Getting More: How You Can Negotiate to Succeed in Work and Life

by Stuart Diamond

INTERVIEWS Entire books are written about job interviews, so I don’t want to duplicate what’s out there. But I do want to make suggestions through the lens of Getting More. First, when someone asks you a question, answer it immediately and succinctly. Or let them know what information you need to answer it. People hate it when others don’t answer their questions. Don’t you? It’s a bad politician’s tactic: obfuscating, being evasive. The signal you’re giving off is “I’ve got something to hide.” Second, with some cultural exceptions (mostly outside the United States), direct eye contact is good. But don’t stare! Smiling and other social niceties convey social skill. Stay focused on the other person. People want to work around others whom they like and trust. They read extra meaning into small things. If you’re early, you come across as motivated. If you’re late, well, will you be late for work if you get the job? Will you be late on work assignments?