Effective Interviewing
& Salary Negotiation
AMERICAN UNIVERSITY • CAREER CENTER
Butler Pavilion, 5th Floor, 4400 Massachusetts Avenue, NW, Washington, DC 20016-8011
Phone: 202-885-1804 Fax: 202-885-1861 Web: www.american.edu/careercenter
Three Key Questions
B
ooks on interviewing list hundreds of typical
questions you might be asked. Those questions can
be reduced to three basic ones: Do you have the skills
and background for the job? Are you willing to do the job?
Will you fit into the organizational culture?
1
Do you have the skills and background for the job?
This question comes up often. It may be stated in an
open-ended manner, so there is no one right answer, or
may be specific to your behavior in your past job. Your
response will depend on your knowledge of yourself, the posi-
tion, the employer and on your communication skills. Practice
your interviewing skills by meeting with a Career Center advisor
or scheduling a mock interview at the Career Center.
Sample Open-Ended Questions
• Tell me about yourself.
• Why should I hire you?
• How can you make a contribution to our organization?
• What college subjects did you like best? Least? Why?
• What led you to choose your major field of study?
• Why are you applying for this position?
• What do you know about our company?
• Do you think your grades are a good indication of your abilities? Why?
• What do you consider your greatest accomplishment?
• What activity gives you the greatest satisfaction?
Behavior-based questions probe your past behavior in
situations similar to those you may encounter in the new job.
Employers who use these questions believe that one of the
best predictors of future performance is past performance in
similar circumstances.
Sample Behavioral Questions
• Tell me about a time when you were most persuasive in overcoming
resistance to your ideas or point of view.
• Describe an incident where you had a disagreement with someone at
work or school and how you handled it.
• Tell me about the most difficult person with whom you have worked.
• Describe how you handle conflict. Give a recent example.
• Tell me about the time you felt most pressured and stressed at work
or school.
• Tell me about a recent situation when you had to work closely with a
group or team that had low morale.
• Tell me about a recent situation in which you received a significant
assignment that was confusing or unclear.
2
Are you willing to do the job?
You will need to explain how the job fits into your
overall career plans and how you will continue to grow
with and within the organization.
Sample Questions
• What are your short-term and long-range goals?
• What would you like to accomplish in the next two years?
• What are your thoughts about the jobs/internships you held
during college?
• Which of these jobs/internships was the most challenging?
• What did you learn from that experience?
• When and why did you establish your career goals?
• How are you preparing to achieve them?
• Which is more important to you: the money or the type of work?
• Are you willing to relocate if necessary?
• How much travel are you willing to do?
• When did you fail to achieve a goal you set? Why?
• What did you learn?
• Why did you leave your last position?
In your answers, convey a commitment to stay and progress
within the organization, learn new skills, and contribute to the
employer’s mission.
3
Will you fit into the organizational culture?
The answer to this question is often interpreted by the
interviewer based on instinct: “I just feel this person is
right for the job.” Factors considered, either
consciously or subconsciously, will be your ability to respond
effectively to various personalities in the workplace, the organi-
zation’s culture (Greenpeace and AT&T have very different
cultures), the management style of your supervisor, and the
pace of the office. Although there are no right answers,
researching the organizational culture before the interview will
help you to respond with clear, informed answers.
Sample Questions
• What qualities should a successful manager possess?
• What do you think it takes to be successful in an organization
such as ours?
• How do you think a friend or professor who knows you well would
describe you?
• What motivates you to put forth your greatest effort?
• In what kind of work environment are you most comfortable?
• Describe the ideal relationship between a supervisor and those
reporting to her or him.
Be ready for the “name one of your weaknesses” question.
Never answer with a skill that is critical to the job. Instead,
identify an area that you have taken specific steps to correct and
is now a solid skill. Example: “I had been uncomfortable giving
oral presentations, but I am making a conscious effort to develop
this ability through class presentations and a drama class. I am
beginning to feel much more confident speaking in public.”
Employers may unknowingly ask illegal questions.
Please consult the Career Center Resource Library or your
Career Center advisor for more information. Remember that
the only questions you must answer are those that determine
your ability to perform the job.
Your Interview Preparation
Researching the organization
Talk to people who work for or know the organization. To
speak with AU alumni, visit the Career Center Web site for
access to the AU Alumni On-Line Community. The Career
Center Resource Library also has information such as city
directories and business books. Always thoroughly research the
employer’s Web site. Try to obtain a position description prior
to interviewing.
Identifying skills
Based on your research, determine key skills, tasks, reporting
relationships, and the culture of the organization. Be prepared to
name a few skills the job requires and relate how your skills match
the employer’s needs and fit into the organizational culture.
Lining up references
Usually your references are past supervisors, professors, or
advisors who agree to provide an assessment of your skills and
comment on your attributes. Identify three to five people
whom you will ask to be references. Provide these individuals
with a recent copy of your resume, a brief outline of the kind
of position you are seeking, and a list of skills you believe you
possess. If a reference is a professor, include a note that out-
lines which course you attended, when you took it, and what
papers or projects you completed for that class. Remember to
keep references informed of your interviewing schedule and
the progress and results of your job search. Type their names
and contact information on a separate sheet with your name,
phone number and e-mail address in bold as the header (John
Doe - References) and take it to every interview.
Logistics
When the employer calls to set up an interview, don’t forget to ask
for three pieces of information: name of the person(s) with whom
you will be interviewing, specific directions to the office, and a
telephone number to call in case of an emergency cancellation.
Rehearsing
Prepare your interview questions. Employers have told us that
the quality of a candidate’s questions makes the difference in
being asked for a second interview. If this seems like a difficult
task, consider the question: What information would you need
to decide between two attractive job offers?
Questions You Might Ask in an Interview
• What would be my greatest challenge?
• To whom would I report?
• How are tasks assigned?
• How will my performance be evaluated?
• How often will I be evaluated?
• What are the people previously in this position currently doing?
• How long have the employees in this office or company worked for this
organization?
• What significant changes or challenges to the job, department,
or company do you foresee in the short- or long-term?
• How do current employees advance?
• What conditions promote success?
• What is the organization’s greatest challenge?
• Why is this position available?
• What would a typical day be like for me?
During and After the Interview
Arrive 15 minutes early, dressed professionally. Bring several
copies of your resume and reference list. Be courteous.
Remember that everyone you interact with in the office and
over the phone, including the receptionist, may be asked to
evaluate you. Turn off your cell phone.
Speak naturally in a conversational tone. Maintain reasonable
eye contact during the interview. Breathe. Avoid distracting
expressions such as “ah, um, like, you know.”
Use your hands naturally—refrain from waving them around.
Watch out for nervous habits like foot jiggling, finger pulling, or
hair twisting. Watch your body language and shake hands firmly
at both the initial meeting and the conclusion of the interview.
Show the employer that you are able and willing to do the job.
Use brief examples that demonstrate how you have used your
abilities and knowledge in the past. Draw from paid and volun-
teer work, club activities, research papers, projects, or courses for
illustrations. Convey your enjoyment in performing these tasks.
Be specific when discussing your abilities and accomplish-
ments. For example, do not say, “I have good interpersonal
skills.” Instead, say, “I have demonstrated strong interpersonal
skills by working effectively with others, both in student clubs
and in carrying out academic group projects.”
Never speak negatively about a former employer. If you have
had a bad experience with a current or previous employer,
describe what you learned about yourself and your
requirements to perform effectively.
Remember to ask what the next phase of the selection process
will be, what the hiring time line will be, and who will contact
you. Ask your interviewer(s) for a business card so you have the
correct information for follow-up correspondence.
Send a typed thank-you letter within 24 hours to each of your
interviewers. The Career Center’s “Cover Letter and Thank-
You Letter Writing” handout includes writing tips. E-mail your
note if time is short before a hiring decision is to be made.
Salary and Compensation Package
Negotiation Tips
Research your industry.
Know the range of salaries your industry provides to its
employees by consulting the Career Center Resource Library,
browsing the Internet, and networking with professionals in
your field. While in the research and networking phase of your
job-search process, you can determine more accurately if
people in the industry you are targeting usually negotiate salary
and benefits.
Understand the importance of good timing.
Any mention of salary requirements by the employer in the
initial interview phase may be intended more as a screening-
you-out tactic than as a generic interest in your financial well-
being. If questions like “What are your salary requirements?”
“What are you currently making?” or “What were you hoping
to make in this position?” are brought up by the interviewer,
you might want to:
Politely avoid the question by saying, “I appreciate your interest
in my salary requirements, but I do not want to eliminate myself from
the running before we figure out if my skills match your qualifications”
or “I am interested to find out more about the position before we discuss
salary.” Turn the question around by simply saying, “What do
you offer a professional in this level position?”
If the interviewer is persistent, and you risk alienating the
interviewer by not answering the question, you might want to
try a strategy like this: State a salary range by simply saying,
“My understanding is that professionals in these types of positions earn
between $27,000 and $35,000. My salary needs are reasonable and I
would be delighted to discuss them when a job offer is extended.”
Note: Range of salaries differ from industry to industry.
Thoroughly research salary ranges for the types of positions
you are seeking before stating a range to an employer.
Remember: the ideal time to discuss compensation and bene-
fits packages is once the employer has made you the job offer!
Consider the job offer.
When an employer calls you with a job offer, one of
these three scenarios might occur:
You hear the job offer, and you want to jump for joy
because the offer is beyond what you expected.
You hear the job offer, and you want to crumble on
the floor because it is neither what you can afford
nor what you want as a starting package.
You hear the job offer, and it is exactly what you
expected and wanted from the employer.
In all three cases, you want to thank the employer by
conveying your enthusiasm for the position and the organiza-
tion and then ask for a day or two to consider the offer. This
is an important strategy to remember. You want to give your-
self the time to make sure that you understand exactly what
the employer is and is not offering you. For example, a higher
salary offer might be coupled with a weak benefits package. Or
a lower salary offer might be accompanied by a strong benefits
package. If you are relocating from a high cost-of-living to a
low cost-of-living area, or vice versa, you will want to consider
the value of your salary package in your new area by using
resources like the Salary Center on <www.monsterTRAK.com>.
Finally, do not forget that benefits like health and dental
insurance or sick and vacation days also equal money. If you
need more information regarding benefits in order to make
your decision, contact the employer and ask for a complete
explanation of the benefits package. Once you have all the
information you need, it is time to decide what to do regarding
the offer. Should you accept the offer as it stands? Turn the
job down? Or negotiate with the employer?
Prepare your counteroffer.
If you decide to negotiate with the employer, here are some
important items to remember:
Do not apologize. Most employers understand and expect an
offer to be negotiated.
Negotiate salary based on your skills, not on what you want to
make. Remind them of the skills you bring to the company by
saying something like this:
“The research I have done tells me that professionals in these types of
entry-level positions make $27,000–$35,000. The additional skills I
bring to the position will help the company. I believe that a salary of
$32,000 plus your generous benefits package is more in line with the
skills I bring to the company.”
Put all your concerns into one counteroffer. If there are three
aspects of the total compensation package you wish to
negotiate, it is important to negotiate on all three at the same
time. Give yourself sufficient time to prepare your counter-
offer, and then present one comprehensive counteroffer to the
employer.
Train yourself to be an effective negotiator without
compromising your personality.
Although every salary negotiation process is unique, it is best
to prepare yourself with basic salary negotiation strategies that
work for you. Find an ally, mentor, or coach—someone who
has withstood the rigors of salary negotiation—before you
even start interviewing, and ask that individual for strategies
and tips. Use Career Center resources and advisors when you
need step-by-step salary negotiation coaching.
What to Wear
The clothing you wear to your interview should make you look like
you will fit in at your prospective employer’s office. When in doubt,
err on the conservative side. Even if the company has a “business
casual” dress policy, you should dress more formally for the interview.

Suggestions for Men

• Traditional business attire means a dark, conservative suit and a
white or conservative solid color, long-sleeved (even in summer),
pressed dress shirt.
• Ties should be silk and coordinate well with the suit. Avoid flashy
patterns on ties; the job interview isn’t the time to prove how much
of an individualist you are.
• If you wear an earring (or several), remove it before the interview.

Suggestions for Women

• Traditional business attire is a conservative suit, no thigh-high or
floor-length skirts.
• Avoid wearing jewelry and makeup that are showy or distracting.
• Forget the excessively long fingernails—they, too, are distracting.
If you wear nail polish, make sure it is a subtle color and neatly
applied.

Suggestions for Everyone

• Avoid wearing cologne or perfume.
• Your hair should be clean, well-groomed, and under control.
• Shoes should be polished and coordinate with your suit or dress.