Research shows that 7 seconds is all it takes for panelists to form an initial judgment. Here's how to make those seconds count.
The Interview Starts Before You Speak Research shows that 7 seconds is all it takes for panelists to form an initial judgment. Here's how to make those seconds count.
System 1 (fast, intuitive thinking) makes snap judgments that System 2 (slow, analytical thinking) then rationalizes. First impressions are System 1 outputs.
Application to IIM interviews: Panelists form an intuitive judgment in seconds, then spend the rest of the interview confirming or revising it. A strong first impression creates a positive confirmation bias.
— Daniel Kahneman, Thinking, Fast and Slow
Thinking, Fast and Slow
System 1 (fast, intuitive thinking) makes snap judgments that System 2 (slow, analytical thinking) then rationalizes. First impressions are System 1 outputs.
IIM Application: Panelists form an intuitive judgment in seconds, then spend the rest of the interview confirming or revising it. A strong first impression creates a positive confirmation bias.
Thin Slices of Expressive Behavior (Harvard)
Observers can accurately predict outcomes from just 2 seconds of silent video. This "thin-slicing" is remarkably accurate for competence and warmth judgments.
IIM Application: Even before you speak, panelists are making accurate predictions about your confidence, preparedness, and fit. Your walk, posture, and expression communicate more than you realize.
7-38-55 Communication Model
When verbal and non-verbal cues conflict, 7% of perceived meaning comes from words, 38% from tone, and 55% from body language.
IIM Application: If you say confident words with uncertain body language, the panel trusts your body. Your non-verbal signals must align with your verbal messages.
When we form a positive impression of someone in one area (e.g., appearance, confidence), we assume they're positive in other areas too (e.g., intelligence, capability). One strong positive trait "halos" the entire perception.
A candidate who enters confidently, makes good eye contact, and has a firm handshake is unconsciously assumed to be more intelligent and competent — before they've answered a single question.
Invest heavily in the first 7 seconds. Confident entrance, appropriate greeting, genuine smile, firm handshake, good posture. These create a halo that colors everything else.
Once we form an initial impression, we unconsciously seek information that confirms it and discount information that contradicts it.
If a panelist's first impression is "this candidate seems nervous and unprepared," they'll notice every stumble and discount every good answer. The opposite is also true.
Make your first impression strong and positive. Even if you stumble later, the panel will be inclined to see it as an anomaly rather than representative of who you are.
The ability to find patterns in events based on narrow windows of experience. Humans are remarkably good at making accurate judgments from very brief observations.
In just 2 seconds of watching you enter the room, panelists are already forming accurate predictions about your preparation level, confidence, and potential.
Rehearse your entrance. Practice walking into rooms, greeting people, and sitting down. Make those 2 seconds intentional rather than accidental.
Research shows people evaluate others on two primary dimensions: warmth (do I trust them?) and competence (can they deliver?). Both matter, but warmth is evaluated first.
A candidate who seems cold and arrogant — even if brilliant — will be evaluated more harshly than one who seems warm and approachable.
Lead with warmth. Genuine smile, respectful greeting, good eye contact. Once trust is established, your competence answers will be heard more favorably.
Thin-slicing begins the moment you're visible. Your gait, posture, and facial expression are being evaluated before any words are exchanged.
Walk at a measured pace (not rushed, not slow). Shoulders back, head up. Slight smile. Make eye contact with panelists as you approach. Don't look at the floor or scan the room nervously.
“The door opens. You walk in with confident but not arrogant posture. You make brief eye contact with each panelist and smile genuinely. You approach the chair and wait to be invited to sit.”
This is your first verbal interaction. Tone, volume, and clarity matter more than exact words. A weak or overly aggressive greeting creates a negative anchor.
Clear, audible voice. "Good morning, ma'am/sir. Thank you for having me." Not too loud (aggressive), not too soft (nervous). If they offer a handshake, make it firm but not crushing.
“"Good morning, everyone. I'm grateful for this opportunity." (Clear voice, eye contact with each panelist, genuine smile)”
How you sit signals your comfort level and confidence. Perching on the edge suggests nervousness. Slouching suggests casualness or disrespect.
Sit back in the chair with good posture. Feet flat on the floor. Hands visible (on armrests or in your lap). Lean slightly forward to signal engagement. Don't cross arms.
“You sit fully in the chair, back straight but not rigid. Your hands rest naturally on the armrests. You lean slightly forward, making eye contact with whoever speaks.”
There's often a brief pause while panelists organize papers or confer. This "dead air" feels awkward but is an opportunity to demonstrate composure.
Maintain relaxed alertness. Don't fidget or look around nervously. Maintain a pleasant, engaged expression. It's okay to take a deep breath and settle yourself.
“As panelists shuffle papers, you sit calmly, maintaining a slight smile and open body language. You look engaged and ready, not anxious or impatient.”
IIMA values intellectual confidence. Panelists may have a more formal, academic demeanor. The atmosphere can feel intimidating by design.
Match their formality without being stiff. Your confidence should come across as intellectual curiosity, not arrogance. A respectful but confident greeting sets the right tone.
IIMB often has a more relaxed, conversational atmosphere. Don't mistake this for casualness — they're still evaluating you closely.
Be warm and approachable while maintaining professionalism. A genuine smile and relaxed body language work well here. Don't become too casual.
IIMC interviews can start rapidly. Panelists may begin asking questions almost immediately after you sit down.
Be ready to transition quickly from greeting to answering. Your first impression window is compressed. Make sure your entrance is polished because you may not have much "settling in" time.
SPJIMR emphasizes humility and social consciousness. Overly polished or corporate demeanor can work against you.
Be genuine and humble in your greeting. A warm, sincere smile matters more than a power pose here. Show you're a real person, not a performance.
XLRI values authenticity and values alignment. Your first impression should convey who you really are, not a rehearsed persona.
Be yourself. If you're naturally reserved, don't force excessive warmth. If you're naturally energetic, don't suppress it. Authenticity reads clearly in those first 7 seconds.
Practice your interview entrance until it's natural and confident.
Set up a chair and mirror (or phone camera). Practice walking in, greeting, and sitting down 20 times. Watch each recording. Note what looks confident vs. nervous.
Deliberate practice makes the behavior automatic. By your real interview, you won't have to think about how to walk in — your body will know.
Get objective feedback on your first impression from people who don't know you.
Record yourself entering a room and sitting down (no audio). Send the first 7 seconds to 5 people who don't know you. Ask: "What's your first impression of this person?" Collect the patterns.
We're blind to our own non-verbal cues. External feedback reveals what you're actually communicating vs. what you think you're communicating.
Practice genuine smiling and natural eye contact until it's effortless.
For one week, practice making eye contact and smiling at strangers (grocery store, coffee shop). Notice what feels natural vs. forced. Aim for the Duchenne smile (eyes crinkle).
A genuine smile is nearly impossible to fake under stress unless it's been practiced. This drill makes warmth-signaling automatic.
Build awareness and correction of your default posture.
Set hourly reminders on your phone. Each time it goes off, check: Am I slouching? Are my shoulders forward? Is my head jutting forward? Reset to proper posture. Over weeks, good posture becomes default.
Confident posture in the interview requires confident posture as a habit. You can't suddenly become poised if you spend 16 hours a day slouching.
“First impressions can be easily overcome with strong answers”
Confirmation bias is powerful. A negative first impression creates a filter through which all subsequent information is processed. It can be overcome, but it requires exceptional performance.
Psychology: Kahneman's research shows System 1 judgments are "sticky." System 2 can override them, but it requires conscious effort that busy panelists may not expend.
“I should focus on seeming confident rather than warm”
Research shows warmth is evaluated before competence, and people trust those they perceive as warm. Cold confidence can backfire.
Psychology: Evolutionary psychology: We first assess "Is this person friend or foe?" (warmth) before "Can this person help me?" (competence). Lead with warmth.
“My words in the first few seconds matter most”
Mehrabian's research suggests only 7% of meaning comes from words when verbal and non-verbal cues conflict. Your body language and tone matter far more.
Psychology: Language evolved recently; body language is ancient. Our brains are wired to trust non-verbal signals over verbal ones, especially in ambiguous situations.
“Looking at the main panelist shows respect”
Focusing only on one panelist can make others feel ignored and can seem sycophantic. Distribute eye contact across all panelists.
Psychology: Each panelist has a vote. Ignoring someone signals (to them) that you don't value their opinion. They'll remember this when evaluating you.
Shake hands with every panelist if the setup allows — physical touch creates connection
Learn and use panelists' names if they introduce themselves — name usage signals respect and attention
Don't immediately look at the chair — make eye contact with panelists first
If carrying documents, hold them in your left hand so your right hand is free for handshakes
Wait to be invited to sit — this shows respect and awareness of social hierarchy
Take a subtle deep breath before opening the door — this pre-calms your nervous system
Practice your entrance in the actual interview outfit — novel clothing affects body language
If you're early, observe other candidates entering — learn from what works and what doesn't
We trained Rehearsal on this psychology research. Now it trains you.
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