Job Hunters Learn Aggressiveness Pays in Tight Employment Market

Workshop Motivates People Out of a Passive Posture During Job Search

In hard times, when the employment market is exceptionally tight and an employer can literally weed through hundreds of applicants to fill a position, oftentimes the job goes not to the most qualified person, but rather the most sophisticated, assertive job hunter.

Such is the contention of Dr. Mel Schnapper, a Chicago-based career consultant, in his unique workshop, -"Winning at Job Hunting."

"There are countless workshops and seminars out there that provide information on preparing a resume, interviewing etc." said Schnapper, "but what makes us distinct is that we prepare people for the emotionalism of the job hunt. That is, in the workshop, we create an environment that forces people to adopt the sort of assertive posture that is necessary for a successful job hunt"

"Some workshop participants who expect to passively sit back and take notes, are initially surprised at the rigorous, confrontative atmosphere of the room. But, after a series of initial exercises, most quickly commit to the program's agenda.

The workshop requires participants to spend a great deal of energy said Schnapper. "The point we try to get across is that that's the type of energy that will be required of them in their job hunt-- especially if they're already employed full-time

Participants are encouraged to act assertively. Before long, they are standing and speaking before being recognized and often interrupting and speaking over one another. What might seem like sheer chaos to some, is music to Schnapper.

"Most people have been trained with regard to social etiquette," he said. "I believe that that sort of behavior considered appropriate in social situations is dysfunctional in regard to job hunting. Extreme politeness doesn't pay."

To that end, Schnapper attempts, through a series of exercises, to push workshop participants beyond what he refers to as their "comfort zone." One such exercise occurs at the first coffee break when he informs the participants that he wants them to return from their break with 10 business cards. The point of the exercise, Schnapper explains, is that people generally seem timid or embarrassed about collecting business cards at meetings, conventions, seminars or other business-related events.

According to Schnapper, someone who returns from a business meeting with only two or three cards has wasted a fertile networking opportunity.

Although the content of the workshop includes resume preparation, the focus is on getting to the interview stage and winning the job there, "The interview," said Schnapper, "is what sells a candidate into a job, not the resume."

Schnapper trains the workshop participants to answer all interview questions from an "employer benefit-oriented" posture- -that is, to answer questions with a "Here's what I can do for you attitude. The premise is that as other job candidates are discussing their skills and backgrounds, Schnapper’s people are constantly and directly addressing themselves to the employer’s particular needs and matching their skills and talents to those needs.

Participants also fill out a rather rigorous "Accomplishments form' which is intended to broaden the self-concept of the job hunter.

The exercise basically involves participants breaking down professional and life accomplishments into the specific skills that were necessary to complete each accomplishment. At the end of the exercise, most participants realize they've accomplished far more than they've previously taken credit for and mumble quietly about how they've been cheating themselves in past interviews.

"That exercise works for anybody" said Schnapper. A high school graduate feels as expanded in his or her self-concept as a corporate vice president."

As the workshop draws to a close, after a long day, Schnapper generally looks out at the exhausted faces of the participants and announces that he is ready to begin the workshop all over again for anyone who wants to stay. Few accept. His point is that this is precisely the kind of sustained energy and commitment successful job hunting requires

Schnapper says his assertive job hunting techniques are vital for today's employment climate. "You only have to look at any paper, any day to see news on hiring slowdowns and new layoffs. An employer today can find the best of anything. I've always taught job hunting this way. Now it seems the times have caught up with my techniques."

Participants are asked to bring along 10 copies of their resumes and to dress for an interview. They will receive a comprehensive manual that summarizes the information presented in the workshop, but they are also invited to bring along a tape recorder as well. In fact, Schnapper says he is amazed at how few people actually choose to record the workshop.