抖阴ap

Dear J.T. & DALE: A recruiter called on my cellphone and caught me off-guard. I didn’t feel fully prepared, but went ahead. When he got to, “What is your salary requirement?” I said, “I’m open.” He wasn’t happy with that and demanded a number. So, I told him I’d like to make close to what I was making before, and gave him that number. He said it was high, and I haven’t heard from him since. What should I have done? – Hugh

DALE: First, having mentioned “what you made before,” I assume you’re not currently working. In which case, your job is to be fully prepared to jump into interview mode. To do so, you should be doing mock interviews and going to websites like J.T.’s CareerHMO.com to learn how to keep improving your interview skills. That said, you do NOT have to drop everything. It’s fine to buy some prep time with something like, “I’m with some people; can I call you in 10 minutes?” If they dismiss you for wanting to have a true conversation, then they aren’t serious.

J.T.: Remember that employers give recruiters a set of criteria and judge them by their ability to find candidates meeting those exact specifications. Often, there is a salary benchmark. So, it’s normal to weed out candidates who want more than that budgeted amount. Next time, be prepared with a salary range: your “walk away” rate on one end, and your ideal on the other. Give the range and say, “I have a range because I don’t choose a job just on salary, but also on location, opportunity for growth and the type of work.”

DALE: Yes, the recruiter needs to know that you are qualified and hire-able, which includes the fact that your range and the company’s overlap. If you still hear, “That’s high,” you can chuckle and say, “I’m worth it and would like the chance to prove it.” Then talk up your contributions. But remember, what you used to make is irrelevant to the job market. Bringing it up makes you seem like someone who’ll be unappreciative of anything less, and that’s the last person they’ll want to hire.

J.T.: Agreed. So offer a wide salary range and get in the running. You negotiate later, once they want to hire you, and you’ll have the choice of whether to accept.

Best of the Month

J.T.: It’s time for our recommendation of helpful career tools. This time we’ve agreed on the new book, “The Small Big,” by Steve Martin, Noah Goldstein and Robert Cialdini.

DALE: No, it’s not THAT Steve Martin, but it is THAT Bob Cialdini, the author of “Influence,” and a major influence on my work. The new book is a collection of useful articles on increasing your odds of getting agreement.

J.T.: One relevant example: The authors report research showing the power of gratitude. Study participants were asked to comment on a cover letter. Then they were asked to do it again. In the control group, the second request came with acknowledgement of the first response. In the test group, however, the second request added this: “Thank you so much! I am really grateful.” The likelihood of reviewing the second cover letter increased 50 percent. Job hunters must become masters of gratitude.

DALE: The big theme of the book is context, meaning that the answer to a request is influenced by what comes before and after. For instance, one study found that adding the words “Donating = Helping” to charity collection boxes increased giving by 14 percent, and “Donating = Loving” increased it by 90 percent. Those few words changed the context of the contribution. I think we can see how we can alter the context of job interview conversations. I routinely recommend asking hiring managers “What kind of people do best here?” That gets them thinking of great employees, and that creates a context for you to sell yourself as a future great employee.

– Workplace consultant and career coach J.T. O’Donnell has coached, trained and mentored employees and managers on a wide variety of career-related subjects since 1994. Her book, “CAREEREALISM: The Smart Approach to A Satisfying Career” is available at JTODonnell.com. Management guru Dale Dauten has written six books and is an authority on innovation in the workplace. His latest book, “Great Employees Only: How Gifted Bossess Hire & Dehire Their Way to Success” is available at Dauten.com. copyright 2013 King Features.