Understanding the Talent's Operating Reality

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It is about seeking to understand before asking to be understood.  It is about getting into the candidate’s “operating reality.” A candidate’s operating reality is composed of his/her need to improve their current situation, prevent future problems, increase compensation, reduce hassles and achieve a greater sense of wellbeing.  S/he wants to know how the recruiter can help achieve those goals. By shifting into the candidate’s operating reality, recruiters are more likely to create trust in relationship—the foundation for any relationship.