YourCareerHowToMakeItHappenbyLauriHarwood.pdf

How to Make it Happen

Lauri Harwood
Consultant and Trainer

Cincinnati, Ohio

Career
Your

8e

Australia • Brazil • Japan • Korea • Mexico • Singapore • Spain • United Kingdom • United States

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Your Career: How to Make It Happen,
Eighth Edition
Lauri Harwood

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iii

Brief TaBle of ConTenTsBrief TaBle of ConTenTs

ParT 1 Starting Your Career 2
Chapter 1: The Job search Process 4

Chapter 2: Know What employers expect 19

Chapter 3: Know Yourself to Market Yourself 39

ParT 2 Sources of Job Information 60
Chapter 4: Your Winning network 62

Chapter 5: research Careers and find Job leads 81

ParT 3 Essential Job Search Communications 98
Chapter 6: resumes 100

Chapter 7: Job applications and Cover letters 147

ParT 4 The Job Interview 178
Chapter 8: interview essentials 180

Chapter 9: ask for—and Get—the interview 197

Chapter 10: interview styles and Questions 213

Chapter 11: interview like a Pro 233

ParT 5 Next Steps 254
Chapter 12: following Up and negotiating offers 256

Chapter 13: Dealing with Disappointment 267

Chapter 14: Take Charge of Your Career 277

appendix: Using Social Media in Your Job Search 304
Glossary 310

index 313

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iv

TaBle of ConTenTs

ChaPTer 1: The Job search Process 4
The Job Search Cycle: Where to Start? 5
Managing Your Job Search 6
Your Job Search Files and Career Portfolio 7
Success Strategies for Marketing Yourself 10

ChaPTer 2: Know What employers
expect 19
The World of Work: Basic Expectations 20
Ethical Expectations in the Workplace 23
In-Demand Industries and Occupations 26

ChaPTer 3: Know Yourself to Market
Yourself 39
Take a Personal Inventory 40
Know What Is Important to You 43
Self-Assessment and Career Planning

Resources 44
Set Your Career Targets 46
Job Qualifications Profile 47

ParT 1 Starting Your Career 2

ChaPTer 6: resumes 100
What Is a Resume? 101
Plan Your Resume Content 102
Write and Edit Your Resume 107
Organize Your Resume 110
Format Your Resume 111
Customize Your Resume 116
Internet Resources 117

ChaPTer 7: Job applications and Cover
letters 147
Applying for Jobs 148
The Employment Application 148
Apply for a Job with a Preprinted Application 154
Cover Letters 155
Apply for Jobs Online 163
Distribute Your Print Job Search Package 164

ParT 3 Essential Job Search Communications 98

ChaPTer 4: Your Winning network 62
Networking Pays Off 63
Identify Your Networks 63
Strategies for Networking 64
Career Information Survey 69

ChaPTer 5: research Careers and find
Job leads 81
Get an Edge through Research 82
Research Career Fields and Companies 85
Find Job Leads 87

ParT 2 Sources of Job Information 60

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vTable of Contents

ChaPTer 8: interview essentials 180
Key Elements of Successful Interviews 181
Dress for Success 182
Use Positive Body Language 184
Speak Well for Yourself 185
Be Aware of Etiquette 187
Prepare Your 30-Second Commercial 188
Prepare Your Interview Marketing Kit 189

ChaPTer 9: ask for—and Get—the
interview 197
Getting an Interview 198
Direct Requests for Interviews 198
Indirect Strategies for Landing Interviews 203
While You’re Waiting for the Interview 207

ChaPTer 10: interview styles and
Questions 213
Inside the Interview 214
Typical Interview Questions 219
Your Questions Count 225

ChaPTer 11: interview
like a Pro 233
Gain a Competitive

Advantage 234
Prepare for the

Interview 236
Wrap Up the Interview in

Your Favor 238
Good Interview

Follow-up
Moves 240

Ace Employment
Tests 245

ParT 4 The Job Interview 178

ChaPTer 12: following Up and
negotiating offers 256
Evaluate a Job Offer 257
Negotiate for Top Salary and Benefits 258
Respond to a Job Offer Professionally 260

ChaPTer 13: Dealing with
Disappointment 267
If You Don’t Get Interviews 268
If Interviews Don’t Lead to Job Offers 269
Strategies for Better Outcomes 270

ParT 5 Next Steps 254

appendix: Using Social Media in Your Job Search 304
Glossary 310

index 313

ChaPTer 14: Take Charge of Your
Career 277
Start Your Successful Career Immediately 278
Develop Good Work Habits 281
Succeed with Your Coworkers 283
Manage Your Career 286

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vi

Introducing Your Career: How to
Make It Happen, 8e …

P
A

R
T

Starting Your
Career

Kim Slaton
Career Consultant,
JVS Cincinnati Career Network

Kim Slaton tells job seekers she advises,
“Looking for a job is a full-time job. Learn-
ing how to be successful in a job search
takes time and experience. Your first task
should be to organize your ‘job search cen-
tral’ space. This is your office now that you
are self-employed. Set up a system for or-
ganizing, tracking, and storing the informa-
tion you will generate in your job search.”

Kim says that the scarcity of available
jobs is the greatest obstacle facing all job
seekers. “If you can find out about a po-
tential opportunity before it is posted, you
essentially cut out the competition and in-
crease your chances of landing the position.
The best way to access this hidden job mar-
ket is through face-to-face networking. Get
out from behind your computer and show
decision makers firsthand what a great as-
set you could be to their organization.”

About resumes and cover letters, Kim
says, “Your resume and cover letter preview
the type of employee you will be. If they don’t
represent you in a professional manner, the
employer will look to the next resume in the
pile. The reader needs to see at a glance how
your skills and accomplishments match what
the job calls for. Don’t stop with one resume;
customize your master resume to each job

description. Weave the same words in
the job description into your resume and
cover letter. And remember that the only
goal of a resume is to get invitations for
job interviews. If you aren’t getting inter-
views, get advice about changing your

resume and cover letter.
“It takes more time and energy

in today’s tough job market to land
a great job, but you can do it. Stick
with it and keep your skills sharp
by taking professional develop-
ment courses and reading industry
journals to stay up to date with
trends in your career field.”

PART 1 introduces you to the job
search process. You will also learn
about the world of work and the
employer/employee relationship.

CHAPTER 1 The Job Search Process
CHAPTER 2 Know What Employers

Expect
CHAPTER 3 Know Yourself to Market

Yourself

1
ADVICE FROM THE EXPERT

Look for more tips and
advice from Kim and
Gabriel on the product
website.
www.cengage.com/
career/yourcareer ©

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Part Opener …
Each section of the book showcases the real-life perspective of two experts—one who sits
behind the desk and one who is a jobseeker or a newly hired employee. Includes a plan-
ner for organizing class assignments and outside commitments in the coming weeks.

Gabriel O’Neill Velasco,
B.S.N.
Poudre Valley Hospital

When he was 32, Gabriel Velasco began
thinking about changing careers. He had a
creative job that he enjoyed at a small tele-
vision company, shooting and editing news
stories and making commercials. Because
of his field, videography, Gabriel knew that
his career would stall unless he asked his
family to move to Los Angeles or New York
City, which he didn’t want to do.

When Gabriel thought about work he
had enjoyed in the past, first in his mind was
“helping work” he had done with Habitat for
Humanity and the Boulder Sister City Project.
He chose nursing because of the challenges
and the many career paths for nurses. Four
years later, after being a part-time student for
one year and a full-time student for two more
years, Gabriel is a registered nurse working in
a hospital, his first choice of career paths.

Gabriel’s advice to anyone entering the
job market or choosing a new career is to
“Prioritize what’s important to you, whether
it’s making a lot of money, making work
your focus, or spending time with family
and enjoying outside pursuits. You have to
consider those things seriously so you can
find as much satisfaction and happiness as
possible in and out of work.”

If you think you may be out of work for a
while, Gabriel recommends that you
“Put your ego in check and be willing to be
flexible. Think about taking a job that isn’t
your first choice, without letting go of your
dreams. Network. Be social—you never know
where an opportunity is going to arise.”

Gabriel has this advice for suc-
ceeding at every job: “Do your best
at a job no matter what it is. Keep
things in perspective as much as
possible and don’t let trivial
matters become weightier than
they really are. Each day find
some enjoyment in what you do.”

Read the outcomes on the first page of
Chapters 1–3 and mark the ones that are
most important to you. What do you want
to accomplish by reading these chapters
and doing the assignments?

How much time is in the syllabus for
Chapters 1–3?

List the dates for reading assignments and the
dates for turning in homework and projects for
this class.

What are your other major commitments
in the coming weeks (for other classes, work,
home)? For each task, include the
estimated time and when you will do it.

If you are doing any group projects, list infor-
mation that will help the project go smoothly:
project goal and due date, each person’s
assignments and phone number, dates for
completing each part of the project, meeting
dates, and anything else.

Ready, Set, PLAN

TALES FROM THE JOB SEARCH

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Hiring professionals and jobseekers give timely advice
about finding a job.

Readers plan their assignments and other
commitments for the coming weeks.

Packed with innovative resources readers can apply now and throughout their careers,
best-selling YOUR CAREER: HOW TO MAKE IT HAPPEN, 8e delivers a comprehensive,
step-by-step guide to finding and keeping a job—turning job seekers into job finders.

vi

YoUr GUiDe To exPlorinG,
ConneCTinG, sUCCeeDinG!

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www.cengage.com/career/yourcareer

www.cengage.com/career/yourcareer

vii

GeTTinG sTarTeD
Chapter Opener …

Outcomes

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CAREER
ACTIONS

CHAPTER 1

1 Describe the five phases in the job
search cycle and the activities in each
phase.

2 Prepare record-keeping and time
management tools for your job
search.

3 Set up your Career Management Files
Tracker and start building your Career
Portfolio.

4 Evaluate and apply mental success
strategies.

CHAPTER 1
The Job Search
Process

OVERVIEW Chapter 1 introduces you to

the phases of the job search process. You

will learn about the importance and benefits

of following a structured process to man-

age and track your job search. You also will

start building your Career Management Files

Tracker, a tool for managing and tracking

your job search activities, research, and

documents. Finally, you will start thinking

about the best and most appropriate samples

of your work to put into your Career Portfolio.

Chapter 1 also describes success strat-

egies to motivate you and give you confi-

dence for marketing yourself during your

job search. You will learn how you can use

these career-boosting skills and positive

attitudes to help you achieve career success

and reach your full potential.

1-1: Daily Job Search Organizer

1-2: Career Management Files Tracker

1-3: Internet Research on Career Portfolios

1-4: Proactive Success Action Plan

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Outcomes—a quick review of core concepts tied to content
throughout the chapter.

Overview—summary of achievement expectations of the chapter.

Beyond the Classroom …

Career Actions—an at-a-glance list of the chapter Career Action
assignments, which take students beyond the classroom and into
the business world.

Career foCUseD feaTUres
Chapter 11 Interview Like a Pro 234

Users of Your Career: How to Make It Happen
emphasize that the practice interviews
improve their actual interview performance
by as much as 100 percent. They say that this
valuable practice enhances their prepara-
tion, increases their self-con�dence, improves
the image of competence they project, and
reduces their anxiety about the process—all
of which improve their performance in actual
interviews.

Gain these valuable advantages yourself by
doing practice interviews.

Interview with Someone
in Your Support Network

Schedule a practice interview with a friend,
a family member, or an acquaintance in your
support network, preferably someone expe-
rienced in interviewing who knows you per-
sonally. Ask someone to observe the practice
interview and get recommendations from both
people for improving your performance.

Outcome

1
Gain a Competitive
Advantage

While some people may claim that they can
walk into an interview and “wing it,” do not try
to be one of them.

If you get an email or a telephone call asking
you to come to a job interview, the employer is
interested in you. You are the focus of the inter-
view. You will be evaluated on your past suc-
cesses and mistakes and on your future goals
and potential. You will be expected to give con-
crete examples of your skills and explain how
they relate to the requirements for this job.

Any nervousness that you feel about an
upcoming job interview is an appropriate
response to a situation that will test your inter-
personal, social, professional, and verbal and
nonverbal skills. Preparation and practice can
help you relax and give you a genuine competi-
tive advantage over the other people who are
interviewing for “your” position.

Because an interview is a dynamic exchange between two people,
there will never be a list of “Interview Do’s and Don’ts” that works in
every situation. There are, however, three gifts you can give yourself
to be at your best in interviews:

Plenty of time to prepare so that you aren’t rushed or stressed
right before the interview

Diligent, focused preparation and practice

The self-con�dence you will gain from feeling ready for the
interview

Go online and search on the phrase job interview advice. Read a few
articles in depth or gather tidbits from several sites. Look for guide-
lines about standard business etiquette and see if you can �nd spe-
ci�c expectations for your career �eld. The Internet has the power to
set standards and establish cultural norms by judging or rewarding
certain behaviors; so it’s important to know what’s being said. For
fun, read about the worst interview blunders to make sure you don’t
repeat someone else’s.

JUMP START
Your Interview

Success

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Jump Start challenges
students to analyze
careers of interest and
questions associated
with them and to conduct
research to get the
answers.

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MAKE IT A HABITMAKE IT A HABIT

Chapter 6 Resumes 105

Keep Your Skills Inventory
Up to Date
During your job search and throughout your
career, you will need to update your inventory
of skills. Get into the habit of reassessing your
skills and accomplishments twice a year. As you
develop new skills and gain more experience,
training, and education, your goals will change
or expand.

Repeating the self-analysis activities in this
chapter at turning points in your career will also
help you identify your skills and see where you
fall short compared with other candidates and
employees. You can then seek the training and
experience you need to help ensure that you will
continue to be an asset to employers and will
grow in your career.

General ledger, inventory control, and
accounts receivable and accounts payable
experience

Proven team-player skills demonstrated in
three successful internship projects

In the appropriate section of your resume
(Work Experience, Education, or Related
Activities), provide proof of the quali�cations
you have listed in the Quali�cations section. If
you do not have strong work experience related
to your job objective, use the Quali�cations
summary to emphasize your accomplish-
ments and skills in areas other than paid work
experience.

Work Experience

In the Work Experience section of a resume,
list the jobs you have held, starting with the
most recent one. Start each entry with the
most important information: your job title and
dates of employment. On the next line, list
the name of the organization and the city and
state. Continuing on this line or starting on the
third line, write a brief results-oriented descrip-
tion of your responsibilities. Use the present
tense to describe your current job duties
(conduct, organize, reduce, etc.).

Organize your descriptions so that they
begin with the results and bene�ts of your
work. Give speci�c, measurable examples of
your accomplishments, such as increased sales,
decreased costs, and reduced errors. Quantify
where possible (with a percentage, a speci�c
dollar �gure, the number of items sold, etc.);
for example, “Increased sales by 45% through
skillful negotiation with automotive clients.”

If you have held increasingly more respon-
sible jobs with one employer, show this to
demonstrate your reliability and your ability
to learn and achieve on the job. List only new
responsibilities and accomplishments for each
promotion. (The reader will assume continuing
job duties.) See Figure 6-13 on pages 134–136
for an example.

If you have little work experience, list your
part-time and summer work, internships,
school projects, volunteer work, and community
involvement. Invent a job title if necessary and

emphasize the accomplishments and skills you
developed—even if they do not relate directly
to your job target. For example, if you recently
graduated, one accomplishment might read as
follows:

Earned 85% of school expenses working
part-time during school years and full-time
during summers

This example demonstrates work experience,
initiative, and the ability to make the most of
a challenging situation. Employers consider
these qualities real pluses, particularly for
entry-level applicants.

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Make it a Habit provides information
about job etiquette, manners, and
behavior.

Watch Out warns about career
taboos and mistakes to avoid.

Chapter 2 Know What Employers Expect 25

may have to report expenses or manage a bud-
get in some way.

Many employers run credit checks on job
applicants. A good personal credit rating is a sign
that an employee knows how to manage money.
A poor credit score is a sign that an employee is
�nancially irresponsible or takes �nancial risks.

The Ethical Employee

Employers want to hire people who have
integrity—people who can be trusted to keep
their word and who are honest, fair, law-
abiding, and trustworthy.

Act Honestly and with Integrity

Honesty and integrity are signs of a dependable
and reliable employee and a trusted coworker.
Working with honesty means working a full day,
not being late or taking long breaks, not steal-
ing or borrowing from the employer (including
not texting your friends instead of working), and
being trusted with merchandise and business
�nances.

Employees who are known for their honesty
and integrity are trusted to follow directions,
make smart business decisions, and keep busi-
ness information con�dential. They demonstrate
responsibility through their actions and are given
more opportunities because they are trustworthy.

Managing money honestly and well is
essential for achieving career success. Even
employees who do not handle cash in a job

COMPLETE

Internet Research on Corporate Codes of
Ethics, p. 36

CAREER ACTION 2-4

Be Fair to Everyone

A sure-�re way to antagonize your coworkers is
to take credit for someone else’s ideas or work.
This extends to letting a supervisor assume that
you did the work. Fairness also means ful�lling
your commitments and doing your share of the
assigned work. Never, ever shirk your respon-
sibilities to your team, your work group, your
supervisor—or the mail clerk or janitorial staff.

WATCH OUT!

Be Careful with Sensitive Information

A t one time or another, every employee has access to sensitive company information or knows things about the company that are not intended to be made public. Be as careful
with company information as you are with your personal information.

Consider the information your boss shares with you to be confidential and do not divulge
it to anyone.

Password-protect confidential documents.

Do not leave your computer with open documents on the monitor. Close the files before
you leave your station.

Never leave the office unattended. If you go on break and your boss is not in, leave
a note on the door and lock it.

Never leave sensitive documents on your desk.

When you leave work for the day, store sensitive documents in a locked file
cabinet.

If you use a laptop, password-protect the system. Do not leave your laptop
someplace where it might be stolen.

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viii

GeT ConneCTeD

Chapter 5 Research Careers and Find Job Leads86

Ask librarians to help you locate interna-
tional business information if you want to
work outside the United States or if your target
employer has international holdings or is based
in another country. The main branch of a public
library will have more extensive holdings than
will neighborhood branches.

College Career Centers

These valuable organizations go by differ-
ent names at different colleges and universi-
ties, such as Career Services and the Career
Resources Center. Whatever its name at your
institution, the center is a gold mine of career
information with comprehensive resources for
learning about industries, companies, speci�c
jobs, local employers, and more.

The center may have many of the
preceding library resources in addition to
other resources directed to students, such
as Job Choices, an excellent magazine published
by the National Association of Colleges and
Employers.

Company pamphlets, brochures, and annual
reports

Dun & Bradstreet’s Million Dollar Database

Encyclopedia of Careers and Vocational Guidance

Thomas Register of American Manufacturers

Standard and Poor’s publications, such as
Industry Surveys, Stock Reports, and Register
of Corporations

Value Line Investment Survey

Moody’s Manuals

Periodicals Index

Readers’ Guide to Periodical

Occupational Outlook Handbook, published
by the U.S. Department of Labor, Bureau of
Labor

Area telephone directories

Encyclopedia of Associations

Newspaper and journal articles

The Wall Street Journal and business maga-
zines such as Fortune and week

Find Job Leads with Twitter
Unlike many other social networking sites, Twitter users commonly chat and connect with
complete strangers. This is great news for job seekers who are willing to be outgoing
to meet others in their industry. A simple search can yield hundreds of people and
businesses that hold the same interests and are willing to talk with you.

Create a free Twitter pro�le, if you haven’t already, and complete your pro�le indicating
interest in your industry and career �elds.

Search for people and businesses that are interested and active in your �eld and
“follow” them.

Read tweets sent out by select companies to learn what’s new with them and whether
they’re hiring. More and more companies tweet out current job openings.

Follow experts who are active in your industry, read the articles and information they
are twittering, and ask them for advice.

Send out tweets about your job-seeking interests.

Twitter users share information and links in real time, so you can often �nd the most up-
to-date information on the Web. Search engines have to play catch-up because they need
more time to �nd and index articles.

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NEW! Social Media Feature allows you to go
beyond your personal network and tap into the
best job search resources available on the Inter-
net. YOUR CAREER: HOW TO MAKE IT HAPPEN,
8e emphasizes the importance of being socially
active and responsible to make YOU stand out
and get the best results.

Appendix Using Social Media in Your Job Search306

loses a big game, but no one other than your
unfortunate neighbor is going to hear you.
Social media—Web 2.0—has opened up a new
avenue for people to express themselves. Now
when your favorite team loses, you can rant
on Facebook, Twitter about it, write a blog post,
post a video log, or exchange views with other
fans on a sports forum. However you choose to
engage online, the Web is now a place where
people connect with other people. Web 2.0
emphasizes self-publishing, collaboration, and
interactive information sharing.

Social media has become one of the most
rapidly growing industries in the United States.
Facebook, YouTube, Twitter, LinkedIn, Tumblr—a
decade ago none of these names existed. Today
you would be hard-pressed to �nd an …