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In job interviews, the handshake counts

Hair combed? Check. Suit lapel free of latté dribble? Check. Resumé in some form of English? Check. Firm, strong handshake? Uh.

For many women and Donald Trump, the weird practice known in the Western world as the handshake is something we never master. Who cares, right? A friendly wave will do in most situations—and what with business going global, we may as well learn the art of the bow. But according to new research by University of Iowa business professor Greg Stewart, the grip is key to winning over a job interviewer.

"We've always heard that interviewers make up their mind about a person in the first two or three minutes of an interview, no matter how long the interview lasts," said Stewart, associate professor of management and organizations in the Tippie College of Business. "We found that the first impression begins with a handshake that sets the tone for the rest of the interview."

The as-yet-unpublished research was conducted with 98 students in the business school who were participating in mock job interviews with representatives from Iowa City–area businesses. The students also met at various times during their interviews with five trained handshake raters (!) who introduced themselves and shook hands—but otherwise did not participate in the interviews.

Stewart said the researchers found that those students who scored high with the handshake raters were also considered to be the most hireable by the interviewers.

Why is the handshake important?

Stewart suspects it's because a handshake is one of the few things that provides a glimpse into the person's individuality during the first few minutes of an interview. "Job seekers are trained how to act in a job interview, how to talk, how to dress, how to answer questions, so we all look and act alike to varying degrees because we've all been told the same things," he said. "But the handshake is something that's perhaps more individual and subtle, so it may communicate something that dress or physical appearance doesn't."
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Reader Comments (12)

Lulu Lulu:

Unfortunately, this also seems like something that's difficult to change. I have tiny, elfin hand, and no matter how strong I try to make my handshake, people [usually men] always exclaim what small hands I have.

JB:

My friend was hired as a pharmaceutical sales rep for one of the biggies right out of college. She went through an extensive training school for about 3 months to learn about the company, the drugs, etc., but she was also taught interpersonal skills because, well, it's a sales job. She told me about a half-day training on how to shake hands. We made fun of it but to this day I remember "web to web and squeeze"!

I guess big pharma was ahead of this study. Or maybe they funded it.

Alex:


Having a strong confident handshake is a good way to distinguish yourself until the company's representative ruins it with a weak handshake. I can remember when I went to shake this guys hand and I was so disturbed by his hand shake that I didn't take the job.

Alex:

Having a strong confident handshake is a good way to distinguish yourself until the company's representative ruins it with a weak handshake. I can remember when I went to shake this guys hand and I was so disturbed by his hand shake that I didn't take the job.

Lisa Takeuchi Cullen Author Profile Page:

but, jb, how does web match web when one's hand is elfin, like lulu's?

Grad Student Life:

I have thin hands, piano hands if you will. But I think I have a confident handshake. I actually am surprised at so many people who hand you their hand and expect you to do the work. I've gotten this primarily from men who are interviewing me for jobs. I feel like I may crush their hand! Maybe their expecting me to have a feeble handshake! Any thoughts?

Moonwolf Author Profile Page:

This is kind of a silly criteria to use judging people's fitness for a job.

Lulu provides one example of why this is daft, there's plenty ofothers. What if the applicant has a prosthetic hand? What if they're a Muslim and aren't comfortable shaking hands with someone of the opposite gender?

First impressions might count - but using this as a criteria results in only certain "types" of people "passing the test".

Lisa Takeuchi Cullen Author Profile Page:

you know, i wonder about the origins of the handshake. that's got to be some vestige of a paternal business society, right? ...how men gauged each other's strength or some such? and how the heck is that relevant today?

thoughts:

This is my first time posting. I thought this topic to be somewhat interesting as I have always been a proponent of a good handshake and a definite opponent of greeting a dead salmon.

And, it is the definition of a "good handshake" that seems to be of interest. I have had the privilege of interviewing and of course being interviewed, and I agree with the study. So, Lulu, even if you have small hands, that doesn't mean you automatically give bad handshakes. I have met many people with small hands that have given great handshakes. A good handshake is firm, not crushing, not dead-fish limp, short and to the point, not awkwardly long, and preferably not clammy.

Also, their exclamations are most likely just expressions of noting the unusual, such as if you were to see a traffic light with the green signal on the top, different.

If you are still unsure of your handshake find someone who will give you honest feedback and practice. I know this sounds weird but it works. My story. In my quest for a job, I was practicing my interviews with my wife, and in my nervousness I was squeezing her hand too hard. This practice paid off, as the placement agency I was working with said my interviews went quite well, too bad my experience didn't quite fit with the requirements. Such is life.

As for being uncomfortable, this is America, we shake hands. Learn to shake with a womam. If you go to Japan, learn to bow. Europe, learn to kiss. If you have a prosthetic arm learn some other confident, personality portraying method of greeting and practice it. If you are interviewing with someone who is thoughtful, I am sure it won't be a problem.

Malcolm:

Where can I get a job as a handshake rater. How much training is required? Can I take a course?

Granted, since I work in Japan, learning how to bow properly is much more important. At least that is something that women do just as often, and thus as well, as men, with strength and size differences being irrelevant.

Meredith:

I was going to make the same basic comment as Alex. The importance of a strong handshake has always been something I was aware of, and as a young woman wanting to be taken seriously I developed a strong grip sort of handshake. But it drives me absolutely batty to meet other women in a business context who give me just the tips of their fingers to grip or have weak, overcooked pasta-like, grips.

It's annoying because I feel like some Amazon who's crushing their hand, and because it really sets us back as a gender. What's up with youngish women in today's world who still act all 'we're the weaker sex, hehe'? Ugh.

Anyway, I don't see how this is news. For decades, people have made a big deal about proper handshakes in the business world. All that's different now is that people are forgetting their manners and need to be reminded.

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About Work In Progress

Lisa Takeuchi Cullen
Nina Subin

Lisa Takeuchi Cullen is a staff writer for TIME. She blogs about work. Why? Because TV was taken. Think of her as the grumpy colleague ranting by the water cooler.
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lisa_cullen at timemagazine.com

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