesar o igfr mp y e hat ec nt ac f
heav rlo , dk o wt roiiean t oue owokywok ad an n who opirtz dsayfcsdt r
iscusson
ku l c . S i fi lei ho hat uhav da s iina t t t wt to mp o o eman e n cas n o n y ag g an
worlo yd v lo igce iesluin o aco lihigall ofy uk adb e e pn ratv o to sfr cmps n o r wor ntmewiho t tesn u o havn osaylat r rko i t u srsigo t r igt t eo wok
weekends.
"Well,atmycurrentjobIdohavea prettyheavyworkload. Tomake suet e e eyhigd n ntme an ot iht t d d fr hatIg t v rt n o eo i , dt herg san arso
qu t, oa cu ledffrn t n s is o lanc n soaliy Id o p iee thig. Frt fall,Ip hu k fmy daywheeI anwokwiho tne pin ' ak woho r rr c r t u itrru to . Ill t et uswheeI
do 'anwe t ho eo c c mai an ut r kio t. Wit nnt s rhep n r heke l, dIjs can t u hithi i r ocmp t yt k osb . Ials r ostmeItyt o leeasman assasp sile otyt
hand v r ic fp e o lyo c. I nt r nsmehigjslee eypeeo ap r n ne wo 'woko o t n ut
a littlebiœ Iwi r oshe u i oI anwoko as nit ll tyt c d letmes c r na t ku tl co leins hatI ancosio s. F X MPE Id v lo emp to ot c rs t ffmylit ORE A L , e e p d
a sytm frno n reswheeI cmps d"X" … I tv ese o icmigod r r aco lihe moiat
:Inanswerigt sq eto o ll wan t ho hen hi u siny uwi tos wt
http://www.inteve nwes eriwa s r.n t 34
ginmidthatwhatIn
sthatmakes ?"ense
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da c lvleat atcre ep epan m s
i haref wiho makincreasemar a n wp ngb . Id lo da wodo h marno mo
tecb drlatdt . Theitoar omycmpan sn wp nmanage ner
lywe heI . We itmeecru
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ts
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it serv
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diitt ge se verson,
k te si i dt texs n u ge
hn ewheeIhadani liatr nc eanoe o
idac mbt ntvean orida c hattyt wto nar mmu oo
fhe ldj leabt s peopac eu eo
tse
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t tconen,
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k ite no
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hh
in
be
hatk do lv halle sheet at yt eat us os emar gcCo
De hi deet at ptaterdtntwe es ran
er.itrepor ngtohim orh
itsdolacet ay. I
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ni nani eo
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vernr
td ttro uc,
evenu
ne
do
ioninc
trus
o
io
ttor
incoi itrec onsto
allyimp an. C mmu at
ldbeab of wi h d . C mmu at nan . Ilet lo nb dt
nottontotheb m lieœ
counuthikI ld
000,
owdoy
:Thi dap h tnt matsy ac oproiturourtesitues osq yan
sm p.ions
f iproessone
ourinkr
tnsroo
etn
ugoe
opsionsind
e
iscusson
b iusnesd tn ers
Di
srlat hi . Y usho ldd mo atey aliandu an gofwhat si oa g dwo grlat hi
dd tn erslearlyu an
al valu nt kpei hewor
ethi nt mosq od tnsreitues o
eekd,sitesibiesponserh themanag
ll andr li . That ai Ilietok pmy
.er
hi dc sreioincooon
hous
"Well,It kg mmu at ni
'
eeyeandtheemplo en dtoc
swho gt
iiton
b itu o
o
itonr
d tu ge
ind
d
nchi lep am œ i lu hec
iwiho a s led nad al b . Hmei
rogr
ingtut
t
or tohikb
tnt
each ohe sr'
uarea
dthe
i drenttesal. WhileIdomyb obef ly 'stou peopitues on'taskq sab le
lat hisr spb dvery o y, on
f iroessonpt
ionst
eb iusnesandpleasan wih e Id
http://www.inteve nwes eriwa s r.n t 35
pesn v su lest ybigiu . A dId nthiky uhav obero al lie n s he rn t p n o 't n o et
betre d t o r ag r n s hati o t n hat atrs fin swih y u man e u lest ssmehigt n ually ev lv s hikii etok e uiesan esnal lif o whato e. It n tsb s t e pb sn s dp ro esme
se ar e an ut e py u e e nt rz dwokhar o dp at, djs k e o r y so hepiean r dtwarthegoalsoftheteam andthegoalsofthecompany."
"Ithikt s i ot thigt u evsr and o tn hemotmp ran t n hesp rio c ofrhe
re inhi spo iec ar o dt ne ab hee lo e olato s pi rvd le g alsan he n let mp y etreach thosegoals. Theemployeeshouldthennotonlyworkhardto
exe dt s o , u als o nc ec ar dcnitnlyce hoeg als b t ocmmu iat le lyan o sse twih t ag r o t rges o an su st g san nt heman e ab u po rs, r yise hatmiht t di
theway o dwokn e inhi sb e ng o o nc in. Ag o rigrlato s pi asdo o dcmmu iato , trs, dmuu ep c. T s d Id r oav i kn u sinutan tal rset hat ai, otyt odasigq eto s
abo t e p ' esn v s an o 't n o et ees iu p o lesp ro al lie, dId nthiky uhav on csarly be"b s b d is t o o et ea g o rigrlato s pœet u de" wih sme n ohav o dwokn e inhi
i' o teamwor, e ngalon , dg ttigt o o e o stsab u t k g tti g an e n hejbd n . D e
thatmakesense?"
"Ithikii mp ran t n esan hat ac de eyrlato shipn tsi ot tou d rt dt e h an v r e ini iee t r ocn ut slfpoeso ally an neac wiho tsdffrn. Ityt o d c mye rfsin , ditr t t u
anyasu to so jd me t. T c e wtsmpin ru g ns hatwayI anseho he re inhi v lv s an ofo hee ohav alt ep clato s pe o e, dg rm t r. Id ea he hyrset
fo auhoiy b t oliet ev e o mycnrb to s hikr t rt, u Ials k ob alu dfr o tiuin. It nall re inhisar asdo iean ak ,iht?"lato s p eb e na gv dt e rg
What atmo eitvna po
letxrhsyoutogotee a mibootecjro rj ?
iscussonDi
a se -sarte an haty uar let tvatey uslf o o ylf t r dt o eab omoi o re . N b dwant ohav olo ko e y u s u e an ea mir-man igst et o v r o r ho ld r db co agn
tas-mase. T rn ag r t ok o t et nytk tr heHiigMan e wanst n wwih crait hat yo ll cmp t o r r ntmewiho t igt en g douwi o leey u woko i t u havn ob ag e r
montrd o ho lds wt o emoiatdb o iatoioe . Y us u ho haty uar tv e ya cmbn in ofitral an xen rb tso g als o isane y uwan tonen de tral attiue r o . F rnt c, o t
de ntat hatep niit sp t fy u esni atr. S wmo sr et rso sbliyi aro o r se tal n ue hosto gitral b lif dehisast yrlat omoiatn o rern nen eesan t c he e et tv igy uslf
top ll t o g o t e dfr o re eauei' hergu hru h frhetam an o y uslfœ b c s tst iht
thigt o ls, ho haty uhav xen ei o on od . A o s wt o eane tral matral g al y u wor o dœ lieg ttiga n wcar.ktwar k e n e
:Wih t sq eto o tod mo sr ethatyot hi u siny uwan t e ntat uare
http://www.inteve nwes eriwa s r.n t 36
"Yo easigwhat tv e ?We i Ihav e to guar kn moiatsme ll Jm, ea rallysrn
bee t fI r di f, ll b e d d d ane n ilifhati wokhar nlie Iwi erware . A v cme tnmy care i mp ran t , dI tob ep ce ymye rsi ot tome an wan t ersetdb
es clle u san ns o e ,' nen v e omanag r, o ag e dclie t. Y use Im itrallymotiatdtmakesr hatmywoki fhih q aliy an hatIg tt o eouet r so g u t, dt e id n n
ti . I tob n wnast ido esn k ob ru fme wan t ek o hatkn fp ro . Iliet epo dowhatIdo an e l g o o t e n t o e hat ai, ohav, dfe o dab u g ttigid n . T s d Ials e
pesn iani o hatI r o d o isane Iamro al fn cal g alst woktwar. F rnt c,cu nlysavigfr e uboMin C o e. I v nk o x trre t n o a n wT r i o p r e e n we acly
whatclo, dt ptin hatIam g ingt e!Iv e ys eo ran heo o st o og t 'ealrad av d a go damo n o c h frhi, dIk o hati wokhar llo u t f as o t s an n wt fI r dIwi
ge a g o o u dIwi eab og t ram c e e o n rt o db n san ll b let e myde ar v nso e. Doyo e g alsliet sfr o re ?Ifn te tv e ."ust o k hi o y uslf idirallymoiatsme
Givemeanexampleofa timeyoudid
morethanwhatwasrequiredinyourjob.
Dis u so :F rhi u siny uwan t e ntat o rntatv .c s in o t sq eto o tod mo sr ey u iii ie
Doyo idwokt n e st ed n dt nd to d o tufn r hat e d ob o ean he oi, r oy uwaiaro n ni o etldwhatod ?Y umaywan t ho wy uu du tl y uar o t o o tos who o
havepthe no rjcsi c o r o iv lv d js s oic di npoet nwhih y uween tn o e ,ut oy u canhelpouttheoverall effortsofthecompany. Youmayalsowantto
sho haty udda v it fhig hat r usd o rowt o i areyo t n st weeo tiey u jb
decito nod rok e lin hap ysrpini re t e pa ce t p .
"OKsue 'eg n o ean e o dman i st o g u myr. Iv o eab v db y n ytme hru ho tcare. Mot ok e linshap y o t esr hat o t ne r slyt e pce t p , romak uet smehig
happ n ntmewhe t o slieimihtb e ls, ene so i nilo k k t g elat. A o Ihav o prb m he igohe p o leo t t hig n r sio le lpn t r e p u wih t n saslo gasmywoki n
go ds ean e spoetso r k ORE A L , n io hap dmytam' rjc i ntac. F X MPE o etme Ihada clin t re t e dt ea poet o leee thathadanug n n e ohav rjc cmp td
ear . Ipo sdt lin t wo ldd tb t i o wan t sly rmie hece thatI u oi, u Iddn t thitou f r mp t e e c d le, oI t e et enailyi ac mytammatsshe u s s say dlat hre
niht na rwt owhatito ocmp t hepoet heng si o od to kt o leet rjc. Itactallydo et o lee ou nato woho r o otu rv hecmp tdd cme t int usd wnt he
clin o atray hatwayI nue hathece t u ee t na S ud . T e srdt t lin wo ldboreigfo hecmp yfr e st o . What et sd rn rm t o an o y ar ocme ar hemot
impot t hottem g alsfrhi e arme t r xra effrran s r r o o t sd p t n wheeane t ot
co ldrallymak iee c?u e ea dffrne"
http://www.inteve nwes eriwa s r.n t 37
meantobes ?fluccessurd iii htn on ow,fe
Whatd siAc gtoyou
t
h
oein
flsuccessu
dcor
aveyoubeore alates
eeuv
onsofar? How dyoud minteer ?uccess
Direlet ny u v e. G n r , ucs od t euiyanf c o o r alu s e eally sceshast owih scrt da
cet ncmfrle e o ll wan t iea g n r s rb t orai o ot v l. Y uwi togv e eal anwe, u alsre ey u ie f ucs oy u c e r o .lat o rd a o scest o r are g als
"Sucs sa sneo we en , t aro t tsab u fencesi e s f ll-b ig athehe t fi. Ii o te lig
go dab u whatId , n wigt c ot r v rdo o t o k o n hatI ang owoke ey ay kn wigt halle g se u klls c ei hezn , r do n hat"c n e q al si ." I anb nt o e wokhar,
andb e d dfrhat hatwayI anhav hef xbliyt oerware o t . T c et le iit od
thigt n si f hatI tod usd fmywok hatic d sn hig nliet wan t oo tieo r. T nlu etr en ,ihig an p n igtmewih myf ly e, e l Ihaveav lig fs n , dse dn i t ami. Y s Ife
be npe ucsfl s ar t heuu p dd wn. A dy s Ie rttyscesu of wih t sal u san o s n e,am happ o t eaco lihe of i are, dIyab u whatIhav cmps ds arnmyc e ran
do ‘sean e o wo 'cniu ob ucsfl. Whatnt e yrasnwhyI nt o tn et escesuwou esnn e od na d lyb i nod rob ucsfl atlda p ro e dt oo ai assi re t escesu
"Sucs o mei ucs o mye , ll asscesfr ocesfr sscesfr slfaswe ucs o myc-woresan o an . S cest sasa sneo we enk r dmycmp y ucs omei e s f ll-b ig
ands ifactonthat o sfo sn kllst v ro rb msats i cme rm uigmysi oo ecmepo leeffcie . I' o t v ro eo e e ligg o o thejbetv ly tsab u e ey n nmytam fen o dab u t o
iscusson
hi ii "?t to nsp s o
weared ig an igpiei heq aliyo o r r. T idoon , dhavn rd nt u t f u wok hatkn f sucs nt o r s e noscesi f. Ik o hati wokceso hejbtanlatsit ucs nlie n wt fI r
hard Iwi erware dIwi v c de nmoesothatI, ll b e d dan ll ad anean ar r
canhav hef xbliyi f ot ege v ato san rvd oet le iit nliet ak rat ac in dpo iefr myfami. Iv e nscesu hru ho t are œ wih thely 'eb e ucsfl t o g u myc e r t
nomal u san o sœ an asdo o es dtd ,r p dd wn db e nwhaty uhav ai o ay I do 'sean e o wo ld 'tcntiu ob ucsfl wih t snt e yrasnwhyI u n o n et escesu t hi
poiin wo ldI e dt oheei re t ea sces"sto . What u n e od r nod rob ucs?
:Thi u sini o t litct n ig o r s r llsq eto sab u hosi hikn . Y u anwe wi
veriiecsoesWhatwastheb td nyoue
eid
maddyo
wivesternr? Whatweetheal at ? Ho?tintouugoab mak gi
http://www.inteve nwes eriwa s r.n t 38
:Thi nc sysq he ourkcitues o me andd nmakingiiecsotndu gj
ample,x andshowther iepercussons
Di
. Tytog ea bgp eedehat dd nhado li . Ag dan ldi luncny weour cou
ghowylo . Oehadswhe uhav ttoas eya p mp umaywan
alkab umad hecstrosa mo ey eacwd sf . Makpn es ey
ialt . Y od yf mal d nmakiat ngumaywan sanscus
rs
ryo,
iiecsolsymo uu
oo
or
uccess
tounr
feitcur
ur
tt
i
o
iviiecso
oyer r
v ooryou
o
iscusson
process ryourgoo
i iscussnte
toue oor
iern vesde o
t
d
tu
ucametothed iiecso htandtakea jbwiontotar tge
dopeneyandhowthatho dho aluatwe wy ue evo dtheuso
dse .
rocess"Ist sa q nab myd nmak gphi ?OKiniiecsotouitues o for. Well,
mo gd
eo ac . Aeyhat
oriton
btshsSt treng
fcoursSt treng
i
t
Iteakiiecsons,
Onesses,W,odoa S.W.O.T aly . I liyt . an ntouissr ethe
de
p
ufamiar h themo l?Sli wit
iit tporun es, eandThrat atsas eisoc dwih a t
nowootheny ukyonthsandWeak saresmehigthatonesse fuareawareo
orourse
allywihi lfny
hratsarec se al toy lf
or,
txern
ourse
iitondon
t
e
itnern
T
riit tporun eionizrgwihi an . Op sonano att
duseionizorgyour an at . Ihist eo analy swheisfpyt ociiecsoinIfacdthebgd nofwhih cmpe oanyt
oooooar whenf hedclle . It ka g dloo
hoetoj nC
iins gedweaknessean san
hr latdtatsrio oee
tge
se
c
t
tI
t trengdiit tporun ep
katmyowns hs ytheo sanfd iteniredthent dtoi
itge ngieoiitos oniouothevar sp sandcmpan sIwastar .ecmpany"X" b au t trengseofmys hsi itcrcnele al
ug
iion
ve
tidec e
ik
id ions ernturu
eve
jorive
iss,it tporun
toern
we han liganalynallo heo od lo llsœ e howmet yt ntpmysp
ashih asan he bI hetgatgwasn wasceals he alt hatI ledo . Id dtojat stwe oo r
d
tto
r
r
mp
po
Co
CotugandIalsotho hthat mp uany"X" wo ld h thepay
reme. The
ioany"X",andb yddImak itctd iiecsonigether ht !Ihada fanas
d,treceneertouinknft toon
coeat mp
wi . Ihavealsod ea lo hi gab mycar ly an
iexperenc
cet
cneany"X". Ilear dsomuh, dteroandIwasp mo
coouriionnneteerIhaved mi dthatj gy mp tesldbethebuanywo
our
or
in
v
iit tporun e
biposs
opter
lemo ef
msofmak gyre
e
re
mebas
savai lehelab . I
t trengdonmyowns hsandthe
fferttnallydothikIhavea lo oo inuccesstecjpro sa s ."
tsepWhat sd dtullo ooyouf w tos y aiiecsoninfeorlebpro m b emak ga d ?
o
fuug
iscussonDi :Y uwan
andtho ht
igciiecsonyottosho hat ed na lowt umak si al
d tn ersyol way. Showthat uu an ouiiecsontdthathed syrsttomakehav mp nohe . Aeani ac yolsoshowthat ucanmakea
ffi lyne ,i tcend iiecsoney.mo
yoandthat inkouarealwayslo digtosavetmean
http://www.inteve nwes eriwa s r.n t 39
"WhenImakea d Ibas allytfp lec so ac
riciiecson,iton,foursebiosso
ytomanager . Imakea litsiksandthenI amietheb itfenenex san
sme np
d
hi ally hr h a ot ap ougteror,o,tnal r so ach. Ill dnwih myclleag . Bas allyIt
ntheb leo mewi
icues'
tuco
ofe
b
t
ites poss
iksit tpoeni iscussod
o
deytomaked sbasiiecsonr
oh thelowe abliyo . Idfikrstibts protdtobesmehigo a r ktak howe ooftevers,er,isfntoten osnIwill cho ea
wo ldbesandIwan oachi eg athi
drnmak ."
iks
ungtreev
ing
tt
d iiecso
ni heb itfeneftd iiecsoierikrs he m higranlyhi . Iai h,gsi arnmyc
teer,icfi ign
eonandIthiky uhav
otakerikst stodothatœ b alclateutu c feuougsmadethr h car l
"Thati atsa g
mpac hatmyd
itques on
iiecso
re
tti
toriiecson. WhenImaked sItytolo kathe
kreronwill haveonmycwo san ftens,dcli ando
ydayi mall d dIt oaliytsa s so an g
e
r
reIk pt gp nmi . Ityt ehoheb ei osdn
dmytmean
iiecsons,also
itcur
fs
i
e
iereft
ee
goger
it
cours
b fene
Everhelar hept
iiecso
b toritritam bysav ge he meo mo h.
wmyd
ney or,in
ncan
htnthem all widtsuenseefthatmak ss . SoIitec,jro ythe
lem tosewhatkinetse
bprohav . Mo
dofi acmp itofff teren courseidt so ac nwill neopb toorne,lyoneffi me andmo yœ f h thep leoi itcency,
andthep tecjro oeasa whole. D rssthatanwemytam,ei ?"tques on
your
Whatisthebestthingyouhaveever done? (or)Whatisthebestthingthat
everhappenedtoyou?
Discussio euyoitues odn epeern:T si yo ne dq hat ho ldbhi sa v nt us
d
ver Ans
ess,
ss
okreou
done
i fnng resourceu,
ver
yopene
yoor,
ttn
o
k
nx
sn
iteence
ttes
cot
o
f
o
to so
our
n
s
on
ttesior
co
or
donefit
e
tson
e
veriero
ft
it
prep
terd iesr
tenor
ardf . D
havee " wasanac mplihme hat uwo dtwardoa p do meœ n mehigthat"hap dtoy ." we
mso heb higyableB hav al C mp slieplan ln an
ac ytoac mplih "theb higy uhavee ." U ea maj mi ei li amp umayals eale ny easane le ou
ouitt tsu'tle mpy ounttest!Showthathe"b higy
inr
ourseoscusdeveuhaveachi . Di showy uu dy
or rr
oroour
iit tvoug
rtve'r
iit tv y orso,peopt
tneerfferenc
vodi
br
lu ac meohe ac ywheey umadea majei he sli hr h y wnhar kono le st dwo
avery.
'Ite,g"Well Marar donvernttestdsaythatheb higIhavee oseei hoscfter
oo
esources
toinge,
u
coter
ie
boj
tn
ff teren
t
di
ogoi othef ldofH manR . A
saf lle If allyg a g
foupitryn
ens
ga c leo
ds eofmyown
http://www.iteve nwes e 40n riwa s r.n t
abitesandIwast nwasab od ter n heb s p efr nlii he let e miet et lac o mei
thewokn r . I e ea g al o e n noHR anrigwold rallymad o fg ttigit , dI motv e slforallywokhar osu yan e v rt niatdmye t e r dt td drade eyhigI
co ldab u HRd p t nsan et r tcs oddq iea fwu o t e arme t db s pacie. Ials i ut einfr in neve t e p rat aresiomato al itriwswih p o lewhohadge c e r nHR. I
kn wt fIk p tyn , wo ldg thep sto wane . Whee hati e trig I u e t oiinI td nI fiallylan e oiini o an waso ejy d tn d da p sto nHRatC mp y"Y",I v ro e !I
wastheet s p n dmyp o lesi ll asmyabliytr hatI hare e e p kllsaswe it o de e pan mp me t rcse dpoe ue. F X MPE…v lo di le n poessan rcd rs ORE A L
Yo e , eb e p dscesu v r ic, dIv euse Ihav e nhap yan ucsfl e e sne an 'eflt reallygreataboutwhatIdodaytoday. SoIwouldhavetosaythat
cho sn og noHRwast et v ee e mad . Whatoigt oit heb s mo eIhav v r eabo t o ?What u aywast ethigt o ee eu y u wo lds heb s t n haty uhav v r
done?"
Whatsoyo ee rhadtomak
nve
'vu
iiecsonsdeseofthehar td' ?e
Dimakigabliis esr o e o r s r drallymak hen ite. Mak uey u"sll" y u anwe an e et
cas o seiiallywhyt eiiny uhadt ewasa dffiuefr p cfc hed cso o omak i clt one. Useanexamplefrom youcareerœ notfrom yourpersonal life.
Yo r x lemayiv lv eiint av o , eiintou e amp n o ea d cso ole ea jb a d cso
ex oea cwok r iho eto a d cso oc g o rp s o re whowasds n s, r eiint han ey ucare i infc t .e rna sg iian way
iscusson
"Well,It fhemo i ltd sIhav omakhiko dffi ii ehadtttn n c csoeo s u e n e
wastole g f mp y et hatb e t o sv rt oo ane lo e hathadt e nwih mefr e eal ye s sn o , dI e k dhi nhefrt amear. Hi amewasJe an rallylie m. Whe is c
on hewok drallyhar, dItutdhi od lie q aliywok, re e d an rse m t ev r u t rwith li u evso . Wewok drallyc slytg t r nsv rttlesp riin re e loe o ehe o e eal
prjcs an tallyddt n stg t r usd f r noet, dweacu i hig o ehe o tieo wokoocaso . H we e, nwehadsmesrcual c g sandhec in o v rwhe o tutr han e
pik du o r halle gn ep niite, t tdt hoce psmemoec n igrso sbliis hesare os wa pattr ff ligt o wt o g dcmp t het k aieno ain ofllo hru h an o leet asshes dhe
wou . N w, rallyddliet sg y an n wwhathewasc ableld o I e i k hi u , dk e apofs rslv dt p akwih hi dle mycnen ek o . I, oI eo e ose t m an t o crsb n wn
to m t wo ldd e e I o ldt lphi escesuldhi hatI u owhatv r cu ohe m b ucsfl,
bu itre u t te amed wnt t tawwheeIhadttun do thatirallyc o oa las sr rtole hi o od eto mytam asmuh asIt m g . Ihadt owhatwasb s fr e c
like o . Iwasa tu h d cso o me av o v r omakdJe t o g eiinfr . H ey ue e hadt e a deiinliet ?cso k hat"
:Thi u stintssy u ehis b lief dd csosq e o et o r t c, e san eiin
http://www.inteve nwes eriwa s r.n t 41
Recalla timewhenyouwereassigned
whatyouconsideredtobea complex project.Specifically,whatstepsdidyou taketoprepareforandfinishtheproject? Wereyouhappy withtheoutcome? What
onestepwouldyouhavedonedifferently ifgiventhechance?
Dis u so :T sq eto et o r rjc p nn dpe ar inc s in hi u sintssy u poet lan igan rp atosklls e ntat haty uc o e hebgpcue b talsoi . D mo sr et o any uset i itr, u
ie tf hed t lsrlatn owhaty uwi e dt od -t-d od niyt eai e igt o ll n e od ay o aytco leet rjc. S wt o wigt o leino rjcsmp t hepoet ho hatfllo n hecmp to fpoet,
yo ak hetmet o o "lesn are " an e e tc iu sut et i olo kfr so sle n d db ttrehnq ethatyoucanapplytofutureprojects.
"Ihavewok do ycmp xpoet. It n hathemotre nman o le rjcs hikt t s
impot thigi oc iyt o fhepoet c oran t n st larf heg also t rjc asmuh asy u cani heb gn ig an he rat e o ab i liewihnt e inn , dt nce ea rasn letmen t
letn swheesg ii p t fhepoet ll b i he . A omiso e r infcant arso t rjc wi efnis d ls,
ii mart aclet s dffiu arse lyo na poet fy utss tot k hemot i cltp t ar ni rjc. I owaitt ni helas t r fpoeti liet ot iket r rou tl t thido rjc tmen od hersis o moe
challe gn ass t ny uar on ohav s i ft iuein igt k,he o eg igt elestmeletofg r t ou b fr hed adn . A o Iliet rak o g assit iet eoet e lie ls, k obe d wnlaret k nobt-
sie hu k ot tseasirok o r ob gn. Carfl anzdc n ss hatii e t n wwheet e i eu d deaidp nngist s i ort thigy uc ot esrt le lan i hemotmp an t n o and omak ue
a complexprojectgoessmoothly. FOREXAMPLE,Iworkedonone ye -lo gpoet r nc g f Iwasd fntlyhap yar n rjc wheeIwasi hareo … eiie p
wih t ucmeo r, dt ucmeo t rjc o eall.t heo to fmywok an heo to fhepoet v rBu lo kn ac ni,heo et n wo ldhav o edffrnlyt o igb ko tt n higI u ed n iee t
wouldhavebeen…"
"InordertosetupforComplexProject"X" atCompany"Y" Istarted byo tnn hemajr letn st wo ldb n o e ncmp tnuliigt o miso e hat u eiv lv di o leig
theproject,andthenIworkedbackwardstobreakdowntheworkthat
wou e dt ed n ome thoemiso e. Imad s oldn e ob o et e t s letn s ea lit f ev r ikI o ldt n fhatmiht tpmean e rmeyrs cu hiko t g so dmytam fo
re higt s letn s an he d dsmecnig nyi heac n hoemiso e, dIt nad e o o tn e c ntsc d lei as yhigc p omad uet o dhe u nc ean t n ameu . Ials esr hatmyrll an
http://www.inteve nwes eriwa s r.n t 42
li
ac
hikwec ldhaveav . Iwod deio
kr,
bro
lemey ucmp ea ph ony wnwo
t
ite
outu
oouro
b
itn
o
irespons
le hepgtmp
dtheq aliav yp
exco
t nio
itb to
si hepnt weeascrtecjro learasp lesoIknewbioss
lywhatIhadtodoœ andwhatIddnit 'thavetod . Wee dupdn eobroorrb ttu,i he lentme ewe mepestec ojro msthatI
ldhavec d"Z" ihan nodrergeu toeverylemswerani . That ai Ithikthatnd,stno
usho lddoa d teutec yojro tremailedp -motosandonthep all stec overjro yoothat ucan
tuureasmany"le slear " asp letoap lytofpbiossdnessoniscover." tecsjpro
d
Tellofsomesituationsinwhichyouhave hadtoadjustquickly tochangesover
whichyouhadnocontrol.Whatwasthe impactofthechangeonyou?
Discussioal wih chan
mpan andihat uan
uk
d tn usriitcp
t
y,yo
no
de
cot
yo
tiourn:T sq nt sy liythi abtesitues o df teeournothikony antxpec yourocono. Inthen we myy ucaneege iitpos on,
wttotrequengytoc ef . Y ll wan hohan ly uwi osrveateande nembac itnevgechan easi able-- andthat
whowt tvotakead anag etrtreofi athe hanfar .it
re
g
ee
n
tn econo ,
id tn usry,
it tn ou o usness
ur
buru
io
den
'
gedsu
do
itnnoviitcp
c
b io gve,
ni Ittonsli . Itytoan
feterp
ac ar hanup
itve or,
"Well B le ll asnnt stay my aswe we
dc hikchanatwar an nor
hada s li hat lywe fb . Werli
tofe
re
dtren s
ftoei acsa fge,atechan tvandtakead anag etrtr,eofi athe hanb
jo,AT. FORINS NCE whenIwasat b"Y" we mdonthe
tut
tu
tn
igur
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rd tpro uc
o
gfto ourft
dven orr
ic
to
itssen
ourc
ane al parm them bas allyle mehih anddyœ Ihadtof eo
forfro
coulds ean he andcmetoa b gag me wiho
it tto geoutt. Thefac hatwec ldnhowwe
eoverydeorfrituritniserouslyi ac go me amef li oy ucansmp . S ethat
uden ortugtnevergetothei ac nmewashu !Whi ho hthev wo ldmp leI
whoslda s
ever
lyg fb Ihadb nk pwih oheoo gu
k b ittte s u urne,
is
den or
tu
rttieepnee
oup
iusness,
tnp
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in
ten s
e
den
o
dsu
dven or
de
sbyrad gthet da v
lays al cli hime sbya c lewe do
milar
inesrademagaz . Iwasab inletofmi dn ea d . Wehadtar oirceb itecen uynitegoti larp an at gp
ousorccu
or
tus
erpup
e
ku
itthat wasrallyj a small hi pf . N
havebac ps li sf Lo al p ." tarsiitcr cfourLA
wImakesurethatI
http://www.inteve nwes eriwa s r.n t 43
i
to
man Whatd
Di
rurt
De swhmet ees me nyouweendo dwihyoaty s rp as
fperor
i let i . S i olo kat hi od ho hat uhav heablit wt et tytso n cs ome gsmp sus y osi kp f dmak han dattp r o r wnwo romanean ec g sanen ny u o r e r c e
adj 'mak hes akhat ud amemi wit ot stt t et tsme o o s cu nss y n e e.
k le ehadt iih smets p o o caso n s
. I elat. T swhyi jete r c p n r o i i nf hitr o n e c nc esme gg e o go
si heway ebhi . I i swheeIhav nlatt ntt ntso n e me r e eome gg e n
hav h t he jtu o p n asmu meo o moee c n r c
. S allyd dt mai intsc u o srso r g,
i dav i olo katdb iglat. I allyt siit nt yt atto en e uu r p en nmy mean o s o r
eleib iscr o
ifver s
iscusson
"Well,li inIhav of hitemo e p noc ns o g,
lat allyhat ob hati lan igItt yte r e npoe nb ldtmei i yi tu o cn g n as o n o swrn r
oi f f dme hi It d i ii hi hatmihthavt t ct stytso n r e p c n g ec sme g n yse g aue,
ob allyi iielat. U sd i i it ot att wnt t te s cme o meman e n ro ou o ag me p r z n, , dd aligwih i i Jb" " I ableti . O Xt tt etmeat tan rru o s n o oe n ne p n o wasn
f meI dt miihetiih a C ieBifb i bat yt tttns r v re u p s ue wassp oe os omy Man ka lo kb kathewe kan dtf i . It drali hatItag ro rve o e ze r e w o o ac e e
ho ldn i iit t t ts ese c nan r r x gpoehatI ldhav i iihe hec iebif lsffu l af If dt . A It tt t ato u o n r ecu ep e ns r v re o,
ali hat d lsd hed idt i mai i ayi allya tgt gtr e ep n oe rn suu -ne z rso u s mewhatIk wi l i hemosu o u on ep n oe nn ,
dt yd i ai i m. Ialshe dan hat l af 4pt gt ttan nn p n n ro se on ag nu e o
hed leblokswheeId hepho . Ihavef dthat t tsc u c r ono answer ne ounallyallo ayf do lehi ks hatIott wsmet t na t tsr s as c o ee os ocue ancmp
khab amemi . D hat i hat mak hes ak wit ot et t et stn v r c ewor ss e e s e o
ie
ce.
makesense?"
?tdyoudoab tioui
:Don'tg nod t l ab u an o r efr c. Chooit eai o t yp o p romane ose
doun ur
cuto
ions.r
io
txpec
itultesu
bui 'supervsor
dpene
iscrht
De ea s at ninwhihyoufatyo rr sween ptoyo
se at Whhap
atiito? Whatac nddyoutak ?e
iscussonDi :A
isse o ehad oesmehigcmmo hathap e stou sy umayhav . Cho s o t n o nt p nev ro efo i otme esr haty us wt o rey n rm tmet i . Mak uet o ho haty uwee
no hap ywih y uslffrain owoku oY t d d,t p t o re o f ligt r pt OUROWNsan arsands wt o u me ue nop efr o re s haty uho haty up t asrsit lac o y uslf ot o
wou o mak hes sak wieldn t et amemit et c.
http://www.iteve nwes e 44n riwa s r.n t
gai, o 'g nod t l ab u an o r efn d nt oit eai o t yp o p rormance
"Thatsa tu h q eto . Whi e eallyd r hati fhih' o g u sin leIg n r owokt so gqu t, n i Jb"Z" I o lee e othat n o ttoaaliy o etmeat o cmp tda rp rt we t u
clin wih t o gd a. T lin wascnue dc dmye t t hewrn at hece t o fsdan allesu evsr t o wos eauemysp rio isse hedata wasp rio. Ig t reb c s u evsrnitdt
riht nI k dab u i, o ka b ttr o ditre ug . Whe wasase o ttIto e e lo kan tun do t thatIhadacie t nlu e at rm an t r rjc. N e lestcd nallyic d dd a fo ohe poet e d s o
say I mb sdb t o p ttigmysp rio i ad, wase arrase oh fr u n u evsrna bpoiinan o f ligt r pt wnq aliysan ars o ksto dfrain owoku omyo u t t d d. Ito
a go dlo katwhyIhadmad hemit ean eemie hatIo o et sak dId tr n dtwasno uiga g o amigcn e to o fle nmycmp trandt sn o dn n o v ninfriso o ue,
Ihadpu dt o gd a. T esr hi i o hap e aille hewrn at omak uet sddn t p nag nI cratda n n ytm wheeI o lde i d niyd cme t ye e amigsse r cu aslyie tf ou nsb
therin . Fo he no t omad uet RIL CKifle ame rm t no u Ials esr oT PECHEanyrp rsb fr e dn he u t hece tnod rov rfe ot eoesn igt m o tot lin i re t eiy
thathe r crate n v r ea mitakeliet ai!t yweeacu . I e e mad s k hatag n"
Givemeanexampleofa timewhenyou triedtoaccomplishsomethingandfailed. Wereyoudiscouragedby this? Whatdid
youdoaboutit?
Dis u so : o 'g nod t l ab u y u f lue oeanc s in D nt oit eai o t o rair. Cho sex let i o hav ratmp t ny u cmp yo y uamp hatddn t ea ge i ac o o r o an r o r
co ag e dt nfcso e igwhaty ule n dfo helle u san he ou nrlatn o are rm tex einean wy uap lidt t uueg alsp re c dho o pe hatoftr o .
"Well, noc inIhav e d adn sfr rjcst weetoo caso est e lie o poet hat r o
aggesv , r o e-po sdwhatI o ldd lie wihi hersie o I v r rmie cu ev r t ntti fame ORE A L oy use fo hatIle n dtmer . F X MPE… S o e ,rm t are hatI
sho ldb i ncnig nytmeit c d le nc esmehigu uldi o tn e c i nomyshe u si as o t ngo swrn , NDI ho ldc eu o sd rhewokt n e st ee o g A s u arfllycnie t r hat e d ob
do eb fr cmmit u at. D e hatmak e s?n eoeI o toa d ed e o st esne"
"Sue iee ey n , e dso r e rm tmet i . Igetr. Lk v ro e Ig t icuag dfo i otmedicuag dmot nu rslv dpo le n e fro n , rso r e slywhe neo e rb mslig ro tolo g o
whent k tartor ku nmy"t o st. Iliet eo easss t ac pi od " li k orslv
prb msasso c ot c ou nmo igfr do le o nasI anœ s hatI anfcso vn owar. Ocaso allyIhav ttmslig r nmylitb t v rd rallyc in ele ie n e o s, u e ey ayI e
fou ng ttige eyhigd n oI ansarfeh wih a c ans ecso e n v rt n o es c t trs t le latev r e . H wd o lpy u tam pirtz ass"eywe k o oy uhe o re roiiet k?
http://www.inteve nwes eriwa s r.n t 45
Whatdoyoureally wanttodoinlife?
Whatdoyouseeyourselfdoingfiveyears from now? Tenyearsfrom now?
Dis u so :T sc ea tu h q eto . Ii eyo e n e . Bc s in hi anb o g u sin tsv r p ne d d e prp e , dpaciey u anwe. R lat o r s roy u c e re ard an r tc o r s r e ey u anwe t o r are
go , u als ho g r betv ny u liet t rinals b t os wa lare o jciei o r f hatheHi g Manag r anrlat oœ liehavn hescrt fk o n haty ue c e et k igt euiyo n wigt o
canpo iefr o rami, r igt arigp we t ak hervd o y u f ly o havn hee nn o rot etty eo rg larwitr k v ato st o no . Mak uey up fe u ne si ac in haty ue jy esr o
ic d hep sto o eitriwigfr mp ran p t fnlu et oiiny uar neve n o asani ot t aroyo r iey ar lanu "fv e p ."
"Well,asI nin d myc e rsv r mp ran t . Iime to e , are i eyi ot tome tswhatI am mos fcsdo nmylierg n w. I e owan t sjbtoue ni f iht o rallyd thi o
beaueIk o t ll allo od o dwokan efr otc s n wiwi wmet og o r dp rom t he bet fmyabliis an n wt ll t emep e t nt ss o ite, dIk o hatwi ak lacswihi hi
oranz in wan t r dathi o ot c epo tdg iato . I towokhar t sjbs hatI anb rmoeher dhav n t e ue t nfv e sI u k obean ea le ghytn r. Wihi iey ar wo ldliet eat
theman e n le e an rigtwar heV v l wihi eag me t v l, dwokn o dt Ple e t ntn ye s ucs nmyc e rsp t fwhatI t u o f, eauear. S cesi are i aro wan o t flie b c s
Iwan t no o d o dwok an erware o incelytoe jywhatId , og o r, db e d dfrt i . Iwan t et e s f euiyo n wigt c rvd otohav hesneo scrt fk o n hatI anpo iefr
myslf dmyf ly owan t et arigp we s ce an ami. Ials tohav hee nn o r oI an sav o t uue an ak e u si e e d t u havn oefrheftr, dt erg lar k we k n swiho t igt
worrye csie o t iane. T s d b cmiga rsetdxesv lyab u myfn cs hat ai, eo n ep ceex ctv t Ple e smylo g em g al. What anId r oeuieatheV v l i n -tr o c oheet
bet on mye nt ieto ?s p it slfi hatdrcin "
"Ev r hreo o r e sI sabs n em g alsan betv seyt e r u y ar et lih lo gtr o do jcie,
andItyt e iwt m e eyq are. Ityt e pt m raliticr orve he v r u tr r ok e he e s , andI ss he nrlato owheeI u nlyam. Mycrre t lanasest m i e int r crre t u n p
ob iulyic d sa mo etwar r halle gn ds ifigvo s nlu e v o dmoec n igan atsynwor, dt swhyIam heetd . B sd st , e l rallyg odk an hati r o ay eie hatIfe e o
abo t r t esn o . I iey ar wo ldlietu wheeIam wih myp ro al g als nfv e sI u k o be…"
Whatwasthe lastbook you read? Movie yousaw? Sportingeventyouattended?
http://www.inteve nwes eriwa s r.n t 46
l ea
eeDiscussion:J anwe heq nab heb fy uhavho . Ify umu ho ea flm, oanu al "f
k ioo o,itnconrovers
ttout
itues ofreeri
tros
sts c
tusoicec
b tu,tttor
fbtointu p,inkrjoeni Iusness,
allyimp an ome
ywo go lay gs
" flm. Me wob . Thef ho ldb lerlatdtnt ea t o
a b ky adf le ei oiur
ld. Meeeitu
ic
i trs s
dntdrer
koo sitn o
noisur
ie
or
itn ofyour
eo
b iusness or,dgoo
oo
soitc ngo
tsk
rersondoun euarea well-r dp . Tytoli whole me allydolieclle
ingk
ive
jno
tre
k de en snthewe . Ialsoe yhi
di allyg sme
iscussandthend
yene
"I lyr
itedmo lywas"TheF eP leY uMe nH av " boeopivt ts recen
etrecenitperspec v
oyejenfuheardo
deitus
ue,all i agna le
oosintheA gI heb kI d bt ttn usry u,d iitversn
.
ki asnp isng,
fealan nyceb ei liat our
ad"X" byAlanSmihe . That allygreet oavemesme
oad. Havey
bdn eeyohowthat ui dhaveho
Mi h Alb m. That kwasa rallyrlax greineeboootc
i?"t
nthisboo
tou
de
nonf hei dtok wabapan eac we sn
nvot ttu no o
to nee
iv
doe
re
r
nt
itnerve
oi its n
i tgures,
t tneressci . L gsmehigc at eb oi lv
ito
sgitesoer
es
your
J
i
oi od l. E fy ureovetetntg' ai ni
l inmycar sreieer
ieb so
oud dn epeeritingerncanbea z . I sv yo ne . Yrsourre or,iitpritenrepreneurourldshowy al s he makey anwe
tecjro so
iningkkoi dren sity
tcwih myf lyan . Doy ehiami df uli ?Iflar ."
eonchange
n:Y uwan ostto
ourtieneeer
hous
rec
Discussion
latdtob gwih yar
itues o:Thisq
kandthatyor
Discussio
woan oniiit tv es,
foddac
doo .
"Wokandb gs
itousddan gwo wo gp
fuccessu
inkr
ien
doion
r
deofb
Doyouhaveany hobbies? Whatdoyoudo inyoursparetime? Whatwouldyoulike metoknow aboutyouthatisnotonyour
resume?
Ifyouhadsixmonthsaheadwithno
obligationsandnofinancialconstraints, whatwouldyoudo?
ouracktoyocuirnrfamily. Tytob gthef sbdoandthejbathan .
http://www.inteve nwes eriwa s r.n t 47
i
"Well,It n wo ldliet p n o i t ami dhikI u k ose dsmetmewih myf lyan
fou nmakn mpo e nst u ho . I u ot etcso igi rv me t oo r me wo ldals ak he ti ole nsmen wsi e e omyc e r wan t akmet ar o e kllsrlatdt are. I tot ea
clas n"X" atheloal u iest ot c emoee etvso t c nv riys hatI anb r ffcieat myjo de e tallyb rmoe oV . I u oliet r el toban v nu epo tdt P wo ldals k otav
Euo ean p n o i rigfr o an v rheerp dse dsmetmewokn o a cmp yo e t r. I haveradi hetad azn st t yhav iee tehnq ee nt r emag ie hathe edffrn tc iu s
co crnig"Y" i he"Z" id sryov rheene n nt n ut e t r."
How toan we Ye"rs ites onssorNo"Qu
Di
yo r rat x le. F r s roa y s r oq eto k anu ge e amp s o ananwe t e-o-n u sinlie"Cyo s B otware" y umiht s r e. I ac,Iwastr n duueA Csf ? o g anwe:"Y s nf t aie
oni, datJb"Y" I v nd v lo e o e ehnq eswit ttan o e e e e p dsmen wtc iu h i
that r o tdb hed p t n." A sgv o dq ikweead pe yt e arme t lway iea g o ucex lewhe s rn e" t e-o-n u sin fy un e oamp nanweig"y s oa y s r oq eto . I o e dt
ans r o nirallywo ldb e e t s r t e, rwe "n " whe te u eb ttroanwe wih a "y s" ty toav i he"n " b sn o fheeanwesodt o yuigsmeo t s s r:
"Ye, crailyhav o x erinewih po uct k hats I et n ehadsmee p e c t rd sliet ."
"Ye, amiar t hoeaco nigpacie ng n r ans Iam f li wih t s cu tn r tcsi e eal, d
"Ye, na stato i lart hat t C mp yX Z…s Iwasi iu insmi ot . Iwasat o an Y "
iscusson
hav adab hem." ttere ou
hem he ?"t re"Ye, ehadsmee p sr ot s ehnq e. H wd o ses Ihav o x ouet hoetc iu s o oy uu
"Ye, ee p re c i lart hats Ihav x einesmi ot ."
:Turnsi ley so n u sin noa lau c n adfrmp e r oq eto sit nhigp o
oo
iitos o
iefiverqu
oiexperencer.o
Youmay beo al dort
dfrthepffe
nweh etav o
iscussonDijo , r e tog t n ariu cmp y o e dtobeb o rallywan t e "i" ata p tclar o an . Y un e
prp e ose ot stp f beto rm a p tni mp y re ardt p akt hi y eo o jcinfo oe tal e lo e. Manag r eafai hat v ru fe mp y e ll lo kt v nesar r dt o eq aliide lo e swi o omo eo
http://www.inteve nwes eriwa s r.n t 48
:Thi sn t u higt ar ny urallywan tsi o a fnt n ohe whe o e the
sa sho meaf ghi oy uwill wan
dandd diat fhi
tto
e
o
idce
dre s,
e
b ienterittrbojr
dre .uwill becmmittoatethatyo
erytort
itnerveor
b ftron eoriopach t st pf eani w, athevhi cudf hisq
oohe
mo
"Well J
mmi dt ghe . Ithikthat uwill g a f tosay as noreur
dhany ldf m a le dcm met ateme uwo se an
n
di
ds gp le. Ik wI
ter
ixperence
te
s
yo
rou
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o
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rein
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tnsr
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e
ftn ro
i
attt
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nee
itre er
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t
de
co
tnstaueIhavemoee ethanr . Ik wthathetaleno
hatmakemeo ali
i dequreixperenc
ief
r
verqu
sbec
t
teriscussedteror, atleas dafiuethi ltsb
htioisocerai hatIam i na lo m as nwint di -t atngt tnerese
oufeorogdvalueashih asy ucanb ey
yver,its,
oepb b fy onuses ene, ,
fferuarei heo has. H we manntionandvacat
ttoandIwan
TSYL
d tn ers
er
n
ts nugtor
heado . U
andaskf hehihe mb . A WA SA KFORWHA
itto
itues on.
dandIplantobed atdaneicde
fferyohiscmp . Id hej m. Iho ethat uwian owan ll opib Jo ,ttyot
ing
iitos on tou your
you
tor
ens
o
:Theq alarDi no
yer
Mo ly dtok hemar ef hepwt atmp an ungf . T alkab alar l y alkabot utuareg yn yu
e
k te ritn
si l. It
tou s
te
fso
o ee
no
iifpec
itues oisb du tn
itnervew
yo ee,tto
ion
r
de
ic
io
tor
f
mplo sb
iscussonmei l ytes av
reb i i fani . Yegnnngo un
it ts orion
re quwng at ali at ns cd ai mak ss ethat
it
e
yo
o
wesncresandsalary i as ? Ho
fsway. I
m,Ithiky uwo ldag ewih methat gcmpaniesotsrontreuon
trgourseirc
ierceve
uwi eab op lfhi hill b let ey he
le
so,oursenlow-balligy lf
'ttouitnerveiurnifipecbt'do on, es cd gthei wab
'totron,ioensfcoitues oacetheq no mp at nupf andy ucan
am a s gcan at
ethatId hiowan sj
e,didtron
bo ,tt
ttodwi eu ll he . Iwanll b dwe rese
ogrigthinther htan es
ongk te r
it
i
ur
erts nug
b ter u,
ing
ug
itn o
toronyo
On
askf hehih n mb makes ei swiud
lyme nthes lehihe mb nthemar an e-- d
broandthep ab
degionWhat attareyo re sr arxpec
momu
u
iton
ntoyo
prociitpos o
sweofferthi
dtobep arerep
fhdoyoue tixpec
henf eitac
?u
tegreoit ttge' . Y uwill r
.
oesncresandsalaryi as . Y
o
oour
ney
iu
tor
uho ldb ldys wnp
kf hemo . Yas
youf
itonroioncernn
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ion
u
texpec
igv
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etwon mb . Als
at sc gp mo
ablypas
ge,
i fftt tu o ,onre
salaryran
mphas eagize
boft tou oourseiprcrdgreeritsuppe'tap ar do yœ o ey lf hej
nyoor,YOUWANT uwo
uwill
me."
ttffo erouritn
epffer
tt
yo
wan ohav oy le
uarei heont has.
http://www.inteve nwes eriwa s r.n t 49
"Myun esan igi hata jbliet so edawsa s yi hed rt dn st o k hi n r alar nt
ran eo t g s n mb r. I o o tomak ysllyrq etg f(hehihet u e) am n t u t ean i e u ss re arigs y b t oe p c t ecmp natdf r o t kllsg dn alar, u Id x etob o e s e ailyfrhesi
x eineIbigt het le an hehar r dd dc in thatIp tnE E Yo hatjb n wt fI r dhee
andmak e mp t ncs s ig drv n e,he he
de ab dt dwokan iot atan p re c rn e o,i V RYDA . Ik hati kharntu o o wo r
i ho ldfllo . I rridab . Riht at t tprmo n r m n u
hatIt t tat am t tno am mo o cre e n n eb i ." at t tpos an o sp s o
Why s dwehieYOU? What uanyoof statru me ee ecan
ea ral i ac o ot avn san e e u s t nto to ss u o wn ually ' o wo e o that g
wI slycnen dwih d mo sr igt heb s
c
silec dd efrhi oiin
lsonr
soh lou
hod ?tno
Di
mp tnisrq ie osce dathejb b t os wt o
so he jbe ir dmak he o o d e ey u p t
mi ot s fhepop ciee lo e.
"Bo , hikIhav e ntatdt et oue r isb It n ed mo sr e hatIhav hefcsdwokhabt, prb m slvn ite, dp o lesi hatiwi ak od rato le o igabliis an e p kllst t ll t et oge
wor o y uan uce fIji o re wo ldals aythatIkfr o dsce di ony u tam. I u os
iscusson
do i indff hr ho hei i . Yt st t totytt t tan e ee o g u neve ov r rn way u r w uwan r o di . S eall t iff i lf ho hat uhav heB hav al tat wtee o re o e rrn ey us y o
C dt als ho hatto ee ce e ur uce o u y u,i i i 'fdff db hanohe dd . Dt t t at ttt t tareu u ee an e e r an s o renq e rn r c e n og o, ,
akt heHiigMan ' d d andshid sœ what ototsp e e e o oe rn ag r nn e y ucmakehi m lo kg . R latetr ro ase an o o r as
i f lv lo le hatsi i i b mstex e ne ucs ns n rvo se e po ep re cso sce o gpe u mp y r r ari lar hot t ts eo rse v mp y r
dff dho heb dd ef hi iiam unq e rn eu s c r o n,iu , iee tan p fllyt et an iat o t sp sto
basdo xe sv x einei dn uiesc n ee nmye tniee p re c nhan ligb sn s halle g s ex t k hoet o ac v rd . It n nq eanaclyliet s haty uf ee ey ay hikmyu iu d
vare x eine t o ane "X", an iee tatsmeide p re cswih cmp is "Y", d"Z" dffrni efrm ohe c dd e hatmihthav kll-st i lart n . Imo t r an iatst g ea si e smi omie '
co fd n i t igt . Iam a d dc e dlo al har re annie tnsatn hat e iatdan y dwok r d I' owhatit e omak o r rjcsa scesi v r ."ll d tak st ey u poet ucs ne eyway
si heanwe y us u c erp n:Thi st s r o ho ldbasiallyb e eatigover
tnseiosn
iscusson
Cl gStatme
Di
andd fn i famefr asr le"n x se s nc sn , oeiea tmer o me uab e t tp." I loig y u sho ldsmmarz ye haszn o r u fc in he p ou u ieb mp iigy u q aliiato sast yap lyt
thejb u sin rm t rn ag rhat ho ldtig r o ro . Q eto sfo heHiigMan e t s u rg e y ucloigsatme tnlu esn t e n ic d :
http://www.iteve nwes e 50n riwa s r.n t
:Atthee do o rneve o e dt loet alen fy u itriwy un e o"c s hes "
"Doyo ean t n oad ?I heean t n o ‘ k oad rs?uhav yhigt d st r yhigy udliet desHav se o t n haty udliet d st r yhigewemisdsmehigt o ' k oad ?I heean t n
els?Doy uhav yc sn o ns"e o ean loigcmme t?
Thec sn t e nsy umak ho ldn t eq eto s heyloigsatme t o es u o b u sin. Tsho ldb im satme t ewih g o y o t t danu efr t e nsmad t o de ecnac an
affimatv o . Y us u efv to gsatme t o crigr ien d o ho ldmak iesrn t e nscnennyo r u fc in. C u the ffo o rig r o e hass tsu q aliiato s o n t m o ny u fn esfr mp i. Ii
of t s i ot c haty upaciey u c sn t e n anumotmp ranet o r tc o r loigsatme t d haveid wn o 'b r dt etr et o thejbœ b tt o !D nt eafai orieat haty uwan t o u
makesr o n iat heb n ft ot rn ag rntr fuey uidc et e eist hehiigman e i emsoyo r it ofll hi r r d e e d.u abliyt i so he hid nn e s
"Hav fan o b i o r n hatI u ea ge ad iineIlet yd u tny u midt wo ldmak rat dto
toyourteam?"
"Marg e, rallyap rcat o akn hetmet p akwih meartI e pei ey ut igt i ose t ,
abo thep sto f r "Y" C mp y o osu t oiino "X" heeat o an . Whaty uhadt ay abo t rjc "Z" mak sisu de e r xiig am e te lyu poet e t o n v nmoee ctn !I xrme
intrse nt oiinan e l t acgo n n"A" aneetdi hep sto dfe hatmyb k ru di dmy niey ar x einei e emea srn an iat. In e se p re c n"Y" rallymak to gc dd e
wou k ofllo pwih y un x we kt e r o ei heldliet o wu t o e t e osewheey uar nthirigpoes iey ua rn ?I o e dan t n rm mein rcs. CanIgv o ig fy un e yhigfo n
theme i k r amp s rfrne, t. œ t nbantmeœ liewoks le,eee cs ec he yall mean iemea c r ho t mai aslyI u k ossgv all o s o meane l. L t wo ldliet ay
thatI e thejb an p o ll o e it . T ky urallywan t o , dIho ey uwi ffrtome han ofo y u tmetd !Ilo kfr dt arn rm y ub d edr o ri o ay o owar ohe igfo o yWe n say
ofnextweek."
"No t esr eb t le o u fc in, o ew,ob uewear oh c ar nmyq aliiato s whaty ug t
wih mei d t le s o si , e ir o ee ce, dt s(eaidlit f klls B havoal C mp tnis anbe eiso wokn t o ) Aet s ido u fc in o en ft f rigwih y u … r heekn fq aliiato sy uar
loo igfr rat rallyd thejb an wo ldlietohearkn o?G e !I e owan t o , dI u kfrm y ub e t d ed eauey u d cso ll havo o yn x We n sayb c s o r eiinwi ean
impac o eiin et ecnenn t r p otntet nd cso sIhav omak o crigohe o p ru iisI am cu nlyp run . CanIgv o all e lyn x we kt erre t usig iey ua c ar e t e ose
wher o ewih t rn rcs?What et e t tpey uar t hehiigpoes ar hen x se swe shouldtake?"
"Bo , e m t ei re n t et u fc in, kllsb wese ob nage me thatIhav heq aliiato s si ,
ande p re c t ll t et uce r?G e !I o etx eineiwi ak osce dhee rat fy umak he deiint r , u t erasn let x et omal o ecso ohieme wo ldib e o ab oe p c a fr ffr
letterbyThursdayofnextweek?"
http://www.inteve nwes eriwa s r.n t 51
"Basdo kllsan x eine an epee tdheee nmysi de p re c, dwhatIhav rsne rto ay y uwo ldage hatI u ea ge addiiont o red , o u ret wo ldb rat t oy u tam,
wou nt o ?F t tc rallyd thejb c t t arlyld 'y u anasi. I e owan t o . I ansaraseastwoweeksfrom today. Doesthatworkforyou?"
"Ji I u k oas o ohieme et "Y", d"Z"m, wo ldliet ky ut r . Ihav he"X", an
skllst t ll t et ey u d p t n a sces an ei hatiwi ak omak o r e arme t ucs, dIhavthescesu r krcr ob kt su . I e tocmeanucsfl tac eodt ac hi p rallywan t o d
wor o y u nwi o emakn eiin "kfr o . Whe ll y ub iga d cso ?
"Marg e, rallyt n hi oiinwi tliemysrn et kllsartI e hikt sp sto ll uiz to g s si , suh as "Y", d"Z". Ik o ll b halle g dhee an wanc "X", an n wIwi ec n e r, dI t
tob tetc dab v db y n u n ablitis fIam hieesr he o ean e o dmycrre t i e. I rd on I o fd n t o dt sd p t n wi e eii ems, am cnie thaty uan hi e arme t ll b n ftntr
ofmyabliyt lpt o epo le "A", an wo ldlieit ohe oslv rb ms "B", d"C". I u k
toas o ohieme am av lab osari hrewe k rmky ut r . I ai let t tnt e e sfoto ay aveIlefan o b i o r ndthatI u ea ged . H t yd u tny u mi wo ldmak rat
addto oy u tam?"iint o re
b It n hatI o b d sn t r dt ed s s"Bo , hikt am sme o ywhoi o afai omak eciion, bu Iam als e lay r oraliet "X" an ek ytt oa tam p e. Ials e z hat d"Y" ar e o
scmp ssces hi v hardwih y utd o ratthi o any' ucs. It nkI'es e t o o aysmegere o swhyIam t et osb an iat o y ut rn ntasn heb s p silec dd efr o obigo o
yo re e m t ei re n t kllsan x eineu tam. Wese ob nage me thatmysi de p re carea ge fto t sp sto , dId thejb an c t tratifrhi oiin an owan t o , dI ansar
ne t e . I u k orsetu ky uœ what eo r e tx we k wo ldliet ep cfllyas o ar u n xstp nmo igtwar ffr ttr"e si vn o dano e le e?
"Ji It n ei re n t et d t le s o sim, hikwear nage me thatIhav he(eaidlit f klls
andB havoal C mp tnis hatiwi ak orallye cl athie ir o ee ce)t t ll t et e xe t s
poiinan ea sg iian i ac o ot avn san nrasdsto dmak infc tmp t ncs s ig dice ere e u s ls, asdo o ai o t n wt o llv n e. A o b e nwhaty us dab u "X",Ik o haty uwi
re e eifo igmeo o di emso it oslvallyb n ftrm havn nb ar ntr fmyabliyt o e prb msan ey u jbeasir yd ing"Y". I e owan to le dmak o ro e b o rallyd to
co dwokfr o . What eo r e t tp ng ttigmesaremean r o y u ar u n x se si e n t td here?"
"Basdo o os o t "Y", d"Z",I e hikIe nwhaty uhadt ayab u "X", an rallyt n
canhe dest halle g so t sd p t n. A ho g amlpad rs hec n e fhi e arme t lt u h Isuet t r et n st ar heear nan o hikr hatheear hig ole nœ ast r ei yjbœ It n
yo ll fndIam v r uckleare. Ials hiky uweerg nuwi i eyq i n r ot n o r ihtwheyo ai x einewih "A" an u ev r alu leheeus dmye p re c t d"B" wo ldb eyv ab r,
http://www.inteve nwes eriwa s r.n t 52
andI u k oas o ohieme ar u n x se siwo ldliet ky ut r . What eo r e t tp n
movn o da fr ffr"igtwar omal o e?
Qu stou etou rthehincovesites on dend
softheI wer.itnervednee
Di
ltr, o ll ftnwih t o an , o ll g t n tey n , o ll n t ho ydsu tv e ir r t c
o le , dt o ll g n r ee yt e t esnat
mp tlyc ab fd igwhatit e ob ucsfl athe sto o eb igitriwe o. R me e t t t rn
iscusson
ai ll havlo hei i . E h i i wi ehit otst t tr o r s r neve r ac neve r soy u anwe r we r we r
he wnhid sd i hed d d i ll. F lentr nn e p n go r o o e amp esno e e e e n r r x a p ro,inHRwill wan i dt hecob hat d dtt att tecn c o n esan roo vne y uu r op r e
uwi ii hec uwi alo gwihtcu ue y mp y y euwi i ieb hav al o hial ev ro e y o s wan rp o e
b hat uwi allyb od al wih. Appr ms an y e e as roheV l wi ok hat ob ohiPle ll wan it t tt wt gt tv o y uar on se n o eg eanase s
drf nhi heHiigManhe d le ll o he. Ttt tor r e arme c we r r ep n an e m o rn ag r will wan ob dt ll b d lean hathat uwi ed ab dttt sr o e e y uareeasue y p n o
le leo akt st tco e ap on escesuii df mb hathatheHiipo ny uar en neve r e r g
Man larwi ohi hat1)t yli di i ll wan he kt tt etag rnp c esme n e ane ar u r o o ,eliab ll mak he d3)wi m lo ketar ro ase o, ,
d ll als i d d. E h i i wi ohav he fhidett tgo ac neve r o e o e eo r we r wns nn e s. U hefllo i lyo dwi ni hei i hidntet t t wts n u s ne neve ou cv r eo gq e o ar r no e n
d anf akt ho dst ot :nee ssoyouc rameyouranswer ospe senee s
"What ldb hemo abliyf eii i ohavt ntet t t two mp ran r esu s o o a p ro n
k le 2)wi et ijbe iran ll mak he
"Whatcu heie an iat ot ey u jbe ir"o ldt d al c dd ed omak o ro ase?
ore t uce nt sp sto ?d rosce di hi oiin "
"Whatar hemotmp ran s rtr o o t sd p t nt?et s i ot t hotem g alsfrhi e armeWhatar hemotmp ran lo gtr o ?et s i ot t n em g als"
"Whatar o romal g alsasa man e?Whatkn f halle g sey u fr o ag r ido c n e
arey uf igi eigt s o ?o acn nme tn heeg als"
"Ho sy u scesan hesceso o r e arme t asrd"wi o r ucs dt ucs fy u d p t n me ue ?
"Whatdo sy u b s x et fy uan o re ntr fe o r ose p c o o dy u tam i emso
performance?Whatreallymakesyourbosshappy?
"Whatqu te ey ulo kn o i herg esnfrhialiisar o o igfrnt ihtp ro o t s poiin "sto ?
:Thru ho t o rntevie y uar on owano g u y u i r w, o eg igt tto
http://www.inteve nwes eriwa s r.n t 53
"Whatkido u te dsi u tak orallysce dann fq aliisan kllswo ldit et e uce d makea dffrneathi oiin "iee c t sp sto ?
"Whatwo ldb hetppirt fhep ro cpst sjb"u et o roiyo t esnwhoace t hi o ?
"Canyo eciea tpc ayfr o o ei hi oiin "ud srb y ial d o sme n nt sp sto ?
"Whatar hed -t-d x et in drso sbliiso t sjbet ay o aye p cato san ep niite fhi o ?
Whatwouldmakethatpersona superstar?"
"Whatkid f halle g sar o u nlyf igi o r e arme tn so c n e ey ucrre t acn ny u d p t n? Ho o g oiind e hi u y ui?What u o et swtu h a p sto o st sp t o n wo ldslv hi
problem foryou?"
"Ho ll myle es pan ag me tep niite dwwi ad rhi dman e n rso sbliisan
performancebemeasured?Bywhom?Howoften?"
"Whati o r ig s c n ecmigu nt e t iht e s"sy u bg et halle g o n pi hen x eg we k?
"Whatiscu nlyt rats o p ru iyfr o dy urre t hege et p otnt o y uan o r de arme t hebg ethrat"p t n?T ig s t e ?
"Whatar heq aliisan kllso t e p eb e set u te dsi fhep o lewhohav e nmot
sucsfl athi o an ?cesu t scmp y"
"Whydo st so et n ans c oy u "e hi n higme omuh t o ?
"Ho i o v t ?wddy uarrieathat"
"Howdoesthatsound?"
"Ify ucu iemey u p rp cieo hat…"o o ldgv o r esetv nt
"Wouldyouelaborateonthat?"
"Ho o s ii hepcue"wd e "X" ftnt itr?
"Giemeane amp f "v x leo …
"WhatelseshouldIknowabout…"
"Whatelsewouldhelpmeunderstand… "
http://www.inteve nwes eriwa s r.n t 54
"Talkt o t o r x einewih n wc n e o t someab u y u e p re c t e halle g sfrhi
department…"
"Howdoyouhandle"X"?
"Whatbohesy umot o t o ecrre t rigo ?t r o s ab u whaty uar u nlywokn n "
"Isney ur rsr e y"X" … What u eie ir"e s o 'efutatdb wo ldmak t ase?
"Ho o s et o r ru dy u abliyt ey uwd e "Y" affc y u go pan o r it omak o r
numbers?"
"Canyo e wt kllsan x erineIbingt het lecuuseho hesi de p e c r ot ab o ld be eiy uan o r e arme t he o ld cu nthe ?Whatn ft o dy u d p t n?T ycu , o ld 't y
wou et n higI o ldd r hat u e eiy utldb heo et n cu oheet wo ldb n ft o he most?"
"DoIhaveirg ?tiht"
"Am Ig ttigt itr?"e n hepcue
"Ist t"hati?
"Ify uweet oahe t nwo ldy u"Y"?H wmano r og adwih "X",whe u o o y wouldyou"Z"?
"What' o r e to ?sy u racin "
"Whyexactlydoyouask?"
"Tell memoreabout. . ."
"Pleasetell meexactlywhatyoumean."
"Whatmake hi re t"st sug n?
"Whyisthi mp ran rg n w?si ot tiht o "
"IfI o ldd ut n higo e t e thremo t o thecu ojs o et n v rhen x t e nhsfrmaxi m b n ftoy uan o r e arme twhat u t e"mu e eit o dy u d p t n, wo ldib ?
http://www.inteve nwes eriwa s r.n t 55
BONUSSECTIONS
HOW TO TELLIFSOMEONEIS LYINGTO YOU
Int uieswoldt r suu o ido ee to on nheb sn s r heei sallysmekn fd cping igo . WhileyoushouldalwaysbeanHONESTandETHICALperson,youare
bo n oe cu tr lins cwok r, de e rn ag ru dt no ne ce t, o res an v nHiigMan eswho liethru h t iteh. D ntog thatp o lewhof o t earo g here t o 'fre t e p lat u li e
bo n oe e tallyf lat nt if ean rakt iteh!u dt v nu all f o herac dbe here tRe arles y un e ob let nffo theli sb fr arg d s, o e dt eab osi u t ar eoek ma
cathe pwih t m. H r' wt oi.c su t he eesho od t
Watc o b d g ag !Ali wi st et ee ecnac.h fr o ylan u e ar ll heiat omak y o t tThe ‘ oe eyhigt odi. T iar dhan v me t llyll d v rt n oav i t her m an dmo e nswi
se m si dmehanc her o ywi e m t ak plessace tffan c ial. T ib d ll se ot eu s p e
asifc sn naru dt m. T ar cath b hidhi aroloigi o n he heli maysr c e n se , r pu a han e hi uh. Hei ou lie otuh ano e dt dn ar smo t sals nk lyt o c p nhan
tohi het hrg an p aroac c u arslie osc s. Hemays u , dap e t t asal. Ali i k lytus mo o s c m t euey u cnen,at rhanad rsigehu r r aras od fs o r o crs r he t desn
yo eiulyusro s .
Histi n eo ewe ng sue r rs howmigmayb ffb t e etrso wod. Hemaysun atr aue ewe nsatme t df i x rsin. Hi adn ual p ssb t e t e nsan acal e peso s she
might v chaniallyo t f y cwih t mphasi fhi rsmo eme c u o sn t hee so swod. Hi etrsar k lyn tomath hi eb sag . Hi i n fsg sue elie o t c sv ral mes e stmigo
emoin etrsmayse ijitd x rsin uh asto al g sue e m dsone . E peso sschappn s r upiemayb n ho o n hemo t ntadofieso srrs eo lys wnaru dt uh,ise
thewho ac. Wath fr m trighi o yawayfo o . Lolef e c o hi unn sb d rm y u o k ou fr x g r e e pbe hs au ileihalato s o dffiu yto e ag eatdd e rat , db n in, r i clt
swallo n . T arsu lie osan all o o ttec sar . Hewig heli i nk lyt t dt r usrth hi ms
mayshit sb d o dt e et xt lac bet nfhi o ytwar hen ars e i. Hemayp eo jcsifrn o m -- liea sap ro a g so watro t fhi k t le, r las f e.
Ifa p ro tn walls-- gvn hei rsint smidi eesnso e iigt mpeso hathi n smad
up-- ii fe e toli t o r it oc n ehitsotnanattmp t miy u abliyt halle g s poiin f o o es ssr g hatheabo tlywo ‘sto . Isme n ay taihtawayt slue nt
bu g ,t rb lyme st NB WA E en e std e ipo ab an hatHECA ES Y D. H e d o obet o lee eauehek o ‘ av ni o rsuehijc cmp tlyb c s n wshell c ei fy upesr m.
Thecnie t esnwi s r alane hr e k ‘ o ,o fd n p ro ll uemoeb cdp asslie"Im srrythi sb iallyt et c osi asc heb s I and ."
http://www.inteve nwes eriwa s r.n t 56
Apesnwhoi igwi e esn z sanwe an sro slyn ll d p ro aliehi s r duean
absr t sr c k o n wIm ag nthat ot fhig hatstac asuanelie"Y uk o ‘ ais t sro t n . T 'mor o g he ll i lyananwe, u wi o sat tallywrn ." T ywi mp s rb t ll n t t ei
diet . Ali mayals e pad igmoean r nomato nircly ar ok e dn r dmoeifr inu tl he‘ RT I hathehassldy uo ssoy ult e p esCE ANt o o nhi tr. G iyp o lear
uno ot lewih sle c dwi i nt ap nt ys u ntcmfrab t inean ll fll i heg swhe he ho ld 'needto.
Re mb rhati RUT ULsatme t as "y so n " i o weme e t nT HF t e nsa f t e r o sfllo d
QUICK Yb r eaide p ato . Alyn esnmayp sL ya moed t le x lan in igp ro aue beauehen e stmet hiku x lan in t yc s e d i ot n pane p ato . Hemaysall b
askn o orp atheq eto r yanweigy u q eto tigy ut e e t u sino b s rn o r u sinwih a qu sineto .
Lo ko to racin hat eo t fpo oto ot u sino u fr e to st ar u o rp rint heq eto . Why
wou rt u esnd n o t n xesv ly ar e elda tuhfl p ro e ysmehige csie ?Ali mayrp at
ponshehasalrad e oheiat ouewod hatit e ymad . Hemayals st et s rstimplyiv lv me t r wn rhi k no ' amo srfrnetn o e n o o es p-- lieClitnsf u eee c o
"that manMo ia Lwisi" wo nc e nk.
Ali ' e tne eg b do mu d dr he t mp ie ,arssne csmayb arle r d le at rhane haszdor ssatme t o n k u sin n iatn hatheshi t e nsmaysu dlieq eto s-- idc igt ‘
se kn e sr c. Dohi y so he fathee do a sne ce igrasuane se e r adlit t n f e tne likehei kn u sin igsasiga q eto ?Hemaybelyn .
Pe p emoepo et igmayb heo e ealwayo lewhoar r rn olyn et n swhoar s
te n o wds n s ohesar, r wcrru thewoldi. H elligy uho iho et t r e o ho o p t r s avyo oie hat up c p ro fe k o o ee emeun tcdt a sset esnotnassy u"y ub liv ,
do 'y u " … Mot e p e hetuh d nt e dt kp o lent o ? s p o lewhotll t rt o 'n e oas e pthatkn fq eto . I hep ro slyitrse nyouido u sin st esnmot neetdi
un esan ighi o i r neetdi wheap e st o ?d rt dn m, rshemoeitrse nho p ar oy u
Ali wi sallyanwesy u q estonswin lyb the k o ear ll uu s r o r u i llig u t nassn n
ofhi wnq eto so hes o i. Whe o fo tdwih aso u sin nt ametpc ncnrne tprbngqu stin tuhfl p o lewi sallyanwe q ik dt no i e o ,rt u e p ll uu s r uclyan he
wi o ne ho et t hes y eo u sinb ki o rac.ll cu tr n slywih t ametp fq eto ac ny u f e
Ifyouchangethesubject,doesthepersonappeartobemorerelaxed orna b ttr o ?In cn p o leuu tut r icsinii e e mo d n oe t e p sallywan frhe dsuso f
yo kt m a q eto hatap e st u sint ituhfln s.uas he u sint p ar oq eto herrt u esIn oe t e p sallyb cmeidg an an g rdwhe csdn cn p o leuu eo n in t dan ee nacue
falsly o st esnstheewih a b ke peso ?Hemaybee . D e hep ro it r t lan x rsinmor o cre t srso s dho t ll cmeacostecnen dwih hi ep nean wiwi o rs han
thev dt fheacuato tse .aliiyo t cs ini lf
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Ali mayuep asssc ob efclyho et" an otellar s hr e uh as"t ep ret n s, d"tyo hetuh, an u et o ? t eanut rt " d"whywo ldIli oy u " … Hemaysat
ans roy u q eto efcly asi iigpeied t l twe t o r u sinp ret , fhewasgvn rcs eai o anev n t ocrre hremo t o oas u fige that cu dt e nhsag . Hemayals kq aliyn
qu sin k r i o arhat" o "C u o emoeeto slie"Wheeddy uhe t ? r o ldy ub rsp cfc" o hemayrp at o r u sin ac oy ui e teii? r e e y u q eto sb kt o nanattmp
atsu dn nrd lo s o e amp , dI e o arwito n igice u u. F r x le "Di sll y ua c h a fau ytanmiso ?I hatwhaty ur kn ?lt r s sin st o ‘easigme"
Ali maype u f ssatme t ysarigwih smehiglie"Iar r-q aliyhi t e n b t tn t o t n k
do ‘wan y ut hikt … let smayb x tnt t o ot n hat " -- whi hi ee aclywhathe want o ot n . Whe e e sme n e on o tlligyousy ut hik n v r o o emak sa p it fe n
whatt yr o d ig y uc esr hathati X CT YWHAhe ‘en t on , o anb uet t sE A L T THE REDOI uh as "Im n trigt u siny u jd me tYA NG. S c , ' o tyn oq eto o ru g n,
but…"
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3FREESOFTWAREPROGRAMS YOUCAN USE
TO MANAGEYOUR JOB SEARCH EFFORTS,MAKE
MONEY WHILEYOULOOKFOR A JOB,AND CUT
YOUR INTERVIEW PRACTICEAND
PREPARATION TIMEIN HALF.
"Palm Desktop" http://www.palmone.com/us/support/downloads/
Palm D stpi OT LYF Eap liato haty umayb amiareko sa T A L RE pc int o ef li
wih. Y uc s t o ru o e ch manag me to lt o anueiasa p wefl jbsar e n towhet r o ea P it r o. B o o ho ldk o hathe y uhav alm Plo o n t yn wy us u n wt
app igfro san on nitriwsi u esg " œ anlyn o jb dg igo neve sa "n mb r ame d yo ll wan t e pc eu oe nt yjb o eap liduwi tok e arfl n tso heman o sy uhav pe
fo an heitriwsy uhav o e ostt p(v ni o er dt neve o ed n . T e iu e e fy uaralre yrn igP eko )d hefllo n :ad u nn alm D stp ot o wig
1)Createa newuser.
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prospects. 4)Int oe" fe o e h pop c mak uey ue trthehe"n ts ildfr ac rset esr o ne
dat f ac o t t t hecmp y an iedownwhateo e h cnac wih t o an , dwrtyo icse . P t nt x t o e le e y usn t m,udsusd asei hee ac cv r ttr o e the
andals asei hejbd srpini o eiav lab .op t nt o ecito fy uhav t ai le
Yo anuet sto oman ecnac wih pop ciee lo esuc s hi o l t ag o t t t rsetv mp y rthru ho t o r are. K e din oi. Y umayb uprie hato g u y u c e r e pad gt t o esr sdt
ne r iee t oiin eo e e pwhe o ob kt o gwo dffrn p sto shav p n du ny ug ac hru h and"d a-mie o r ldjble s o ll fn hat sn almat n " y u o o ad. Y uwi idt uigP
Deko oman ey u jbsarh e ot sf t de yœ an tsstpt ag o ro e c ffrsi as an as di'free.
"eBay TurboLister"
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eB ub itrsfe t d n pc int nt t unayT roLse i resan alo eap liato hatisanlytrs yo noa mec t s tod sg ds ey u e ayad, duit rhan. U eit einan av o r B s an
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the t n liky uc e s ie . S etmean n yandnwih o ecc o anr-littms av i dmo e
ge eat no ley uar o igfr o yuigT roLsen r eicmewhi o elo kn o a jbb sn ub itr tosell oneBay.
"CueCard1.4"
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Us u C d1.4 t rat ital f h c d opaciey u ItriweC e ar oce evru las arst r tc o r neve
Anwes!Yo ance eanu li tedn mb r ff h c d osu ys r uc rat nmi u e o las arst tdfrm an he et o re . T ssfwar shihlyrcmme d d uno dt nts y uslf hi ot ei g eo n e . R
thef h c dts i an o re an he r tc o r s r ulas ar etnr d m od r dt npaciey u anweso t lou t rro. R me e t t e oitriwigi odwih a mi r e mb rhathek yt neve n st
prp ey uslfs ak hetmet rat las ars an hene ar o re , ot et i oce ef hc d, dtPRA I , RA I , RA I v ni o ea sasn dCTCE P CTCE P CTCEœ e e fy uar e o e
ex ctv !euie
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7MENTALEXERCISES TO SHARPEN YOUR
PERSUASIVEMIND,CALM YOUR NERVES,AND
FOCUS POWER
SolarPlexusExercisetoFocusPower
Sib k rlax an ak nane y d e rat e as o rt ac,e , dt ei as, e pbe h. R le ey u
musle. A wy uslfob u u p re yt haio f o. Tyc s llo o re t efllysp otdb hec r rlo r rno t x e dan ffrwih an slei o r o y ak ntoe p n ye ot t ymuc ny u b d . T ei
anothergentle,deepbreath andreleaseasyouexhale. Nowturnyour atte to oy u slarp x s hi st e fy u b d ut elownint o r o le u. T si heara o o r o yjs b
yo r rasb n , ewe ny u c s an d me . Pcuea vban,u be to e b t e o r het dab o n itr ir tglo n u ny u slarp x s e l iswar h an n ry ou nwigsni o r o le u. Fe t mt de eg . F cso
thi u o a mo n an c wis n san e fy uc e lssnfr me t dwath ho t hie dsei o anfeits nn . Y umayn v r ep dattnint hi e fy u b dhiig o e e hav ai e to ot sara o o r o y
beoe hi u e rsnsy u in r te gh,y u itiin anfr. T ssnrpee t o rn e srn t o rnuto , dall yo rn e rsucs magn hi u nieo o lo n du in r eo re. I iet ssnisd fy ug wigan
ex an igan unn t mt e py u b d e ep dn db rigwih war h. K e o r o yasrlax das yo anan ou ny u g wigslarp x sfr le t n tsuc dfcso o r lo n o le u o at as 2 miue.
Tr od hi n e an to g r ac i o ot s heHiigyt ot slo g r dsrn e e h tmey ud hi. T rnManag r ll fe o r o fd nei o re an heg wigwar he wi e l y u cnie c ny uslf dt lo n mt
ofyoursun!
BreathingExerciseforStress-FreeandConfidentInterviewing
On fhemot ffcieway orlaxb fr neve st areo t s e etv st e eoeanitriwi ole n
tobreatheproperly. Ifyoubreatheproperly,youbreathefrom your di hr m -- t hi slet sp atst n dab o nap ag het nmuc hat e ar e helu gan d mial
cavte. A o eihalig I GI HA OUA ILNGUPiis sy uar n n ,MA NET TY REFLITHRE E A T E I OURL . Frtcne tat nES P RA ES CTONSOFY UNGS is, o cnr eo
yo r d me , igie p dwih ai, dn x fll t d leu ab o n makn t x an t ran e ti hemidpoto fy u lu g ye p dn o r het avt dr sn o rrino o r n sb x an igy u c s c iyan aiigy u
ri ag dc s. Fn , wt p e p rint eflle dyoubc ean het ially allo heu p r oto ob i danwi oiet p e p t fy u c s e p dan o r HOUL RSll n tc heu p r aro o r het x an dy u S DE
RIS LGHT Y o o r rat o sv r eo d eoeb gnnigES I L . H ldy u be h fr e eal scn sb fr e i ntoe hale e i oe haleb u n heab o ni whih p llstx . B gnt x yp lligt d me n( c u he
di hr m u )an o ho ldn tc o r ho ld r du p r hetap ag p, dy us u oiey u s u esan p e c s
drpast r e ist av o r n s esr hee halato so heaib gn ole ey u lu g. Mak uet x inico lee frigall t r u an ttigg fall muclartninmp t,ocn heaio t dle n oo su e so
te sonsi o r o yasy ud hi. Saysinlyt o re leni ny u b d o ot s le t oy uslfwhiex n :"A rat u Ile g fall t e so nmyb d ." Youhalig sIbe heo t t oo hetnini o y
cand hi y r v nwihi ru fp o le oo ewiot san whee-- e e t na go po e p . N n ll noiet o erlaxn dpe arn oac heitriwtc haty uar e igan rp igt et neve .
http://www.inteve nwes eriwa s r.n t 61
How tou eP eSefliitos vs atea Wi gAtti
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mttog do at etho ht un dtoc ac hetounerees yo,ugivfnegite rtdorerwih p etho ht
usaytoy lf"I an
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dinsk itu eepntt ttse ouwhatI odowiho ginmyway."itge
coungeeeanybadf li sthat ld
http://www.inteve nwes eriwa s r.n t 62
Se
Arm anda Leg
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Tob fl i i fy lf ll-dt hikot otucs r we y un e n usea scesu neve r o e o re asa wed dandwell-p he . D lf df dt-t tresse u oge rperson oyourse an avoran
hed let da halfho sf lf S d hr ht at ayt otsc u woan ur oryourse nex ur og ouglo dABSOLUTELYTHROW OUTANYTHINGTHATYOUHAVEtyourc se an
NOTWORNINT A TY A NDAHA F ni nlov o r ve wih t whe i dmay i ea lihat hi b ll hav ttle t t tt ts r o o ey usny ug an o,
aff i UTDONOTHE IA E ii akinf B ST T !P na b dt eit tt tte o o u aganc r ,d oS dmak b . Yalv inA -d d iled iat t atwnt ea to o r ax e u o o umyan c n n o r
i ei l, dy -i e( hikolli lf what fgt utmag e n o u o e osa s o an o r wns mag y n
lf MOS lli ak ielo kgty us sy u mp ran s o x slohe dWHENINDOUBT THROW ITOUT. Thesat tyourc san amegoes,
f mf ab ai hat har ub ht to c r o s e r ny uhe b eb he olo . Wheuhav i m ft t tgto e arn o gn w om, u y e nwe ro n o ny u
ed MME A E Yg oa d eliar n ugn o so n c nso e R Marhall' JMA Xwhe uwi eab ofT X ll b let idd alsoos r ey n e ns s s o r o,,
b dn lohe. B yFOURNEW BLACKTOPS. B yBLACKttran amec s u u ops ly hi ho ldr ly$ he woWOOLt. T 85. T nb ytny uo u o sr ron ss u u o n rueso
i nGRA he d kclo. H lok si Yo he ai dat dt et m ttr o e o rs r an r ar o r av r y u ry le hathele h c f le. Theot t t mst t t otc aners ng onor ocurren sy s ng oa
i heB S L CKL A HE HOE OUCAho db E TB A E T RS SY Nt ytn es esoean uc rPOS IL FORD. T ea lo kat h. DSB YA F ak i siwat t aytty u wrs eo o r c o s o
den
HEL S E RA L. E e fy uweei
ht ou
o re )i o r Ti ot t e n o l. T eane hautv o
rhat o ot lep r f ho st wees pwhe o o g
o ep rigI DIT L od wnt icu t hai tr k
pe p haty u tme( dt itme sv ab ?B yt eto let o ri an heri )i alu le u heb s all-st n s-se l wath y uc od e a haict r no eo o railes te c o anaffr. G t ru. Tyo n fy u
ne uft nS n ayng eoet rwe k o ki hemi rwo tiso u d ihtb fr hewok e . Lo nt rro
ay "Ilo ks p ' rands , o har. Idhieme!"
http://www.inteve nwes eriwa s r.n t 63
l
Se -De nE Wr eyo rownb ro swillht eru
hands.
itf
lef ei i di he hikab hepsflle nwih what . Ttt t t tp o ss r u y u eag r ayo n o o agher sflle nwih what hikab lfihti i di . Snt t t tg y us r u y us oo o ayo n o o re me
lele f i du dt nwalkar danhele flle he dt tt to p eg u rpe p ag e pan o n gyan
fl atwhat he dt ihe hikab m. Y ofll ut t tt tsn r ayo n o o e pree u o ss r u un eher ewi hep i hi hatiht h t i hikab lft t t ut tet stg ag s v g y n o o rep o n o u y us .
allyt f ewi eflle iiE hele ll b ob i du hot t ptt t t te p esar s o ev nu ag ep s vhikab lf he iihi ikut ut t t tn sy u y us aso spc po o gy uog n o o re r ny uwr n o r,
d f dt i lfii lf ak -i eit townsoy nn o re gy u s mag noy u or e gy us an n o r e o r wn ,,
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k i i iiim. Moei dtli lyt tt t at tno src en g ec o o eaneu cn u v e v r cs r mp r y un e o,d i lf he hat f wni ef df . I it ete ey u o mag o y us an o o s magnn o r r o re r r,
d lan k-- ouwalkar dwih t fa b kbtev r o o n woo e ag so o eey ayy u p np e o nf dt ihthele heohe her . A hed sb he nt t nt st ttpag r ayg e yeo an o g o, ,
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tot oiiet n st c eattiue ot rd c c dY .hep stv hig hat anb rb tdt hepo ut alle OUAsanitriwe, n fy u srn et eb o lsi an yneve ro eo o r to g s v ral to s"Oh, db
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"cloet ale leii mp ran t n wwhe oso e ns hes ." Whi tsi ot tok o nt tpsllig yo re , st n n r e o ohieme e e o e anuslfalway hik"o emoerasnt r ." R p at v r d
ov roy uslf"o emoerasnt r , n r e o ohiee t o re n r e o ohieme o emoerasnt rme, n r e o ohieme an ytheway…o emoerasnt r ." Oh, db
http://www.inteve nwes eriwa s r.n t 64
VI
THE7ESSENTIALPATTERNS OFBEHAVIOR FOR
SUCCESS
-SION. I os nan higy un dclt atno di ea ROCKivueeontyucceetdrer. Thi nciiso btsv anno e
dt le. Y dtan un oeeobigeeœ animag
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ktoi l y hi he als henNE RE RF Ltetuac eg oIAEVEVt,osevoit tunai hebet arits csr
deeit tu excep on yo,tfuccessutdrerTEAM WORK. Ino obes l,wiho un
ONofwhat uwan oachievettyoISI
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http://www.inteve nwes eriwa s r.n t 65
CREATI TY. Y un e ose dtmerf cie hikn o tVI o e dt p n i eletv lyt n igab u
ex t o i hru ho thed dwhehe e h aciiyaclywhaty uddt o g u t ayan t r ac tvtmovedyouTOWARDorAWAYfrom yourgoals. YoumustbeCREATIVE
i hesluin o ffro ce t nsllig o r it oap lynt o to sy uo e fr linswhe e n . Y u abliyt pcratv ehnq e ot ariu so ie r s to sa keye ietc iu st hep tclar fa gv ntanacini
inge in t ucs. T i u s eb e on hi orde tosces he"bgg y" hav e nd igt sfr dead s heei sa sluin an t sallyiv lv se to alc e. T r salway o to , diuu n o e moin
git r o csin, r HE E L ' I , FORT ORMONEY.fso cneso s o OT RP OPESTME E F ,Cratvt anb are . B fr o oit neve tyt hike iiyc ele n d eoey ug noanitriw,r ot n
ofa TOTALLYDIFFERENTANDNEW waythatyoucouldpresentand packageyourselftothesameorbettereffect.
PROFE ONAL SM. Doy u ho wok an e hes rn.SSI I o r me r, dradt mall pit
Tak hetmet ar hen wetrn si o rild t ranzdet i ole nt e s te d ny u fe . Sayog ie . Tak hetmeE E E og hru h y u fle dt oet i V RYWE Kt ot o g o risan hrwaway
uslesp ewok e l, dme t arag . R crsmut ek p,e s ap r r, mai an nal g b e eod s b e t
bi ai, o riane naie . T r sn i d tak sllsp d y u fn csmait n d heei omagcwan . It eatte to od t l. I o o 'hav tt t r u rb lyd e,nint eai fy ud nt ei,heohe g ypo ab o s
andheo s sg igt e t o nstado o . MA EAr hei on og thejbi e fy u K N APPOINTMENTWITHYOURSELFforanhoureveryweektoget
oranzd layt amelieanog ie ,nome rfsin dg ie . P heg k ranzd ifr dpoeso al anyo ll wi.uwi n
HONEST EFFORT AND HARD WORK. Youneedtobeashonestas
yo ani v r ep c. A st n nwi dd o li e u lyuc ne eyrset lway hikwi/ nan on t erg laror o ll span v nu all o o rac dbe o re ty uwi li de e tallyf ny u f ean raky u teh --
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