I’ve been studying the process of landing a job successfully for more than ten years, which means I’ve seen pretty much everything. I’ve learned to pick up tips and tricks everywhere, and today I’m sharing with you 3 job interview tactics I learned from hostage negotiators.

1. Present a Win-Win opportunity.

   The most important thing that a job interview and a hostage situation have in common is the importance of working toward a win-win outcome. Share on X

   Just as a hostage negotiator is focused on creating win-win solutions, so too is an employer: they need someone to solve a problem. You solve that problem! They just need to know that you can solve their problem – and that’s exactly what a job interview is for.

   Shift from a self-centered to a we-centered approach. Occasionally ask “How can I” questions. “How can I be involved in (strategic projects, etc)?” Make it clear you’re not just here to get a paycheck. In your mind, you’re already on the job. You’re eager to dive in and solve problems to help your new boss, team, and company get the win.The Who-What-WIN! approach shared here is a great start. Consider what’s most important to your target employers. Now, review which elements of your experience, education, skills, and work ethic align with your target employer’s priorities. Spotlight those.

2. Listen and mirror.

   Any good hostage negotiator establishes mutual trust and understanding. Listening actively and mirroring the hostage taker helps to portray similarities and build trust. So, too, should you. Listening and mirroring can help turn the employer into an ally.

   First, listen actively. Concentrate, remember, and respond to the questions asked, paying close attention to the implied questions, as well. Don’t interrupt or anticipate questions, or form your answer while your interviewer speaks, but rather pay close attention to what’s being said. Then, take a breath, smile, and answer.

   You can mirror your interviewer verbally, physically, even energetically. Subtly reflect their positive speech and body language. Smile when they smile. Nod when they nod. Repeat a few words or paraphrase the heart of their question. If they seem timid, reign in your exuberance a bit. You don’t want them to feel like your hostage. If you can find an opportunity to state, “That’s right,” after something they say, take it. Reflecting what’s right about a statement or question reflects positively on the speaker, building connection.

   Note: Don’t take on their negative behaviors. If you’re experiencing those, attempt to be positive, anyway. In private coaching, we practice bringing your own sunshine, even if the interviewers seem to be dark rain clouds.

3. Stay calm.

   Hostage negotiators try to keep all parties calm. Even when they’re stressed, they convey themselves in a steady manner. Others naturally catch, or mirror, their level-headedness.

   As you may know, a little bit of stress might help you focus, but if you’re in the highly stressed phase, near fight or flight, it’ll likely work against you.  If you’re calm and clear, you’ll be much more able to access your creative thinking, to be aware of the verbal and non-verbal cues in the room, and to present your best self.

   Stay calm strategies:

• It’s easy to get all up in your head and forget to breathe. Check to make sure you’re not holding your breath or clenching your stomach muscles. Consciously breath into the low belly.
• Feel your feet. This is one of the best grounding techniques around and it’ll help soothe stress. Notice your feet and keep your awareness with them for several long moments.
• Imagine the best-case scenario. Don’t focus on your fears. Spend time every day and in the moments prior to your interview visualizing everything to the last detail going beautifully.
• Focus on the language. This can help you stay present. One of my speaking mentors helped me so much when he reminded me to focus on the spirit of what I was saying (or what was being said to me) rather than worrying about the outcome of the interview.As a trained mind-body coach, I provide techniques to release fight-or-flight. Here’s a free 10-minute recording you can use to help train your body to calm down, in any situation.

All of these tactics benefit from preparation and practice.

When practiced, even under the enormous stress and pressure of a hostage situation, a negotiator can draw upon the techniques with skill.Give yourself the time to practice win-win conversation, active listening and mirroring, and calming yourself when stressed. Practice answering common interview questions. Prepare your own questions for them. Work on your demeanor in front of a mirror or take a video of yourself so you can assess your body language. Practice a calm, alert posture.

Ready to dive deeper into knocking your interview out of the park? Sign up for my Interview IQ program and benefit from key frameworks for common questions, private coaching, and bonuses including salary negotiation tips.