Employers Buy Into You Based on Emotion | Canada News Media
Connect with us

Business

Employers Buy Into You Based on Emotion

Published

 on

Employers Emotion

“Emotions have no place in business unless you do business with them.” — Friedrich Durrenmatt, Swiss author.

You may have heard the saying, “People buy on emotion and rationalize with logic.” This consumerism adage is also true for how employers hire. Hence, there is an unspoken hiring truism you need to navigate when job hunting, which is all hiring decisions hinge on a single factor: Gut feeling. (aka intuition)

Typically, ‘gut feeling’ during the hiring process refers to the hiring manager’s judgement of the candidates’ characteristics, such as their interests, motivation, attitude, work ethic, and self-presentation during face-to-face interviews. However, ‘gut feeling’ also applies to your resume (e.g., typos, grammar mistakes, font style), your LinkedIn profile and your digital footprint.

From the moment your application is read to when you get an offer letter, you will be judged, usually by several people involved in the hiring process. Much of that judgment will be based on ‘gut feeling.’

Research has repeatedly shown that psychological factors, such as emotions and feelings, greatly influence hiring decisions.

Emotions dominate human behaviour more than logic. In addition, it is also human nature to like people similar to us. (I drive a Mustang. The candidate drives a Mustang. Therefore, I like the candidate.) For better or worse, emotions guide every decision you make. Thus, in every interview, emotions and feelings are omnipresent.

I will admit my ‘gut feeling’ is a significant factor when deciding whether to hire a candidate. If something about a candidate does not feel right, I will go with my feeling and pass on them. On a related note, listen to your feelings if you feel something is not right about the employer.

As a job seeker, you can only control your emotions, not those of your interviewer. Therefore, let us look at how a candidate’s emotions can influence the outcome of an interview.

You are about to interview for your dream job. Understandably you are excited and enthusiastic, but you hit traffic unexpectedly. Even though you are not late for the interview, you walk into the boardroom, agitated and angry. The answers you give are abrupt, almost rude-like. How do you think your interviewer will assess your character? How will they assess your ability to interact with your colleagues? What do you think your interviewer’s gut is telling them about you?

Obviously, you are not angry with your interviewer or the job. However, the emotions you express, irrespective of what sparked them, will profoundly impact how your interviewer perceives you and how they assess your suitability.

Truism: People have little imagination when it comes to other people. What you show them is the only thing they will know.

Do not think your social skills are not being assessed to determine if you will get along with coworkers and be able to build relationships with clients.

Now suppose you walked into that interview with a huge smile, radiating confidence and happiness. Your handshake is firm. It is evident from your body language and mannerisms that you are grateful to have been invited for an interview.

What happens to the mood of the room, then? Well, for one thing, we all like being around happy people, thus your interviewer will lean into you. However, more than that happens; you influence your interviewer’s mood. Happiness, enthusiasm, passion and excitement are “yawning” emotions. In other words, when you the person you are interacting with is displaying a particular emotion, you tend to mirror it. (All emotions are contagious.)

Therefore, when you exude positive emotions, your interviewer will “most likely”—human psychology is not an exact science; therefore, there are no guarantees how someone will respond to the emotions you display—respond positively.

The excitement you demonstrate when discussing how you landed a 6-figure sale for your last employer will “most likely” translate into your interviewer having positive emotions about you, hence they are “more likely” to subconsciously see you as a fit.

I have said it before, throughout your interview, your interviewer is asking themselves one question: “Do I like this person?”

In one form or another, I often get asked the following question: What is most likely to get you hired, emotional restraint or exuberance? What is the relationship between enthusiasm intensity and perceived job suitability?

The importance of positive communication cues in forming a positive first impression cannot be overstated.

Is it possible to be over-enthusiastic? Yes! A fine line exists between genuine enthusiasm and sounding too eager, which often comes across as desperate and is unattractive.

Then there are emotional displays you should never display, such as anger or crying. (Believe it or not, tough interview questions can make some people cry.) Employers tend not to hire candidates who cannot control their emotions. On the other hand, I believe “raw” emotional expression demonstrates authenticity and genuineness, but that is just me.

In my next column, I will discuss developing a charismatic personality trait, thereby increasing your likeability. (Remember, your interviewer is asking themselves, “Do I like this person?”) As I have mentioned in a previous column, being likeable trumps your skills and experience.

______________________________________________________________

 

Nick Kossovan, a well-seasoned veteran of the corporate landscape, offers “unsweetened” job search advice. You can send Nick your questions to artoffindingwork@gmail.com.

 

 

 

Business

The #1 Skill I Look For When Hiring

Published

 on

File this column under “for what it’s worth.”

“Communication is one of the most important skills you require for a successful life.” — Catherine Pulsifer, author.

I’m one hundred percent in agreement with Pulsifer, which is why my evaluation of candidates begins with their writing skills. If a candidate’s writing skills and verbal communication skills, which I’ll assess when interviewing, aren’t well above average, I’ll pass on them regardless of their skills and experience.

 

Why?

 

Because business is fundamentally about getting other people to do things—getting employees to be productive, getting customers to buy your products or services, and getting vendors to agree to a counteroffer price. In business, as in life in general, you can’t make anything happen without effective communication; this is especially true when job searching when your writing is often an employer’s first impression of you.

 

Think of all the writing you engage in during a job search (resumes, cover letters, emails, texts) and all your other writing (LinkedIn profile, as well as posts and comments, blogs, articles, tweets, etc.) employers will read when they Google you to determine if you’re interview-worthy.

 

With so much of our communication today taking place via writing (email, text, collaboration platforms such as Microsoft Teams, Slack, ClickUp, WhatsApp and Rocket.Chat), the importance of proficient writing skills can’t be overstated.

 

When assessing a candidate’s writing skills, you probably think I’m looking for grammar and spelling errors. Although error-free writing is important—it shows professionalism and attention to detail—it’s not the primary reason I look at a candidate’s writing skills.

 

The way someone writes reveals how they think.

 

  • Clear writing = Clear thinking
  • Structured paragraphs = Structured mind
  • Impactful sentences = Impactful ideas

 

Effective writing isn’t about using sophisticated vocabulary. Hemingway demonstrated that deceptively simple, stripped-down prose can captivate readers. Effective writing takes intricate thoughts and presents them in a way that makes the reader think, “Damn! Why didn’t I see it that way?” A good writer is a dead giveaway for a good thinker. More than ever, the business world needs “good thinkers.”

 

Therefore, when I come across a candidate who’s a good writer, hence a good thinker, I know they’re likely to be able to write:

 

  • Emails that don’t get deleted immediately and are responded to
  • Simple, concise, and unambiguous instructions
  • Pitches that are likely to get read
  • Social media content that stops thumbs
  • Human-sounding website copy
  • Persuasively, while attuned to the reader’s possible sensitivities

 

Now, let’s talk about the elephant in the room: AI, which job seekers are using en masse. Earlier this year, I wrote that AI’s ability to hyper-increase an employee’s productivity—AI is still in its infancy; we’ve seen nothing yet—in certain professions, such as writing, sales and marketing, computer programming, office and admin, and customer service, makes it a “fewer employees needed” tool, which understandably greatly appeals to employers. In my opinion, the recent layoffs aren’t related to the economy; they’re due to employers adopting AI. Additionally, companies are trying to balance investing in AI with cost-cutting measures. CEOs who’ve previously said, “Our people are everything,” have arguably created today’s job market by obsessively focusing on AI to gain competitive advantages and reduce their largest expense, their payroll.

 

It wouldn’t be a stretch to assume that most AI usage involves generating written content, content that’s obvious to me, and likely to you as well, to have been written by AI. However, here’s the twist: I don’t particularly care.

 

Why?

 

Because the fundamental skill I’m looking for is the ability to organize thoughts and communicate effectively. What I care about is whether the candidate can take AI-generated content and transform it into something uniquely valuable. If they can, they’re demonstrating the skills of being a good thinker and communicator. It’s like being a great DJ; anyone can push play, but it takes skill to read a room and mix music that gets people pumped.

 

Using AI requires prompting effectively, which requires good writing skills to write clear and precise instructions that guide the AI to produce desired outcomes. Prompting AI effectively requires understanding structure, flow and impact. You need to know how to shape raw information, such as milestones throughout your career when you achieved quantitative results, into a compelling narrative.

So, what’s the best way to gain and enhance your writing skills? As with any skill, you’ve got to work at it.

Two rules guide my writing:

 

  • Use strong verbs and nouns instead of relying on adverbs, such as “She dashed to the store.” instead of “She ran quickly to the store.” or “He whispered to the child.” instead of “He spoke softly to the child.”
  • Avoid using long words when a shorter one will do, such as “use” instead of “utilize” or “ask” instead of “inquire.” As attention spans get shorter, I aim for clarity, simplicity and, most importantly, brevity in my writing.

 

Don’t just string words together; learn to organize your thoughts, think critically, and communicate clearly. Solid writing skills will significantly set you apart from your competition, giving you an advantage in your job search and career.

_____________________________________________________________________

 

Nick Kossovan, a well-seasoned veteran of the corporate landscape, offers “unsweetened” job search advice. You can send Nick your questions to artoffindingwork@gmail.com.

Continue Reading

Business

Politics likely pushed Air Canada toward deal with ‘unheard of’ gains for pilots

Published

 on

 

MONTREAL – Politics, public opinion and salary hikes south of the border helped push Air Canada toward a deal that secures major pay gains for pilots, experts say.

Hammered out over the weekend, the would-be agreement includes a cumulative wage hike of nearly 42 per cent over four years — an enormous bump by historical standards — according to one source who was not authorized to speak publicly on the matter. The previous 10-year contract granted increases of just two per cent annually.

The federal government’s stated unwillingness to step in paved the way for a deal, noted John Gradek, after Prime Minister Justin Trudeau made it plain the two sides should hash one out themselves.

“Public opinion basically pressed the federal cabinet, including the prime minister, to keep their hands clear of negotiations and looking at imposing a settlement,” said Gradek, who teaches aviation management at McGill University.

After late-night talks at a hotel near Toronto’s Pearson airport, the country’s biggest airline and the union representing 5,200-plus aviators announced early Sunday morning they had reached a tentative agreement, averting a strike that would have grounded flights and affected some 110,000 passengers daily.

The relative precariousness of the Liberal minority government as well as a push to appear more pro-labour underlay the prime minister’s hands-off approach to the negotiations.

Trudeau said Friday the government would not step in to fix the impasse — unlike during a massive railway work stoppage last month and a strike by WestJet mechanics over the Canada Day long weekend that workers claimed road roughshod over their constitutional right to collective bargaining. Trudeau said the government respects the right to strike and would only intervene if it became apparent no negotiated deal was possible.

“They felt that they really didn’t want to try for a third attempt at intervention and basically said, ‘Let’s let the airline decide how they want to deal with this one,'” said Gradek.

“Air Canada ran out of support as the week wore on, and by the time they got to Friday night, Saturday morning, there was nothing left for them to do but to basically try to get a deal set up and accepted by ALPA (Air Line Pilots Association).”

Trudeau’s government was also unlikely to consider back-to-work legislation after the NDP tore up its agreement to support the Liberal minority in Parliament, Gradek said. Conservative Leader Pierre Poilievre, whose party has traditionally toed a more pro-business line, also said last week that Tories “stand with the pilots” and swore off “pre-empting” the negotiations.

Air Canada CEO Michael Rousseau had asked Ottawa on Thursday to impose binding arbitration pre-emptively — “before any travel disruption starts” — if talks failed. Backed by business leaders, he’d hoped for an effective repeat of the Conservatives’ move to head off a strike in 2012 by legislating Air Canada pilots and ground crew to stick to their posts before any work stoppage could start.

The request may have fallen flat, however. Gradek said he believes there was less anxiety over the fallout from an airline strike than from the countrywide railway shutdown.

He also speculated that public frustration over thousands of cancelled flights would have flowed toward Air Canada rather than Ottawa, prompting the carrier to concede to a deal yielding “unheard of” gains for employees.

“It really was a total collapse of the Air Canada bargaining position,” he said.

Pilots are slated to vote in the coming weeks on the four-year contract.

Last year, pilots at Delta Air Lines, United Airlines and American Airlines secured agreements that included four-year pay boosts ranging from 34 per cent to 40 per cent, ramping up pressure on other carriers to raise wages.

After more than a year of bargaining, Air Canada put forward an offer in August centred around a 30 per cent wage hike over four years.

But the final deal, should union members approve it, grants a 26 per cent increase in the first year alone, retroactive to September 2023, according to the source. Three wage bumps of four per cent would follow in 2024 through 2026.

Passengers may wind up shouldering some of that financial load, one expert noted.

“At the end of the day, it’s all us consumers who are paying,” said Barry Prentice, who heads the University of Manitoba’s transport institute.

Higher fares may be mitigated by the persistence of budget carrier Flair Airlines and the rapid expansion of Porter Airlines — a growing Air Canada rival — as well as waning demand for leisure trips. Corporate travel also remains below pre-COVID-19 levels.

Air Canada said Sunday the tentative contract “recognizes the contributions and professionalism of Air Canada’s pilot group, while providing a framework for the future growth of the airline.”

The union issued a statement saying that, if ratified, the agreement will generate about $1.9 billion of additional value for Air Canada pilots over the course of the deal.

Meanwhile, labour tension with cabin crew looms on the horizon. Air Canada is poised to kick off negotiations with the union representing more than 10,000 flight attendants this year before the contract expires on March 31.

This report by The Canadian Press was first published Sept. 16, 2024.

Companies in this story: (TSX:AC)

Source link

Continue Reading

Business

Federal $500M bailout for Muskrat Falls power delays to keep N.S. rate hikes in check

Published

 on

 

HALIFAX – Ottawa is negotiating a $500-million bailout for Nova Scotia’s privately owned electric utility, saying the money will be used to prevent a big spike in electricity rates.

Federal Natural Resources Minister Jonathan Wilkinson made the announcement today in Halifax, saying Nova Scotia Power Inc. needs the money to cover higher costs resulting from the delayed delivery of electricity from the Muskrat Falls hydroelectric plant in Labrador.

Wilkinson says that without the money, the subsidiary of Emera Inc. would have had to increase rates by 19 per cent over “the short term.”

Nova Scotia Power CEO Peter Gregg says the deal, once approved by the province’s energy regulator, will keep rate increases limited “to be around the rate of inflation,” as costs are spread over a number of years.

The utility helped pay for construction of an underwater transmission link between Newfoundland and Nova Scotia, but the Muskrat Falls project has not been consistent in delivering electricity over the past five years.

Those delays forced Nova Scotia Power to spend more on generating its own electricity.

This report by The Canadian Press was first published Sept. 16, 2024.

The Canadian Press. All rights reserved.

Source link

Continue Reading

Trending

Exit mobile version