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Yo e dt e o re ast ihtp ro os if hat e d ueun e osll y uslf herg esnt atsyt n e . S r, yo ege e p re c, u WHA ' NI ORT M?umayhav rat x eine b t TSI TF HE

Manag r r e p nod romak her wnjbe ir o eeshiep o lei re t et io o ase. H waryo on omak heHiigMan e' o ase?H war o onug igt et rn ag rsjbe ir o ey ug ig

tomak heHiigMan e lo kg o nT I osse e?Y un eet rn ag r o o di HERb s' y s o e d

tomak o r klls e p re c, de uato e v toT M aney u si , x eine an d c inrle an t HE d ther e d, o , dstato . Atr v r t e n y umak oin e s g als an iu in fe e eysatme t o et

theHiigMan e, o e dt le t nallyad dt swirn ag ry un e oat as me t d" … an hi ll makey u jbe ir eaue…" o " … an hi ll mak o oo ro ase b c s r dt swi ey ulo k

go db c s magn heHiigMan e asig"… s wwo ldo eaue…" I iet rn ag r kn oho uthatb n ft dmyn e s" Mak o r s r de amp se eimean e d? ey u anwesan x le

re v toT I e d dcmmu iat whiigy uwi e eile an t HERn e san o nc eho rn o ll b n ft THEM aswell asthecompany.

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uno e an e e her e d nod rocmeu t s r hatcv r drv al t in e si re t o pwih anwestwi e y u hie . R me e t e eytmea hiigman e assll g t o r rd e mb rhat v r i rn ag r k

yo u sin Y V A DT GHTT S S Iua q eto , OUHA EE RNE HERI OA KAQUE TON OFYOUROWN. Q eto sar rato wu oa winn s ru sin ea ge fllo pt n iganwe.

Ear ni heitriwy us u s o r wnq eto stolyo nt neve o ho lduey u o u sinuno e t d e e d fheHiigMan e s haty uc aircv rhehid nn e so t rn ag r ot o ant lo

yo r s r dattiu et ho haty uu d rt dt in e su anwesan td os wt o n esan her e dandthatYOUareexactlytheperfectpersontosolvethoseneeds.

Ple eset eto nt sG ieo u sin oU et no eas e hescini hi ud n"Q eto st s oU cv r theItrviwer' d e e d"ne e sHid nN e s

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Whe he wi all HiigMan igft tr n o n esar o r i i ." Oai har i "B hav al C i fhemot t tt t tce nc ace c r e r o ee ce eo sr rs so o mp n s n

i sCONFDE . N f shav emii I NCE all o emad ak si he t t t ntmpo w, eran o u sdmay eall o f iwshav ly pas o r e r c e o e ac,

b n"g wi " b hep i oli lielo kt t t nte g sn ey u n eiwmi fy uk emad akv r o o s s an o e

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hefllo i I NCEtve n e r o ee ce

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i lt i i ho heabli da dffi . S i letyttat wt tor c u n v e p ou s o omo ep o warsa hat ai dni bmmi ob . D eft t t tat tt etco n u r e n y uar an eme yo ac mo sr o r c u,

ho hat dmaye i dals i i si miwt t t aty uar ges e o me n eos o eag rs vean v nsme. D fd hef hat he 'b d . D i dtt t t tat tto r n emo e e n o neans o s mo sr ecn e c ac

lyi mi d i hed oif he i i d . Id i lut t at atet et etyo en as n sr e cuar o e n e c e n nthikn f t r. S wt o ang nage me trm ohesvan igo ohes ho haty uc ai re n fo t r i

logc altratv s an moin p als.i, en ie, de to al ap e

:Thi sy u abliyt nsi o r it oicreaseyour

cstifelBe s/Ehidoan mp iesrie n iat y ys hatheHiigMan ede hasz evc. Idc elo alt ot t rn ag r

kn wst o nt ut trhremo t r av o r linso haty uwo 'q iafe t e nhsœ o le ey u ce thangn do t fhelo p hi u t sk yt hed v lo me t figan u o t o . T sq aliyi e ot e e p n o

accu t dcso r atsacin ho haty uwi tntr fo nsan utme s if to . S wt o ll ac i emsowhatisriht e ntat haty ufllo hru h an tallydg . D mo sr et o o wt o g dacu o

whatyo ayy uwi ous o ll d .

:Thi sy u c act ob liv to g nwhatyosi o r ap iyt ee esrn lyi u

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Commime :Ttnt hi sy u c act o b cmigd dc e oysi o r ap iyfr eo n e iatdt our

wor. Y us u e ntat to gb lifi o o.k o ho ldd mo sr ea srn ee nwhaty udDe ntat haty uar lligt ea s rfc o p o lewhemo sr et o ewin omak aciiefr e p n

appo rat eauey uar T E esn ho to grpi eb c s o ea COMMIT Dp ro . S wa srnrep niit dcmmime ton t n heHiigMan e an heso sbliyan o t n t o o lyt rn ag r dt

co an , u e e r mp ranly t utmesan linsmp y b t v nmoei ot t ,ocso r dce t.

Wo kOr at n/Stamiitniyan dwok n iat hehih tmp dse datwhihne st dhar r. Idc et g e oan p e c

yo r, dy u c act o e d r c. S wt o n etheuwok an o r ap iyfr n uane ho haty uiv s tTI dE RGYn csar og thejbd n ihthefrtiMEan NE ees yt e t o o erg t is tmeœ

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har n , dt o eep c e v nt srg dwheandc mig an haty uar seiallyeffctiei hi e ar n

yo eano jciei n , r e dsme n od o t n .uhav betv nmid o n e o o et osmehigDe ntat haty uhav nrnsi e dt nt po al omo sr et o eaniti cn e owi heap rv f

ot r,ii, dg t n . S wt o et it ob ihes ftn an e alo g ho haty uhav heabliyt uld quc e inhiswih p o leikrlato s p t e p .

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boh pe it lean rd cie ho haty ue jytt rdcab dpo utv . S wt o no he rep niit fp nn dc igo t o r wnshe u . Idc eso sbliyo lan igan arryn u y u o c d le n iat

thaty uc tv ey uslfowoko as ni o leino anmoiat o re t r na t ku tl cmp to .

ineilscp :Demon ethaty uhav n e san arst eyo ein r t d d hatmakstrat ou

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matuiyo n wigho hi e eise ey n .rt fk o n wt sb n ft v ro e

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proiisfrass an nai ieto . S wt o n esanirte o t k, dmait ndrcin ho haty uu d rt d howt e s ran n -tr betv s an wt ne g nlyost hot dlo g em o jcie, dho oitllie t

sc d let s betv ss haty uhiy u g alsan o letehe u heeo jcie ot o t o r o dcmptasso i .k ntme

Thi sy u abliyt eemiewhati mp ran, esi o r it od tr n si ot tst

i :ngkntcurBigPi eThi Thi sy u abliyt e hebgpcue andsi o r it oset i itr,

no g t o g dd wni hemiui f mall t k. D mo sr eat e b g e o nt n ta o s ass e ntatte d nytwar rjc c sr. S wy u abliyt e heral g aln e c o dpoet loue ho o r it oset e o

andwhatit e og theetak st e t r.

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"Show,"Don't"Tell"

Yo en tcedi heab v etio hatii u g se hatumayhav oi nt o esc nt tssg etdtyo ho d"d mo sr e haty uhav tak st i heu"s w" an e ntat" t o ewhatit e ofll t

HiigMan e' e d. T si o tase t i ly"tllig hern ag rsn e s hi scnr tdwih smp e n " tHirigMan e t o ewhatit e. T omu o t sin ag rhaty uhav tak s hefr la frhi s

prttysmple:e i

1)Clariyt neve rsq eto .f heitriwe' u sin

2)Co fd nlyanwe t u sinb e n " uigt fhenie t s rheq eto y"tllig sn woo tabo eB havoal C mp tnisv e ir o ee ce.

3)"Sho haty uhav e ntatdt s o ee ce ntw" t o ed mo sr e heecmp tnisi he pastbyGIVINGEXAMPLES.

4)As dv rf haty uhav s rdt u sintothekan eiyt o eanwee heq etosatsacino t neve rif to fheitriwe.

Say:

"So… whaty uar kn hati o dq eto dIamo easigme"X." T sa g o u sinan

glady uase . Y s Id fintelyhav heabliyt dt so k d e, e i et it o"Y" an hatibeaueI sallyhav opo le on o e amp , mylasc s uu en rb m d ig"Z." F r x le at t

jo r ntoa stuato r "A, u Iwasab o"B" b c s fbI ani i inwheeI " b t let eaueomyabit o"Y" an o st esne o e wliyt d"Z." D e hatmak e s?Cany useho

havigt x eineo wokn hru h t tp f iu inwo ldn hee p re c f rigt o g haty eo stato u

makemea goodassettoyourgroup?"

Asi leanwe wo ldt nlo kt smp s r u he o hi:

"So… y uar kn fIhav re t mp ran aco nso easigmei ewok dwih i ot t cu tbeoe hati o dq eto dIam g o k d. Well,Ifr. T sa g o u sinan lady uase

deiie et it owokhar oe nt rs o linsfntlyhav heabliyt r dt ar hetut fmyce t, andt nfcso utme sriei re t e pt m hap ywihhe ou ncso r evc nod rok e he p t

theb sn s e inhi. F X MPE at to ru htuiesrlato s p ORE A L , mylas jbIwasbo gintowokwih a dsrnle lin afe an t r co n Man e letr t igu t dce t tr ohe A cu t ag r f.

Alt u h ito t fhar r, let i waswrnho g to ka lo o dwok Iwasab ofxwhat o g bylitnn ot lin c eu dmakn uet ev rdse igt hece t arfllyan igsr hatwed liee

ex t wase p ce f s to ka whi, u Iwasab oaclywhat x etdo u. Ito le b t letrecet e inhi t hi mp ran ce t o st esu herlato s pwih t si ot t lin. D e hatmak

se s?OK o st anwe y u q eto ?G o . It n cu ene . D e hat s r o r u sin o d hikI o ldb

anasstoy u go phavn re hru h t stp f x einee t o r ru igwok dt o g hi y eo e p re cwith ani ot t cu tmp ran aco n."

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Aboutusing"FOR EXAMPLE"

"FORE A L " i hemotmp ran p as ny u jbitriwX MPE st s i ot t hr ei o ro neve

arsn o 'b r do uigife u nlyasa p t fheanwee al. D nt eafai f sn trq e t aro t s r toe eyq eto !T r x le o anpo ieo seiiv r u sin hemoee amp sy uc rvd f p cfc

insane r o ed mo srate hec aceritc rint cswheey uhav e nt dt har t sisHi g Manag r elo kn o œ y u abliyt i her e d hemoeesar o igfr o r it ofll t in e s-- t r

like o ll b rdlyy uwi ehie .

Theear wot n st es dab u uig"F X MPE" ho v rr et hig ob ai o t sn ORE A L , we e.

Fis, o 'o ed t nt x le. Y uo lyn e opo iertd nt v roio hee amp s o n e dt rvd

en u h e amp st atsyt neve ro b iallyisi heo g x le os if heitriwe, r asc ntll tco fd net o ll b ucsfl i in her e d. D ntnie c haty uwi escesu nflligt in e s o '

ov re o re ygvn o ye amp s c o ce hatesll y uslfb iigtoman x le!Wath fr u sttheitriwe i atsidt o r x le ac py uneve rss ife haty u e amp sb ku o r

st e nso c ms o ho ldals kq eto st rb heatme t r lai . Y us u oas u sin opo eteffcie eso t s r s u sin k :etv n s fheanwe. A kq eto slie

• Doesthatmakesense?Youfollowme?Isthata goodexample?

• H eIad rse hat10 % t o r atsacinav desdt 0 oy u s if to ? • D e hat s r o r u sinab u "X"?o st anwe y u q eto o t

• Doy ut n hatmye p re c t haty eo statoo hikt x einewih t tp f iu in wouldberelevanttomyworkhere?

• It n hatst ido e p re c o elo kn obigthikt ' hekn f x einey uar o igt rn o

yo re inttu tam,s'i?

Mos i ot t , ny uue"F X MPE" mak uey utmp ranly whe o s ORE A L , esr o r ex le eseii, asr le an e v t o etlligaamp sar p cfc me uab , drle an. Y uar e n

str. Y un e oP I HEPCT . B p cfc s e p 'oy o e dt ANTT I URE eseii. U ep o les name. Gieb k ru dif nce t dclle u s an n iats v acgo n noo linsan o ag e, didc e

yo r o div lv me t ethesiuatinasrle an t heHiigu rll an n o e n. Mak t o e v tot rnManag rswokasp silean s emsan d asheo s ane' r osb duetr die r hec

un esan drlat o v atsan asr leifr inandd rt dan e et. Gied e dme uab nomatost itc e igt hetmean n yy uhav av db e lo igatsisrlatn ot i dmo e o es e yd p yn

yo r e ir o ee ce nt o . U eg sue dp ssu B havoal C mp tniso hejb s etrsan aue, andd nt eafai fdawigsmp harso dagamso ap r ro 'b r do r n i lec t r i r np e o

ona whieb ar. Pacietlligt s tre!Ii o r x le rt o d r tc e n heesois tsy u e amp so"stre" t e p e et, dii o r x le dsoisthatois hatp o lerlat o an tsy u e amp san tre

wi e y uhie . S w, o 'tll!ll g t o rd ho d nte

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Wheny ugv x le, s heS. A. St e n omato iee amp s uet T. R. atme tfr :

Situation/Task

Deciet iu int o r no t as haty un e e osrb hestato haty uweei rhet kt o e d dt

accmps ev r p cfcan ied t ls b t e pis rano lih. B eyseii dgv eai, u k e t hot d co cs. T o g u y u itriwy ull wan t eman .T .Rnie hru ho t o rneve o ' tomak yS .A .

St e nswhe sn ORE A L ."atme t nuig"F X MPE

Action

Deciet to o o kan esr ok e hefcso o .srb heaciny uto db uet e pt ou ny uEv ni o edsusn ru rjc o e otd srb oe fy uar icsiga go ppoet r ffr, eciewhaty u

di o t ffrso t e o 'tll whaty uMI o ord-- n thee ot fhetam. D nte o GHTd ,WOULDd e o Dd . Icroat e iro-- tll whaty uDI o nop r eB havoal

Co ee c e wod not ecito fy u acinmp tnyk y rsit hed srpino o r to .

Results

Deciewhaty uac e e . Whathap e e ?H wddt v n e dsrb o hiv d p n d o i hee e t n ?

Whatdi o cmps i o ar?H wddimak e pdy uaco lih?Whatddy ule n o i t ep o le fe l?H wddy ufe o i o r osfe o c i de o i o e l?H wddy u b s e l?H wmuh tmean

mon yddy us ee i o av ?

Tak hetmet e e pan r tc o r .T .R. Satme t!Y ullet i od v lo dpaciey u S .A t e ns o 'wantohav TL A Tt lv .T .R. Satme t t i fy ut eA E S we eS .A t e nsathetpo o r

to g ewhe o oit ntevie rat .T .R. Satme tn u ny ug noani r w. Ce eS .A t e ns frm t o so o r eu haty uwan t rn e tio o so hejb ny u rsmet o tobigattn nt. A

yo s hesatme t x le, o rneve r ll b cmeuuet t e nsase amp s y u itriwe wi eofamiar t hev iu oiin o ehe , dwi e a g oli wih t aro sp sto sy uhav ld an ll g t o d

ie fy u tac eodo scesi hoev iu oiin.d a o o rr krcr f ucs nt s aro sp sto s

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sto C mp y"Y". T ' r rallyd v lo e

theie an iat o t sp sto ?d al c dd efrhi oiin "

i :scussond dt dffi hoi hemo i lt !Iit t ttau n s u s r s v rano e -n gan c oanwe we e p n, ,

d do i ea lo ii i . Kyt eatt tp ru o nc o o ue e

iea b fb k do dhihliht al ho i lfttr ru o re e es gv o acgo n ny us an g g sv r, ,lihme . I d do iab iek sb nd leB hav al t t ato g e wo as e e raccmps ns ne r y r e sr o

i ho lds who hastC . Y ho ak na lo ial tmp n s o o r are e gco ee ce us u wy u c e ri lp d i let at -- to rs n-- n n wy u e u o r an

ho ldp i f"o iwhe . Y hiet sttey uar o o ac p e gr o en w us u r c y eo p nni eid ldat tme n o wnc

d fChi dt ho l athe "Well,Ig pj i het tt t trwu u us ag nwe ose s o eo c oan n c o

U i dwheeI d dAi fMarlan idP liial S it t ttnv r yo y e o c ce ces r su nean rleIddlo eP liial S i Ialway ld Hi . Whi i sk hatIwtt toy ne n wos r v o c ce c e u,

od i lle eIgt te o n r c s u o c o onb" " rallyt dwokehi eIhadt" ". J dmysami cbXX tt tse n eauo e e a an r c s o

kmyb I dt hi heffb ea lo dle na lotto t tt tu ag v ean arwor u man e oac e r,nf . F heeIg di iab ho ild hit tt m tu myc s e o r r e ro e r r o e noa moesno

ii hatswheeI dmy natpo o an e e e p

ksi dle dt dman eb d sashih as kllsan att tamwo n r ee r are oce ean ag u g gllind llar. Riht hikt kllsan i$1.5 mi wIt hat i deo x e neo o s g n n mys p re c

mak dd ef iii dIhoat at t t ete c r o no o re an p oemea gr an o a p s o ny u am,d hat ido ulo k id . Whatk fq alii igftat tet te n o ay u e ey n omo sr n sar o o rn

Thi e mig i leq eto anacu etsse n lysmp u sinc tallyb hemost

ooutounoWhatdoyouk w ab rc mpany?ooutounoWhatdoyouk w ab rc mp ?itte ors

iscussonDi :Bthecmp ys o n wasmuh asp sileab u ispo ut,o an oy uk o c osb o tt rd cs

sie q arelyrv n e,mag ,e uato , ag me thitr,z, u tr e e u s i e rp t in man e n, soyphisp , o , rb ms an o eios o nc et oloo hy g als po le , dcmp ttr. C mmu iat haty u

havemad o sciu hocetot g thi o an eaueo tea cn o sc i are t scmp yb c s fhe

grathig haty uk o o tite t n st o n wab u .

"Ikn wt t scmp yhasge po ut hat o smesrallyo hathi o an rat rd cst cnu r elike ok o hatheCE t tdt o an nhi n e rom. Ials n wt t Osare hecmp yi so eb do

aparme tn1979. Iad r sle es psy , dI n esant n i miehi ad rhi tle an u d rt d thatirsltdi rat r n io me t r, da geteu e na ge woke vrn n hee an rat

re uato nt uiescmmu iy n wt o r op t ini heb sn s o nt. Ik o haty u majr co eiosi hesac nlu ecmp is "Y", d"Z". I emp ttr nt p eic d o ane "X", an rally

efr o oit heitriw, o torsarhoey ug not neve y uwan t ee c

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Discussio

http://www.inteve nwes eriwa s r.n t 11

Inwhatwaysdoyouthinkyoucanmake a contributiontoourcompany? What

makesyouqualifiedforthisposition?

Dis u so :R me e t cnrb to st uiesar sallyc s in e mb rhat o tiuin oa b sn s euu

measrdi i dmo e . S who o ancnrb t otue ntmean n y ho wy uc o tiuet he sucs fpoet, dmak uey urlat hatot mp tonceso rjcs an esr o e et t hei ac

theb ttm lieo o n .

"Irallyt n hatb e nmycnieab x eined ig"X"e hikt asdo o sd r lee p re c on

co ie t icpn de eg , c e av i ymbn dwih mydsiliean n ry I anrallys etmebke pn hig u nn mo t de ce t . A o It n ce igt n srn igs ohlyan ffiinly ls, hikI an

helpct ost dmaxmierv n e oro r e arme t leu c san i z e e u sf u d p t n. Iwasabtod hat jb"Y" an o 'sean e o wo ldn t eot ato dId nt e yrasnwhyI u o b

ablet ot amet n r. F X MPE at o nrasdod hes highee ORE A L , Jb"Y" Iice ere e u sb v rhecus fhremo t yi le nigv n e y24% o e t o reo t e nhsb mp me tn

"Z". Iam cnie thatIwi eo alu dme e o o reo fd n t ll b cmea v e mb r fy u tam basdo haty eo cnrb to . Wi et p otnt oworke nt tp f o tiuin ll Ihav heo p ru iyt

onb sn s rb msliet fIam hie n "uiespo le k hati rdo ?

"An t rmp ran q eto hikmycuag , n sy hardohe i ot t u sin… It n o r e ho et,wor, dan tc ite ll he et sd p t n' rjcsk an alyial abliiswi lpmak hi e arme tspoet

a sucs. Ihav e ntatds t lan ig rskmanag me tces ed mo sr e marp nn ,i e n,

reo reu es an e r hru ho t are -- an hisucfln s, dtamwokt o g u myc e r dt shas bru ht ot sitriwheetd . A Jb"X",T Y Eo g met hi neve r o ay t o HET P SOF

CONTRIUTONIMA RE… Y use Igv v rt n "B I DEWE o e , iee eyhigmy"all,andIho et lpmak hi e arme t ucs ne eywayœ anp ohe et sd p t n a scesi v r d

Ikn wIwi erware o t . What et d al tp sofo ll b e d dfrhat ar heie y eco tiuin o o o fo heidvd also o re "nrb to sy ulo kfrrm t n iiu ny u tam?

Why areyouleavingyourcurrentposition (or)Why didyouleaveyourlastjob?

Dis u so :D srb o r e o o s thigjb iet dc s in eciey u rasnfr wic n o sdrclyan

sucnct . D o goinoge d t l u lesy uar k d helo g rci ly on t t rat eai n s o ease . T n eyo p n nt ssbethemoessiiu heitriwe mayuse do hi u jc t r upco st neve r

beo . Mak uey usrs o ele igo o dtr . Tcme esr o tesy uar avn ng o ems he HiigMan e wi tob liv o r o t rb m an llrn ag r ll wan t ee ey uween thepo le dwi

wantog t d a o wy uhan le o re . Po iee ie c ot e anie fho o d dy uslf rvd vd ney u hand diwe yv lu teigrfrne. Sat hef t na p stvle t ll b o ne rn eee cs t et acsi oiie

way. D nt en g ieo b uh y u fr r os clle u s oo 'b e atv r admo t o rome b s, o ag e, r

http://www.inteve nwes eriwa s r.n t 12

co an . D nt p clat nt tv so fen fheohe p o lemp y o 'seu eo hemoie re ligo t t r e p

inv lv di hee e t fy u d p tur. Stikt n ep ne o 'o e nt v nso o r e ar e c oo erso s. D nt chan eanwesd rn heitriw. Giea "go p s rfg s r uigt neve v ru " anwe i

posb , k u o c sc sn ". A ohe p sileanwe œsile lie"o r ffiei loig n t r osb s raltho g o t et s"weage dt iage ." N v r e eu h n theb s œ i re ods re e e rv al

pesn r moin su sasp t f s rot sq eto . Bro al o e to al ise aro ananwe t hi u sin e sucnt t ey u anwe an av t t . Y uar tcic œ sat o r s r dle eiathat o eathe

itriwt ics hep sto han . I o eb e ie r dneve odsust oiinat d fy uhav e nfrdo laioffy umaycnie anweigambg o s r sn e eal, o o sd r s rn iu ulyo uiga g n r

st e n t av ist su .atme that od heise

"Well,I e theo p runiyt efor le n an e e prallywan t p ot t op r m, ar, dd v lofut rhanIt n wo ldb let mylas p sto . Iddle erhe t hikI u eab oat t oiin i av

ong o ems b t' r o ayb c s n wIhav he"X"o dtr , u Im heetd eaueIk o etskllsaswe heabliyt ee ei slfan ' o igi ll ast it o"Y". Ib liv nmye , dIm lo kn

fo moerso sbliyan hege e p siit fad anigmyr r ep niit dt ratr osbliyo v cn

career."

"Myco an ru hti e ag me t tdt rn nmp ybo g nn wman e n whowane obigither wntam. Pirot on, wasrcg ie n fheb sio e ro t hatp itI eo nzdaso eo t et

woresi e arme t o v rIflthatI o ldad anemyk r nmyd p t n. H we e, e t cu v ccare moei use t r p otnte, dIlet ng o emse r r fIp ru dohe o p ru iis an fo o dtr .

Iwo ldb p opo ierfrne ov rf hatIwasid eu ehap yt rvd eee cst eiyt n e da valu de lo e . Ill tll y uo et n am v r xie o te mp y e ' e o n higœ I eye ctdab u

co n dwokn o y uB CA E…migan rigfr o E US "

"Whileitsane clle t o an hataffre yfni xe n cmp yt od dmeman ie ex eine, fmylas p sto eauet v cme tp re cs Ilet t oiinb c s head ane n

op otnte ut r o t r. Ihadt e hewrtn ntp ru iisjs ween thee oradt iigo hewall andhe slf oiinwih y u tam wi iemethelpmye . Ap sto t o re ll gv

op otnt od o dwok le n an rwt to utp ru iyt og o r, ar, dgo hatmylas jbjs

wou nt p ob r dI e le e hatIld '. Iam hap yt eheean am rallyp asdt am ben o sd rdigcniee ."

toueteskiirevou

i

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Di :T sq eto e e t o t o . Y uwanhi u sinrv alsa lo ab u y u o

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idc et o k db s ab u y u las jbar higsthatn iat hatwhaty ulie et o t o r to et nwill app al t heHiigMan e. S wt o r to we oe ot rn ag r ho haty u las jballo dy u

tod mo sr eman eiab e ir o ee ce. Gieseiie ntat yd sr leB havoal C mp tnis v p cfc ex le fho o r to we o of xy u si dshowamp so wy u las jballo dy ut le o r kllsan

http://www.iteve nwes e 13n riwa s r.n t

yo r uriy. Ne e mak t e nslie"Iliet tu mat t v r esatme t k k hatmylas

co an av t f ac ind s r o t n i lar nmp yg emea lo o v ato ay" o smehigsmi . Wheans rn o t o k dle tk e t hotd o bweigab u whaty ulie as, e pis r, on t e

ne atve, drlat o r s roho o r toblimie o ng i an e ey u anwe t wy u las j tdy uiyo r it oe hiip stv e ir o ee ce.u abliyt x bt oiieB havoal C mp tnis

"On higIlie o t to hatiallo dmet e e pet n k dab u mylas jbwast t we od v lo

mylead rhi klls o e amp , u i hareo rjces psi . F r x le Iwasp tnc g fa poet wher oe nt u -i" o e p rm mu iledffrneIhadt ar he"b y n fp o lefo ltp iee t

de arme t,nlu igmareig I, rd c d v lo me tan v np t ns ic dn k tn ,T po ut e e p n, de eHR. Iheldall t ep niit o g ttigt spoet o lee nherso sbliyfr e n hi rjc cmp tdo

ti , u Ihadn e t rt v r e e ic he ime b t oral auhoiyo e mytammatssnet ydd no rp rt r y n nmyd p t n. Iwasab oce eate otomeo an o ei e arme t let rat

prjc vso hathetam age do . A dt nfo ayt ayIoet iint t e re n n he rm d odhadtomak uet e h tam me e cmp tdt iwokoesr hat ac e mb r o lee her r n

ti . Iddt si s c e yap e n ot io e -itrssme i hi nmot assb p aligt her wnslfneet.

FOREXAMPLE… "

"WhatIlie o t to hef thatheewasg o nk dab u mylas jbwast ac t t r o dothejbtaiig let e e e pmy"X" si , co r nn . Iwasab orallyd v lo klls whih I

kn wwi lpmesce di otn ee o g ob let ono ll he uce fIam fru at n u h t eab ojiyo re ar heq aliisan kllso t e p eu tam. What et u te dsi fhep o lewhohav

be nmot ucsfl athi o an ?e s scesu t scmp y""

"WhatIlikeleastaboutmylastjobwasthatthemanagementstyle wasprttyhan so dt swasfn o meb c s am selfe d ffœ an hi iefr eaueI

motv e dwokhar oac e eœ b thelac f tutriatdan r dt hiv u t ko srcue so tme we o fmytammatst lac fffo i omei sallo dsmeo e e os ko rm tmet

ti , dI fe n e phavn opc pt xr r. I ume an otne d du igt iku hee ta wok wo ld no midt OME I S b tt o o tr le ot n hatS TME , u ig t ldafe a whi. Ihadt

co srucive po h myman e an t r n wwhatwasg ignt t lyap rac ag r dle he k o on

onWIHOUTce igan rcinb t e dt laceT ratn yfito ewe nmean hes k r te e, acu k dasp o le nt n ,t re uammats whoI tallylie e p . I hee d iwok do t

well. H ey ue e rnit haty estato ag r"av o v r u not tp iu inasa man e?

Whatwouldyourlastbosssay aboutyou?

Dis u so :B arfl wih t so easrfrne elie obc s in ec eu t hi n eee csar k lyt e

checked. Ifyoucanremembertermsorlanguagethatyourbossused inthep ttyt s he eho etb t n n iat hep stvas,r ouet m. B n s, u o lyidc et oiie

thig haty u b s u ayab u y u o 'tsiyag ntn st o r oswo lds o t o . D ntetf aisyo re . K e t hotuslf e pis r.

http://www.inteve nwes eriwa s r.n t 14

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bo "Ithikmyg hsi lu emyd mi hejat at ntre og

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ver

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t

c

tyity,utnk,as aiayont mai nq ali andmyablieitvasm andmo atea t

iservcer

ayIam

htueoti teniteitones s,ipec

u"Iwo

deit r

adli osme mesIg mpat wih clleag sthatlagwihe eofa p

nestgesigldsaythatmyb weak onsi hatIdst ssk'tlietomi

." tecjro

What eergonguareyo rl -ran ecaran

inn he

itec ves,

bt

jbo

towardo ai gt m?

tsepdwhat sh enutakaveyo

it tporunpitues o:Thi ni ytossq sano igchowa lo alDi

your

kreoveeerc

kre

our

bsjar wo

r

iscussoniprogresso

bo s or,b to oge

iouj

v

niny ar . E ni uhavfy ewo

st he

dasa tmpat

ie

e

ff id it teren n usres yo,iipdinmult led ucantdikepeeveonyshowighowy ud lo dn ws llsan

http://www.inteve nwes eriwa s r.n t 15

hon de itn kllsat ac fhep sto sy uhav ld o 'e xsigsi e h o t oiin o ehe . D nt

ree hejun yo o r are p h,b t otuh o o so sitll t o re fy u c e r at u d o c njb r kllsas a co n ce rgeso hatb i ne h ohe. Mak uey un etdpo rsint uldo ac t r esr o

co nc et o Ee h jbfr p cfcrasnthatismmu iat haty uCHOS ac o o a seii e ore e oy u o eall g al. Mak uey usat o r v r o tlatdt o r v r o esr o t ey u o eall g al asi

re e ot o d ho hatall o o r are e p re clatst hejbathan . S wt fy u c e r x einehas be nmo igtwar hejby uar neve n o. C nie satne vn o dt o o eitriwigfr o sd r t ig

thaty u lo gtr o sb e rigfrhecmp yo r n em g al hasalway e nwokn o t o anyo eitriwigat t et o eai n o a po touar neve n . Sat haty uar migfr rmoin

frm t oiiny uar neve n o t oiinhihe uo hep sto o eitriwigfroa p sto g r p wihi hes o an . T si o dtmet e ntat hatt nt amecmp y hi sa g o i od mo sr et

ben t o an o 3 t e si aro o r n -r g areigathecmp yfr o5 y ar sp t fy u lo g an ec e r obetv sjcie.

"Mylon em o jcie n o eice igle e f halle g dgtr betv siv lv nrasn v lso c n ean

rep niit nt ildo n uti n ie rn . T o g u myso sbliyi hefe fId sral E gn eig hru ho t

care Ihav e nwokn o da p sto ut k hi. E ee r eb e rigtwar oiinjs liet s v nat jo sIveheldt ghtse o what ne e , ealwayb ' hatmi e m sme u rlatd Ihav s

be nd v lo igt n ry iii ie ce iiy an alyial abliye e e pn hee eg ,ntatv , ratvt, dan tc itIwouldneedtobea successforyouandyourdepartment. IfIam

hire n I u k osayathi o an o t e ofv e sœ idi, wo ldliet t t scmp yfrhret iey ar f notlongerœ andhopefullybepromotedandrewardedformyhard

wor dd dc in o st esne"kan e iato . D e hatmak e s?

Whathmi akts

urronear df m yo

:Sho haty uar let ar rm y u mit e, uwt o eab ole nfo o r sak s b

eaveyoul?es

iscussonDido 'o e u yn g iee amp scnenn o r asnt ffr pan e atv x le o crigy u p t

performance. Showthatyouhavebeensuccessful,butthathavethe matuiyit e oe amiey u o e ir ot o anle nrt tak st x n o r wnb havo s haty uc ar

andgo db e e e lo e . B re.rwan ea b ttr mp y e ebif

"Go dq eto . We eb e ucsfl at v r o ehad,o u sin ll,Ihav e nscesu e eyjbIhavbu Ihav hen r p dd wn. Ids hatId tv lytyt ehadt omal u san o s ' ayt oacie r

tomo io mywokhabt dt u t fmywoks hatI anntr r isan heq aliyo r ot cco sanlyb mpo igmye . F X MPE Ihav n rwont t ei rvn slf ORE A L , ehado eo t

hiccp t linswheet is if to o wheeIt u htiu swih ce t r her atsacinwasn t r ho g t

was. Ile n dt et e ntor ert ndffiu ce tare hatIhav orallymo i c ai i clt lins cloe d"t et itmp r ue oI ank e her atsacinslyan ak here eatr" s c e pt is if to

lev l ashih asp sile ean linsliet r?e g osb . Dohav yce t k hathee"

t

http://www.inteve nwes eriwa s r.n t 16

Canyoue aimp yme thitsor

lxp

as mp ye

n

loo

lo

gfe

d iont

e

l

nthisgapinyoury? Whathaveyoubeen

rerthe"X"mo ss eyouweinchtn?d

DiHiigMan e. I o ea g ny u wokhitr, o g tryrn ag r fy uhav api o r r soy y umiht

tof eihe nb rn igit heitriwe' e to dac t ado ybign tot neve rsattninanmakigp stv t e nsab u it as oe tal cnen. U lesn oiiesatme t o ttoe ep tni o crs n s

yo s,tr o t ndiat esn e o sfrheg . Tyt houmut yn toi c ep ro al rasn o t ap r os w thaty umad o siu hoc ot ea be rm rg laro ea cnco sc iet ak rakfo e u

emp y n s haty ucu cmps o e e otlo me t ot o o ldaco lih a g al rlatdt he poiinat d ho hati hetmey uween t mp y dy usto han . S wt nt i o r o e lo e o

wer on oiiean nrpe e ral aciiy an haty uk ped iga p stv de te rn ui tvt, dt o e t

upwih te d dd v lo me t ny u c snfe . Dics yt rn san e e p nsi o r hoe ild susanvo ne r r, xr u clar tvte, lase rr nn o glu te wok e tacrriu aciiis c sso taiigy umiht

havecmp td lo gr g rjcst o esp rieo lee , n an epoet haty umayhav u evsd (sc o rmo en r v fhef ly dan rfsinuh a majr e d ligo mo eo t ami)an ypoeso al

asscato st o ek p u t o rg lar eig ooi in haty uhav e t pwih, r e u me tn sy u atte d d ho hatd rn heg o hare e kllst arn e . S wt uigt apy us p n dsi hat e

re v tot oiinat d ho haty uhav v nle n dn wle an t hep sto han . S wt o ee e are eskllst ll fll t rn ag rsn e si hatwi i heHiigMan e' e d.

"Imadea c iet u p rmye o a whi yp run esnhoc osp ot slffr leb usiga p ro al

go fb iigmyo B uiesrlatdt n fmyho be. Ial o uldn wne ayb sn s e e oo eo b ishavele n da tnfo hatab u s s oganiatio , rjcare o rm t o t ale, r z n poet

iscusson

manag me tcso r evc, dlo itc. Whi on hatIe n, utme srie an gsis leIwasd igtalsok p u t rn si ildb e igrg lar , dIalse t pwih te d nmyfe yradn e u ly an o

atte d dsv r lase e e omyc e r o . I os ifen e e eal c ssrlatdt are g als wass atsid

with myresultsthatIfeltIcouldgobacktoregularemploymentand jut ag B usiesi p etme. Itsn wa ges man emye ayb n s nmysar i ' o rat

addto al suc ficmet uet v o dmyownwell-iin o reo no hatI s omo etwarde e p dp ro al fn cal g alsv lo e esn iani o ."

:Agapi o rempny u loy n hitr anb mime t soyc ealar ngtoa

Hav rb nf dorf dteyoue oorceireeeve

:Manypeoplehaveb e ie . I o ee nfrd fy uhav ot,youaren

?iresgn

iscussonDi

alon , dii o t n fhewold an t o sn t et ee an tsn thee do t r , did e o hav obanyral b e t e higy u c e r o . I o eb e ie ,e arrirorac n o r are g als fy uhav e nfrd

http://www.inteve nwes eriwa s r.n t 17

freerences or,ourdthat dwi . I uarwo ll n fy en toot t to ge our fabletodothi andis,

ho llyy uhavec dy acssffi lye h astohav

le hat noffy me mi di m y

e

tnst

noug

dr ept

i tcen

ftro

krer

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o

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eets o

ftt

ea li dc si hemak ff me ag meman san wo no ar

fpeu

ensure

yo m theplacey uweef df m,hentroirero

fsewhoy uthikwo

nc ev swhoy uhavewo dwih clo ly. I

at eandtyt

k tre

ho oadetuc

ilo . Never sgme mp gy ar asoi od l ab hi dt ok piai at ytran eegn an

tureive,

o

depeg

ournty

den orun

d idterous

dresr

iyerconcernnt te ou

b dh your o guag

ions

os

tn

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re

c

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Wat ylan

eve

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ei dresthi ll o on et d"f ." Bsf heworto usdn,uourtoa showanag me swih yconsensutn orree

onblame. D.bift re

teandmakes ey usaycour toalm donap ar sab heq

achi me

ttounervou

ftn rodnau gan

eveisn

pe

p

. F

om thefllowigp ny

itues on o

iitos ono

iitos vetllowupwih a p

yn,i d tre ,eely. Ify uhaveb nf heo ny

de dbanou

uheld mi. S legaffimativerinddo

dtopacr

d !ence

nee

ficon

htitvereoitunverethi we do l y uc lisan an and wioverrsitc

terceny

mo

tuso

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r

"A b"Y" mymanag andIag dtod ager

am that asdc me nandlo altyby37 p ." eincre

Jt ove

hewastprogr

tsecorvtcly

any"X",whih wasa smarmo ef meb aueieidreeandIi atmme

dontocmpo

ionsrertusotneethatIi le dthec me lat himp mer tnepmanag me

ten

Is,

t

e

r

"D lle hecemye maneo eo woy ar was

li . F he ho Ilan dane nbm tt ween

eI h Cliy" " whe df lle kwiXan war mye womp wasr

ft

tn

ours

xce

ve

tver

ter

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e

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r

lyle of m Jb"Y" afro

dtunexpece

itesp

c

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ortsothecmpanylo a majiitpos oertte nat

"Z".

Why haveyouhadsomany jobsinsucha

shortperiodoftime?

Discussio rn:Theear

a i bhots

sfas

fteou

ice perpo

yooron

iercevebon

btode. Thei sn ep dasa "j ." Yhigj so nwasmo lya cho

eooemanyg dr dgeutohavechan

sf lytrequenbojocuttwi ofll wan tcsonhowswi

do ak gad sfut utas ny anageo op m,

u

oferor

or

yoeergo

itnerve n

orc

iit tporun eourt

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lear wandad anec lywih y ar als. Y

wan oi at howe hathejby uarei wigf wo ld

ea maj mi ei arle ny

uwill

eenorhe"g l" yath œ t ai uhavebttn otheuwi dt mmiat tcoourite ereeo

our

doinkr

co

wo gtwar. Y ll n or ey me

mpanyandy irngirtioicd de at ntosaytheeandfll theHidee serManag sn' .

http://www.inteve nwes eriwa s r.n t 18

umayn ethat ufll i od acso mpjff t teren conr

llsande . D lo ef wi higj sf lytrequenon ap .

tsaue"s sb ss ." Moeg dandd acbo s

at

trei

bn o

t

tc

oo

ors

ff t teren conr

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r

igz

ie

mpj smayhavek mingysble dt dfll-tatan mpan

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yo

te

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Yobec s

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t yoks

B rouiorganz

way. Als manyo,toemeemplo sandy ucannoyeri

uhavet nad ag hi ytak an eo sasano ogit tporunpfttve ewainn

ff terennabletoeaslyf ntodiiitiotesandmak li nf m thegea s dc -grob itu oitonro .

e

n

s

bo

i

irven

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to co

go

n

ec

gi gt ayhe ge omak"S fI elo h tewo am g os r

l ca mean nanhat dq hedj sisa g

hep dr . Oas yg as erasiurn

sani dt hn lo ydgt matasweweemo war nan

t

obo

io

hee my. E ewaschan gj sd gthed m tmee

ion

nign

fnor

ons

d

d in ern

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everyon

ivn o

oover

r

i fnguoo

ftor

r

o you,

'

cono

T

tt

'

dhelpmakeyour ?uccesstecjpro sa stc'vk denandIam glady uas . I eswio

fitunc oitni hat nost wasa f

redorettv

ie. I dat lle hataff dmegst at wo mee mpaniitos on

tn cole an othep

xcesokreitsoceyiit tporun eop stolearnn ws llstike hat allyretar eto

dohatweared gheetri iscussnt litidnche. T ei lu emyab ytsay o"X"stevelyaswell as"Z". Ib li ethatho

ll en

ff ite ec ve

hatwit

if kspeyearethet so lls

enre,fuccessuablemetobes l he ar ?"ytt' he

eert"I ewhyyans

ff teren op gneiit tporun e

alsb eIau am a re

abletop ed sthatali dwih mycaroiursu

s

e

ec

c

go

itques on,uaskthat andIhavetosaythatIwas

ikeoptneriucliableq klear wih thep les lls

ff b iteren usnesseieverdor

e

iitdtof

stosehows al d sde

oe

hatisrallywhyIam heet

fhon

dnee e

iit topporun et

olo gt

. Down

tnsff iteren envroniff itec vnandb ei meee nd . Ihavehad

dngs,othi anray. Ihavea fai d tun erslyclear an ingd

owthi mpsc t,kes,peranyo at andIliei rttandIdowan obeheea indncuccesveryoneb tuitonrcimesothatI anc etoe ss sœ i lu gmy '

?"ensesthatmakes

uccess

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c

t

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osaythat sb ss

eitues on,typuldaskthat eofq andIhav

fuccessuee.'Ihaveb ns l at

in

e

itn

itng,

ug

tonr

ft totu

intemp gandc ac andn wandb

way. Ip a lo ho ht otak

ntep coiggertte sk migmy

dooftogthem,andIalwaysle ngIs,terms. Plu ikwasabletolearns llst Stttorhatwi ei an oTHIll b mp

eeninoiee

tivnffer,

inniecorto

iitpos onwhileear ga li gathesametme. N w,hav gswhat he mpan so Ihaveb ycotge yournabletotar mpan

eik

tterson

raswheeIwan obmyownp al s llsan

peeve. Ialsohaved lo findd tun ersda clear an goeogoeerdcar als. Cany useho uwthatwo ld

?"refuccessuhelpmebes l he

http://www.inteve nwes eriwa s r.n t 19

Whatwasyo rr einyo rd arme tntepulou 's?successmo trecents

dit.

Di iscusson

fho dt heHiintans r r o av mean n y g i igf f dy od bMan slo k dt iatte o r r ucs un e srag r n o a p eno sces an o e ec e,

si ai heS .A f la fnd l. U .T .R. Stt t et at tcn sces e s e n rree ucse me omu or le. B le idwih atle hrt ttyo r x rp e as e x o cr gu e amp s epe ar ee amp scnenn

dmak le fhe latt eat t t styourrecen successes an esur as oneo m re e o,kan dasp fds hi lihe . Makt ttamwo o n o cmps a go pe r me gy uaco aro ru e

uadd sho kmad he leFEEL ll as tsureyo res wyourwor eo rpeop aswe,het dti dan her i dt t atmey us e e e u r o -savngsy ug n r eo av v n eo cs o e e .

"Ig hat d dall oldb j f li " ." Ihan le fXt tst tu s u ea rcn poe o cee wo ee r c r n

hec i hec j . Iinwih t li f las hrt at t t t wasa tt tmmu o e o o r r c eo nc n r u poe e

h lo ob i kt tmon gpoe r e u m p e b do hen al i i he d f li . Iwasi latt t gtnt t ntas e so ce n u n r se e n srme an n

li ' i si aidp . Ihadtsb d od le d f omakt tt t atc n u esn e e o u e ue ee sn s e n r c rsdwhathec d he hekhat d li dtet t tmyt t tsu e n eso e anr am u r o n wane nc c,

heq ali hat d wihomak ed li i alit yt tt et t tesr r ev rn u r cu u wewe e ga q ypo uhef li i hihathec . T it at st t t tr n wase p c g n one ue e x e n swasano g g

hat da lo i dt kwih my i f iatst t tprcs e ur o cmmu o amwooe rq e o nc nan e rll ast li . It i he hec hikmyrll rallywast larft ytte n n o e ocam aswe e

fhep he hecj dt n"man li ' i ." We t t att et tscp oe an ag e se p c o so eo r c n x e n,let hec hrlle !Iwasabeab od li i dt li i d letnt twastwer ev r me an e oe o n,

mak nad i di do d yfot t atesr mewaswase gu n csar e ueuen n n ees rs an,i i i i dmyck na f dbdpis c r r go e rc av mpanyneweweewo n x e wes e o,

i dmo . Myman b d am fltdet nmyt at e e an v r gemean n y ag r ey o yo e e rb j hly hekidoet t st teau r ec we os o e p re c

hat ldhelpmeb fl he ?"t wou esuccessu re

blGi f uro eemeane ampeo a p m yov xllmehf uoeac w yo

lsove

we i emso wy us e i dmo e . T rn

t n rjc wheemytam hadt ulda cso acag

l

c s hepo t n s mo t . I hat n f x eine

:You'll wantob eyseii r, dft ev r p cfchee an rameyour

do hej dtnt an ebo ,

iscussonDi

thikn klls hi sa ge q eto o s wigt o ean igsi . T si rat u sinfr ho n haty uarcratv dc ab rb m slv r hepo le o e c t se iean ap lepo le o e. T rb m y usletoueas

anex les u eassmi osb oa po le haty uaramp ho ldb i larasp silet rb m t o e lie of eathejby uar neve n o.k lyt ac t o o eitriwigfr

http://www.iteve nwes e 20n riwa s r.n t

:Thi sa po le o igq eto hatet o r rtcsi rb m slvn u sint tssy u ciial

"Thatsa ge q eto . A mylas jbIfe u nlyhado tt dn' rat u sin t to rq e t usan ig

iv ie hat u hrwo cu t eev le. Iwasn ocst wo ldt o ffmyaco nsrciabrep nilefr e n u we k e e u e ot omyV , dweso sb o g ttigo t e lyrv n erp rst P an

re u lymad t fi ot t eiin asdo heerp rs sg lar ea lo o mp ran d cso sb e nt s e ot, o iwaso umotmp ranet e ot r cr east f t s i ot c hatmyrp rsweeasacuat

posb . Frt fall,Ialway esr hatIhadge rlato s psile is o smad uet rate inhis wih t co n Man ess sn wt cu iea q ikt heA cu t ag r oIalway e hatI o ldwrt uc

emai r ea q ikc dt co n Man eswo ldhel o mak uc all an heA cu t ag r u lpme ou wih ise u u dn lin p me t ls, wo ldrsarh tt t su ssrro n igce t ay n. A o I u ee c he

prb m t ru hlys uk na rw" b fr sareo le hoo g oIhadall my"d csi o eoeI t td askn u sin dt igu t r e p ' i . I u r oigq eto san akn pohe p o lestme wo ldtyt

so et rb m o wn atis, t heifr inav lablv hepo le nmyo frtwih t nomato ai le tome. Also,IwouldstarttocreatethereportsonWednesdays. That

wayImadesr hatI u ep nyo tmet e t heb ttmuet wo ldhav le t fi og tot o oofhig nc ean su shap e e ocmeu . T let n si as yise p n dt o p hatwayIwasab

toslv hefe u n po le f cu tn ice anis ido et rq e t rb m o aco nigdsrp ce. Whatkn s

of halle g sar o u nlyf igi o r e arme t o o gc n e ey ucrre t acn ny u d p t n?H wtu h a poiind e hi u y ui?What o ldt d al c dd ed osto o st sp t o n cu heie an iat ot

helpslv hi rb m i so he frthremo t nt o ?o et spo le nhi r ris t e nhso hejb"

"Itr ot ea sse i po h t rb m slvn r akyt ak ytmatcap rac opo le o igwheeIt e ti heg he t e v t at c ar eiet rb m o g al,met at rherle an d a, le lyd fn hepo le r o

the o pwih p silesluin. It n tsi ot tog thencmeu t osb o to s hikii mp ran t e tifr inan larf hepo le is b fr o t t o n pnomato dc iyt rb m frt eoey usarcmigu

wih p silesluin. F NS A "t osb o to s ORI T NCE…

Givemeanexampleofanimportantgoal youhadtosetandtellmeaboutyour progressinreachingthatgoal.

Dis u so :T sq eto et o r o e n , rtc hikng,c s in hi u sintssy u g al sttig ciial t n i

andpoet lan igabliis t otssy u iii ieanrjc p nn ite. Ials et o rntatv d motv in ho haty uc e attaiab o , dt o n wiato . S wt o anst n leg als an haty uk o

howt r o dac e igt s o v r eido tmeœowoktwar hivn heeg also e a p ro fithru h y u o ffrsan heco eato f t r. D nt s heo g o r wne ot dt o p r ino ohes o 'uet

ex leo o r o e n rdit hi o ."amp fy u g al as"g ttighie not sjb

"OK. We ecrailyhadt e man o hru ho tll,Ihav et n ost yg alst o g u my career. WhenIsetgoalsIusethe"S.M.A.R.T." formula. Goalsshould

beSp cfc Me uab , hiv le Re si, dTi -fame .eii, asr le Ac e ab , alitc an me r dBasc k oste si o hathat ec ar ulie diallyIliet e ralitcg alst t ar le lyo tn dan

canb hiv dwihi r-d tr n dtmefame uet swheeac e e t na pe eemie i r . I s hi n

http://www.inteve nwes eriwa s r.n t 21

andwhensttigg alsf mytam. Motseorone

wen ito cebo ,jt dthatweweeg ttiga lo ftonerya emai wehadn lo danl, pedto eveb tui

ttigg alsf my lf

ly atmylas

dme

si . S al fnq a goad sc me

gd am t atea waytwo ay oc

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deppas

hodtohan letheeesdt rmailsandpassvalidc metusosontothed arme tntep sthatmanagedthe

ottooas gthetmei kteemai m r hlye htdlsf

iinig

decreougro ursaysto48 ho .

dtoachievethi dp a n ws npsan m ityseetu entlacewi nthi. Ithenwo dwih mytetkre

ktoctntverethee lsast yc lo do wemai he amei yspedn eve,

teneryeeeemplo sp man' boj

tns

tn

rco

co

f tcuso

rtuso

o

sthe maim e lsr

ho weals dtheo all v lu laior meo me mpver

lytor eo etmetoc me mplaiirespons

de uce

ur

e

de uctno on

b turs u,

ded tro ucsdtothe ep . Wemanagitrespec vir

sto48

biescrexoesi othe xli . D sthat ampledtssifirtnitges on

becau

sug

ronsurinncorportetetheP Manag ssar di at gmoec meerd tro ucs

ehowIap ach g al sttinge

hatmayb miesi

opro

t

rebroiusnesbiescro

bro

?Cany ud eanyb sp lemshe

lartothep lem Ij ?"b ded itus escr

eiitte onoteHow doyoud alwihc mp ? Ar

ersoniitte vyoua c mp epo ?

:Mo lo elo gf . ThiDi mp sar a cmp es siitpr

d

iitte vii btt te on u,

d tn ers

oo

er

orinb iusnes

ko

iftene

eyer

irv

krer

ir

o

ts eto on

iitte vb tn u,

n

o

iscussoninvo

i al c eftnern mp

iitte o

lv lythed obet atesn scmp

laytowi am play whou anp

comp namo gcwo sb se

alsoan

ttotesetobetheb . Y uwan os youhowthatals hatot ea tuar eyo sthat

veryone.

wi!Aslo gasIhavb ien itfeneinkriitte v

iitte o

o

o

"Y ldswo

n

u

n

Ies,iittco e on

nno

cotes

mp

andIk wthat gcmp eandwo ghardb

mpmyb . Ithikcmp

frtoiitte veoaythatI mp am n afaiam c . I doiitos on,torite noIt,. Inf am cmp gf spac hi ttoandIwan

I,goeclear als ite ng,ojnodtewholehear lye ycmpsthe

nferoriitte ooteirg,anyasa whole ht?Id al wih cmp nbyp migat nishealthy dI mb ei." tan acre,

krdedeionslu

ienvron

Whatwo dyouc rani alwo

me ?tn

http://www.inteve nwes eriwa s r.n t 22

gthi yt eansq od biescrit tues on r,

letothee me uaret gtoiryntn yoinvronure.lt

Di :Inanwe

hi di . Makesatme sthatalinwih thec atec

ls usho ldme nsmeg

u

nwi go heb ny . A kq . HRp alsill b

me df mplo

orpor

f iroessonlar allyliar

fco

tg

enerhetpywo ge me op eo

itues ons

ore

s

btn

it tton ou

ioss

o

ou

is rn

st e

itn ottn

itesk

iscusson

i lotenvron nme asc easpt tge no

o yo u,ik inr nvron

i ttrn uitcu re

i ttenvron n

re

A

p

al charac sab toui it ters c a healthydmpanysan ardt sthat

etotalkab he"c atecltureuorporttou re" andtheg at

heyhavec atere .yees

de "Ithikani al e ldb ewhe learet atme wo eo ep

u

re

o

eop

areab he wo

n

?"re

d ue rally

swi . H ld ar ams wwome

ud hec lt eheet at urec

tn

u

invron

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orpor

irk

ttouhe . I allylire

"estn

biescr

n

t

ct re

allyvaluredep

yo

asfai le nwheei sd lersg eue peop,itlyasp ni riveiitrecogn o,biossr

etncevorandtheo sf ad an me ariit tporun epitn oneethefac hatœ asy umeott yodœ thi mpsc an

X". Als wo ldlikuIo, rttttneretobeabletoi ac wih ohehi heo dwokoat ntnt an ean rion,izrgt

t teen

tes

dtu e

ttuce

o

n

v

ei ate

birng

n

rehika g de swhe dasa cstme ee mp

. I ki hat hebwan me soowo nanedg heo dandad . Hsmet yt ownmean os an

veryon

i ttnvron nuccee

e

"Well J

ii bt tpr u on,

r

it tporun

wo shardtheei mp es eb do -wi . Isc as na "wi " atti

p

itn

rtt

tnsthee me he

oiitte v

invron

ive

invron

o

ooal,

i

f iproesson

iexperence

krr

n

doe

t

t

i

b dvery o yrnutnm,Ithikani al e me wo ldbeo ewheeeinvronden

oinewardclearlyd dgfe vIo,als. Als aluea p relacewhe

fvertenurirtertespeceandi dœ n he eo le l osr omatt

ipcyttrei ac al dmp het boayonthej ?"

? leopetrHow welldoyouwo kwihp ? Do amsoninkrfreeyoup rwo gal eeorint

ni ea lour

ho ldg hret es me

tnerperson

ou

t

L

ion

d d tn epen en

AX

tn ex

itu

i itrec on

r

r

tt

ye

tcer n

iiupervso

r

ee

fy allyar

o

e

hat lat hip

iscussono

jn

ire onsiv e

it ou

itues on

ec

:BDiEve e

t yo osu

ftos u

de

oo

it tvc e

hat ue yandwokwell wih ohewill u

altwih var stam andi al s at

"G dq . Well,I ailycanwoki lyandsay

mo atdwi ttles dd ORE E… Soyh li nan . F MPansethatI ank pmy"e

txrerttriengablet kwi he seowo h o si me ttorlyi anmp .etnsreeetyo,ne-wolfathear un dtod mo at

erirnpeople. TheHi gManagou,trallyhavetowokwih y itnerveandthei i iegnnngwi hebst

ouneikpeoptyouri. Thi st met les hi . Ysi het ole llssldS.T.A.R. Satet eoamplesofhowy uhav

si hepnt as.t

nesdt eirzesonthep " andhi adli

oe

rein

inkr

b dojno

tu soIre,

tAIDS

wiho me yhav gtob ath dallye ywo gontamsb ynerg

pekec s,sec

wnmyn otosaueofall thes

Tak. THAythat

http://www.inteve nwes eriwa s r.n t 23

iscratd let ak ieto ll fo rjc le esaswee e . Iam ab ot edrcinwe rm poet ad r ll

asmyteammates,andIam alsoabletopersuademyteammatesto mypon o ve nn csar. F X MPE… Ials k n wigit f iwwhe ees y ORE A L oliek o n

thatwhatId sani ort tpic hatfe sit t r e p 'oi mp an eet e d noohe p o les projects,andthatwecanall worktogethertobesuccessful."

"Iam deiie e lay r e aseb nclle ean hat fntlya tam p e. Iplay db k tall i o g dt

tau htmea lo ab u co eato drso sbliytg t o t o p r inan ep niit omy te e. It n eiie ru hthat prtnot rfsinammats hikId fntlybo g t siiit hepoeso al

world. FORINSTANCE,Iworkedaspartofa team atjob"X" where theq aliyo r ee p nb hewho e n wu t fmywokwasrlidu o yt letam. Ik e

the r o nigo dIk e od lie frhes eoyweecu tn nmean n wIhadt ev ro t ak f ev ro essces HA AD I analsost ocue og t oey n ' ucs. T TS I , c ayf sdt e a jb

do ewhe am wokn n e e d nly ORE A L , jb"Y" I n nI rigid p n e t . F X MPE atohadtocmp t nh lo gpoet t itallyn u evso . I o leea mo t n rjc wih vru osp riin

wasablet o t rjc asa who ddvd t u it ieolo kathepoet lean iieio tnobt

sie hu k hatI e d dt o leee h d . Id liee he zdc n st n e e ocmp t ac ay ev rdtprojectjustunderbudgetandaheadofschedule,andIwasrewarded

fo t . H wwo ldy ud srb hetpc rjc tam hee"rhat o u o eciet y ial poete r?

tin

rofl ltuccessu resu s

kre

ltee

io

ro

itu

am p dmo es

De nwh gwiha atea s nwo

dro uceanifyouhadc dthmp ep

yo rown.

biscr

u

teht ontecj

iscussonDi

HiigMan e wanst ar r o t o rho g rcs, drn ag r t ole nmoeab u y u t u htpoes anhowwe o anfr x le oanwe t stamwokrlatedll y uc om e amp st s rhi e r e

qu sin o ll wan t ho o r it osliiie rmeto . Y uwi tos wy u abliyt octd asfoot r, se arflly an esad e p oy u p it f iwhes litnc eu , dp ru ep o let o r on o ve .

"Well,Ihav re oh id p n e t do wnt o g uewok db t n e e d nlyan nmyo hru ho t

mycare. I no oh, dc ob t q allywe ll hav oe r e jyb t an and oh e u ll. Iwi etsayt u h,hat rkigwih oheshasotenye e rateu sho g t wo n t t r f ild dge rslt

fo poet ewok do p cfc nicmestor rjcsIhav re nœ seiiallywhe t obr ntr n . Ityt e e ey n n o e ncmigu t eaisomig r og t v ro eiv lv di o n pwih n w

so to sb igtmefr eso swhee"t r en o gieluin ymakn i o ssin r heear owrn d as

or s r." T ratvt fa go po e p salway on obanwes hece iiyo ru fp o lei sg igt e gratrhant o o ep ro , dt st eu swi emoee e t hat f n esn an hu herslt ll b r

sucsfl. Iddt t o ORE A L "cesu i hata lo a Jb"Y". F X MPE…

:Thi sa "b havoal itriwig tleo u sin he si e ir neve n " sy fq eto . T

http://www.inteve nwes eriwa s r.n t 24

"Worigwih ohesallo o at n t r e p ' kllsankn t t r wsy ud a-mieohe p o lessi d

ex eine, e p rp cie die haty uwo ldn t eop re cs g t esetv san d ast o u o hav n u o , dc c heq yo o r wnwokb r t o so tyo r wn an hekt ualit fy u o r efoeig e u

thed o. F r x le at o wok dwih man rato r o e amp , Jb"X" I re t ygeprgammesan esin r. Iwasab o"pckther r n" œ s oo r r dd g es let i ibais ot

sp akœ ab u t ffcie eso v iu ehnq e, si e ne o thee etv n s f aro stc iu s etmatsohowlo giwo ldt et e v iu hig o e ec wo ldnotn t u ak og t aro st n sd n , t. I u

haveb e let omyjbase etv lywih o the ll t r ee nab od o ffcie t u t m. Wi heebtheo p ru iyt r na tam stato sathi o ?p otnt owoki e iu in t sjb"

Tellmeabouta timeyouhadtogainthe

cooperationofa groupoverwhichyou hadlittleornoauthority.Whatdidyou do? How effectivewereyou?

Dis u so :T sq eto et o r har p ru inanc s in hi u sintssy u c m, esaso d

s s psi . T si o nwo t o . Y umayn e osalemanhi klls hi sa cmmo rksiuatin o e dtofe ai heco eato f o resfo t r e arme t dtng nt o p r ino c-wok r rm ohe d p t nsan

esei o r os o tos wt o n esan hatp callyy u b s. Y uwan t ho haty uu d rt dtdiee thig tv edffrn p o le an haty uc esadffrn t n smoiat iee t e p , dt o anp ru e

the yidc igwhatheb n ftoT M i fhe ot n sy um b n iatn t e eit HE sit yd hig o r way.

"Thatsa tu h stato , u o et e npe o ni' o g iu in b t n hathasb e rttycmmo nmy

ex eine 'eotnhadt e d asast yrlat opoesp re c. Iv fe osll myie he e et rcsandpirte. O et n r od st o nc emyie nroiis n higItyt oi ocmmu iat d asi

wayst ar, s i ot t , as ou d rt d otytohat e motmp ranly e yt n esan . Ials rouliet e eisi gc . B t f o reIals r omaktn heb n ft na lo ial way u o cus otyt e

anemoin p al t e p ' wnslfneet IT Nto al ap e op o leso e -itrs. ILS E

CARE ULYt eemiewheet e beto s an he r oF L od tr n r heral o jcini, dt nItytov ro hat beto . I sallype ffciewih t . A o Iecmet o jcin am uu rttye etv t hat ls,

alwaystyt o rmiewhe hikt ll b n fthego por ocmpo s nIt n hatwi e eit ru r thepoet ORE A L o st anwe t u sin "rjc. F X MPE… D e hat s rheq eto ?

"Go dq eto . Ihav o oraliet wy upee t o rd ao u sin ecmet e z hatho o rsn y u ie

isjut mp ran ast d a islfrg ?Ityt u mye nohes asi ot t heie te ,iht r op t slfi t r pe p ' ho san e se ot m asi wassen hig rmo less e drallylitnt he fI e igt n sfo

ther esetv . T c rsn myie nway hat easip rp cie hatwayI anpee t d asi st arpesasv osb . F X MPE…"ru ieasp sile ORE A L

http://www.inteve nwes eriwa s r.n t 25

Giemea s ce ampeo mehiyouddthath db de asm i

ng n

tsoh itn usfl

liuxifipec

lepeiv

dtu eiitos vtn"Well,f all,Itytoap ach e higwih a p eattitveryprori ftrs o .

itues on.dq

dere

am play

amplesofhowy uhavec atox

.erdman latag me etn ree

How doyoumo ateohteritv

eoshowthat uarea g dmanag anda ter,ooyo

wd tn ershowthat uu andhoyo

m i he ll ertno sItistniuecathi . Totytob lde hu asrngc

isallya taskthateitiry,andeas " o fi sr

.ngs

oonertone,ttewecang sd wehi hesoreontothefns ." Ffftuu tuigurr,eopduiividn al p le Itytof eo

sd Ite ,roient tnereseyarei nb mo aydi gpn

ee

otc o

peoprt

ny ui

etomakeohe lef l

:Thi sa le hisi ad paners

feiondthi sg or lesi gt

ds,tu reriv

o,ur

LAXngs

?onewheny ug hi " … F MP lssd ORE E… A Itft t t tones ou oameo a c hi . Imakes ethatIg eo war

tteor

ft

d Igoo ,

nieve

g

kfti heyli

. Stecjpro

ookofhowg

gtobefun,hem "T sihi sg

hat ay"thesooner

ion

sf Iun,ttno

t

r

mehiglie"thi

maner " oievew

n

c

kn

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your

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toncre

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i

tt

fipec

hto ers.lpeope

iscussonYo

dcGies can eeva taskor

Ithikthat anbcn

anmo

whatmo ateitv

vc

sthem. I heft

reallybethe

'tdni

leeioneveryonreinowill say"Cany mag wg at ei gtui eho sg of

tes response

entohavetam

ret tonesncATmall. FORINS NCEweo ehada c whettgo

oA . Als sfet maz u

ttn

iito,

itverse

on

me hat heb

koeopntoindongrouortvensande sf pb gœ smehigp lecanloinnerd

fidn. O all,Itytorer

severit

tsoneis

is

ien

iu

er

ron

everyonei mso ge hu as cmy lf. Whatk sont fbf tor n

hi ed ehe ob lde hut et tngsar n

ouonthejbwheny

ere

f it tceri

hep nwhoc atdthead

wona $100g at

ersot

icf

hu asm f

learemo atdbyd hiff tterenieitv

or

ff teren peop

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ii?"tprrouasm andg ps

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. Of hemat et eareg

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iscusson

itury courst

ve

bfd al gwihs ewhodyo me

dtod h a p hat li . Mo loal wi nte sn ey mp sar

lo gf a le l ofp alim f he lo swhe hem t etor mp

ilk

nee

kio n

De ea s at nwh eyouf

Di

?tldidyouhan ei

ourikitnerpersonourtesitues o:Thi nt sy al s dysq llsan

igtobetmeso

ewardtowhenwerfor

ytomakea

ach a mile

heyares

sencerfn

o

n

tte

ecoencers

di

ifnor

fferencei

kio n

tu personcanp al d sas eandg hejbd

arealsoarealsolo gf lu . B migani lu mean

yersone. Emplo

http://www.inteve nwes eriwa s r.n t 26

thaty un e ose po al fo t r e p dwi he v ro e dt e kap rv rm ohe p o lean nt m o e.

Useanexamplethatshowsthatyoutrytoseekapproval from people thatd nt k o , u t o en tni d e rneueb heo 'liey u b thaty uar o itmiatdo iscr yt

fac t o g n t eab oc g esnso iino o .thaty umiht o b let han ea p ro ' pno fy uDon t ayt o u r oav i esnt o sn t k o .o s haty uwo ldtyt oda p ro hatd e o liey u

"Well,Jm, o c od al wih a man e i ohe d p t ni I nehadt e t ag rnan t r e arme t

whowasno awar fmyq aliiato sœ an rm myp rp cieshet eo u fc in dfo esetvse me ohav o e atv pno sab u me hewasalwaye dt esmen g ieo iin o t . S s

exrme hot t , dotnwo ldn t v ngv hetmete lys rwih me an fe u o e e iemet iofd , ho g hewasn t k hatwih ohe p o le bay alt u h s o liet t t r e p . May ewe

hadgo e ffo hewrn o t r o t n , u Imad on ottno nt o gfo o smehig b t ea p it f se kn r po al an n ighe o e. I n o t fmywayte ighe ap rv dwinn r v r we t u o o

doe ta wokfr ran ee ta nc ohe. I o isltdbxr r o he, db xr iet r wasn tnu e y her ko rg dfr , u It u hti cu mpo etlac r e ar o me b t ho g fI o ldi rv he

re inhi he wo ldb r ffcieat o . I o g iglato s pt nI u emoee etv myjb wasn t on

tole he lac fpoeso alim,u g nalim, r e e iwast r ko rfsin s jd me t s o whatv rt , tak rm myg alsathat o an . A dI o g igt teawayfo o t cmp y n wasn t on ole

itaffc myg o tud . Itridt rn r o n hru h myg oet o datti e e obighe aru dt o g o d wor dc eydsoiin r he t yb igcnrnato al okan he r ip sto ,at rhanb en o fo t in r

re tv . I sallytyt ot . I c 'bigsme n o n , rfacie uu r od hat fI ant rn o o earu d o iIc 'san o o ee e Ijs tyt easpoeso al asp ssileant t dsme n ls, utr ob rfsin o b

andfocusontheworkandwhatneedstobedone."

Doyouconsideryourselftobea leader? Whataretheattributesofa goodleader? Givemeanexampleofwhenyouhadto show goodleadership.

c s in e es pi mp r si hatHi gMan esarDis u so :Lad rhi sani otant kll t rin ag r e

loo igfr v nit o o eg igfr o sn tn o ekn o. E e fhejby uar on o d e o iv lvlead rhi, o ll n e os wle es pi o eg igt ees p y uwi e dt ho ad rhi fy uar on ob

prmoe . E e fy uar n -wo , r o en t o otableo td v ni o ea lo e lfo y uar o cmfrdietn t r, o tll n e ou d rt dwhatmak sa g orcigohes y usi e dt n esan e o d

lead r eciet u te fa g o ad r df e t rne. D srb heq aliiso o dle e an lattrheHiig Manag r ysatn haty uar uet r hes wsman fe b t igt o esr hatheo s ho yo

theefn u te. Whe o iee amp so o r ad rhis ieq aliis ny ugv x le fy u le es p

ex eine s wt o ak ntatv drso sbliyfr e np re c, ho haty ut eiii iean ep niit o g ttig thejbd n ihto o erg .

http://www.inteve nwes eriwa s r.n t 27

"Ithika g o ad r e le g alsfrhetam, dstn o dle e mak sc ar o o t e an esan

achiv letme r oaco lih t s o . P o lear omuhe ab i -famet cmps hoeg als e p es chappe whe he ee ab dt r ot ib s abliistwarsir nt yar n le owokt her et ite o d

challe gn o hat e"bt-szd" ralitc an n len igg alst ar ie ie , e si, dattaiab . A lead r ho ldraliet s an n wwhatit e oe ab e p oe s u e z hi, dk o tak st n lep o let

wor t ib s. Ag o ad r ho ldb liv nhi r re , dkather et o dle e s u ee ei so heslfanbeb liv leathes i . It n o dle e i hars iee ab t ametme hika g o ad rsc imatc

ande n hecne ssan lligco eato fhego p ls,arst o snu dwin o p r ino t ru . A o a leadershouldleadbyexample,andhopefullynotmanagebyfearor

un rd cien g ieciiim. I' ret en v rhadapo utv e atv rtcs tstu hatIhav e epue ad rhi o , u Ihav et n e ntatdmot frlyle es prle b t ecrailyd mo sr e s o

theec aceitc osmed ge hru ho t are œ ans har trsist o e ret o g u myc e r dI re o owar od v lo igmyle es psi r t sallylo kfr dt e e pn ad rhi kllsheeathi

company."

"WhenIwasat o ag r n x etdf lyJb"X" myman e hadanu e p ce ami

emeg nyan u mei hareo hito a we k higre c dhep t nc g fmys ffr e . T n s wen fn o t is t ay, u t nwehada hu eod r o ntiefrhefrtwod s b the g re cmei

andan t r ne e utme po le p nathesameti .ohe u rlatdcso r rb m hap e t meWehadtord heiat ustmer' re, u als ofll t ie ot r ec o sod rb t ohadt i hebg

ore. Ihadt hit o n o respririte de end r os faru dmyc-wok r o isan vco vnea cu lep o let r es hat o ldcmp t ohn ic o p e p owoklat ot wecu o leeb t

oreso i . Iwasab ot et ntatv , ea q ikd csod r ntme let ak heiii ie mak uc eiin abo t wwewo ldhan lethesiuatinœ an eaueIhadg ou ho u d t o db c s o d

re inhiswih myc-wok r e t o p r ino t e olato s p t o resœ g theco eato fhetam tdowhatneededtobedone. Whenmymanagercameback,she

co gatlatdmyhan ligo t iu inb akn u t nh.n r u e dn fhestato yt igmeo tolu cCanyo eciet ad rhi p otnte n o e t hiud srb hele es po p ru iisiv lv dwih t s

poiin "sto ?

"Ithikt t e halle g nle es pi ohe t r e pn hatheral c n ei ad rhi st lpohe p o le

re h t io oe tal. T ot s Ityt rat nhui m,ac her wnp tni od hi, r oce ee t sasmotv ep o le an uliec ar dac e ab o hathe aniat e p , do tn le an hiv leg alst t yc

wor o d hikI ho dg o ad rhi dC mpany"Y"ktwar. It n s we o dle es pan owhereI…"

Haveyoueverhadtogeta pointacrossto differenttypesofpeople? Givemean

example.Whatapproachdidyoutake?

c s in g n t si u sinab u cmmu iatoDis u so :A ai,hi sa q eto o t o nc inand

pesasv n s. Y uwan t n iat haty uc o nc ewihru ie es o toidc et o ancmmu iat t

http://www.inteve nwes eriwa s r.n t 28

leinwaypeop sthatmakes etotens hem andthe wne ixperencesoir .

Whenwo h a d eg uwi omakesgwi ll wanuareu

mp anly gthat uareu . Y uwanhat ucan"sll" ani

ur

tt

tt

od dtn ersoo

roup yo,ivers

yode

t

e

d dtn ersoo

ifiveryn,

inkr

ttoryo

yo

it

ethat. Thi lvsi sb ienenvo gclearandc andmotsioncse,

woalsoshoa,andn atitego etoag me tnree .

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Whatdoyoudowhenpeopledisagree withyourideas? Describea situationin

whichyouhadtoarriveata compromise orguideotherstoa compromise.

http://www.inteve nwes eriwa s r.n t 29

:Thi u stintssy u s s ship p ru isq e o et o r aleman , esasveness,Di

anditresn klls o tos wt o ann g tat, dnep ro al si . Y uwan t ho haty uc e oi e anthatp t fhi scmpo s. S wt o ano ecmead estaro t si o rmie ho haty uc v ro v riy

andb e aco swhe t r iage t o rd as.etn iu nohesds rewih y u ie

"Yo easigmeho e t iage me tomyie ?OKuar kn wId al wih ds re n t d as . Well MarartIhav osll myie dn g tat ut ig e, ehadt e d asan e oi eq iea bt

ov rhelas fwy ar ariu lyatJb"Y". Whe heewee t te e sœ p tclar o nIwast rhadre u sr e ysssin r ac mb r fhetam madg lar tatg e o swheee h me e o t e e

su g stinsfo g als andstatgesfo rac n hoeg alsg e o r o , r e i r e higt s o . WhatI wou oi,is o tyt v ro beto st d asb frldd s frt fall,r oo ecmeo jcin omyie eoe

theyactuallycameup. FORINSTANCE… Yousee,whenpeople diage t r op t slfi her ho san e es rewih meItyt u mye nt is e drallyse

wher he ecmigfo r od tr n r heralet yar o n rm. Ityt eemiewheet ediage me tscmigfo siane oise av n tmademys re n i o n rm. I t g su ?H eI o

ide le ?DoI e dt t eimoei emso wmyie ua c ar n e osat t r ntr fho d a wo ld

be eit m?Ityt d iage me t o srcie dlo kfrn fthe r ohan leds re n cntutv lyan o oa "wi-wi, dt uu n o e o y eo cmpo s. Itryn n" an hat sallyiv lv ssmetp f o rmie

tomak o csin fheohe sd ll als ecneso s ORecneso sit t r iewi omak o csin. FEX MPE o etmeat o rac da cmpo sewit e d rA L , n i Jb"X" I e he o rmi h a v n o

onthe…"

iscusson

inleegAr datd at gtooeyoug as ?ks

Di

abite. Y us u ho u g n cnenn nii etoliis o ho lds wjd me t o crigwhe tsb s tde g ea t kœ o t k t o re . S wt o n whowtole at as racleiy uslf ho haty uk o

iscusson

deiec ar dme uab o o ohe p o le an ho hatfn le an asr leg alsfr t r e p , ds wttheear oise u u dn o r it otll ohe p o lewhatr en su ssrro n igy u abliyt e t r e p

todo.

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tassap rpi e ot t r anb pe u, dpoetk po ratlys hathewokc esrado tan rjcs canb o lee o n r at rhanlatr aro e g iniecmp tdso e r he t e. P t fd le ato s

un esan igp o lesc abliis an he iigt m c ar od rt dn e p ' ap ite, dt ngvn he le g als toe eueag nst en rb m d finn assfr e p dx ct ai . Ihav opo le e igt k o p o lean

te n he t o b c s oi owoke ey aywih thelligt m whatod , eaueIg nt r v rd tattiu et wear rigtg t r e an r e d otd hat eall wokn o ehe asa tam, dwokn e st

bed n . It n tsrallyi ot totyt rat eaidst fo e hikii e mp ran t r oce ea d t le e oisrcin o p o lewhe asigt m. Ials r omak le myntuto sfr e p nt kn he otyt ec ar

ex et in f x t n e st ed liee dwhe . Ilietp cato so e aclywhat e d ob ev rdan n k o trytosetpeopleupforsuccess. FOREXAMPLE…"

:Thi u sintssy u man e n an ad rhisq eto et o r ag me t dle es p

http://www.iteve nwes e 30n riwa s r.n t

Tellmeab mewha t nyo

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tourpresen

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usome so

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dion,:Thi ni mmu assq sab at anion persu,inctou coitues o

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nf he . SoIfmo mmo arso

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lics ak gandp athecmp

moeIdlo dsmetalk gp swhee…

oocoudthati ldb datfI eg

uhenIwo ldhav eea r nal legupobiossfteiontresen. SoImakep at saso nasp le. The

Ie,iotresenonoritteerttetothem,heb Ig at . F ep at nImad"

oirynetvardtomyad anag . Whent gt

idbte osonthewhi ar. If cdiiitos vll inthep es easmuh asI diitos vets ocrei Iton,

iv

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gthem o iitos vets otftdontheb ar. Iam le wih a li fp sonthe

http://www.inteve nwes eriwa s r.n t 31

bo dt sp ot oiin o o wme o hikoar hat u p rsmyp sto . Y ufllo ?Cany ut n f

siu inwheeImiht s hi ehnq et esad t r oy utato r g uet stc iu op ru eohest o r pon o ve fy uan weeo e o ehe?it f iwi o dI r na tam tg t r"

ollmeab animp ant

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infr inag . E e fy ud nt ieaswe o u k oomato e v ni o o 'wrt ll asy uwo ldliet, yo e dt ho haty up hetmet arfllypo fe o run e os wt o lant i oc eu ro rady u

wor de e eohese iiasap rpi e o r x les ukan v nhav t r dtt po rat. Y u e amp ho ld sho haty uar eycnce to san u t-oine niwt o ev r o siniu dq aliy re tdwhe t

co st ie uiescmmu iato sme owrttnb sn s o nc in.

"Thi sa q eto o t iigsi ?We i Ihav osi u sinab u mywrtn klls ll Jm, ehadt

co leed t le rp s hru ho t are œ an heehavmp t eaidpo oalst o g u myc e r dt s e usallyace ass spee, dhalfasle allybn igu tdhalf ale ics an g idn

dou ns s rcnlyI o lee ite -p epo oal tcme t. Motee t cmp tda ffe n ag rp s hathad tobeapprovedbymymanagerandbytheVPofmydepartment.

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highe le e an ok e waso herghttackwit hecne tr v l, dIals n wI nt i r h t o tn. Ithe n ahe ddda frt r t dt nCA F L ro-radnwe t adan i is dafan he RE ULYpo f e

itb fr we t v rt t ag r nop r e srvso seoeI n o e iwih myMan e. Iicroatdhi e iin, sho dit m ag n an he rsne tot P whos diwe tohi ai, dt nIpee tdit heV , ai t

iscusson

o og t u an han e. T lepoestowasgo dt owiho t yc g s hewho rcs o kabout10 hous an hreme tn s c d le fhi nad aner, dt e eig. Ihadshe u dall o t sall i v c,

soIg thepo oal o tot lin o i . B t ag r do t rp s u t hece t ntme oh myman e an

myVPk e x t t lin wasg ttig nt cu tn we aclywhathece t e n . Wewo heaco n! Mymanag r e p o that o mp ran ar o de wasrallyhap yab u t . H wi ot t eg o

wriigsi t hi oiin ido ou nswo ldIbtn kllswih t sp sto ?Whatkn fd cme t u e wriig"tn ?

:Theabliyt iewe so umotmp ranei heit owrt ll i f t s i ot c nt

tltcuiveHaveyoue rhaddffi y wihakr erot

h

isupervsor

lesov

? Wiha c wo ? How d

your etec

di

?itclfon

?ltee

iscussonDi

prd ciesluint o fc, dt o o 'ho rd eoo utv o to ocnlitan haty ud nt lda gu g r

http://www.inteve nwes eriwa s r.n t 32

:Youwanttoshowthatyoualwaysworktowarda

howthat ucans kupf lf,yourseoritcyopa chi ny ho ldpo . S

oi na n -c at al, -emoanwe wih loso ec ac

itonnon.

er

iont ton

us

f tonronfey

our

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kee

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o

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mak lfœ loesme eœ o myli sa mi . SoI h i hepm tan ap ac

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k

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msors satwo ktatt

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wih s sandc ewih dffi lt at . Ag dea s yab aligwih a v yan ycli me

euooncE I,L ehada clleag ewhoIfltAXign

also hetam. FORE MPeogwasalwaysd gme

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http://www.inteve nwes eriwa s r.n t 33

Thati r ogv e p heb n ft fhed u t ntheyswhyItyt iep o let e eio t o b whe

se m t ea s rfs. WhatId esn styt o toe ohav hotue op ro allyi r ocnrl my rep net iu in o ant ees i o to p n oso s oa stato . Y uc 'n csarlycnrl whathap e st

yo , u y uc o to o r ep ne r od sle gheu b t o ancnrl y u rso s. WhatItyt oi n t n thetmeb t e hesrsfl stato dmyrso s oti ewe nt tesu iu inan ep neœ s hatI

canie tf hec s fhesrs dd cd c oab u i.d niyt aueo t tesan eiewhatI and o ttFORE A L , nsv r caso sIhav od al wih v r r eX MPE o e eal oc in ehadt e t eyiat

cutmeswhoacu e dat . WhatIddwassayc dso r tallyy lle me i t alm ant the e u d r kn rallytidt se dd cdle i. I oli it t tno m g n e mys e re nan e e

lywhati her i lehat fhe b m. ThenI wast wasat tt t t tac o o poex o r rd dslui hat ldb le ii ii dwihi ftt st t ctprv n o o e na se -o e o o cu ecmp p c me

f . Ialway idt sb hosf hatii of f i it t et tatt etr s ac p so s o same n e s y e u nhead j ieab m. Id ob f it tnan eo c u e r s n

dn si lv d ls i si he i . A It dst t tt yt ntan e mye o v r oav eo g mo n n o e o o rs,fi eb ligdffi k helac k i lt it att yt ats p ac u r o v r o sso e rr n c asso cn es n o n r r

hanlat . D hatmak ?"t ster oe esense

De adiet uewo nyo rc rreu

-o db betv o the omyb s t epoeso al

lokrbo .mo tj

hrecenbiscr

tsortn

Diintniyan e oo o r r is ho haty uk o wte st dtmp fy u wokhabt. S wt o n who o

manag o r rlo . Whatv r o o d nt o lai o t igey u wok ad e e y ud , o 'cmp nab u havn

be n"o ewhe d r we eyd r yb s." Hiige v r lme " o ho v r aywas"caz uy rnManag r elo kn o e lo e st ar alm i hef eo aesar o igfr mp y e hat ec nt ac f

heav rlo , dk o wt roiiean t oue owokywok ad an n who opirtz dsayfcsdt r

iscusson

ku l c . S i fi lei ho hat uhav da s iina t t t wt to mp o o eman e n cas n o n y ag g an

worlo yd v lo igce iesluin o aco lihigall ofy uk adb e e pn ratv o to sfr cmps n o r wor ntmewiho t tesn u o havn osaylat r rko i t u srsigo t r igt t eo wok

weekends.

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qu t, oa cu ledffrn t n s is o lanc n soaliy Id o p iee thig. Frt fall,Ip hu k fmy daywheeI anwokwiho tne pin ' ak woho r rr c r t u itrru to . Ill t et uswheeI

do 'anwe t ho eo c c mai an ut r kio t. Wit nnt s rhep n r heke l, dIjs can t u hithi i r ocmp t yt k osb . Ials r ostmeItyt o leeasman assasp sile otyt

hand v r ic fp e o lyo c. I nt r nsmehigjslee eypeeo ap r n ne wo 'woko o t n ut

a littlebiœ Iwi r oshe u i oI anwoko as nit ll tyt c d letmes c r na t ku tl co leins hatI ancosio s. F X MPE Id v lo emp to ot c rs t ffmylit ORE A L , e e p d

a sytm frno n reswheeI cmps d"X" … I tv ese o icmigod r r aco lihe moiat

:Inanswerigt sq eto o ll wan t ho hen hi u siny uwi tos wt

http://www.inteve nwes eriwa s r.n t 34

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vernr

td ttro uc,

evenu

ne

do

ioninc

trus

o

io

ttor

incoi itrec onsto

allyimp an. C mmu at

ldbeab of wi h d . C mmu at nan . Ilet lo nb dt

nottontotheb m lieœ

counuthikI ld

000,

owdoy

:Thi dap h tnt matsy ac oproiturourtesitues osq yan

sm p.ions

f iproessone

ourinkr

tnsroo

etn

ugoe

opsionsind

e

iscusson

b iusnesd tn ers

Di

srlat hi . Y usho ldd mo atey aliandu an gofwhat si oa g dwo grlat hi

dd tn erslearlyu an

al valu nt kpei hewor

ethi nt mosq od tnsreitues o

eekd,sitesibiesponserh themanag

ll andr li . That ai Ilietok pmy

.er

hi dc sreioincooon

hous

"Well,It kg mmu at ni

'

eeyeandtheemplo en dtoc

swho gt

iiton

b itu o

o

itonr

d tu ge

ind

d

nchi lep am œ i lu hec

iwiho a s led nad al b . Hmei

rogr

ingtut

t

or tohikb

tnt

each ohe sr'

uarea

dthe

i drenttesal. WhileIdomyb obef ly 'stou peopitues on'taskq sab le

lat hisr spb dvery o y, on

f iroessonpt

ionst

eb iusnesandpleasan wih e Id

http://www.inteve nwes eriwa s r.n t 35

pesn v su lest ybigiu . A dId nthiky uhav obero al lie n s he rn t p n o 't n o et

betre d t o r ag r n s hati o t n hat atrs fin swih y u man e u lest ssmehigt n ually ev lv s hikii etok e uiesan esnal lif o whato e. It n tsb s t e pb sn s dp ro esme

se ar e an ut e py u e e nt rz dwokhar o dp at, djs k e o r y so hepiean r dtwarthegoalsoftheteam andthegoalsofthecompany."

"Ithikt s i ot thigt u evsr and o tn hemotmp ran t n hesp rio c ofrhe

re inhi spo iec ar o dt ne ab hee lo e olato s pi rvd le g alsan he n let mp y etreach thosegoals. Theemployeeshouldthennotonlyworkhardto

exe dt s o , u als o nc ec ar dcnitnlyce hoeg als b t ocmmu iat le lyan o sse twih t ag r o t rges o an su st g san nt heman e ab u po rs, r yise hatmiht t di

theway o dwokn e inhi sb e ng o o nc in. Ag o rigrlato s pi asdo o dcmmu iato , trs, dmuu ep c. T s d Id r oav i kn u sinutan tal rset hat ai, otyt odasigq eto s

abo t e p ' esn v s an o 't n o et ees iu p o lesp ro al lie, dId nthiky uhav on csarly be"b s b d is t o o et ea g o rigrlato s pœet u de" wih sme n ohav o dwokn e inhi

i' o teamwor, e ngalon , dg ttigt o o e o stsab u t k g tti g an e n hejbd n . D e

thatmakesense?"

"Ithikii mp ran t n esan hat ac de eyrlato shipn tsi ot tou d rt dt e h an v r e ini iee t r ocn ut slfpoeso ally an neac wiho tsdffrn. Ityt o d c mye rfsin , ditr t t u

anyasu to so jd me t. T c e wtsmpin ru g ns hatwayI anseho he re inhi v lv s an ofo hee ohav alt ep clato s pe o e, dg rm t r. Id ea he hyrset

fo auhoiy b t oliet ev e o mycnrb to s hikr t rt, u Ials k ob alu dfr o tiuin. It nall re inhisar asdo iean ak ,iht?"lato s p eb e na gv dt e rg

What atmo eitvna po

letxrhsyoutogotee a mibootecjro rj ?

iscussonDi

a se -sarte an haty uar let tvatey uslf o o ylf t r dt o eab omoi o re . N b dwant ohav olo ko e y u s u e an ea mir-man igst et o v r o r ho ld r db co agn

tas-mase. T rn ag r t ok o t et nytk tr heHiigMan e wanst n wwih crait hat yo ll cmp t o r r ntmewiho t igt en g douwi o leey u woko i t u havn ob ag e r

montrd o ho lds wt o emoiatdb o iatoioe . Y us u ho haty uar tv e ya cmbn in ofitral an xen rb tso g als o isane y uwan tonen de tral attiue r o . F rnt c, o t

de ntat hatep niit sp t fy u esni atr. S wmo sr et rso sbliyi aro o r se tal n ue hosto gitral b lif dehisast yrlat omoiatn o rern nen eesan t c he e et tv igy uslf

top ll t o g o t e dfr o re eauei' hergu hru h frhetam an o y uslfœ b c s tst iht

thigt o ls, ho haty uhav xen ei o on od . A o s wt o eane tral matral g al y u wor o dœ lieg ttiga n wcar.ktwar k e n e

:Wih t sq eto o tod mo sr ethatyot hi u siny uwan t e ntat uare

http://www.inteve nwes eriwa s r.n t 36

"Yo easigwhat tv e ?We i Ihav e to guar kn moiatsme ll Jm, ea rallysrn

bee t fI r di f, ll b e d d d ane n ilifhati wokhar nlie Iwi erware . A v cme tnmy care i mp ran t , dI tob ep ce ymye rsi ot tome an wan t ersetdb

es clle u san ns o e ,' nen v e omanag r, o ag e dclie t. Y use Im itrallymotiatdtmakesr hatmywoki fhih q aliy an hatIg tt o eouet r so g u t, dt e id n n

ti . I tob n wnast ido esn k ob ru fme wan t ek o hatkn fp ro . Iliet epo dowhatIdo an e l g o o t e n t o e hat ai, ohav, dfe o dab u g ttigid n . T s d Ials e

pesn iani o hatI r o d o isane Iamro al fn cal g alst woktwar. F rnt c,cu nlysavigfr e uboMin C o e. I v nk o x trre t n o a n wT r i o p r e e n we acly

whatclo, dt ptin hatIam g ingt e!Iv e ys eo ran heo o st o og t 'ealrad av d a go damo n o c h frhi, dIk o hati wokhar llo u t f as o t s an n wt fI r dIwi

ge a g o o u dIwi eab og t ram c e e o n rt o db n san ll b let e myde ar v nso e. Doyo e g alsliet sfr o re ?Ifn te tv e ."ust o k hi o y uslf idirallymoiatsme

Givemeanexampleofa timeyoudid

morethanwhatwasrequiredinyourjob.

Dis u so :F rhi u siny uwan t e ntat o rntatv .c s in o t sq eto o tod mo sr ey u iii ie

Doyo idwokt n e st ed n dt nd to d o tufn r hat e d ob o ean he oi, r oy uwaiaro n ni o etldwhatod ?Y umaywan t ho wy uu du tl y uar o t o o tos who o

havepthe no rjcsi c o r o iv lv d js s oic di npoet nwhih y uween tn o e ,ut oy u canhelpouttheoverall effortsofthecompany. Youmayalsowantto

sho haty udda v it fhig hat r usd o rowt o i areyo t n st weeo tiey u jb

decito nod rok e lin hap ysrpini re t e pa ce t p .

"OKsue 'eg n o ean e o dman i st o g u myr. Iv o eab v db y n ytme hru ho tcare. Mot ok e linshap y o t esr hat o t ne r slyt e pce t p , romak uet smehig

happ n ntmewhe t o slieimihtb e ls, ene so i nilo k k t g elat. A o Ihav o prb m he igohe p o leo t t hig n r sio le lpn t r e p u wih t n saslo gasmywoki n

go ds ean e spoetso r k ORE A L , n io hap dmytam' rjc i ntac. F X MPE o etme Ihada clin t re t e dt ea poet o leee thathadanug n n e ohav rjc cmp td

ear . Ipo sdt lin t wo ldd tb t i o wan t sly rmie hece thatI u oi, u Iddn t thitou f r mp t e e c d le, oI t e et enailyi ac mytammatsshe u s s say dlat hre

niht na rwt owhatito ocmp t hepoet heng si o od to kt o leet rjc. Itactallydo et o lee ou nato woho r o otu rv hecmp tdd cme t int usd wnt he

clin o atray hatwayI nue hathece t u ee t na S ud . T e srdt t lin wo ldboreigfo hecmp yfr e st o . What et sd rn rm t o an o y ar ocme ar hemot

impot t hottem g alsfrhi e arme t r xra effrran s r r o o t sd p t n wheeane t ot

co ldrallymak iee c?u e ea dffrne"

http://www.inteve nwes eriwa s r.n t 37

meantobes ?fluccessurd iii htn on ow,fe

Whatd siAc gtoyou

t

h

oein

flsuccessu

dcor

aveyoubeore alates

eeuv

onsofar? How dyoud minteer ?uccess

Direlet ny u v e. G n r , ucs od t euiyanf c o o r alu s e eally sceshast owih scrt da

cet ncmfrle e o ll wan t iea g n r s rb t orai o ot v l. Y uwi togv e eal anwe, u alsre ey u ie f ucs oy u c e r o .lat o rd a o scest o r are g als

"Sucs sa sneo we en , t aro t tsab u fencesi e s f ll-b ig athehe t fi. Ii o te lig

go dab u whatId , n wigt c ot r v rdo o t o k o n hatI ang owoke ey ay kn wigt halle g se u klls c ei hezn , r do n hat"c n e q al si ." I anb nt o e wokhar,

andb e d dfrhat hatwayI anhav hef xbliyt oerware o t . T c et le iit od

thigt n si f hatI tod usd fmywok hatic d sn hig nliet wan t oo tieo r. T nlu etr en ,ihig an p n igtmewih myf ly e, e l Ihaveav lig fs n , dse dn i t ami. Y s Ife

be npe ucsfl s ar t heuu p dd wn. A dy s Ie rttyscesu of wih t sal u san o s n e,am happ o t eaco lihe of i are, dIyab u whatIhav cmps ds arnmyc e ran

do ‘sean e o wo 'cniu ob ucsfl. Whatnt e yrasnwhyI nt o tn et escesuwou esnn e od na d lyb i nod rob ucsfl atlda p ro e dt oo ai assi re t escesu

"Sucs o mei ucs o mye , ll asscesfr ocesfr sscesfr slfaswe ucs o myc-woresan o an . S cest sasa sneo we enk r dmycmp y ucs omei e s f ll-b ig

ands ifactonthat o sfo sn kllst v ro rb msats i cme rm uigmysi oo ecmepo leeffcie . I' o t v ro eo e e ligg o o thejbetv ly tsab u e ey n nmytam fen o dab u t o

iscusson

hi ii "?t to nsp s o

weared ig an igpiei heq aliyo o r r. T idoon , dhavn rd nt u t f u wok hatkn f sucs nt o r s e noscesi f. Ik o hati wokceso hejbtanlatsit ucs nlie n wt fI r

hard Iwi erware dIwi v c de nmoesothatI, ll b e d dan ll ad anean ar r

canhav hef xbliyi f ot ege v ato san rvd oet le iit nliet ak rat ac in dpo iefr myfami. Iv e nscesu hru ho t are œ wih thely 'eb e ucsfl t o g u myc e r t

nomal u san o sœ an asdo o es dtd ,r p dd wn db e nwhaty uhav ai o ay I do 'sean e o wo ld 'tcntiu ob ucsfl wih t snt e yrasnwhyI u n o n et escesu t hi

poiin wo ldI e dt oheei re t ea sces"sto . What u n e od r nod rob ucs?

:Thi u sini o t litct n ig o r s r llsq eto sab u hosi hikn . Y u anwe wi

veriiecsoesWhatwastheb td nyoue

eid

maddyo

wivesternr? Whatweetheal at ? Ho?tintouugoab mak gi

http://www.inteve nwes eriwa s r.n t 38

:Thi nc sysq he ourkcitues o me andd nmakingiiecsotndu gj

ample,x andshowther iepercussons

Di

. Tytog ea bgp eedehat dd nhado li . Ag dan ldi luncny weour cou

ghowylo . Oehadswhe uhav ttoas eya p mp umaywan

alkab umad hecstrosa mo ey eacwd sf . Makpn es ey

ialt . Y od yf mal d nmakiat ngumaywan sanscus

rs

ryo,

iiecsolsymo uu

oo

or

uccess

tounr

feitcur

ur

tt

i

o

iviiecso

oyer r

v ooryou

o

iscusson

process ryourgoo

i iscussnte

toue oor

iern vesde o

t

d

tu

ucametothed iiecso htandtakea jbwiontotar tge

dopeneyandhowthatho dho aluatwe wy ue evo dtheuso

dse .

rocess"Ist sa q nab myd nmak gphi ?OKiniiecsotouitues o for. Well,

mo gd

eo ac . Aeyhat

oriton

btshsSt treng

fcoursSt treng

i

t

Iteakiiecsons,

Onesses,W,odoa S.W.O.T aly . I liyt . an ntouissr ethe

de

p

ufamiar h themo l?Sli wit

iit tporun es, eandThrat atsas eisoc dwih a t

nowootheny ukyonthsandWeak saresmehigthatonesse fuareawareo

orourse

allywihi lfny

hratsarec se al toy lf

or,

txern

ourse

iitondon

t

e

itnern

T

riit tporun eionizrgwihi an . Op sonano att

duseionizorgyour an at . Ihist eo analy swheisfpyt ociiecsoinIfacdthebgd nofwhih cmpe oanyt

oooooar whenf hedclle . It ka g dloo

hoetoj nC

iins gedweaknessean san

hr latdtatsrio oee

tge

se

c

t

tI

t trengdiit tporun ep

katmyowns hs ytheo sanfd iteniredthent dtoi

itge ngieoiitos oniouothevar sp sandcmpan sIwastar .ecmpany"X" b au t trengseofmys hsi itcrcnele al

ug

iion

ve

tidec e

ik

id ions ernturu

eve

jorive

iss,it tporun

toern

we han liganalynallo heo od lo llsœ e howmet yt ntpmysp

ashih asan he bI hetgatgwasn wasceals he alt hatI ledo . Id dtojat stwe oo r

d

tto

r

r

mp

po

Co

CotugandIalsotho hthat mp uany"X" wo ld h thepay

reme. The

ioany"X",andb yddImak itctd iiecsonigether ht !Ihada fanas

d,treceneertouinknft toon

coeat mp

wi . Ihavealsod ea lo hi gab mycar ly an

iexperenc

cet

cneany"X". Ilear dsomuh, dteroandIwasp mo

coouriionnneteerIhaved mi dthatj gy mp tesldbethebuanywo

our

or

in

v

iit tporun e

biposs

opter

lemo ef

msofmak gyre

e

re

mebas

savai lehelab . I

t trengdonmyowns hsandthe

fferttnallydothikIhavea lo oo inuccesstecjpro sa s ."

tsepWhat sd dtullo ooyouf w tos y aiiecsoninfeorlebpro m b emak ga d ?

o

fuug

iscussonDi :Y uwan

andtho ht

igciiecsonyottosho hat ed na lowt umak si al

d tn ersyol way. Showthat uu an ouiiecsontdthathed syrsttomakehav mp nohe . Aeani ac yolsoshowthat ucanmakea

ffi lyne ,i tcend iiecsoney.mo

yoandthat inkouarealwayslo digtosavetmean

http://www.inteve nwes eriwa s r.n t 39

"WhenImakea d Ibas allytfp lec so ac

riciiecson,iton,foursebiosso

ytomanager . Imakea litsiksandthenI amietheb itfenenex san

sme np

d

hi ally hr h a ot ap ougteror,o,tnal r so ach. Ill dnwih myclleag . Bas allyIt

ntheb leo mewi

icues'

tuco

ofe

b

t

ites poss

iksit tpoeni iscussod

o

deytomaked sbasiiecsonr

oh thelowe abliyo . Idfikrstibts protdtobesmehigo a r ktak howe ooftevers,er,isfntoten osnIwill cho ea

wo ldbesandIwan oachi eg athi

drnmak ."

iks

ungtreev

ing

tt

d iiecso

ni heb itfeneftd iiecsoierikrs he m higranlyhi . Iai h,gsi arnmyc

teer,icfi ign

eonandIthiky uhav

otakerikst stodothatœ b alclateutu c feuougsmadethr h car l

"Thati atsa g

mpac hatmyd

itques on

iiecso

re

tti

toriiecson. WhenImaked sItytolo kathe

kreronwill haveonmycwo san ftens,dcli ando

ydayi mall d dIt oaliytsa s so an g

e

r

reIk pt gp nmi . Ityt ehoheb ei osdn

dmytmean

iiecsons,also

itcur

fs

i

e

iereft

ee

goger

it

cours

b fene

Everhelar hept

iiecso

b toritritam bysav ge he meo mo h.

wmyd

ney or,in

ncan

htnthem all widtsuenseefthatmak ss . SoIitec,jro ythe

lem tosewhatkinetse

bprohav . Mo

dofi acmp itofff teren courseidt so ac nwill neopb toorne,lyoneffi me andmo yœ f h thep leoi itcency,

andthep tecjro oeasa whole. D rssthatanwemytam,ei ?"tques on

your

Whatisthebestthingyouhaveever done? (or)Whatisthebestthingthat

everhappenedtoyou?

Discussio euyoitues odn epeern:T si yo ne dq hat ho ldbhi sa v nt us

d

ver Ans

ess,

ss

okreou

done

i fnng resourceu,

ver

yopene

yoor,

ttn

o

k

nx

sn

iteence

ttes

cot

o

f

o

to so

our

n

s

on

ttesior

co

or

donefit

e

tson

e

veriero

ft

it

prep

terd iesr

tenor

ardf . D

havee " wasanac mplihme hat uwo dtwardoa p do meœ n mehigthat"hap dtoy ." we

mso heb higyableB hav al C mp slieplan ln an

ac ytoac mplih "theb higy uhavee ." U ea maj mi ei li amp umayals eale ny easane le ou

ouitt tsu'tle mpy ounttest!Showthathe"b higy

inr

ourseoscusdeveuhaveachi . Di showy uu dy

or rr

oroour

iit tvoug

rtve'r

iit tv y orso,peopt

tneerfferenc

vodi

br

lu ac meohe ac ywheey umadea majei he sli hr h y wnhar kono le st dwo

avery.

'Ite,g"Well Marar donvernttestdsaythatheb higIhavee oseei hoscfter

oo

esources

toinge,

u

coter

ie

boj

tn

ff teren

t

di

ogoi othef ldofH manR . A

saf lle If allyg a g

foupitryn

ens

ga c leo

ds eofmyown

http://www.iteve nwes e 40n riwa s r.n t

abitesandIwast nwasab od ter n heb s p efr nlii he let e miet et lac o mei

thewokn r . I e ea g al o e n noHR anrigwold rallymad o fg ttigit , dI motv e slforallywokhar osu yan e v rt niatdmye t e r dt td drade eyhigI

co ldab u HRd p t nsan et r tcs oddq iea fwu o t e arme t db s pacie. Ials i ut einfr in neve t e p rat aresiomato al itriwswih p o lewhohadge c e r nHR. I

kn wt fIk p tyn , wo ldg thep sto wane . Whee hati e trig I u e t oiinI td nI fiallylan e oiini o an waso ejy d tn d da p sto nHRatC mp y"Y",I v ro e !I

wastheet s p n dmyp o lesi ll asmyabliytr hatI hare e e p kllsaswe it o de e pan mp me t rcse dpoe ue. F X MPE…v lo di le n poessan rcd rs ORE A L

Yo e , eb e p dscesu v r ic, dIv euse Ihav e nhap yan ucsfl e e sne an 'eflt reallygreataboutwhatIdodaytoday. SoIwouldhavetosaythat

cho sn og noHRwast et v ee e mad . Whatoigt oit heb s mo eIhav v r eabo t o ?What u aywast ethigt o ee eu y u wo lds heb s t n haty uhav v r

done?"

Whatsoyo ee rhadtomak

nve

'vu

iiecsonsdeseofthehar td' ?e

Dimakigabliis esr o e o r s r drallymak hen ite. Mak uey u"sll" y u anwe an e et

cas o seiiallywhyt eiiny uhadt ewasa dffiuefr p cfc hed cso o omak i clt one. Useanexamplefrom youcareerœ notfrom yourpersonal life.

Yo r x lemayiv lv eiint av o , eiintou e amp n o ea d cso ole ea jb a d cso

ex oea cwok r iho eto a d cso oc g o rp s o re whowasds n s, r eiint han ey ucare i infc t .e rna sg iian way

iscusson

"Well,It fhemo i ltd sIhav omakhiko dffi ii ehadtttn n c csoeo s u e n e

wastole g f mp y et hatb e t o sv rt oo ane lo e hathadt e nwih mefr e eal ye s sn o , dI e k dhi nhefrt amear. Hi amewasJe an rallylie m. Whe is c

on hewok drallyhar, dItutdhi od lie q aliywok, re e d an rse m t ev r u t rwith li u evso . Wewok drallyc slytg t r nsv rttlesp riin re e loe o ehe o e eal

prjcs an tallyddt n stg t r usd f r noet, dweacu i hig o ehe o tieo wokoocaso . H we e, nwehadsmesrcual c g sandhec in o v rwhe o tutr han e

pik du o r halle gn ep niite, t tdt hoce psmemoec n igrso sbliis hesare os wa pattr ff ligt o wt o g dcmp t het k aieno ain ofllo hru h an o leet asshes dhe

wou . N w, rallyddliet sg y an n wwhathewasc ableld o I e i k hi u , dk e apofs rslv dt p akwih hi dle mycnen ek o . I, oI eo e ose t m an t o crsb n wn

to m t wo ldd e e I o ldt lphi escesuldhi hatI u owhatv r cu ohe m b ucsfl,

bu itre u t te amed wnt t tawwheeIhadttun do thatirallyc o oa las sr rtole hi o od eto mytam asmuh asIt m g . Ihadt owhatwasb s fr e c

like o . Iwasa tu h d cso o me av o v r omakdJe t o g eiinfr . H ey ue e hadt e a deiinliet ?cso k hat"

:Thi u stintssy u ehis b lief dd csosq e o et o r t c, e san eiin

http://www.inteve nwes eriwa s r.n t 41

Recalla timewhenyouwereassigned

whatyouconsideredtobea complex project.Specifically,whatstepsdidyou taketoprepareforandfinishtheproject? Wereyouhappy withtheoutcome? What

onestepwouldyouhavedonedifferently ifgiventhechance?

Dis u so :T sq eto et o r rjc p nn dpe ar inc s in hi u sintssy u poet lan igan rp atosklls e ntat haty uc o e hebgpcue b talsoi . D mo sr et o any uset i itr, u

ie tf hed t lsrlatn owhaty uwi e dt od -t-d od niyt eai e igt o ll n e od ay o aytco leet rjc. S wt o wigt o leino rjcsmp t hepoet ho hatfllo n hecmp to fpoet,

yo ak hetmet o o "lesn are " an e e tc iu sut et i olo kfr so sle n d db ttrehnq ethatyoucanapplytofutureprojects.

"Ihavewok do ycmp xpoet. It n hathemotre nman o le rjcs hikt t s

impot thigi oc iyt o fhepoet c oran t n st larf heg also t rjc asmuh asy u cani heb gn ig an he rat e o ab i liewihnt e inn , dt nce ea rasn letmen t

letn swheesg ii p t fhepoet ll b i he . A omiso e r infcant arso t rjc wi efnis d ls,

ii mart aclet s dffiu arse lyo na poet fy utss tot k hemot i cltp t ar ni rjc. I owaitt ni helas t r fpoeti liet ot iket r rou tl t thido rjc tmen od hersis o moe

challe gn ass t ny uar on ohav s i ft iuein igt k,he o eg igt elestmeletofg r t ou b fr hed adn . A o Iliet rak o g assit iet eoet e lie ls, k obe d wnlaret k nobt-

sie hu k ot tseasirok o r ob gn. Carfl anzdc n ss hatii e t n wwheet e i eu d deaidp nngist s i ort thigy uc ot esrt le lan i hemotmp an t n o and omak ue

a complexprojectgoessmoothly. FOREXAMPLE,Iworkedonone ye -lo gpoet r nc g f Iwasd fntlyhap yar n rjc wheeIwasi hareo … eiie p

wih t ucmeo r, dt ucmeo t rjc o eall.t heo to fmywok an heo to fhepoet v rBu lo kn ac ni,heo et n wo ldhav o edffrnlyt o igb ko tt n higI u ed n iee t

wouldhavebeen…"

"InordertosetupforComplexProject"X" atCompany"Y" Istarted byo tnn hemajr letn st wo ldb n o e ncmp tnuliigt o miso e hat u eiv lv di o leig

theproject,andthenIworkedbackwardstobreakdowntheworkthat

wou e dt ed n ome thoemiso e. Imad s oldn e ob o et e t s letn s ea lit f ev r ikI o ldt n fhatmiht tpmean e rmeyrs cu hiko t g so dmytam fo

re higt s letn s an he d dsmecnig nyi heac n hoemiso e, dIt nad e o o tn e c ntsc d lei as yhigc p omad uet o dhe u nc ean t n ameu . Ials esr hatmyrll an

http://www.inteve nwes eriwa s r.n t 42

li

ac

hikwec ldhaveav . Iwod deio

kr,

bro

lemey ucmp ea ph ony wnwo

t

ite

outu

oouro

b

itn

o

irespons

le hepgtmp

dtheq aliav yp

exco

t nio

itb to

si hepnt weeascrtecjro learasp lesoIknewbioss

lywhatIhadtodoœ andwhatIddnit 'thavetod . Wee dupdn eobroorrb ttu,i he lentme ewe mepestec ojro msthatI

ldhavec d"Z" ihan nodrergeu toeverylemswerani . That ai Ithikthatnd,stno

usho lddoa d teutec yojro tremailedp -motosandonthep all stec overjro yoothat ucan

tuureasmany"le slear " asp letoap lytofpbiossdnessoniscover." tecsjpro

d

Tellofsomesituationsinwhichyouhave hadtoadjustquickly tochangesover

whichyouhadnocontrol.Whatwasthe impactofthechangeonyou?

Discussioal wih chan

mpan andihat uan

uk

d tn usriitcp

t

y,yo

no

de

cot

yo

tiourn:T sq nt sy liythi abtesitues o df teeournothikony antxpec yourocono. Inthen we myy ucaneege iitpos on,

wttotrequengytoc ef . Y ll wan hohan ly uwi osrveateande nembac itnevgechan easi able-- andthat

whowt tvotakead anag etrtreofi athe hanfar .it

re

g

ee

n

tn econo ,

id tn usry,

it tn ou o usness

ur

buru

io

den

'

gedsu

do

itnnoviitcp

c

b io gve,

ni Ittonsli . Itytoan

feterp

ac ar hanup

itve or,

"Well B le ll asnnt stay my aswe we

dc hikchanatwar an nor

hada s li hat lywe fb . Werli

tofe

re

dtren s

ftoei acsa fge,atechan tvandtakead anag etrtr,eofi athe hanb

jo,AT. FORINS NCE whenIwasat b"Y" we mdonthe

tut

tu

tn

igur

reeiuyn

rd tpro uc

o

gfto ourft

dven orr

ic

to

itssen

ourc

ane al parm them bas allyle mehih anddyœ Ihadtof eo

forfro

coulds ean he andcmetoa b gag me wiho

it tto geoutt. Thefac hatwec ldnhowwe

eoverydeorfrituritniserouslyi ac go me amef li oy ucansmp . S ethat

uden ortugtnevergetothei ac nmewashu !Whi ho hthev wo ldmp leI

whoslda s

ever

lyg fb Ihadb nk pwih oheoo gu

k b ittte s u urne,

is

den or

tu

rttieepnee

oup

iusness,

tnp

tu o

in

ten s

e

den

o

dsu

dven or

de

sbyrad gthet da v

lays al cli hime sbya c lewe do

milar

inesrademagaz . Iwasab inletofmi dn ea d . Wehadtar oirceb itecen uynitegoti larp an at gp

ousorccu

or

tus

erpup

e

ku

itthat wasrallyj a small hi pf . N

havebac ps li sf Lo al p ." tarsiitcr cfourLA

wImakesurethatI

http://www.inteve nwes eriwa s r.n t 43

i

to

man Whatd

Di

rurt

De swhmet ees me nyouweendo dwihyoaty s rp as

fperor

i let i . S i olo kat hi od ho hat uhav heablit wt et tytso n cs ome gsmp sus y osi kp f dmak han dattp r o r wnwo romanean ec g sanen ny u o r e r c e

adj 'mak hes akhat ud amemi wit ot stt t et tsme o o s cu nss y n e e.

k le ehadt iih smets p o o caso n s

. I elat. T swhyi jete r c p n r o i i nf hitr o n e c nc esme gg e o go

si heway ebhi . I i swheeIhav nlatt ntt ntso n e me r e eome gg e n

hav h t he jtu o p n asmu meo o moee c n r c

. S allyd dt mai intsc u o srso r g,

i dav i olo katdb iglat. I allyt siit nt yt atto en e uu r p en nmy mean o s o r

eleib iscr o

ifver s

iscusson

"Well,li inIhav of hitemo e p noc ns o g,

lat allyhat ob hati lan igItt yte r e npoe nb ldtmei i yi tu o cn g n as o n o swrn r

oi f f dme hi It d i ii hi hatmihthavt t ct stytso n r e p c n g ec sme g n yse g aue,

ob allyi iielat. U sd i i it ot att wnt t te s cme o meman e n ro ou o ag me p r z n, , dd aligwih i i Jb" " I ableti . O Xt tt etmeat tan rru o s n o oe n ne p n o wasn

f meI dt miihetiih a C ieBifb i bat yt tttns r v re u p s ue wassp oe os omy Man ka lo kb kathewe kan dtf i . It drali hatItag ro rve o e ze r e w o o ac e e

ho ldn i iit t t ts ese c nan r r x gpoehatI ldhav i iihe hec iebif lsffu l af If dt . A It tt t ato u o n r ecu ep e ns r v re o,

ali hat d lsd hed idt i mai i ayi allya tgt gtr e ep n oe rn suu -ne z rso u s mewhatIk wi l i hemosu o u on ep n oe nn ,

dt yd i ai i m. Ialshe dan hat l af 4pt gt ttan nn p n n ro se on ag nu e o

hed leblokswheeId hepho . Ihavef dthat t tsc u c r ono answer ne ounallyallo ayf do lehi ks hatIott wsmet t na t tsr s as c o ee os ocue ancmp

khab amemi . D hat i hat mak hes ak wit ot et t et stn v r c ewor ss e e s e o

ie

ce.

makesense?"

?tdyoudoab tioui

:Don'tg nod t l ab u an o r efr c. Chooit eai o t yp o p romane ose

doun ur

cuto

ions.r

io

txpec

itultesu

bui 'supervsor

dpene

iscrht

De ea s at ninwhihyoufatyo rr sween ptoyo

se at Whhap

atiito? Whatac nddyoutak ?e

iscussonDi :A

isse o ehad oesmehigcmmo hathap e stou sy umayhav . Cho s o t n o nt p nev ro efo i otme esr haty us wt o rey n rm tmet i . Mak uet o ho haty uwee

no hap ywih y uslffrain owoku oY t d d,t p t o re o f ligt r pt OUROWNsan arsands wt o u me ue nop efr o re s haty uho haty up t asrsit lac o y uslf ot o

wou o mak hes sak wieldn t et amemit et c.

http://www.iteve nwes e 44n riwa s r.n t

gai, o 'g nod t l ab u an o r efn d nt oit eai o t yp o p rormance

"Thatsa tu h q eto . Whi e eallyd r hati fhih' o g u sin leIg n r owokt so gqu t, n i Jb"Z" I o lee e othat n o ttoaaliy o etmeat o cmp tda rp rt we t u

clin wih t o gd a. T lin wascnue dc dmye t t hewrn at hece t o fsdan allesu evsr t o wos eauemysp rio isse hedata wasp rio. Ig t reb c s u evsrnitdt

riht nI k dab u i, o ka b ttr o ditre ug . Whe wasase o ttIto e e lo kan tun do t thatIhadacie t nlu e at rm an t r rjc. N e lestcd nallyic d dd a fo ohe poet e d s o

say I mb sdb t o p ttigmysp rio i ad, wase arrase oh fr u n u evsrna bpoiinan o f ligt r pt wnq aliysan ars o ksto dfrain owoku omyo u t t d d. Ito

a go dlo katwhyIhadmad hemit ean eemie hatIo o et sak dId tr n dtwasno uiga g o amigcn e to o fle nmycmp trandt sn o dn n o v ninfriso o ue,

Ihadpu dt o gd a. T esr hi i o hap e aille hewrn at omak uet sddn t p nag nI cratda n n ytm wheeI o lde i d niyd cme t ye e amigsse r cu aslyie tf ou nsb

therin . Fo he no t omad uet RIL CKifle ame rm t no u Ials esr oT PECHEanyrp rsb fr e dn he u t hece tnod rov rfe ot eoesn igt m o tot lin i re t eiy

thathe r crate n v r ea mitakeliet ai!t yweeacu . I e e mad s k hatag n"

Givemeanexampleofa timewhenyou triedtoaccomplishsomethingandfailed. Wereyoudiscouragedby this? Whatdid

youdoaboutit?

Dis u so : o 'g nod t l ab u y u f lue oeanc s in D nt oit eai o t o rair. Cho sex let i o hav ratmp t ny u cmp yo y uamp hatddn t ea ge i ac o o r o an r o r

co ag e dt nfcso e igwhaty ule n dfo helle u san he ou nrlatn o are rm tex einean wy uap lidt t uueg alsp re c dho o pe hatoftr o .

"Well, noc inIhav e d adn sfr rjcst weetoo caso est e lie o poet hat r o

aggesv , r o e-po sdwhatI o ldd lie wihi hersie o I v r rmie cu ev r t ntti fame ORE A L oy use fo hatIle n dtmer . F X MPE… S o e ,rm t are hatI

sho ldb i ncnig nytmeit c d le nc esmehigu uldi o tn e c i nomyshe u si as o t ngo swrn , NDI ho ldc eu o sd rhewokt n e st ee o g A s u arfllycnie t r hat e d ob

do eb fr cmmit u at. D e hatmak e s?n eoeI o toa d ed e o st esne"

"Sue iee ey n , e dso r e rm tmet i . Igetr. Lk v ro e Ig t icuag dfo i otmedicuag dmot nu rslv dpo le n e fro n , rso r e slywhe neo e rb mslig ro tolo g o

whent k tartor ku nmy"t o st. Iliet eo easss t ac pi od " li k orslv

prb msasso c ot c ou nmo igfr do le o nasI anœ s hatI anfcso vn owar. Ocaso allyIhav ttmslig r nmylitb t v rd rallyc in ele ie n e o s, u e ey ayI e

fou ng ttige eyhigd n oI ansarfeh wih a c ans ecso e n v rt n o es c t trs t le latev r e . H wd o lpy u tam pirtz ass"eywe k o oy uhe o re roiiet k?

http://www.inteve nwes eriwa s r.n t 45

Whatdoyoureally wanttodoinlife?

Whatdoyouseeyourselfdoingfiveyears from now? Tenyearsfrom now?

Dis u so :T sc ea tu h q eto . Ii eyo e n e . Bc s in hi anb o g u sin tsv r p ne d d e prp e , dpaciey u anwe. R lat o r s roy u c e re ard an r tc o r s r e ey u anwe t o r are

go , u als ho g r betv ny u liet t rinals b t os wa lare o jciei o r f hatheHi g Manag r anrlat oœ liehavn hescrt fk o n haty ue c e et k igt euiyo n wigt o

canpo iefr o rami, r igt arigp we t ak hervd o y u f ly o havn hee nn o rot etty eo rg larwitr k v ato st o no . Mak uey up fe u ne si ac in haty ue jy esr o

ic d hep sto o eitriwigfr mp ran p t fnlu et oiiny uar neve n o asani ot t aroyo r iey ar lanu "fv e p ."

"Well,asI nin d myc e rsv r mp ran t . Iime to e , are i eyi ot tome tswhatI am mos fcsdo nmylierg n w. I e owan t sjbtoue ni f iht o rallyd thi o

beaueIk o t ll allo od o dwokan efr otc s n wiwi wmet og o r dp rom t he bet fmyabliis an n wt ll t emep e t nt ss o ite, dIk o hatwi ak lacswihi hi

oranz in wan t r dathi o ot c epo tdg iato . I towokhar t sjbs hatI anb rmoeher dhav n t e ue t nfv e sI u k obean ea le ghytn r. Wihi iey ar wo ldliet eat

theman e n le e an rigtwar heV v l wihi eag me t v l, dwokn o dt Ple e t ntn ye s ucs nmyc e rsp t fwhatI t u o f, eauear. S cesi are i aro wan o t flie b c s

Iwan t no o d o dwok an erware o incelytoe jywhatId , og o r, db e d dfrt i . Iwan t et e s f euiyo n wigt c rvd otohav hesneo scrt fk o n hatI anpo iefr

myslf dmyf ly owan t et arigp we s ce an ami. Ials tohav hee nn o r oI an sav o t uue an ak e u si e e d t u havn oefrheftr, dt erg lar k we k n swiho t igt

worrye csie o t iane. T s d b cmiga rsetdxesv lyab u myfn cs hat ai, eo n ep ceex ctv t Ple e smylo g em g al. What anId r oeuieatheV v l i n -tr o c oheet

bet on mye nt ieto ?s p it slfi hatdrcin "

"Ev r hreo o r e sI sabs n em g alsan betv seyt e r u y ar et lih lo gtr o do jcie,

andItyt e iwt m e eyq are. Ityt e pt m raliticr orve he v r u tr r ok e he e s , andI ss he nrlato owheeI u nlyam. Mycrre t lanasest m i e int r crre t u n p

ob iulyic d sa mo etwar r halle gn ds ifigvo s nlu e v o dmoec n igan atsynwor, dt swhyIam heetd . B sd st , e l rallyg odk an hati r o ay eie hatIfe e o

abo t r t esn o . I iey ar wo ldlietu wheeIam wih myp ro al g als nfv e sI u k o be…"

Whatwasthe lastbook you read? Movie yousaw? Sportingeventyouattended?

http://www.inteve nwes eriwa s r.n t 46

l ea

eeDiscussion:J anwe heq nab heb fy uhavho . Ify umu ho ea flm, oanu al "f

k ioo o,itnconrovers

ttout

itues ofreeri

tros

sts c

tusoicec

b tu,tttor

fbtointu p,inkrjoeni Iusness,

allyimp an ome

ywo go lay gs

" flm. Me wob . Thef ho ldb lerlatdtnt ea t o

a b ky adf le ei oiur

ld. Meeeitu

ic

i trs s

dntdrer

koo sitn o

noisur

ie

or

itn ofyour

eo

b iusness or,dgoo

oo

soitc ngo

tsk

rersondoun euarea well-r dp . Tytoli whole me allydolieclle

ingk

ive

jno

tre

k de en snthewe . Ialsoe yhi

di allyg sme

iscussandthend

yene

"I lyr

itedmo lywas"TheF eP leY uMe nH av " boeopivt ts recen

etrecenitperspec v

oyejenfuheardo

deitus

ue,all i agna le

oosintheA gI heb kI d bt ttn usry u,d iitversn

.

ki asnp isng,

fealan nyceb ei liat our

ad"X" byAlanSmihe . That allygreet oavemesme

oad. Havey

bdn eeyohowthat ui dhaveho

Mi h Alb m. That kwasa rallyrlax greineeboootc

i?"t

nthisboo

tou

de

nonf hei dtok wabapan eac we sn

nvot ttu no o

to nee

iv

doe

re

r

nt

itnerve

oi its n

i tgures,

t tneressci . L gsmehigc at eb oi lv

ito

sgitesoer

es

your

J

i

oi od l. E fy ureovetetntg' ai ni

l inmycar sreieer

ieb so

oud dn epeeritingerncanbea z . I sv yo ne . Yrsourre or,iitpritenrepreneurourldshowy al s he makey anwe

tecjro so

iningkkoi dren sity

tcwih myf lyan . Doy ehiami df uli ?Iflar ."

eonchange

n:Y uwan ostto

ourtieneeer

hous

rec

Discussion

latdtob gwih yar

itues o:Thisq

kandthatyor

Discussio

woan oniiit tv es,

foddac

doo .

"Wokandb gs

itousddan gwo wo gp

fuccessu

inkr

ien

doion

r

deofb

Doyouhaveany hobbies? Whatdoyoudo inyoursparetime? Whatwouldyoulike metoknow aboutyouthatisnotonyour

resume?

Ifyouhadsixmonthsaheadwithno

obligationsandnofinancialconstraints, whatwouldyoudo?

ouracktoyocuirnrfamily. Tytob gthef sbdoandthejbathan .

http://www.inteve nwes eriwa s r.n t 47

i

"Well,It n wo ldliet p n o i t ami dhikI u k ose dsmetmewih myf lyan

fou nmakn mpo e nst u ho . I u ot etcso igi rv me t oo r me wo ldals ak he ti ole nsmen wsi e e omyc e r wan t akmet ar o e kllsrlatdt are. I tot ea

clas n"X" atheloal u iest ot c emoee etvso t c nv riys hatI anb r ffcieat myjo de e tallyb rmoe oV . I u oliet r el toban v nu epo tdt P wo ldals k otav

Euo ean p n o i rigfr o an v rheerp dse dsmetmewokn o a cmp yo e t r. I haveradi hetad azn st t yhav iee tehnq ee nt r emag ie hathe edffrn tc iu s

co crnig"Y" i he"Z" id sryov rheene n nt n ut e t r."

How toan we Ye"rs ites onssorNo"Qu

Di

yo r rat x le. F r s roa y s r oq eto k anu ge e amp s o ananwe t e-o-n u sinlie"Cyo s B otware" y umiht s r e. I ac,Iwastr n duueA Csf ? o g anwe:"Y s nf t aie

oni, datJb"Y" I v nd v lo e o e ehnq eswit ttan o e e e e p dsmen wtc iu h i

that r o tdb hed p t n." A sgv o dq ikweead pe yt e arme t lway iea g o ucex lewhe s rn e" t e-o-n u sin fy un e oamp nanweig"y s oa y s r oq eto . I o e dt

ans r o nirallywo ldb e e t s r t e, rwe "n " whe te u eb ttroanwe wih a "y s" ty toav i he"n " b sn o fheeanwesodt o yuigsmeo t s s r:

"Ye, crailyhav o x erinewih po uct k hats I et n ehadsmee p e c t rd sliet ."

"Ye, amiar t hoeaco nigpacie ng n r ans Iam f li wih t s cu tn r tcsi e eal, d

"Ye, na stato i lart hat t C mp yX Z…s Iwasi iu insmi ot . Iwasat o an Y "

iscusson

hav adab hem." ttere ou

hem he ?"t re"Ye, ehadsmee p sr ot s ehnq e. H wd o ses Ihav o x ouet hoetc iu s o oy uu

"Ye, ee p re c i lart hats Ihav x einesmi ot ."

:Turnsi ley so n u sin noa lau c n adfrmp e r oq eto sit nhigp o

oo

iitos o

iefiverqu

oiexperencer.o

Youmay beo al dort

dfrthepffe

nweh etav o

iscussonDijo , r e tog t n ariu cmp y o e dtobeb o rallywan t e "i" ata p tclar o an . Y un e

prp e ose ot stp f beto rm a p tni mp y re ardt p akt hi y eo o jcinfo oe tal e lo e. Manag r eafai hat v ru fe mp y e ll lo kt v nesar r dt o eq aliide lo e swi o omo eo

http://www.inteve nwes eriwa s r.n t 48

:Thi sn t u higt ar ny urallywan tsi o a fnt n ohe whe o e the

sa sho meaf ghi oy uwill wan

dandd diat fhi

tto

e

o

idce

dre s,

e

b ienterittrbojr

dre .uwill becmmittoatethatyo

erytort

itnerveor

b ftron eoriopach t st pf eani w, athevhi cudf hisq

oohe

mo

"Well J

mmi dt ghe . Ithikthat uwill g a f tosay as noreur

dhany ldf m a le dcm met ateme uwo se an

n

di

ds gp le. Ik wI

ter

ixperence

te

s

yo

rou

n

o

no

rein

eop

t

tnsr

tron

e

ftn ro

i

attt

t

nee

itre er

i tnves

t

de

co

tnstaueIhavemoee ethanr . Ik wthathetaleno

hatmakemeo ali

i dequreixperenc

ief

r

verqu

sbec

t

teriscussedteror, atleas dafiuethi ltsb

htioisocerai hatIam i na lo m as nwint di -t atngt tnerese

oufeorogdvalueashih asy ucanb ey

yver,its,

oepb b fy onuses ene, ,

fferuarei heo has. H we manntionandvacat

ttoandIwan

TSYL

d tn ers

er

n

ts nugtor

heado . U

andaskf hehihe mb . A WA SA KFORWHA

itto

itues on.

dandIplantobed atdaneicde

fferyohiscmp . Id hej m. Iho ethat uwian owan ll opib Jo ,ttyot

ing

iitos on tou your

you

tor

ens

o

:Theq alarDi no

yer

Mo ly dtok hemar ef hepwt atmp an ungf . T alkab alar l y alkabot utuareg yn yu

e

k te ritn

si l. It

tou s

te

fso

o ee

no

iifpec

itues oisb du tn

itnervew

yo ee,tto

ion

r

de

ic

io

tor

f

mplo sb

iscussonmei l ytes av

reb i i fani . Yegnnngo un

it ts orion

re quwng at ali at ns cd ai mak ss ethat

it

e

yo

o

wesncresandsalary i as ? Ho

fsway. I

m,Ithiky uwo ldag ewih methat gcmpaniesotsrontreuon

trgourseirc

ierceve

uwi eab op lfhi hill b let ey he

le

so,oursenlow-balligy lf

'ttouitnerveiurnifipecbt'do on, es cd gthei wab

'totron,ioensfcoitues oacetheq no mp at nupf andy ucan

am a s gcan at

ethatId hiowan sj

e,didtron

bo ,tt

ttodwi eu ll he . Iwanll b dwe rese

ogrigthinther htan es

ongk te r

it

i

ur

erts nug

b ter u,

ing

ug

itn o

toronyo

On

askf hehih n mb makes ei swiud

lyme nthes lehihe mb nthemar an e-- d

broandthep ab

degionWhat attareyo re sr arxpec

momu

u

iton

ntoyo

prociitpos o

sweofferthi

dtobep arerep

fhdoyoue tixpec

henf eitac

?u

tegreoit ttge' . Y uwill r

.

oesncresandsalaryi as . Y

o

oour

ney

iu

tor

uho ldb ldys wnp

kf hemo . Yas

youf

itonroioncernn

ers

ion

u

texpec

igv

your

etwon mb . Als

at sc gp mo

ablypas

ge,

i fftt tu o ,onre

salaryran

mphas eagize

boft tou oourseiprcrdgreeritsuppe'tap ar do yœ o ey lf hej

nyoor,YOUWANT uwo

uwill

me."

ttffo erouritn

epffer

tt

yo

wan ohav oy le

uarei heont has.

http://www.inteve nwes eriwa s r.n t 49

"Myun esan igi hata jbliet so edawsa s yi hed rt dn st o k hi n r alar nt

ran eo t g s n mb r. I o o tomak ysllyrq etg f(hehihet u e) am n t u t ean i e u ss re arigs y b t oe p c t ecmp natdf r o t kllsg dn alar, u Id x etob o e s e ailyfrhesi

x eineIbigt het le an hehar r dd dc in thatIp tnE E Yo hatjb n wt fI r dhee

andmak e mp t ncs s ig drv n e,he he

de ab dt dwokan iot atan p re c rn e o,i V RYDA . Ik hati kharntu o o wo r

i ho ldfllo . I rridab . Riht at t tprmo n r m n u

hatIt t tat am t tno am mo o cre e n n eb i ." at t tpos an o sp s o

Why s dwehieYOU? What uanyoof statru me ee ecan

ea ral i ac o ot avn san e e u s t nto to ss u o wn ually ' o wo e o that g

wI slycnen dwih d mo sr igt heb s

c

silec dd efrhi oiin

lsonr

soh lou

hod ?tno

Di

mp tnisrq ie osce dathejb b t os wt o

so he jbe ir dmak he o o d e ey u p t

mi ot s fhepop ciee lo e.

"Bo , hikIhav e ntatdt et oue r isb It n ed mo sr e hatIhav hefcsdwokhabt, prb m slvn ite, dp o lesi hatiwi ak od rato le o igabliis an e p kllst t ll t et oge

wor o y uan uce fIji o re wo ldals aythatIkfr o dsce di ony u tam. I u os

iscusson

do i indff hr ho hei i . Yt st t totytt t tan e ee o g u neve ov r rn way u r w uwan r o di . S eall t iff i lf ho hat uhav heB hav al tat wtee o re o e rrn ey us y o

C dt als ho hatto ee ce e ur uce o u y u,i i i 'fdff db hanohe dd . Dt t t at ttt t tareu u ee an e e r an s o renq e rn r c e n og o, ,

akt heHiigMan ' d d andshid sœ what ototsp e e e o oe rn ag r nn e y ucmakehi m lo kg . R latetr ro ase an o o r as

i f lv lo le hatsi i i b mstex e ne ucs ns n rvo se e po ep re cso sce o gpe u mp y r r ari lar hot t ts eo rse v mp y r

dff dho heb dd ef hi iiam unq e rn eu s c r o n,iu , iee tan p fllyt et an iat o t sp sto

basdo xe sv x einei dn uiesc n ee nmye tniee p re c nhan ligb sn s halle g s ex t k hoet o ac v rd . It n nq eanaclyliet s haty uf ee ey ay hikmyu iu d

vare x eine t o ane "X", an iee tatsmeide p re cswih cmp is "Y", d"Z" dffrni efrm ohe c dd e hatmihthav kll-st i lart n . Imo t r an iatst g ea si e smi omie '

co fd n i t igt . Iam a d dc e dlo al har re annie tnsatn hat e iatdan y dwok r d I' owhatit e omak o r rjcsa scesi v r ."ll d tak st ey u poet ucs ne eyway

si heanwe y us u c erp n:Thi st s r o ho ldbasiallyb e eatigover

tnseiosn

iscusson

Cl gStatme

Di

andd fn i famefr asr le"n x se s nc sn , oeiea tmer o me uab e t tp." I loig y u sho ldsmmarz ye haszn o r u fc in he p ou u ieb mp iigy u q aliiato sast yap lyt

thejb u sin rm t rn ag rhat ho ldtig r o ro . Q eto sfo heHiigMan e t s u rg e y ucloigsatme tnlu esn t e n ic d :

http://www.iteve nwes e 50n riwa s r.n t

:Atthee do o rneve o e dt loet alen fy u itriwy un e o"c s hes "

"Doyo ean t n oad ?I heean t n o ‘ k oad rs?uhav yhigt d st r yhigy udliet desHav se o t n haty udliet d st r yhigewemisdsmehigt o ' k oad ?I heean t n

els?Doy uhav yc sn o ns"e o ean loigcmme t?

Thec sn t e nsy umak ho ldn t eq eto s heyloigsatme t o es u o b u sin. Tsho ldb im satme t ewih g o y o t t danu efr t e nsmad t o de ecnac an

affimatv o . Y us u efv to gsatme t o crigr ien d o ho ldmak iesrn t e nscnennyo r u fc in. C u the ffo o rig r o e hass tsu q aliiato s o n t m o ny u fn esfr mp i. Ii

of t s i ot c haty upaciey u c sn t e n anumotmp ranet o r tc o r loigsatme t d haveid wn o 'b r dt etr et o thejbœ b tt o !D nt eafai orieat haty uwan t o u

makesr o n iat heb n ft ot rn ag rntr fuey uidc et e eist hehiigman e i emsoyo r it ofll hi r r d e e d.u abliyt i so he hid nn e s

"Hav fan o b i o r n hatI u ea ge ad iineIlet yd u tny u midt wo ldmak rat dto

toyourteam?"

"Marg e, rallyap rcat o akn hetmet p akwih meartI e pei ey ut igt i ose t ,

abo thep sto f r "Y" C mp y o osu t oiino "X" heeat o an . Whaty uhadt ay abo t rjc "Z" mak sisu de e r xiig am e te lyu poet e t o n v nmoee ctn !I xrme

intrse nt oiinan e l t acgo n n"A" aneetdi hep sto dfe hatmyb k ru di dmy niey ar x einei e emea srn an iat. In e se p re c n"Y" rallymak to gc dd e

wou k ofllo pwih y un x we kt e r o ei heldliet o wu t o e t e osewheey uar nthirigpoes iey ua rn ?I o e dan t n rm mein rcs. CanIgv o ig fy un e yhigfo n

theme i k r amp s rfrne, t. œ t nbantmeœ liewoks le,eee cs ec he yall mean iemea c r ho t mai aslyI u k ossgv all o s o meane l. L t wo ldliet ay

thatI e thejb an p o ll o e it . T ky urallywan t o , dIho ey uwi ffrtome han ofo y u tmetd !Ilo kfr dt arn rm y ub d edr o ri o ay o owar ohe igfo o yWe n say

ofnextweek."

"No t esr eb t le o u fc in, o ew,ob uewear oh c ar nmyq aliiato s whaty ug t

wih mei d t le s o si , e ir o ee ce, dt s(eaidlit f klls B havoal C mp tnis anbe eiso wokn t o ) Aet s ido u fc in o en ft f rigwih y u … r heekn fq aliiato sy uar

loo igfr rat rallyd thejb an wo ldlietohearkn o?G e !I e owan t o , dI u kfrm y ub e t d ed eauey u d cso ll havo o yn x We n sayb c s o r eiinwi ean

impac o eiin et ecnenn t r p otntet nd cso sIhav omak o crigohe o p ru iisI am cu nlyp run . CanIgv o all e lyn x we kt erre t usig iey ua c ar e t e ose

wher o ewih t rn rcs?What et e t tpey uar t hehiigpoes ar hen x se swe shouldtake?"

"Bo , e m t ei re n t et u fc in, kllsb wese ob nage me thatIhav heq aliiato s si ,

ande p re c t ll t et uce r?G e !I o etx eineiwi ak osce dhee rat fy umak he deiint r , u t erasn let x et omal o ecso ohieme wo ldib e o ab oe p c a fr ffr

letterbyThursdayofnextweek?"

http://www.inteve nwes eriwa s r.n t 51

"Basdo kllsan x eine an epee tdheee nmysi de p re c, dwhatIhav rsne rto ay y uwo ldage hatI u ea ge addiiont o red , o u ret wo ldb rat t oy u tam,

wou nt o ?F t tc rallyd thejb c t t arlyld 'y u anasi. I e owan t o . I ansaraseastwoweeksfrom today. Doesthatworkforyou?"

"Ji I u k oas o ohieme et "Y", d"Z"m, wo ldliet ky ut r . Ihav he"X", an

skllst t ll t et ey u d p t n a sces an ei hatiwi ak omak o r e arme t ucs, dIhavthescesu r krcr ob kt su . I e tocmeanucsfl tac eodt ac hi p rallywan t o d

wor o y u nwi o emakn eiin "kfr o . Whe ll y ub iga d cso ?

"Marg e, rallyt n hi oiinwi tliemysrn et kllsartI e hikt sp sto ll uiz to g s si , suh as "Y", d"Z". Ik o ll b halle g dhee an wanc "X", an n wIwi ec n e r, dI t

tob tetc dab v db y n u n ablitis fIam hieesr he o ean e o dmycrre t i e. I rd on I o fd n t o dt sd p t n wi e eii ems, am cnie thaty uan hi e arme t ll b n ftntr

ofmyabliyt lpt o epo le "A", an wo ldlieit ohe oslv rb ms "B", d"C". I u k

toas o ohieme am av lab osari hrewe k rmky ut r . I ai let t tnt e e sfoto ay aveIlefan o b i o r ndthatI u ea ged . H t yd u tny u mi wo ldmak rat

addto oy u tam?"iint o re

b It n hatI o b d sn t r dt ed s s"Bo , hikt am sme o ywhoi o afai omak eciion, bu Iam als e lay r oraliet "X" an ek ytt oa tam p e. Ials e z hat d"Y" ar e o

scmp ssces hi v hardwih y utd o ratthi o any' ucs. It nkI'es e t o o aysmegere o swhyIam t et osb an iat o y ut rn ntasn heb s p silec dd efr o obigo o

yo re e m t ei re n t kllsan x eineu tam. Wese ob nage me thatmysi de p re carea ge fto t sp sto , dId thejb an c t tratifrhi oiin an owan t o , dI ansar

ne t e . I u k orsetu ky uœ what eo r e tx we k wo ldliet ep cfllyas o ar u n xstp nmo igtwar ffr ttr"e si vn o dano e le e?

"Ji It n ei re n t et d t le s o sim, hikwear nage me thatIhav he(eaidlit f klls

andB havoal C mp tnis hatiwi ak orallye cl athie ir o ee ce)t t ll t et e xe t s

poiinan ea sg iian i ac o ot avn san nrasdsto dmak infc tmp t ncs s ig dice ere e u s ls, asdo o ai o t n wt o llv n e. A o b e nwhaty us dab u "X",Ik o haty uwi

re e eifo igmeo o di emso it oslvallyb n ftrm havn nb ar ntr fmyabliyt o e prb msan ey u jbeasir yd ing"Y". I e owan to le dmak o ro e b o rallyd to

co dwokfr o . What eo r e t tp ng ttigmesaremean r o y u ar u n x se si e n t td here?"

"Basdo o os o t "Y", d"Z",I e hikIe nwhaty uhadt ayab u "X", an rallyt n

canhe dest halle g so t sd p t n. A ho g amlpad rs hec n e fhi e arme t lt u h Isuet t r et n st ar heear nan o hikr hatheear hig ole nœ ast r ei yjbœ It n

yo ll fndIam v r uckleare. Ials hiky uweerg nuwi i eyq i n r ot n o r ihtwheyo ai x einewih "A" an u ev r alu leheeus dmye p re c t d"B" wo ldb eyv ab r,

http://www.inteve nwes eriwa s r.n t 52

andI u k oas o ohieme ar u n x se siwo ldliet ky ut r . What eo r e t tp n

movn o da fr ffr"igtwar omal o e?

Qu stou etou rthehincovesites on dend

softheI wer.itnervednee

Di

ltr, o ll ftnwih t o an , o ll g t n tey n , o ll n t ho ydsu tv e ir r t c

o le , dt o ll g n r ee yt e t esnat

mp tlyc ab fd igwhatit e ob ucsfl athe sto o eb igitriwe o. R me e t t t rn

iscusson

ai ll havlo hei i . E h i i wi ehit otst t tr o r s r neve r ac neve r soy u anwe r we r we r

he wnhid sd i hed d d i ll. F lentr nn e p n go r o o e amp esno e e e e n r r x a p ro,inHRwill wan i dt hecob hat d dtt att tecn c o n esan roo vne y uu r op r e

uwi ii hec uwi alo gwihtcu ue y mp y y euwi i ieb hav al o hial ev ro e y o s wan rp o e

b hat uwi allyb od al wih. Appr ms an y e e as roheV l wi ok hat ob ohiPle ll wan it t tt wt gt tv o y uar on se n o eg eanase s

drf nhi heHiigManhe d le ll o he. Ttt tor r e arme c we r r ep n an e m o rn ag r will wan ob dt ll b d lean hathat uwi ed ab dttt sr o e e y uareeasue y p n o

le leo akt st tco e ap on escesuii df mb hathatheHiipo ny uar en neve r e r g

Man larwi ohi hat1)t yli di i ll wan he kt tt etag rnp c esme n e ane ar u r o o ,eliab ll mak he d3)wi m lo ketar ro ase o, ,

d ll als i d d. E h i i wi ohav he fhidett tgo ac neve r o e o e eo r we r wns nn e s. U hefllo i lyo dwi ni hei i hidntet t t wts n u s ne neve ou cv r eo gq e o ar r no e n

d anf akt ho dst ot :nee ssoyouc rameyouranswer ospe senee s

"What ldb hemo abliyf eii i ohavt ntet t t two mp ran r esu s o o a p ro n

k le 2)wi et ijbe iran ll mak he

"Whatcu heie an iat ot ey u jbe ir"o ldt d al c dd ed omak o ro ase?

ore t uce nt sp sto ?d rosce di hi oiin "

"Whatar hemotmp ran s rtr o o t sd p t nt?et s i ot t hotem g alsfrhi e armeWhatar hemotmp ran lo gtr o ?et s i ot t n em g als"

"Whatar o romal g alsasa man e?Whatkn f halle g sey u fr o ag r ido c n e

arey uf igi eigt s o ?o acn nme tn heeg als"

"Ho sy u scesan hesceso o r e arme t asrd"wi o r ucs dt ucs fy u d p t n me ue ?

"Whatdo sy u b s x et fy uan o re ntr fe o r ose p c o o dy u tam i emso

performance?Whatreallymakesyourbosshappy?

"Whatqu te ey ulo kn o i herg esnfrhialiisar o o igfrnt ihtp ro o t s poiin "sto ?

:Thru ho t o rntevie y uar on owano g u y u i r w, o eg igt tto

http://www.inteve nwes eriwa s r.n t 53

"Whatkido u te dsi u tak orallysce dann fq aliisan kllswo ldit et e uce d makea dffrneathi oiin "iee c t sp sto ?

"Whatwo ldb hetppirt fhep ro cpst sjb"u et o roiyo t esnwhoace t hi o ?

"Canyo eciea tpc ayfr o o ei hi oiin "ud srb y ial d o sme n nt sp sto ?

"Whatar hed -t-d x et in drso sbliiso t sjbet ay o aye p cato san ep niite fhi o ?

Whatwouldmakethatpersona superstar?"

"Whatkid f halle g sar o u nlyf igi o r e arme tn so c n e ey ucrre t acn ny u d p t n? Ho o g oiind e hi u y ui?What u o et swtu h a p sto o st sp t o n wo ldslv hi

problem foryou?"

"Ho ll myle es pan ag me tep niite dwwi ad rhi dman e n rso sbliisan

performancebemeasured?Bywhom?Howoften?"

"Whati o r ig s c n ecmigu nt e t iht e s"sy u bg et halle g o n pi hen x eg we k?

"Whatiscu nlyt rats o p ru iyfr o dy urre t hege et p otnt o y uan o r de arme t hebg ethrat"p t n?T ig s t e ?

"Whatar heq aliisan kllso t e p eb e set u te dsi fhep o lewhohav e nmot

sucsfl athi o an ?cesu t scmp y"

"Whydo st so et n ans c oy u "e hi n higme omuh t o ?

"Ho i o v t ?wddy uarrieathat"

"Howdoesthatsound?"

"Ify ucu iemey u p rp cieo hat…"o o ldgv o r esetv nt

"Wouldyouelaborateonthat?"

"Ho o s ii hepcue"wd e "X" ftnt itr?

"Giemeane amp f "v x leo …

"WhatelseshouldIknowabout…"

"Whatelsewouldhelpmeunderstand… "

http://www.inteve nwes eriwa s r.n t 54

"Talkt o t o r x einewih n wc n e o t someab u y u e p re c t e halle g sfrhi

department…"

"Howdoyouhandle"X"?

"Whatbohesy umot o t o ecrre t rigo ?t r o s ab u whaty uar u nlywokn n "

"Isney ur rsr e y"X" … What u eie ir"e s o 'efutatdb wo ldmak t ase?

"Ho o s et o r ru dy u abliyt ey uwd e "Y" affc y u go pan o r it omak o r

numbers?"

"Canyo e wt kllsan x erineIbingt het lecuuseho hesi de p e c r ot ab o ld be eiy uan o r e arme t he o ld cu nthe ?Whatn ft o dy u d p t n?T ycu , o ld 't y

wou et n higI o ldd r hat u e eiy utldb heo et n cu oheet wo ldb n ft o he most?"

"DoIhaveirg ?tiht"

"Am Ig ttigt itr?"e n hepcue

"Ist t"hati?

"Ify uweet oahe t nwo ldy u"Y"?H wmano r og adwih "X",whe u o o y wouldyou"Z"?

"What' o r e to ?sy u racin "

"Whyexactlydoyouask?"

"Tell memoreabout. . ."

"Pleasetell meexactlywhatyoumean."

"Whatmake hi re t"st sug n?

"Whyisthi mp ran rg n w?si ot tiht o "

"IfI o ldd ut n higo e t e thremo t o thecu ojs o et n v rhen x t e nhsfrmaxi m b n ftoy uan o r e arme twhat u t e"mu e eit o dy u d p t n, wo ldib ?

http://www.inteve nwes eriwa s r.n t 55

BONUSSECTIONS

HOW TO TELLIFSOMEONEIS LYINGTO YOU

Int uieswoldt r suu o ido ee to on nheb sn s r heei sallysmekn fd cping igo . WhileyoushouldalwaysbeanHONESTandETHICALperson,youare

bo n oe cu tr lins cwok r, de e rn ag ru dt no ne ce t, o res an v nHiigMan eswho liethru h t iteh. D ntog thatp o lewhof o t earo g here t o 'fre t e p lat u li e

bo n oe e tallyf lat nt if ean rakt iteh!u dt v nu all f o herac dbe here tRe arles y un e ob let nffo theli sb fr arg d s, o e dt eab osi u t ar eoek ma

cathe pwih t m. H r' wt oi.c su t he eesho od t

Watc o b d g ag !Ali wi st et ee ecnac.h fr o ylan u e ar ll heiat omak y o t tThe ‘ oe eyhigt odi. T iar dhan v me t llyll d v rt n oav i t her m an dmo e nswi

se m si dmehanc her o ywi e m t ak plessace tffan c ial. T ib d ll se ot eu s p e

asifc sn naru dt m. T ar cath b hidhi aroloigi o n he heli maysr c e n se , r pu a han e hi uh. Hei ou lie otuh ano e dt dn ar smo t sals nk lyt o c p nhan

tohi het hrg an p aroac c u arslie osc s. Hemays u , dap e t t asal. Ali i k lytus mo o s c m t euey u cnen,at rhanad rsigehu r r aras od fs o r o crs r he t desn

yo eiulyusro s .

Histi n eo ewe ng sue r rs howmigmayb ffb t e etrso wod. Hemaysun atr aue ewe nsatme t df i x rsin. Hi adn ual p ssb t e t e nsan acal e peso s she

might v chaniallyo t f y cwih t mphasi fhi rsmo eme c u o sn t hee so swod. Hi etrsar k lyn tomath hi eb sag . Hi i n fsg sue elie o t c sv ral mes e stmigo

emoin etrsmayse ijitd x rsin uh asto al g sue e m dsone . E peso sschappn s r upiemayb n ho o n hemo t ntadofieso srrs eo lys wnaru dt uh,ise

thewho ac. Wath fr m trighi o yawayfo o . Lolef e c o hi unn sb d rm y u o k ou fr x g r e e pbe hs au ileihalato s o dffiu yto e ag eatdd e rat , db n in, r i clt

swallo n . T arsu lie osan all o o ttec sar . Hewig heli i nk lyt t dt r usrth hi ms

mayshit sb d o dt e et xt lac bet nfhi o ytwar hen ars e i. Hemayp eo jcsifrn o m -- liea sap ro a g so watro t fhi k t le, r las f e.

Ifa p ro tn walls-- gvn hei rsint smidi eesnso e iigt mpeso hathi n smad

up-- ii fe e toli t o r it oc n ehitsotnanattmp t miy u abliyt halle g s poiin f o o es ssr g hatheabo tlywo ‘sto . Isme n ay taihtawayt slue nt

bu g ,t rb lyme st NB WA E en e std e ipo ab an hatHECA ES Y D. H e d o obet o lee eauehek o ‘ av ni o rsuehijc cmp tlyb c s n wshell c ei fy upesr m.

Thecnie t esnwi s r alane hr e k ‘ o ,o fd n p ro ll uemoeb cdp asslie"Im srrythi sb iallyt et c osi asc heb s I and ."

http://www.inteve nwes eriwa s r.n t 56

Apesnwhoi igwi e esn z sanwe an sro slyn ll d p ro aliehi s r duean

absr t sr c k o n wIm ag nthat ot fhig hatstac asuanelie"Y uk o ‘ ais t sro t n . T 'mor o g he ll i lyananwe, u wi o sat tallywrn ." T ywi mp s rb t ll n t t ei

diet . Ali mayals e pad igmoean r nomato nircly ar ok e dn r dmoeifr inu tl he‘ RT I hathehassldy uo ssoy ult e p esCE ANt o o nhi tr. G iyp o lear

uno ot lewih sle c dwi i nt ap nt ys u ntcmfrab t inean ll fll i heg swhe he ho ld 'needto.

Re mb rhati RUT ULsatme t as "y so n " i o weme e t nT HF t e nsa f t e r o sfllo d

QUICK Yb r eaide p ato . Alyn esnmayp sL ya moed t le x lan in igp ro aue beauehen e stmet hiku x lan in t yc s e d i ot n pane p ato . Hemaysall b

askn o orp atheq eto r yanweigy u q eto tigy ut e e t u sino b s rn o r u sinwih a qu sineto .

Lo ko to racin hat eo t fpo oto ot u sino u fr e to st ar u o rp rint heq eto . Why

wou rt u esnd n o t n xesv ly ar e elda tuhfl p ro e ysmehige csie ?Ali mayrp at

ponshehasalrad e oheiat ouewod hatit e ymad . Hemayals st et s rstimplyiv lv me t r wn rhi k no ' amo srfrnetn o e n o o es p-- lieClitnsf u eee c o

"that manMo ia Lwisi" wo nc e nk.

Ali ' e tne eg b do mu d dr he t mp ie ,arssne csmayb arle r d le at rhane haszdor ssatme t o n k u sin n iatn hatheshi t e nsmaysu dlieq eto s-- idc igt ‘

se kn e sr c. Dohi y so he fathee do a sne ce igrasuane se e r adlit t n f e tne likehei kn u sin igsasiga q eto ?Hemaybelyn .

Pe p emoepo et igmayb heo e ealwayo lewhoar r rn olyn et n swhoar s

te n o wds n s ohesar, r wcrru thewoldi. H elligy uho iho et t r e o ho o p t r s avyo oie hat up c p ro fe k o o ee emeun tcdt a sset esnotnassy u"y ub liv ,

do 'y u " … Mot e p e hetuh d nt e dt kp o lent o ? s p o lewhotll t rt o 'n e oas e pthatkn fq eto . I hep ro slyitrse nyouido u sin st esnmot neetdi

un esan ighi o i r neetdi wheap e st o ?d rt dn m, rshemoeitrse nho p ar oy u

Ali wi sallyanwesy u q estonswin lyb the k o ear ll uu s r o r u i llig u t nassn n

ofhi wnq eto so hes o i. Whe o fo tdwih aso u sin nt ametpc ncnrne tprbngqu stin tuhfl p o lewi sallyanwe q ik dt no i e o ,rt u e p ll uu s r uclyan he

wi o ne ho et t hes y eo u sinb ki o rac.ll cu tr n slywih t ametp fq eto ac ny u f e

Ifyouchangethesubject,doesthepersonappeartobemorerelaxed orna b ttr o ?In cn p o leuu tut r icsinii e e mo d n oe t e p sallywan frhe dsuso f

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Ali mayuep asssc ob efclyho et" an otellar s hr e uh as"t ep ret n s, d"tyo hetuh, an u et o ? t eanut rt " d"whywo ldIli oy u " … Hemaysat

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7MENTALEXERCISES TO SHARPEN YOUR

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FOCUS POWER

SolarPlexusExercisetoFocusPower

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On fhemot ffcieway orlaxb fr neve st areo t s e etv st e eoeanitriwi ole n

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ri ag dc s. Fn , wt p e p rint eflle dyoubc ean het ially allo heu p r oto ob i danwi oiet p e p t fy u c s e p dan o r HOUL RSll n tc heu p r aro o r het x an dy u S DE

RIS LGHT Y o o r rat o sv r eo d eoeb gnnigES I L . H ldy u be h fr e eal scn sb fr e i ntoe hale e i oe haleb u n heab o ni whih p llstx . B gnt x yp lligt d me n( c u he

di hr m u )an o ho ldn tc o r ho ld r du p r hetap ag p, dy us u oiey u s u esan p e c s

drpast r e ist av o r n s esr hee halato so heaib gn ole ey u lu g. Mak uet x inico lee frigall t r u an ttigg fall muclartninmp t,ocn heaio t dle n oo su e so

te sonsi o r o yasy ud hi. Saysinlyt o re leni ny u b d o ot s le t oy uslfwhiex n :"A rat u Ile g fall t e so nmyb d ." Youhalig sIbe heo t t oo hetnini o y

cand hi y r v nwihi ru fp o le oo ewiot san whee-- e e t na go po e p . N n ll noiet o erlaxn dpe arn oac heitriwtc haty uar e igan rp igt et neve .

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How tou eP eSefliitos vs atea Wi gAtti

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Se

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hed let da halfho sf lf S d hr ht at ayt otsc u woan ur oryourse nex ur og ouglo dABSOLUTELYTHROW OUTANYTHINGTHATYOUHAVEtyourc se an

NOTWORNINT A TY A NDAHA F ni nlov o r ve wih t whe i dmay i ea lihat hi b ll hav ttle t t tt ts r o o ey usny ug an o,

aff i UTDONOTHE IA E ii akinf B ST T !P na b dt eit tt tte o o u aganc r ,d oS dmak b . Yalv inA -d d iled iat t atwnt ea to o r ax e u o o umyan c n n o r

i ei l, dy -i e( hikolli lf what fgt utmag e n o u o e osa s o an o r wns mag y n

lf MOS lli ak ielo kgty us sy u mp ran s o x slohe dWHENINDOUBT THROW ITOUT. Thesat tyourc san amegoes,

f mf ab ai hat har ub ht to c r o s e r ny uhe b eb he olo . Wheuhav i m ft t tgto e arn o gn w om, u y e nwe ro n o ny u

ed MME A E Yg oa d eliar n ugn o so n c nso e R Marhall' JMA Xwhe uwi eab ofT X ll b let idd alsoos r ey n e ns s s o r o,,

b dn lohe. B yFOURNEW BLACKTOPS. B yBLACKttran amec s u u ops ly hi ho ldr ly$ he woWOOLt. T 85. T nb ytny uo u o sr ron ss u u o n rueso

i nGRA he d kclo. H lok si Yo he ai dat dt et m ttr o e o rs r an r ar o r av r y u ry le hathele h c f le. Theot t t mst t t otc aners ng onor ocurren sy s ng oa

i heB S L CKL A HE HOE OUCAho db E TB A E T RS SY Nt ytn es esoean uc rPOS IL FORD. T ea lo kat h. DSB YA F ak i siwat t aytty u wrs eo o r c o s o

den

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ht ou

o re )i o r Ti ot t e n o l. T eane hautv o

rhat o ot lep r f ho st wees pwhe o o g

o ep rigI DIT L od wnt icu t hai tr k

pe p haty u tme( dt itme sv ab ?B yt eto let o ri an heri )i alu le u heb s all-st n s-se l wath y uc od e a haict r no eo o railes te c o anaffr. G t ru. Tyo n fy u

ne uft nS n ayng eoet rwe k o ki hemi rwo tiso u d ihtb fr hewok e . Lo nt rro

ay "Ilo ks p ' rands , o har. Idhieme!"

http://www.inteve nwes eriwa s r.n t 63

l

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hands.

itf

lef ei i di he hikab hepsflle nwih what . Ttt t t tp o ss r u y u eag r ayo n o o agher sflle nwih what hikab lfihti i di . Snt t t tg y us r u y us oo o ayo n o o re me

lele f i du dt nwalkar danhele flle he dt tt to p eg u rpe p ag e pan o n gyan

fl atwhat he dt ihe hikab m. Y ofll ut t tt tsn r ayo n o o e pree u o ss r u un eher ewi hep i hi hatiht h t i hikab lft t t ut tet stg ag s v g y n o o rep o n o u y us .

allyt f ewi eflle iiE hele ll b ob i du hot t ptt t t te p esar s o ev nu ag ep s vhikab lf he iihi ikut ut t t tn sy u y us aso spc po o gy uog n o o re r ny uwr n o r,

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k i i iiim. Moei dtli lyt tt t at tno src en g ec o o eaneu cn u v e v r cs r mp r y un e o,d i lf he hat f wni ef df . I it ete ey u o mag o y us an o o s magnn o r r o re r r,

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tot oiiet n st c eattiue ot rd c c dY .hep stv hig hat anb rb tdt hepo ut alle OUAsanitriwe, n fy u srn et eb o lsi an yneve ro eo o r to g s v ral to s"Oh, db

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mor e o ohiey u esrn udn rnile hatwi e perasnt r o " ar to gg iigpicp st ll k eanitriwe t n igan ee igu tl y ue dt neve dneve rhikn db livn ni o n heitriwan

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ov roy uslf"o emoerasnt r , n r e o ohiee t o re n r e o ohieme o emoerasnt rme, n r e o ohieme an ytheway…o emoerasnt r ." Oh, db

http://www.inteve nwes eriwa s r.n t 64

VI

THE7ESSENTIALPATTERNS OFBEHAVIOR FOR

SUCCESS

-SION. I os nan higy un dclt atno di ea ROCKivueeontyucceetdrer. Thi nciiso btsv anno e

dt le. Y dtan un oeeobigeeœ animag

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deeit tu excep on yo,tfuccessutdrerTEAM WORK. Ino obes l,wiho un

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http://www.inteve nwes eriwa s r.n t 65

CREATI TY. Y un e ose dtmerf cie hikn o tVI o e dt p n i eletv lyt n igab u

ex t o i hru ho thed dwhehe e h aciiyaclywhaty uddt o g u t ayan t r ac tvtmovedyouTOWARDorAWAYfrom yourgoals. YoumustbeCREATIVE

i hesluin o ffro ce t nsllig o r it oap lynt o to sy uo e fr linswhe e n . Y u abliyt pcratv ehnq e ot ariu so ie r s to sa keye ietc iu st hep tclar fa gv ntanacini

inge in t ucs. T i u s eb e on hi orde tosces he"bgg y" hav e nd igt sfr dead s heei sa sluin an t sallyiv lv se to alc e. T r salway o to , diuu n o e moin

git r o csin, r HE E L ' I , FORT ORMONEY.fso cneso s o OT RP OPESTME E F ,Cratvt anb are . B fr o oit neve tyt hike iiyc ele n d eoey ug noanitriw,r ot n

ofa TOTALLYDIFFERENTANDNEW waythatyoucouldpresentand packageyourselftothesameorbettereffect.

PROFE ONAL SM. Doy u ho wok an e hes rn.SSI I o r me r, dradt mall pit

Tak hetmet ar hen wetrn si o rild t ranzdet i ole nt e s te d ny u fe . Sayog ie . Tak hetmeE E E og hru h y u fle dt oet i V RYWE Kt ot o g o risan hrwaway

uslesp ewok e l, dme t arag . R crsmut ek p,e s ap r r, mai an nal g b e eod s b e t

bi ai, o riane naie . T r sn i d tak sllsp d y u fn csmait n d heei omagcwan . It eatte to od t l. I o o 'hav tt t r u rb lyd e,nint eai fy ud nt ei,heohe g ypo ab o s

andheo s sg igt e t o nstado o . MA EAr hei on og thejbi e fy u K N APPOINTMENTWITHYOURSELFforanhoureveryweektoget

oranzd layt amelieanog ie ,nome rfsin dg ie . P heg k ranzd ifr dpoeso al anyo ll wi.uwi n

HONEST EFFORT AND HARD WORK. Youneedtobeashonestas

yo ani v r ep c. A st n nwi dd o li e u lyuc ne eyrset lway hikwi/ nan on t erg laror o ll span v nu all o o rac dbe o re ty uwi li de e tallyf ny u f ean raky u teh --

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