Table of Contents

CONTENTS

Acknowledgments ix

Introduction: The Parable xi

Putting Candidates at Ease and Building Rapport xxi

PART I: Interview Questions to Identify High-Performance Candidates 1

1: For Openers: Five Traditional Interview Questions and Their Interpretations 3

2: Achievement-Anchored Questions: Measuring Individuals’ Awareness of Their Accomplishments 11

3: Holistic Interview Queries: Challenging Candidates to Assess Themselves 19

4: Questions About Career Stability 28

5: Searching for Patterns of Progression Through the Ranks 38

6: Likability Equals Compatibility: Matching Candidates’ Personalities to Your Organization’s Corporate Culture 47

7: The College Campus Recruit 58

8: Millennials—The Future Generation of Your Workforce 67

9: The Sales Interview: Differentiating Among Top Producers, Rebel Producers, and Those Who Struggle to the Minimums 85

10: Senior Management Evaluations: Leaders,Mentors, and Effective Decision Makers 101

11: Pressure Cooker Interview Questions: Assessing Grace Under Fire 110

12: Generic Interview Questions Known to Challenge Candidates in the Final Rounds of Hire 118

PART II: Selecting Candidates and Making the Offer 127

13: Reference-Checking Scenarios: Administrative Support Staff 129

14: Reference-Checking Scenarios: Professional/Technical Candidates 138

15: Reference-Checking Scenarios: Senior Management Candidates 148

16: Preempting the Counteroffer: Steering Candidates Clear of Temptation 160

17: Making the Offer and Closing the Deal: Questions to Ensure That Candidates Accept Your Job Offers 168

PART III: Key Interviewing, Reference-Checking, and Recruitment Issues 181

18: Staying Within the Law: Interview Questions to Avoid at All Costs! 183

19: Telephone Screening Interviews: Formats and Follow-Ups for Swift Information Gathering 188

20: Getting Real Information from Reference Checks 195

21: Background Checks 200

22: Reinventing Your Company’s Employment Application 207

23: Recruitment Brochures: Engaging Invitations and Introductions to Your Company 214

24: Maximizing Your Recruitment Resources 220

Interviewer’s Checklist: The 96 Questions 227

Index 233

About the Author 241

About the Author

Paul Falcone is an HR executive who has held senior-level positions with Paramount Pictures, Nickelodeon, and Time Warner. A long-time contributor to HR Magazine, he is the author of bestselling management books including 2600 Phrases for Effective Performance Reviews.

Reviews

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