Thriving in the extroverted business world

By Jennifer B. Kahnweiler, Ph.D.

In today's extroverted business world, introverts can feel ignored, overlooked, and misunderstood. In fact, according to my research — a two-and-a-half year national study of introverted professionals — four out of five introverts say extroverts are more likely to get ahead in their workplace. What's more, over 40 percent say they would like to change their introverted tendencies, but don't know where or how to begin.

The good news? Introversion can be managed. There is no one-size-fits-all strategy, but with time and practice, introverted pros can learn to build on their quiet strength and succeed.

What is introversion, anyway?

Introverts may be less noisy at work, but by all accounts they outnumber extroverts. Even many high-powered executives — a full 40 percent — describe themselves as introverts, including Microsoft's Bill Gates and uber-investor Warren Buffett. Odds are, President Obama is an introvert as well. But what is introversion, anyway? Read More

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How to handle the tricky subject of salary

By Carole Martin

Even though you may have gone through a phone screening that involved answering questions about salary, the subject may come again as the interviewer becomes more interested in hiring you. At this point the interviewer wants to know whether they can "afford you." This is a very tricky part of the interview and could even break your chances of getting the job. Tread lightly and protect your information is the rule.

Here are some sample questions and answers to assist you in formulating your own answers to questions about salary during the interview. Some of the answers are stronger than others and some will fit certain situations better than others. You will want to use your own words to answer this type of question however these examples will provide words to use that may be more affective in answering these difficult questions.

Q "What are Your Salary Expectations?"

A#1 — "I was making $60,000 at my last job, plus bonuses. I would be expecting at least that and a 15-20% increase.
(This is not a good answer)

A#2 — "I'm sure whatever you offer will be a fair amount for a person with my qualifications. Salary is not the most important factor to me. I'm looking for opportunity."
(This is a somewhat weak answer)

A#3 — "I really need more information about the job before we start to discuss salary. I'd like to postpone that discussion until later. Maybe you could tell me what is budgeted for the position, and how your commission structure works."
(This is the best answer)   Read more

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How to address negativity in the workplace

By Barbara Bartlein

Too many employees dislike their jobs and view them as "have to" instead of "get to," according to Roxanne Emmerich in her new book, Thank God It's Monday: How to Create a Workplace You and Your Customers Love. This creates a negative culture of excuses, whining, gossiping and complaining with little focus on making the customer successful. And now, with all the layoffs, it seems those "left behind" are stressed and so fearful with twice the work and half the friends they have lost their ability to get results.

According to Emmerich:

• Over 91% of people spend a large portion of their day frustrated by their coworker's dysfunctional behaviors and regularly think about quitting their jobs.
• Managers waste 37% or more of their day dealing with dysfunctional and unproductive behavior.
• More than two thirds of the workplace is considered to be "disengaged" according to polls by Gallup.
• One dollar out of every three payroll dollars is lost due to disengaged employees.

Many organizations attempt to address negativity in the workplace, but end up putting Band-Aids on the problem — quality initiatives, process improvements, teambuilding — all which can be good. But if they are put on top of a culture of excuses and passive aggressive behavior, they will not be successful. Read More

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Carole Martin is a coach with over 18 years in Human Resources Management. She is an acknowledged expert in the use of behavioral interviewing techniques.

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