ABSTRACT
This chapter highlights the tactics or strategies that job applicants, but also interviewers, can use to influence the evaluations made by the other party. It describes the growing body of psychology research on impression management tactics that applicants can use. The chapter reviews impression management tactics that interviewers can use for instance, to present an image of competence or to influence applicants' intentions to accept a potential job offer. It conducts more than three hundred interviews in author's career. By presenting himself and emphasizing his job title and role within the organization, Louis signals his status. The chapter reviews the tactics that Rachel and Mark can use to influence interviewers' assessments of their qualifications and also the tactics that Louis can employ to influence applicants' decision to join Power Engine. Candidates can use a variety of tactics to manage interviewers' impressions, including self-promotion, ingratiation, and defensive tactics.
