Many people prepare for an interview by researching the company, anticipating questions, and practicing answers. Often people will actually look online for lists of specific questions that are currently thought to be the most popular ones, or practice appearing spontaneous if they hear the puzzle questions like "why are sewer manhole covers round" or "how many pizza parlors are there in New York City?" (Sewer manhole covers are round so they don't fall in the hole, and I have no idea how many pizza joints there are in New York.)

I think that's the exact wrong way to do it.

Interviews aren't about doing the best you can to answer the questions you're asked, because if that's how you look at it, you've already missed much of your opportunity to shine before you even sit down.

Interviews are about making the best impression. Of course being well-groomed and dressed, making eye contact, giving a good firm handshake are essential, so I'll not belabor the basics.

What I want to talk about are my techniques for getting the job, contract, or admissions slot. The three main aspects are candor, control, and confidence.

Candor

When is the last time you saw an interviewer ask a question, and the interviewee smiled and said "You know what? I have no idea!" Have you ever seen something like that? Most people will immediately frown when they're asked something they don't know the answer too, get nervous, try to puff up their credentials, or perhaps at least the old stand by "I'll get back to you on that." Too many people try to look like an infallible expert, and wind up making an awkward atmosphere from which it's difficult to recover. But if you cheerfully admit that you simply don't know, chances are you'll get a relaxed laugh, and you'll feel immediately feel more comfortable. And there's the irony - by openly admitting a weakness, as opposed to trying to muster up a strength, you'll actually get more "points" in the eyes of the interviewer, because you were so honest, and gained credibility. Then the interviewer will tend to believe everything else you say that much more. I try to say "I don't know" at least once in every interview. Try it.

Control

Something else that can effective is identifying, say, three points you want to get across. In a job interview, for example, they could be your ability to adapt to circumstances (with examples, of course), your wide industry network, and your successful management experience. Instead of memorizing a paragraph about each of them that you hope to somehow fit in, think of them as nuggets of information that you will work in no matter what. Let's say you're asked why you're interested in the new position. You could easily use one of them right there: "This position is a great chance to use the management skills I've been working on...." The point is to move flexibly from one point to another, and if you set out to get these points across, you can. That way no matter what you're asked, you'll cover your best items. That will also take some pressure off you. You never want to walk away from an interview regretting not being asked about your strong suits.

You need to be adroit, though, and not come across as a politician who is asked one thing and immediately switches the topic completely. So instead of memorizing long answers, practice the hooks that get you into your nuggets instead.

Confidence

Here's something you probably won't see anywhere else - it doesn't matter nearly as much as you think it does what you say in the interview. What's that? Isn't an interview all about talking? What about candor and control?

Yes, of course what you say is important, but not anywhere near as much as how you come across. Let's say you read a transcript of two people answering the same question. One answers it "perfectly" showing knowledge, experience, etc. The other person's answer is nowhere near as good. But now pretend you were in the room for each interview. The first person, although they had a perfect answer technically, they were sweating profusely, fidgeting, and had a nervous tic. The second person was at ease, smiling, and just speaking conversationally. Who would "win?"

Here's an extreme example, and it's true. A guy just out of college was interviewing with an insurance company. The interviewer asked why he wanted to be an underwriter. The candidate thought an underwriter was a salesman, who would be out and about meeting people. So he said "Because I can't stand being stuck behind a desk all day. I really need to be outside." The interviewer burst out laughing. Not a small laugh, but a belly acher. Finally the candidate said "I guess that was a bad answer. Ok, I admit it, I have no idea what an underwriter does." The interviewer laughed some more and said "An underwriter is stuck behind a desk all day deciding which insurance applications get approved. They don't travel much, and are never outside" The candidate, who just wanted a job, smiled, and said "Sounds good, I'd like to try it." The interviewer laughed even more until she was literally crying.

What happened? The guy got the job. Even he couldn't believe it, and after he'd started on the job, he asked why he'd been hired. "Because you're confident. We can teach people insurance, but we can't teach confidence."

That guy was me, and ever since then, I've never worried about an interview. I may or may not get the job or contract - the point is that if I'm interviewing, it's because I feel that I'm a good fit, and that I'd do a good job. So I don't worry - because the very act of worrying gives me something to worry about.

Haven't you thought, or heard someone say after an interview "The last person we talked to, they have less experience, but I just felt really comfortable with her. I think she'd be a good fit here." Being the smartest, most talented, or most experienced person is always nice - but it's not the key. The most important thing to convince them of is that you're the best person for the job - and that's a matter of them thinking that you know what you're doing, you'll get along with your co-workers, and can be trusted.

Candor, control, and confidence add up to employer / school / client comfort, and it's comfort that wins the day.

Paul Hynek is a Wharton MBA, President of Duborne Corporation, and creator of EZ Numbers: http://www.eznumbers.com. He's helped hundreds of people with interviews and resumes.