Results-Oriented Interviewing: Principles, Practices, and Procedures / Edition 1

Results-Oriented Interviewing: Principles, Practices, and Procedures / Edition 1

by Wallace V. Schmidt, Roger N. Conaway, Roger N. Conaway
     
 

ISBN-10: 0205267106

ISBN-13: 9780205267101

Pub. Date: 10/12/1998

Publisher: Allyn & Bacon, Inc.

This book examines the role and shape of interviewing in different settings, from business to research and media, emphasizing the differing perspectives of the interviewer and interviewee. A central theme of the book is the notion that interviewing, in whatever setting, brings together individuals in a highly mobile and changing interactive

Overview

This book examines the role and shape of interviewing in different settings, from business to research and media, emphasizing the differing perspectives of the interviewer and interviewee. A central theme of the book is the notion that interviewing, in whatever setting, brings together individuals in a highly mobile and changing interactive environment. Offering a holistic approach to the study of interviewing, this book offers a review of theory and practice with case analyses. The book is divided into four sections. Chapters include: The Nature of Effective Interviewing; The Interview Process; also includes analysis of different types of interviews; and includes coverage of media practices and procedures. For anyone in business and communication settings.

Product Details

ISBN-13:
9780205267101
Publisher:
Allyn & Bacon, Inc.
Publication date:
10/12/1998
Pages:
419
Product dimensions:
6.98(w) x 9.16(h) x 0.73(d)

Table of Contents

List of Figures
xii(1)
Videotape Contents xiii(1)
Preface xiv
SECTION ONE Interviewing: Basic Principles 1(48)
1 The Nature of Effective Interviewing
3(22)
Interviewing Defined
5(3)
Types and Functions of Interviews
8(4)
The Selection Interview
8(1)
The Appraisal Interview
8(1)
The Discipline Interview
9(1)
The Counseling Interview
9(1)
The Exit Interview
9(1)
The Negotiation Interview
9(1)
The Sales Interview
10(1)
The Survey Interview
10(1)
The Telephone Interview
10(1)
The Focus Group Interview
10(1)
The Organizational Audit
11(1)
The Computer-Assisted Interview
11(1)
The Journalistic Interview and Investigative Reporting
11(1)
The Broadcast Interview
11(1)
The News Conference
12(1)
A Situational Perspective
12(10)
The Nature of the Situation
13(2)
Interviewer and Interviewee Roles
15(2)
Climate of Communication
17(2)
Anatomy of an Interview
19(1)
Planning
20(1)
Opening
20(1)
Questioning
20(1)
Turn Taking
20(1)
Closing
20(1)
Reporting
21(1)
Evaluating
21(1)
Critical Focus
22(1)
Summary
23(1)
Sharpening Your Focus
23(1)
Notes
24(1)
2 The Interview Process
25(24)
Purpose and Agenda
27(2)
Structuring the Interview
29(5)
Funnel Sequence
29(1)
Inverted Funnel Sequence
30(1)
Quintamensional Design Sequence
31(1)
Tunnel Sequence
31(1)
Chain-Link Sequence
32(1)
Freeform Sequence
33(1)
Questions and Questioning Techniques
34(4)
Open Questions
35(1)
Closed Questions
35(1)
Probing Questions
35(2)
Hypothetical Questions
37(1)
Leading Questions
37(1)
Loaded Questions
37(1)
Conducting the Interview
38(7)
Controlling the Interview
38(1)
Overcoming Problems and Barriers
39(3)
Listening Analytically
42(3)
Critical Focus
45(1)
Summary
46(1)
Sharpening Your Focus
47(1)
Notes
48(1)
SECTION TWO Interviewing: Business Practices and Procedures 49(202)
3 The Selection Interview I
51(30)
The Interviewer's Perspective
54(1)
Legal Considerations
55(3)
Deciding What You Need
58(2)
Recruiting Candidates
60(7)
Screening Applicants
62(1)
Reading the Resume
63(1)
Reference Checking
63(1)
Using Integrity Tests
64(1)
Reviewing Applicant Characteristics
65(2)
Conducting the Interview
67(7)
The Standard Interview
69(1)
The Behavior Description Interview
70(2)
The Structured Interview
72(2)
Follow-Up and Evaluation
74(2)
Critical Focus
76(1)
Summary
77(1)
Sharpening Your Focus
78(1)
Notes
79(2)
4 The Selection Interview II
81(38)
The Interviewee's Perspective
84(1)
Ethics and Selection Interviewing
84(1)
The Uniqueness of the Selection Interview
85(3)
Career Planning and Preparation
88(4)
The Resume
92(7)
Content and Structure
93(2)
The Chronological Plan
95(1)
The Functional Plan
95(3)
Electronic Resumes
98(1)
The Letter of Application
99(5)
Letter Content
99(2)
Style, Mechanics, and Length
101(3)
Preparing for the Interview
104(1)
Doing the Interview
105(6)
Discriminatory Questions
111(3)
Thank You and Follow-Up Activities
114(1)
Critical Focus
115(1)
Summary
116(1)
Sharpening Your Focus
117(1)
Notes
117(2)
5 The Appraisal Interview
119(23)
The Purposes of the Appraisal Interview
121(3)
Preparing for the Appraisal Interview
124(4)
Global Essays and Ratings
125(1)
Trait-Rating Scales
125(1)
Ranking Procedures
125(1)
Critical Incident Methods
126(1)
Behaviorally Anchored Rating Scales (BARS)
126(1)
Objective and Goal-Setting Procedures
126(1)
Organizational Records
126(2)
Conducting the Appraisal Interview
128(6)
Creating a Confidential Environment
129(1)
Selecting a Neutral Setting
129(1)
Using an Appraisal Plan
129(3)
Asking the Right Questions
132(2)
Participating in the Appraisal Interview
134(2)
Evaluation, Feedback, and Analysis
136(1)
Critical Focus
137(2)
Summary
139(1)
Sharpening Your Focus
140(1)
Notes
141(1)
6 The Workplace Counseling Interview
142(32)
An Orientation to Workplace Counseling
144(4)
The Workplace Counseling Interview
148(7)
Planning the Counseling Interview
150(1)
Conducting the Counseling Interview
151(2)
Interviewee Responses to Workplace Counseling
153(2)
Skills Necessary for Effective Workplace Counseling
155(8)
Listening Behaviors
155(1)
Attending Behaviors
156(2)
Empathy and Mindfulness
158(1)
Using Language Responsibly
159(2)
Feedback Skills
161(2)
Coaching and Workplace Counseling
163(4)
The Role of Manager or Supervisor in Coaching
164(1)
Conducting the Coaching Discussion
165(2)
Legal and Ethical Considerations
167(1)
Critical Focus
168(1)
Summary
169(1)
Sharpening Your Focus
170(1)
Notes
171(3)
7 The Discipline Interview
174(21)
A Positive Approach to Discipline
177(3)
Administering Discipline
180(6)
Identify
180(1)
Analyze
181(1)
Discuss
182(2)
Document
184(1)
Follow-Up
184(2)
Problems and Constraints to Discipline
186(3)
Generalizing about Performance
186(1)
Identifying Problems in Terms of Attitude or Personality
186(1)
Failure to Examine Situational Constraints
187(1)
Hostility
187(1)
Tears
188(1)
Disciplining More than One Person at a Time
188(1)
Final Considerations
189(2)
Forgive and Forget
190(1)
Prevention Is the Best Policy
190(1)
Critical Focus
191(1)
Summary
192(1)
Sharpening Your Focus
193(1)
Notes
193(2)
8 The Exit Interview
195(22)
The Benefits of the Exit Interview
198(3)
Conducting the Exit Interview
201(6)
Prepare Carefully
202(1)
Put the Employee at Ease
203(1)
Seek Information
203(1)
Use Tact
204(1)
Be Honest
204(1)
Conclude the Interview
205(1)
Complete the Exit Interview Report
205(2)
Listening and Probing Thoughtfully
207(4)
Feedback and Evaluation
211(1)
Critical Focus
212(2)
Summary
214(1)
Sharpening Your Focus
215(1)
Notes
216(1)
9 The Negotiation/Sales Interview
217(34)
The Nature of Negotiation
221(11)
A Dyadic Model of Negotiation
221(4)
Persuasion and the Negotiation/Sales Interview
225(1)
Planning and Preparation
226(1)
Defining the Negotiation Situation
227(1)
Goal Setting and Identifying the Issues
227(2)
Developing Arguments and Building a Case
229(1)
Analyzing the Other Party
230(1)
Developing the Best Alternative to a Negotiated Agreement (BATNA)
231(1)
The Role of Power
232(2)
Styles of Negotiating
234(2)
Competitive/Positional Negotiation
234(1)
Collaborative/Principled Negotiation
235(1)
Negotiation Strategies and Tactics
236(4)
Managing the Interview
240(4)
Building Rapport
240(1)
Establishing Trust
241(1)
Presenting the Case
242(1)
Reframing Issues
242(1)
Active Listening/Reflecting
243(1)
Sales and Negotiation
244(2)
Critical Focus
246(1)
Summary
247(1)
Sharpening Your Focus
248(1)
Notes
249(2)
SECTION THREE Interviewing: Research Practices and Procedures 251(100)
10 The Survey Interview and Telephone Interview
253(24)
Preparing for the Survey Interview
255(4)
Determining Survey Purpose and Goals
256(1)
Ethical Issues
257(2)
Design and Structure of the Survey Interview
259(5)
Establishing Rapport and Eliciting Honest Replies
259(1)
Preparing the Questionnaire
260(1)
Types and Uses of Questions
260(2)
Piloting the Questionnaire
262(2)
Conducting the Survey Interview
264(4)
Selecting Respondents
264(1)
Choosing and Training Interviewers
265(1)
Administering the Survey
266(2)
Analyzing the Results
268(3)
Telephone Interviewing
271(2)
Critical Focus
273(1)
Summary
274(1)
Sharpening Your Focus
275(1)
Notes
276(1)
11 The Focus Group Interview
277(27)
The Nature of the Focus Group Interview
279(2)
The Functions of the Focus Group Interview
281(2)
Advantages and Disadvantages of Focus Groups
283(2)
Conducting Focus Groups
285(14)
Developing an Interview Guide
287(1)
Choosing Participants
288(2)
The Moderator
290(4)
Analyzing the Data
294(1)
Reporting the Results
295(4)
Participating in the Focus Group Interview
299(1)
Critical Focus
300(1)
Summary
301(1)
Sharpening Your Focus
302(1)
Notes
302(2)
12 The Organizational Audit
304(25)
The Nature of Organizational Audits
307(1)
The Rationale and Benefits for Audits
308(2)
Planning and Administering the Organizational Audit
310(7)
Planning the Audit
311(2)
Administering the Audit
313(4)
Data-Gathering and Data-Analyzing Techniques
317(5)
Writing the Report
322(3)
Critical Focus
325(1)
Summary
325(1)
Sharpening Your Focus
326(1)
Notes
327(2)
13 The Computer-Assisted Interview
329(22)
The Nature and Function of the Computer-Assisted Interview
331(5)
Types of Computer-Assisted Interviews
336(2)
Advantages and Disadvantages of the Computer-Assisted Interview
338(1)
Computer-Assisted Interviews within Networks
339(5)
Electronic Mail
341(1)
Computer Databases
342(1)
Computer Billboards
342(1)
Interactive Computer Videoconferencing
343(1)
The "Social Presence" of the Computer
344(3)
Critical Focus
347(1)
Summary
347(1)
Sharpening Your Focus
348(1)
Notes
349(2)
SECTION FOUR Interviewing: Media Practices and Procedures 351(70)
14 The Journalistic Interview and Investigative Reporting
353(41)
A Short History of the American Press
356(6)
Defining the Journalistic Interview
362(2)
The Stages of the Interview
364(3)
Asking and Answering Questions
367(5)
Telephoning, Note Taking, and Taping
372(3)
Writing the News
375(5)
News Story Structure
375(2)
Headlines and Leads
377(1)
Body Building
378(1)
The Kicker Close
379(1)
Investigative Reporting
380(4)
Libel and Journalistic Privilege
384(2)
Critical Focus
386(2)
Summary
388(2)
Sharpening Your Focus
390(1)
Notes
390(4)
15 The Broadcast Interview and News Conference
394(27)
A Brief History of American Broadcasting
397(4)
The Nature of Broadcast News and Interviewing
401(4)
The Types, Characteristics, and Purposes of Broadcast Interviewing
405(2)
Conducting the Broadcast Interview
407(4)
Focus and Define the Interview
407(1)
Selectively Choose Interviewees
407(1)
Carefully Control the Questioning
408(1)
Understand the Demands of the Medium
409(1)
Be Conscious of "Mike" Fright and Technology Shock
410(1)
Participating in the Broadcast Interview
411(2)
The News Conference
413(3)
Critical Focus
416(1)
Summary
417(1)
Sharpening Your Focus
418(1)
Notes
419(2)
Epilogue 421(2)
Index 423

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