Interview questions for a job as a psychologist. VI

Almost every one of us has had an interview at least once, after which we either got the coveted position or started new search. The latter may not be our fault: for example, technical education did not correspond to the content of this vacancy.

However, in order to be confident in the effectiveness of the interview, that is, that you passed it quite successfully, you need to know certain rules of conduct.

I. An interview is a meeting of two equal parties

The main thing you must remember: an interview is a meeting of two equal parties. You came not as a petitioner, but as a professional - to find out how suitable the conditions and remuneration offered by the employer are for you. In other words, you have been made a business offer, and during the conversation you decide whether or not to accept it.

II. An interview is a self-presentation, and in no case a confession.

Of course, you need to stick to the facts, but any information can be presented to your advantage. Agree, “temporarily unemployed” sounds better than “unemployed.” If you are older, then: “My children are already grown up, and I can devote more energy to work” or “My current profession is my mature choice.” If you don’t have work experience yet, say about your studies: “I’m interested in this specialty, and in order to master it, I did the following...”.

III. Whether you say hello, say your name, answer questions - all this should be done with pleasure!

It is extremely important in what mood you come to the interview, with what intonation and facial expression you speak. So, the third rule says: goodwill, confidence, truthfulness.

IV. First impression effect

We all know about the effect of the first impression, which is formed in the first 7 seconds of acquaintance. You just opened the door, entered the office, and your interlocutor already has a certain idea about you. Which? But this is completely up to you.

Therefore, when preparing for an interview, you must:

a) create a winning mood - “I’m happy with myself, I’m happy with life, I have everything I need, I’m open to the world and positively perceive any of its manifestations (including the HR manager with whom I have to communicate!)...” . How to do this? Before entering the office, remember something very good, pleasant for you and keep this image in your mind during the conversation;

b) dress in the style accepted in the company (for this it is useful to conduct preliminary reconnaissance and learn more about the possible employer). At the same time, you need to feel natural and comfortable - clothes should be comfortable and not “just from the store.”

V. One of the laws of interview ethics says: the director is the one who invited you to the interview.

Seizing the initiative is unacceptable here.

Now let's look at some aspects of the interview in more detail.

It is advisable to arrive for the interview a little earlier than the appointed time - this will give you the opportunity to assess the situation, hear how employees communicate, etc.

Just as different directors shoot melodramas, comedies, epics, and thrillers, so there are different types of interviews. The type of interview depends on the specifics of the job ahead of the candidate, as well as on the personality of the recruiter himself.

There is, for example, a so-called “stress interview” - an attempt to unbalance a person. It is usually carried out if the position is associated with numerous stressful situations. Let's say you were kept waiting for a long time in the reception area. Please note that this is most likely not an accident, but a test of your patience and level of stress resistance.

From the very beginning of the conversation, be able to hear the question and answer specifically. In some companies, for example, they may ask you: “Would you like something to drink - tea, coffee?” Here you need to answer: “Thank you, yes” or “Thank you, no.” If the question is: “Would you like tea or coffee?” - you have to choose. Keep in mind, this is also a test.

Any questions can be asked during the interview. We must be prepared for this and, I remind you, always speak kindly and confidently!

It is important not only how, but also what you say. When talking about yourself, use active verbs: “I can”, “I own”, “I work”...

The latest Russian population census revealed interesting fact: It turns out that in our country there are much more married women than married men. But the fact is that couples living in a civil marriage have different attitudes towards their marital status. Women think they are married, and men think they are single. In this regard, you need to clearly understand that at an interview, when asked: “What is your marital status?” - you should answer: “Married” or “Married” only if your marriage is officially registered.

If you have small children, pay attention to the following effective candidate responses to recruiter questions on this topic:

Do you have children?

• How old are they?

  Two and five.

  Will this interfere with work?

  I thought about this question and solved it.

When it comes to your previous job and why you left, the main rule is: only good things about the past, like about a dead person. No aggression, no negativity: “There was no opportunity career growth, however, acquired useful experience, remained good relationship with colleagues”, etc.

The question of your strengths and weaknesses is often confusing. A little hint. It’s quite ethical to start a conversation about strengths like this: “Colleagues (or friends) say that I…” Next, focus on professional skills, learning ability and positive characteristics more related to work, such as responsibility, determination, initiative. Naturally, do not forget about specific examples.

As for the “minuses,” they should be presented in such a way that it sounds like a “plus”: “No work experience, but there is great interest...” In this context, a joke that can be rehearsed in advance also works well. Good improvisation, as you know, is always the result of serious preparation.

A harmoniously developed person knows how to both work and relax. Therefore, when you are asked how you spend free time or they ask you to talk about your hobby, you need to talk about your hobbies with enthusiasm and always with knowledge of the matter.

In the last part of the interview, the recruiter usually asks the candidate: “What questions do you have?” And based on the content of the latter, it evaluates the quality of your motivation. Here are examples of the correct topics covered by the candidate in their questions:

specifics of work;

delegation of authority;

What was good about my predecessor?

What kind of person in this position would be effective for you?

1. We are left with one, perhaps the most important, and sometimes decisive aspect of the interview - future salary. What you should definitely do is pre-market similar items!

a) As a rule, the salary is called by the HR manager himself. If it is small, it is appropriate to ask: “What is your compensation package?”

b) Sometimes they find out from the candidate what kind of money he would like to receive. In this case, name an adequate number and pause. Whoever opened his mouth first lost.

c) If suddenly the question of salary was not raised at all, you have the right to ask it yourself. I will only note that it is psychologically beneficial to ask in this way: “What salary is customary to pay for this position in the company?” or “What salary can I qualify for?” - calm, friendly!

At the end of the conversation, you should thank you for your time. Moreover, according to ethics business communication, if they spent more than 20 minutes on you, it’s polite to write a routine thank-you letter.

Don't condemn yourself to the agony of waiting for a long time for an answer. It is entirely within your power to reduce it to a maximum of one week. After saying goodbye, ask: “When can I find out about the results: at the beginning or at the end of the week, when should I call?”

VI. Interview - a social game

And finally, I must add that an interview is a social game, so you shouldn’t take it too seriously. Be lighter, this will add “points” to you both in the interview situation and in life in general. Good luck!

What psychophysiological tests can be offered to applicants for admission, why they are needed, how and by whom the answers are assessed. All these questions will be answered in the article below.

What is the purpose of testing?

This method of assessing the psychological qualities of applicants is most often used when the entire mass of candidates a smaller group remains. This moment usually comes after the first interview.

Some people who come to apply for a job do not always clearly understand what will they have to do in this company. After listening to the representative, some simply get up and leave, realizing that they clearly do not want to be there.

The remaining people are asked to take several small tests.

Tes can be group or single.

Depending on what the specialist conducting these tests prefers.

What are tests used for?

There is no single answer to the question.

Testing is applied for a whole range of assessments:

1. For more objective assessment candidate. When completing tasks personal impression the specialist does not play any role. A positive or negative assessment given by a company representative to an applicant cannot in any way affect the results.
2. For selection the most suitable person for the position. If several applicants have approximately the same personal data, then it is quite difficult to determine “by eye” which of them more suitable for the position.
3. To determine personality type, fitting as organically as possible into the existing team. HR specialists know where and with whom they will work new employee. Therefore, it will be much easier for him to determine who will fit into the team, after analyzing test scores.
4. To weed out those categories of citizens who have developmental or psychological impairment. To avoid problems in working with such individuals in the future, they must be weeded out at the initial stages of personnel selection. But by external signs it is not always possible to guess about the problems inside a person. That's why tests are called for help.
5. For the next stage of sifting unsuitable people.

By using various types tests can be determined from the candidate many personality parameters, such as his level of leadership skills, ability to perform routine work, or loyalty to the company for which he will work.

Who is assigned to conduct it?

Very often large companies have on staff a person with higher medical education.

Its profile can be not only surgical or therapeutic.

In addition to regular health workers, their colleagues are sometimes hired from the field of psychology.

If such a staff unit as psychologist, is in the company, then all interviews are conducted with him. Or, at the very least, a psychologist reviews the interview tape or test results.

What should an employer do if there is no psychologist on staff? The answer is very simple: it hired from outside. In our country there are many representatives of this profession who practice privately and happily provide their services to various companies.

Their responsibilities when hiring include assessment of the candidate from all aspects of his personality. Of course, you can’t find out everything at once, but the psychologist will receive about a third of all the necessary information from tests. Rest necessary information can be gleaned from questionnaires, compiled by a psychologist, or in a conversation.

It is psychologists, commissioned by companies, who develop tests to determine those qualities that needed by the employer. However, they are all based on several generally accepted types of tests. Sometimes you can use them without adjusting to the hiring company’s requirements for candidates.

Examples

Luscher diagnostics

Color testing or Luscher test. This is one of the most simple ways get to know the person. For a psychologist, its results are a little deeper than for a person without a medical education, to whom this test will seem similar to the “tests” from glossy magazines.

The essence of testing is that the applicant is given all the best several colored cards. There are eight of them, each with its own color: red, yellow, green, blue, purple, brown, gray and black.

The candidate is asked to arrange the cards by color, starting from the most pleasant for him personally. The results obtained are recorded, the cards are mixed and again they are asked to do the same. Based on what colors a person chooses for his sequence, a conclusion is drawn about his qualities and resilience in stressful situations.

Psychological diagnostics using the Luscher test and advice from a psychologist in this video:

Rorschach test

This testing is known even to those who have never encountered psychology.

Thanks to many films (mostly foreign), one could see how a psychologist with glasses shows pictures with blurry blots to your clients.

The essence of the method is that the applicant is shown a dozen pictures depicting blots.

They can be color or monochrome (black and white). A person is asked to tell what does he see in these images?.

By listening to the answers, the specialist will understand whether the person has mental disorders how he reacts to various stimuli and even what kind of mindset and way of thinking.

Rosenzweig method

This test is not as famous as the previous two, but is no less effective in determining certain personality traits. It consists of twenty-four pictures. on them depicts people in stressful situations.

For example, two people are standing by a car, and a departing train is visible in the background. Both have squares that already contain several phrases. Thanks to these phrases you can understand what happened in the picture.

In the example about the car, one person tells another that he is very sorry that because his car broke down, they were late for the train. In the second square you are asked to enter your own version of behavior or phrases in this situation. Thanks to pictures like this you can evaluate a person's behavior when he fails.

You can find out how testing is carried out using the Rosenzweig method by watching the video:

Markert method

The bottom line is that the candidate is offered choose two from eight symbols of different shapes: the one you like best and its opposite. The symbols look like strokes with a thick marker. In the subconscious they are associated with a person’s movement or posture.

Depending on which “stroke” the candidate chooses first, the psychologist draws a conclusion about how he would like to move now or which posture is preferable. The same with the second symbol - the most undesirable pose is determined. It's important to remember that result refers to at this moment time.

Personality questionnaires

Questionnaires- a kind of questionnaire with questions or statements.

By answering them or choosing one of several, a person secretly communicates some information about himself. Questionnaires can different directions.

When hiring psychologists, they focus on those that determine the most significant character traits, a person’s motivation, his opinion.

When a psychologist receives the task of establishing any of these points in candidates, he compiles a corresponding list of questions or statements.

Resume

Popularity Psychology specialists and their methods are no longer news. In the modern world everything more people resort to their services. Commercial structures– is no exception. It is practically impossible to find a single serious enterprise, such as a bank, where didn't have to see a psychologist.

Interviews with them are required when hiring for law enforcement agencies and other security agencies. Even the harmless profession of a teacher kindergarten requires considerable psychological preparation.

When applying for a job prepare for an interview always necessary. You never know in advance what awaits you there. But it’s still worth looking at examples of the most common types of interviews and tests on the Internet.

For many of them there are no universal answers, but you can take them online. It happens that during the passage, something new is revealed to a person in himself. In any case, psychological testing can help not only when applying for a job, but also in any other area of ​​life.

Hello. How to behave during an interview is an important component when applying for a job. Everything is important here, from posture to clothing. You will learn a lot from this article important points, which will definitely help you find a good job.

The most important thing is the first impression

At a reception with an employer, it is very important to behave correctly, even more important than to speak correctly. After all, the first impression can sometimes be repulsive, but it can also help you get a job right away. Therefore, try to prepare thoroughly.

1. When applying for a job, open the company’s website, find out what it does, who its manager is, and its operating hours.
2. Then research the requirements of your job. If the position for which you decide to apply is known, then find out your responsibilities.
3. Then think about how you can benefit this company.
4. Collect the required documents: diploma or certificate, resume, passport, etc. Put everything in a folder.
5. Do not take out documents immediately, only after you are asked.

Psychological techniques

Psychologist's advice:

• Come to the company 10-15 minutes before your meeting with the employer. Find free space, do the following, take a winning pose: back straight, head raised, hands on your sides.
• Smile pleasantly during the interview.
• Practice your voice before coming - this is important. You must answer confidently, not arrogantly, but not timidly, like a petitioner.
• Try to look your interlocutor in the eyes when answering. If that doesn't work, look at any point on his face. Answer clearly, truthfully, but not too loosely.
• Know how to listen to a question without interrupting. Pause after answering. Don't worry if they don't ask for a long time next question, you may be being tested.
• Don't gesticulate, sit quietly. If you are not offered a hand when meeting, do not make this gesture yourself.
• If the interviewer says his name, remember it. You can admit your excitement, this will defuse the situation.
• If possible, sit next to the employer, then he will perceive you as a like-minded person.
• If you had to sit opposite, then do not cross your legs and arms, show your openness and friendliness.
• To get on the same wavelength as the interviewer, use the “mirror pose” technique, that is, you can naturally and easily copy some of his poses and gestures.
• What can I say about myself? Do not exaggerate your abilities, knowledge, capabilities. It’s better to say that you are striving for new knowledge in order to grow professionally. If you made a mistake during the conversation, apologize and continue the conversation without remembering the mistake. If they ask about your hobbies, tell them briefly. When talking, do not take the lead role.
• To be hired, speak truthfully about the reason for leaving your previous job. But don’t speak badly about the team, your boss, or say a word about your conflicts or financial difficulties. Try to avoid political as well as religious topics.

If you are applying for a leadership position

When installing on leadership position, most likely the head of the company himself will talk to you.

When talking to your manager, rely on personal experience, that is, select successful examples from my practice. Answer questions briefly but accurately. Prepare 3-4 questions to ask your future manager. Reflect in them:

• interest in future work.
• What can you do for the company?
• about the role of your personality.

This could be your first interview. If the manager is interested in you, then wait for a call. It can come in writing, perhaps by telephone. When going for a second interview, be prepared for provocative, even tough questions. Try to keep yourself calm, answer politely and confidently.

If you are hired, the issue of salary, personnel growth, benefits and much more will be decided.

Many people get confused when talking to the director. Remove the feeling of fear, because he is also a person. Don’t tremble, don’t run your eyes, don’t embellish your abilities, but emphasize your efficiency, energy, readiness to learn, and work in a team.

If you have no work experience

Getting a job at a company without experience labor activity, you must show that you are not only ready to learn, but also endowed with the ability to quickly comprehend new things, therefore, through short time you can become a full-time employee. Know how to listen and hear.

A lot depends on what clothes you are wearing. A young man should look neat, wear clean shoes and a well-ironed shirt. A girl should dress not as if she were going on a date, but as if she were going to a prestigious job. Vulgar appearance may turn off the interviewer.

If you decide to get a job at a bank, then the interview may take place in several stages. To pass all the stages, practice in front of a mirror how you will answer the questions.

Working in a bank requires endurance and stress resistance, so questions will be asked in a tough manner. Answer confidently, don't be nervous. Use verbs in your answers, for example, “completed”, “achieved”, “learned”.

How should an accountant behave? The accountant already knows exactly what he will have to do. It is important to ask questions about the volume of employment, about software, how many entrepreneurs will have to manage and other purely professional issues.

For an interview with a psychologist

Often when employed in a serious financial company you will have to talk to a psychologist. Most often, a psychologist offers to take a test, with the help of which he must identify communication skills, leadership qualities, and stress resistance.

The question can be so incomprehensible! But it is important for a psychologist to identify your self-control, resourcefulness, gullibility or suspicion, and others. personal qualities. There are a lot of tests, and it is unknown which one the psychologist will use, so try to answer truthfully.

Gaining momentum Skype interview. Try to answer questions politely, truthfully, and without distractions. In a conversation, do not use words that clog your speech, for example, “perhaps,” “maybe,” “how to say,” and others. In a word, communication on Skype is not much different from a live conversation.

If they ask why you left your previous job, never speak badly about it. It’s better to say that you weren’t happy with the salary, or you see yourself in this company, or you want career growth.

To obtain a visa, you must undergo an interview at the embassy. What you need to know:

1. Know thoroughly everything that is written in your visa application form. Have a copy of the questionnaire with you so you don't get confused when answering the questions.
2. Please indicate which language you speak. Not knowing the language is not a visa refusal.
3. You must tell us about the country you are going to.
4. Dress like a business person, not like a tourist.
5. Do not be “obscure” during the interview so as not to create an unfavorable impression or create the feeling that you want to stay in that country forever.

Dear friends, do not despair if you are not hired, look for another place and take into account all the features of the conversation with the employer. Good luck!

Hello dear friend!

Psychological testing during hiring is not used as often as is commonly believed. However, it would be frivolous to ignore the question “How to pass psychological tests during a job interview?”

More often psychological testing takes place in the following options:

• Questionnaire format
• Format of projective questions on any visual aids. Most often pictures.

1 . It is not at all necessary to chop up the whole truth about yourself.

When answering testing questions, the rule is: “I am plus.” That is, we write to ourselves a little better than in reality. But only a little bit. I don't recommend being too original. Trying in itself is a good start, but this is not the case.

When trying to present yourself as a knight without fear or reproach, it is important not to overdo it . Your task is not to get confused yourself. Sometimes there are “traps” in such tests, for example: the same question, with words rearranged, is contained in the test several times. If the answers are different, you may be suspected of lying or inadequacy.

There are questions that a person of “high moral principles” is drawn to answer. Example:

“Do you always pay for travel on public transport?”, “Do you often get irritated?”

You should not pose as a champion of conscience or the personification of Buddha. There is nothing criminal about traveling as a “hare”. But insincerity is a reason to doubt whether you can.

2. Show an attractive set of qualities:

Focus your answers on reading approximately the following qualities:

• honesty
• performance
• the ability to rationally manage your time
• the ability to draw conclusions from mistakes;
• seeing problems as challenges
• ability to remain calm in difficult situations;
• politeness
• emotional stability

3) Demonstrate a positive outlook on the world

Nobody wants to deal with gloomy assholes, nervous, restless people. It is usually not difficult to choose an option in the answers so as not to appear as such.

Review of popular projective tests

a) Luscher test. Favorite color

There are 8 cards in front of you. They are all different colors. You are invited to arrange them, starting from the most pleasant for you and ending with the most unpleasant.

The purpose of the test is to determine dominant needs and emotions.

• red color – activity, action
• yellow – determination
• green – self-affirmation
• blue – constancy
• gray – desire for peace
• crimson (sometimes purple) – a tendency towards fantasies, avoidance of reality
• brown – need for protection
• black – depressed state

The sequence of cards means: the first and second are your aspirations, the third and fourth are current situation cases, the fifth and sixth - refers to an indifferent attitude, the seventh and eighth - antipathy, suppression.

From the first to the fourth, arrange the cards red, yellow, green, blue - in any order.Place brown and black last.

Sometimes they ask you to take the test a second time. You can change the colors a little, but only slightly. Under no circumstances should you choose the first colors: black, gray, brown.

b) Test “Interpretation of pictures”

Show pictures with images. As a rule, these are people in different situations. Your task is to comment: what is the situation, what is the person doing, what is happening, why is he doing it?

It is believed that a person transfers pictures to his life and explains situations based on his worldview, fears, desires, and view of the world.

Example: there is a laughing man in the picture. The subject is expected to talk about his motives and reasons for joy.

Images should be interpreted from the most positive perspective.

c) Test "Blots"

Pictures showing a symmetrical blot are shown. Tell me what you see?

A positive interpretation of the image (for example, a conversation between good friends) characterizes you as a person with a positive outlook on life. A negative interpretation (for example, -monster) indicates that your mind is dominated by fears or you are depressed.

The same as in the previous test - comment in a positive way. That's enough.

Candidate mistakes

1. Too frivolous attitude. The answers are “out of the blue.” There are also incidents. In the author’s practice, there was a case when a seemingly adequate candidate gave strange answers in the questionnaire. To a puzzled question, he simply answered that he forgot his glasses. Not bad, right?
2. Inattention. Please read the instructions carefully before completing the test. If you screw it up through carelessness, who will figure it out?
3. Being smart. There are applicants who cannot resist commenting on the tests. Show your knowledge or simply criticize. It is better to refrain from such attacks; no one will appreciate your outlook. Quite the contrary. It's better to pretend to be a simpleton than to be considered a bore.
4. Stuck. You shouldn't slow down, it's better to skip the question for now. Complete the questionnaire to the end and then return. With this approach, you may notice patterns. For example, repeated questions in slightly modified wording.
5. Giving excessive weight to a test. Generates nervousness.

Keep in mind that testing is an auxiliary tool in selection. The main ones are almost always the study of and. When testing, you don’t need to strive for an “A”; it’s enough not to mess up and get a solid “B”.

3 points in conclusion

So, let's summarize. When performing psychological tests:

1. Follow the “I’m a plus” rule. That is, about yourself a little better than in reality. But only a little bit.
2. Try to ensure that your answers reflect a positive attitude and a positive perception of the world.
3. Psychological tests are an auxiliary tool for selection.

A test is a case where the best is the enemy of the good. There is no need to strive to appear as a knight without fear and reproach. It is enough to show yourself as just an adequate person. Don't be considered a bore, a psychopath, or a pathological liar. Follow the author's recommendations and you'll be fine :)

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Have a nice day and good mood!

Conversation with a psychologist

You will need to prepare answers to some common questions.

Be prepared for:

– the fact that the psychologist will say little and ask a lot;

– that a conversation with him can be decisive.

This may not be useful if:

– there will be no interview with a psychologist;

– the interview with a psychologist is purely formal.

In addition to passing psychological tests, a psychologist or HR specialist can talk with you. Since the assessment of the test results takes some time, the psychologist will try to visually determine how suitable you are for the vacant position.

What questions can a psychologist ask?

1. Former place work is very important to him. The time you worked there is a kind of indicator of the stability of your life positions. Moreover, your attitude towards former job will be projected onto the future.

2. The reason for leaving is also important. The psychologist thereby wants to find out for himself the presence of your social and interpersonal communication skills, the strength of emotions and expressiveness of speech. Try not to show irritation, choose the least negative reason. The safest is “low wages.”

3. It is also important why you want to get this position. Thus, it becomes clear whether you really want to work or are just putting another tick on your track record, how you can be motivated in the future, and what expectations you have.

4. It is important to find out what position you want to work in the future. The psychologist wants to see incentives for career growth, ambition or subordination.

5. Expected salary is a key point in the conversation. The salary you name is an indicator of how much you value your work in this position. It’s okay if the amount quoted is significantly higher than what the employer is willing to pay. It is known that a person may well agree to significantly lower salary than the one he strives for. It’s worse if the amount you name turns out to be less, in which case the salary will probably be less than it could be.

The psychologist will definitely pay attention to the following points during the interview.

1. Do you fit into the collective background, will you stand out like a black crow? If a vacant position involves working in a team, then people of a certain type will be selected. This is done in order to prevent distractions from conflicts and character development. However, sometimes, on the contrary, they prefer to take people under the leadership type, thereby suppressing personal relationships with colleagues. It depends on the type of your activity.

2. Will you be able to complete the entire scope of work? You may find yourself easily carried away and unable to concentrate on the routine of filling out papers or writing reports. The psychologist needs to immediately determine whether you have labor potential. The questions asked by the psychologist are found in the questionnaire, but instead of a dry and short answer, you can voice your point of view in more detail.

Omit all unpleasant facts. Only positivity and determination should be present in your answers. Of course, there is a possibility of unexpected questions. If you are stumped, ask again, this will give you time to think about your answer. Or reinterpret the question in your own way and voice it, then answer. Most likely, they will not interrupt you, but will listen and continue the conversation further.

Avoid using "I" too often. Of course, this is an important particle, but in psychology it is regarded as a manifestation of self-centeredness and selfishness. Use “we” and “together” more often, but also know when to stop.

Your facial expressions, gestures, and postures will also be assessed. Behave as confidently and calmly as possible.

Don't worry, remember that a conversation with a psychologist is not aimed at identifying shortcomings, but at showing strengths and positive qualities for this job. To work in a team, psychologists must select a non-conflict, sociable, friendly and efficient candidate. In a separate place of work (that is, when part of the work is performed by only one person, and all elements of each project are clearly distributed among employees), qualities such as concentration, consistency, dedication, and the ability to complete what is started are required. If the work involves communicating with partners and clients, diplomacy, sociability and optimism are required.