Use an accusations audit to win your next job interview

Here is a job interview tip that I’m basing off of Chris Voss‘ concept of The Accusations Audit.

Voss advises that when involved in a negotiation or sale (a job interview), list every terrible thing your counterpart (the interviewer) *could* say about you. All the negative opinions, assumptions, impressions – insane, fair, or unfair – that they may say, harbor, or think about you.

Here are some examples:

∙ “You may think that I jump around from job to job”
∙ “I would imagine you have concerns about my lack of a bachelor’s degree”
∙ “You probably believe that I lack relevant industry experience”

Doing so:

∙ Builds rapport and trust by demonstrating fearlessness in the face of potential problems.
∙ Demonstrates a true willingness to make perceived issues go away so the interview can proceed.
∙ Disarms the counterpart by taking away their authority or permission to use these perceived negatives against you.
∙ Allows you to take ownership of perceived negatives and subsequently steer the conversation into more positive territory.

Too Long, Didn’t Read:

∙ Put yourself into the shoes of the interviewer.
∙ Be self aware about your shortcomings, both real and perceived.
∙ Proactively address the elephants in the room.
∙ Take control of the interview.

Have you ever used this or a similar tactic to win an interview? Let us know in the comments!

My name is Ron Reed, CPRW.
My company is Reed Résumés.
I help clients access increased opportunities, win more interviews, and search for jobs with greater confidence.

Let’s chat!