Chapter 8Do I/We Like You?

Based on my experience, determining whether you are liked accounts for 40% of the hiring decision. Of all of the four basic questions that need to be answered affirmatively, this carries the greatest weight. No matter how good your skills might be, no matter how much of a risk you may or may not be, and even if working the money out is a foregone conclusion, you will never get hired unless you are liked.

Of the more than 100,000 face-to-face interviews that I have personally arranged over the past three decades or so, I’ve never had a candidate hired who wasn’t, at first, liked by the people doing the interviewing and hiring. This fact defies logic and common sense. With all of the business acumen and wisdom that companies ...

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