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