Manipulation 103: interviews and presentations

I have a new theory of interviewing -- try not to answer any question without asking first one clarifying question. I think it's good for the interviewee because it gives you something to focus on apart from trying to gauge your own performance. It makes you think of the interview as more of a conversation, so there is less performance anxiety. It's effect on the interviewer is to force her to commit to actually wanting to know the answer, rather than asking a question and zoning out during your response. And it evens the power dynamic a little bit because the interviewer is not the only one asking the questions. It puts the interviewer on a small version of the defensive, because they're forced to explain what they're asking and question why they are asking the question in the first place. (I have a similar dynamic with one of my more distant relatives, a silly woman who has confessed to other relatives that I make her nervous because when she asks me a question, I pause and answer it carefully and in the meantime she has rethought whether it was important enough to have troubled me with it.) When I feel like I have to talk nonstop, I will frequently get out of breath and consequently get a tremor in my voice. Breaking up the interview in this way would give you a chance to catch your breath while you collect your thoughts.


I haven't had the chance to use this tactic in an interview yet, but I have had the chance to use it in some recent presentations to midsized audiences. Within the first few minutes, I try to ask the crowd a question and ask for a show of hands or field specific responses if people volunteer. It immediately cuts the tension and instead of a dynamic where people feel like they can sit passively and judge my performance, I am requiring them to engage with me. If anything, they focus their judging efforts and attention on their own selves with worries that I may ask them to engage in a way that they will not be prepared for or that they might mishandle.

During the question and answer sessions I follow any questions with my own clarifying questions. I pin them down. I don't give people the chance to retort "that's not what I asked," or "you've misunderstood me." Once I am clear as to what exactly they're asking, I say things like, "that's an interesting question." I want to seem friendly but I also want to establish the power dynamic that I feel worthy and competent to assess the merits of their questions -- a teacher/student dynamic. They are happy for the praise, happy that I have granted them my approval, and so are less inclined to speak ill of me later.

Of course these tactics can't make something if there's not anything there, but they have been very useful in helping me perform my best, particularly in situations in which people are likely to underestimate me.