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Interviewing : Principles and Practices

ISBN: 9780072987768 | 0072987766
Edition: 11th
Format: Paperback
Publisher: McGraw-Hill Humanities/Social Sciences/Languages
Pub. Date: 5/13/2005

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SummaryTable of Contents
The most widely-used text for the interviewing course, Interviewing: Principles and Practices offers comprehensive coverage of a wide range of interviews, as well as the most thorough treatment of the basics of interviewing (including the complex interpersonal communication process, types and uses of questions, and the structuring of interviews from opening to closing). Relevant theory is carefully integrated as a foundation for the practical aspects of interviewing--for both the interviewer and the interviewee. The 11th edition continues to re... MORE
Prefacexvii
An Introduction to Interviewing
1(14)
The Essential Elements of Interviews
1(3)
... MORE
Interactional
1(1)
Process
2(1)
Parties
2(1)
Purpose
3(1)
Questions
3(1)
A Relational Form of Communication
4(3)
Relational Dimensions
4(3)
Global Relationships
7(1)
Men and Women in Relationships
7(1)
Electronic Interviews
7(2)
The Telephone
7(1)
The Internet
8(1)
Summary
9(1)
Key Terms and Concepts
10(1)
An Interview for Review and Analysis
10(2)
Student Activities
12(1)
Notes
12(1)
Resources
13(2)
An Interpersonal Communication Process
15(32)
Two Parties in the Interview
15(1)
Interchanging Roles during Interviews
15(3)
Directive Approach
17(1)
Nondirective Approach
17(1)
Combination of Approaches
17(1)
Perceptions of Interviewer and Interviewee
18(2)
Perceptions of Self
19(1)
Perceptions of the Other Party
19(1)
Communication Interactions
20(9)
Levels of Interactions
21(1)
Sex, Culture, and Interactions
22(1)
Verbal Interactions
23(4)
Nonverbal Interactions
27(2)
Feedback
29(4)
Listening for Comprehension
31(1)
Listening for Empathy
31(1)
Listening for Evaluation
32(1)
Listening for Resolution
32(1)
The Interview Situation
33(5)
Initiating the Interview
34(1)
Perceptions
34(1)
Time of Day, Week, and Year
35(1)
Place
35(1)
Surroundings
35(1)
Territoriality
36(2)
Outside Forces
38(2)
Summary
40(1)
Key Terms and Concepts
41(1)
An Interview for Review and Analysis
41(2)
Student Activities
43(1)
Notes
43(1)
Resources
44(3)
Questions and Their Uses
47(22)
Open and Closed Questions
48(3)
Open Questions
48(1)
Closed Questions
49(2)
Primary and Secondary Questions
51(6)
Types of Secondary Questions
52(3)
Skillful Interviewing with Probing Questions
55(1)
Quiz #1---Supply the Secondary Question
55(2)
Neutral and Leading Questions
57(3)
Loaded Questions
58(1)
Quiz #2---Identification of Questions
59(1)
Common Question Pitfalls
60(5)
The Bipolar Trap
60(1)
The Open-to-Closed Switch
60(1)
The Double-Barreled Inquisition
61(1)
The Leading Push
61(1)
The Guessing Game
62(1)
The Yes (No) Response
62(1)
The Curious Probe
63(1)
The Quiz Show
63(1)
The Don't Ask, Don't Tell
63(1)
Quiz #3---What Are the Pitfalls in These Questions?
64(1)
Summary
65(1)
Key Terms and Concepts
65(1)
An Interview for Review and Analysis
66(1)
Student Activities
67(1)
Notes
68(1)
Resources
68(1)
Structuring the Interview
69(26)
Opening the Interview
69(7)
The Two-Step Process
69(2)
Opening Techniques
71(3)
Nonverbal Communication in Openings
74(1)
Quiz #1---Interview Openings
75(1)
The Body of the Interview
76(8)
Interview Guide
76(2)
Interview Schedules
78(4)
Quiz #2---Interview Schedules
82(1)
Question Sequences
82(2)
Closing the Interview
84(6)
Functions and Guidelines for Closing
84(2)
Closing Techniques
86(2)
Nonverbal Closing Actions
88(1)
Quiz #3---Interview Closings
88(2)
Summary
90(1)
Key Terms and Concepts
90(1)
An Interview for Review and Analysis
91(1)
Student Activities
92(1)
Notes
92(1)
Resources
93(2)
The Probing Interview
95(30)
Preparing the Interview
95(4)
Determining the Purpose
95(1)
Researching the Topic
96(1)
Structuring the Interview
97(2)
Selecting Interviewees and Interviewers
99(3)
Selecting Interviewees
99(2)
Selecting Interviewers
101(1)
Relationship of Interviewer and Interviewee
101(1)
Conducting the Interview
102(11)
Motivating Interviewees
102(1)
Asking Questions
102(4)
Note Taking and Tape Recording
106(2)
Handling Difficult Situations
108(2)
Handling Difficult Interviewees
110(3)
Preparing the Report or Story
113(1)
The Interviewee in the Probing Interview
114(4)
Doing Homework
114(1)
Understanding the Relationship
115(1)
Awareness of the Situation
115(1)
Anticipating Questions
116(1)
Listening to Questions
116(1)
Answering Strategically
117(1)
Summary
118(1)
Key Terms and Concepts
118(1)
A Probing Interview for Review and Analysis
118(3)
Probing Role-Playing Cases
121(1)
Student Activities
121(1)
Notes
122(1)
Resources
123(2)
The Survey Interview
125(32)
Purpose and Research
125(2)
Determining Purpose
125(1)
Conducting Research
126(1)
Structuring the Interview
127(2)
Interview Guide and Schedule
127(1)
The Opening
127(1)
The Closing
128(1)
Survey Questions
129(9)
Phrasing Questions
129(1)
Sample Question Development
130(1)
Question Strategies
131(3)
Question Scales
134(4)
Question Sequences
138(1)
Selecting Interviewees
138(3)
Defining the Population
138(1)
Sampling Principles
139(1)
Sampling Techniques
140(1)
Selecting and Training Interviewers
141(2)
Number Needed
141(1)
Qualifications
141(1)
Personal Characteristics
142(1)
Training Interviewers
142(1)
Conducting Survey Interviews
143(2)
Pretesting the Interview
143(1)
Interviewing by Telephone
144(1)
Coding, Tabulation, and Analysis
145(2)
Coding and Tabulation
146(1)
Analysis
146(1)
The Respondent in Survey Interviews
147(1)
The Opening
147(1)
The Question Phase
148(1)
Summary
148(1)
Key Terms and Concepts
149(1)
A Survey Interview for Review and Analysis
149(4)
Survey Role-Playing Cases
153(1)
Student Activities
154(1)
Notes
155(1)
Resources
156(1)
The Recruiting Interview
157(34)
Recruiting in a Rapidly Changing World
157(2)
Essential Applicant Skills
158(1)
Locating Applicants
159(1)
Preparing the Recruiting Effort
159(7)
Reviewing EEO Laws
159(3)
Quiz #1---Testing Your Knowledge of EEO Laws
162(1)
Developing an Applicant Profile
163(1)
Assessing What Applicants Want
164(2)
Obtaining and Reviewing Information on Applicants
166(4)
Application Forms
166(1)
Resumes
166(1)
Cover Letters
167(1)
Letters of Recommendation
167(1)
References
167(1)
Tests
168(1)
Benefits of Previewing Applicants
169(1)
Structuring the Interview
170(3)
The Opening
170(1)
The Body of the Interview
171(2)
Closing the Interview
173(1)
Conducting the Interview
173(7)
Nontraditional Interviewing Approaches
174(1)
Asking Questions
174(1)
Common Question Pitfalls
174(1)
Quiz #2---What Are the Pitfalls in These Questions?
175(1)
Traditional Questions
176(1)
Nontraditional Questions
177(2)
Giving Information
179(1)
Evaluating the Interview
180(1)
Summary
181(1)
Key Terms and Concepts
182(1)
A Recruiting Interview for Review and Analysis
182(3)
Recruiting Role-Playing Cases
185(1)
Student Activities
185(1)
Notes
186(3)
Resources
189(2)
The Employment Interview
191(46)
Where Are the Jobs?
192(1)
Analyzing Yourself
192(2)
Questions to Guide Your Self-Analysis
193(1)
Doing Your Homework
194(5)
Research Your Field
194(1)
Research Organizations
195(1)
Research the Recruiter
196(1)
Research the Position
196(1)
Research Current Events
197(1)
Research the Interview Process
198(1)
Conducting the Search
199(5)
Networking
199(2)
The Obvious Places
201(1)
The Placement Service or Agency
201(1)
Publications
202(1)
The Internet
202(1)
Career Fairs
203(1)
Preparing Credentials
204(10)
Resumes
204(7)
The Portfolio
211(1)
The Cover Letter
211(3)
Creating a Favorable First Impression
214(3)
Relationship of the Interview Parties
214(1)
Dress and Appearance
215(1)
Nonverbal Communication
216(1)
Arrival and Opening
217(1)
Answering Questions
217(7)
Preparing to Respond
217(2)
Responding: Successful Applicants
219(1)
Responding: Unsuccessful Applicants
220(1)
Unlawful Questions
221(1)
Quiz #1---Which Questions Are Unlawful and Why?
221(3)
Asking Questions
224(3)
Guidelines for Asking Questions
224(1)
Question Pitfalls
225(1)
Quiz #2---Applicant Questions and Common Question Pitfalls
225(1)
Quiz #3---Applicant Pitfalls
226(1)
Sample Applicant Questions
226(1)
The Closing
227(1)
Evaluation and Follow-Up
227(1)
Summary
228(1)
Key Terms and Concepts
229(1)
An Employment Interview for Review and Analysis
229(2)
Employment Role-Playing Cases
231(1)
Student Activities
232(1)
Notes
233(2)
Resources
235(2)
The Performance Interview
237(32)
New Visions for New Organizations
238(1)
Preparing for the Performance Interview
239(4)
Understanding the Purposes of the Interview
240(1)
Developing a Productive Organizational Environment
241(1)
Reviewing Rules, Laws, and Regulations
242(1)
Selecting an Appropriate Review Model
243(8)
Person-Product-Service Model
243(1)
Behaviorally Anchored Rating Scales (BARS) Model
243(1)
Management by Objectives (MBO) Model
243(2)
Universal Performance Interviewing Model
245(3)
The 360-Degree Approach
248(2)
Force Choice Distribution
250(1)
Conducting the Performance Review Interview
251(4)
Opening the Interview
252(1)
Discussing Performance
252(2)
Setting New Goals and a Plan of Action
254(1)
Closing the Interview
254(1)
The Employee in the Performance Review
255(1)
The Performance Problem Interview
256(5)
Determining Just Cause
256(2)
Preparing for the Interview
258(1)
Keeping Self and the Situation under Control
259(1)
Focusing on the Problem
260(1)
Avoiding Conclusions during the Interview
260(1)
Closing the Interview
261(1)
Summary
261(1)
Key Terms and Concepts
261(1)
A Performance Interview for Review and Analysis
262(2)
Performance and Problem Role-Playing Cases
264(1)
Student Activities
265(1)
Notes
265(2)
Resources
267(2)
The Persuasive Interview: The Persuader
269(32)
Five Interrelated Conditions for Persuasion
269(1)
The Ethics of Persuasion
270(1)
What Is Ethical?
270(1)
Fundamental Ethical Guidelines
270(1)
Analyzing the Interviewee
271(3)
Physical and Mental Characteristics
272(1)
Socioeconomic Background
272(1)
Culture
272(1)
Values
272(1)
Beliefs
273(1)
Attitudes
273(1)
Studying the Situation
274(1)
Atmosphere
274(1)
Timing
274(1)
Physical Setting
274(1)
Outside Forces
275(1)
Researching the Issue
275(1)
Sources
275(1)
Types of Evidence
276(1)
Planning the Interview
276(3)
Determining Your Purpose
276(1)
Selecting Strategies
276(2)
Selecting and Developing Main Points
278(1)
Structuring the Interview
279(6)
Opening the Interview
279(1)
Creating a Need or Desire
280(1)
Establishing Criteria
280(1)
Presenting the Solution
281(1)
Closing the Interview
282(1)
Summary Outline
283(2)
Conducting the Interview
285(7)
Adapting to Interviewees
285(1)
Skeptical Interviewees
286(1)
Using Questions
287(2)
Handling Objections
289(3)
Summary
292(1)
Key Terms and Concepts
292(1)
A Persuasive Interview for Review and Analysis
293(2)
Persuasion Role-Playing Cases
295(2)
Student Activities
297(1)
Notes
298(1)
Resources
299(2)
The Persuasive Interview: The Persuadee
301(18)
Be a Responsible Participant
301(2)
Be Honest
301(1)
Be Fair
302(1)
Be Skeptical
302(1)
Be Thoughtful and Deliberate in Judgment
302(1)
Be Open-Minded
303(1)
Be Responsive
303(1)
Be an Informed Participant
303(5)
Psychological Strategies
303(1)
Language Strategies
304(4)
Be a Critical Participant
308(3)
Logical Strategies
308(2)
Evidence
310(1)
Be an Active Participant
311(1)
The Opening
311(1)
Creating a Need or Desire
312(1)
Establishing Criteria
312(1)
Presenting the Solution
312(1)
The Closing
312(1)
Summary
312(1)
Key Terms and Concepts
313(1)
A Persuasive Interview for Review and Analysis
313(2)
Persuasion Role-Playing Cases
315(2)
Student Activities
317(1)
Notes
317(1)
Resources
318(1)
The Counseling Interview
319(22)
Preparing for the Counseling Interview
319(4)
Analyzing Self
319(1)
Analyzing the Interviewee
320(1)
Selecting an Interviewing Approach
321(1)
Selecting the Setting
322(1)
Structuring the Interview
323(4)
The Opening
323(1)
The Body of the Interview
324(2)
Closing the Interview
326(1)
Evaluating the Interview
326(1)
Conducting the Interview
327(7)
Listening
327(1)
Observing
328(1)
Questioning
328(1)
Responding and Informing
328(6)
Summary
334(1)
Key Terms and Concepts
334(1)
A Counseling Interview for Review and Analysis
335(1)
Counseling Role-Playing Cases
336(2)
Student Activities
338(1)
Notes
338(2)
Resources
340(1)
The Health Care Interview
341(30)
Changing Views on the Health Care Interview
341(2)
The Provider's View
341(1)
The Patient's View
342(1)
The Emerging View
343(1)
Creating a Collaborative Relationship
343(4)
Sharing Control
343(1)
Reducing Relational Distance
344(1)
Appreciating Diversity
345(1)
Creating and Maintaining Trust
346(1)
Opening the Interview
347(2)
Enhancing the Climate
347(1)
Being Sensitive and Personal
348(1)
Adapting the Opening
349(1)
Getting Information
349(4)
Barriers to Getting Information
349(2)
Ways to Improve Information Getting
351(2)
Giving Information
353(4)
Causes for Loss and Distortion of Information
353(2)
Giving Information More Effectively
355(2)
Counseling and Persuading
357(4)
Barriers to Effective Counseling and Persuading
357(1)
Effective Counseling and Persuading
358(3)
Closing the Interview
361(1)
Summary
361(1)
Key Terms and Concepts
362(1)
A Health Care Interview for Review and Analysis
362(1)
Health Care Role-Playing Cases
363(1)
Student Activities
364(1)
Notes
365(4)
Resources
369(2)
Glossary371(12)
Author Index383(4)
Subject Index387

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