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uhm hawaii finals sharkey
Final opportunity study cards
during the probing the interview what are you trying to determine?
the purpose of the interview
what are the 3 steps in determining the purpose of the interview?
finding out the end product
finding out what kind of information you want
and how does the situation help or hinder your purpose
is it okay to make assumptions during the probing interview?
what does eeol stand for?
equal equipment opportunity laws
who do the eeo laws pertain to?
organizations that deal with the fed gov.
have more than 15 employees
have more than 50,000 in gov contracts
engage in interstate commerce?
what are the eeo fed laws?
ethnic/national orgin, color,race,religion,sex,sexual orientation
what does BFOQS stand for?
Bona Fide Occupational Qualifications
what is bfoqs?
questions dealing directly with occupational duties
these questions usually exclude those related to EEO laws
What supersedes state laws?
what isn't the EEOC NOT concerned with?
what is the EEOC concerned with?
what states that each position needs to be advertised where all qualified applicants have a reasonable oppurtonity to find it?
the BFOQS interviewing rules
according to the BFQOS interviewing rules who is liable if unlawful information is maintained or used even if you do not ask for it?
the organization is
what can you not write or make notes on?
according to BFQOS what group of people can not be isolated into questioning?
women, minorities, ethnic candidates, older persons
during an employment interview what materials should be reviewed prior to the interview? (the interviewer)
company policies, culture, products/services...
application, cover letter, resume, letters of reference
develop a guide and schedule of questions
what type of setting is expected from the interviewer?
private if possible
location and seating preferences
what is required of an opening during the employment interview process. (the interviewer)
build rapport and relax applicant
during the employment interview what type of questions should the interviewer ask ?
open ended, neutral insightful and job specific(BFOQS)
critical incident questions
why are secondary probes highly important?
to obtain detailed answers
to clarify inconsistencies
during an employment interview the interviewer should never "say idk" without...
offering to find out
what does the interview do during the closure of an employment interview?
answers pragmatic issues
summarizes applicants strengths and potential
describes next step
discuss follow info
inform applicant when and how they will be in contact with him or her
says thanks and shakes hand
writes follow up letter even if rejecting applicant
what should a persuasive interviewer know?
the background of the interviewee
values beliefs and attitudes
feelings/passions- hot buttons
and outside forces
according to the ethical guidelines of persuasion what 2 things should not be included while persuading?
according to the ethical guidelines of persuasion what should the persuasive interviewer be?
according to the ethical guidelines of persuasion what should a persuasive interview be based on?
according to the ethical guidelines of persuasion what should the logical and emotional appeals used by interviewers speak to?
the strength rather than the weaknesses of the interviewees
according to the ethical guidelines of persuasion interviewees freedom of choice should be...
recognized and respeced
according to the ethical guideline of persuasion interviewers agenda should be geared toward
the needs of the interviewee
according to the ethical guide of persuasion the interviewer should provide
complete and accurate information
according to the ethical guide of persuasion the interviewer should allow??
time and space for the interviewee to make decisions without pressure
while preparing for the persuasive interview what are the 5 steps the interviewer should go through to increase success?
must create or find a need or desire
proposal and interviewer should be in line with the values, beliefs and attitudes of the interviewee
the proposal should be as much as possible, feasible practical, workable, and affordable
the advantages of the proposal should outweigh the disadvantages
and solution should be better than the others available
what are 6 taticcs that can be used while persuading someone?
associate self with similar affiliations
dissassociate self from affiliations
nonverbal behaviors (mirroring)
language use (speech accomendation theory
shared value beliefs and attitudes
what does the balance or consistency theory state?
people experience dissonance
when do people experience dissonance
when values, beliefs, perceptions, attitudes and/ or actions are inconsistent
as a persuader, what are you to do when the interviewee feels dissonance?
you can help see no inconsistency, show the inconsistency is insignificant, or tolerate the inconsistency
what is the importance of the inoclutation theory (mcguire 1961)?
prevent undesired effects by priming; medical analogy
help build resistance to alternative persuasive attempts
helps people guard against persuasion
warns of mild counterarguments
what does the induced compliance theory state?
it has a person engage in activities counter to their values, beliefs, or attitudes
e.g. foot in the door strategy
what does the pyschological reactance theory (Brehm 1966) state?
people respond negatively when their freedom to act is threatened
why do people respond the way they do during the psychological reactance theory?
they value the restricted behavior more
freedom of choice is threatened
what happens during the pyschological reactance theory?
Using reverse psychology and makes time scarce e.g. limited time offer, last chance, act now and making a choice scarce, e.g. only have 1 left
what goes on during the opening of a persuasive interview?
motivate interviewee to participate
involve the interviewee- don' t deliver a monologue
what is important for the body of a persuasive interview guide to accomplish?
to create a need or desire
the persuasive interviewer must always
adapt to the interviewee (hostile, uninterested, closed minded, skeptical, or intelligent, interviewees)
what are the key points that should always be remembered while presenting the solution?
explain solution in detail
deal with each solution one at a time
visual aids could come in handy
believe in your solution
focus on the benefits and strengths
and avoid negative selling (focus on what you are offering)
encourage interview to ask questions
Educate interviewee (time constraints, requirements, options, features, etc.)
what are some things this that can be done to handle objections?
capitalize on the objection
deny the objection
confirm the objection
what should a persuasive interviewer remember about closing an interview?
close as soon as possible
do not continue persuading if person agrees
ask leading less no response questions
expect a no answer
may need quiet time what will happen next
if ready transition into contract or agreement phase
how to close the deal in a persuasive interview?
offer to answer questions
clearing house probes
indicate pupose completed
make personal or professional inquires
summarize agreement made
arrange for a second meeting
eliminate single objection
either or- reiterate advantages and disovatages
sense of urgency close
emphasis the price close
while leave taking it is important to remember
to offer contact info
and not to make promises you will not or can not keep
what are the weasel words?
what does a weasel word do?
it gets you to stop thinking about the service/ item and to think of something better or bigger or different what we are pushing