New Grads: Send a robo-dog to job interviews!

On July 18, 2016

In the July 19, 2016 Ask The Headhunter Newsletter, a reader bemoans the effect of “stupid” technology on hiring. He doesn’t realize he needs to get a dog.

Question

robo-dogI saw a disturbing story on Bloomberg: Goldman Scraps On-Campus Interviews for Robo-Recruiting. It’s about how fewer companies are doing on-campus interviews because of the lack of jobs. Rather, some companies are having a machine do the interview. I cannot tell you how stupid I think this is. I am sure you will agree.

As an electrical engineer, I have to say that this is a misuse of technology — people like me might make such technology possible. I’m tired of hearing about “disruptive technology.” If this is the future, I want no part of it. What is happening here?

Nick’s Reply

Employers have given new grads no choice but to send robo-dogs to their job interviews to woof it up with the employers’ robots.

At the same time companies like Goldman Sachs complain there’s a skills shortage, they demonstrate a complete lack of recruiting acumen.

CNN reports there’s a surplus of talent (College job hunt gets tougher as campus interviews fade):

About 12.6% of college grads are underemployed, meaning they don’t work enough hours.

Then CNN quotes a recruiter:

There is a real skills gap. [Many college grads] don’t know where their education and skills fit in the workforce.

It seems this “Wall Street titan” can’t figure out what to do with skills and education, either.

How does this smell?

CNN says “the U.S. economy has a record number of job openings.” The U.S. Bureau of Labor Statistics confirms there are 5.6 million open jobs.

NewsHour’s Paul Solman calculates that around 19.5 million Americans are either unemployed, under-employed, or looking for a job even though they’re no longer counted as unemployed or as part of the work force.

That’s a ratio of 3.5 job seekers to every vacant job. While not all job seekers are qualified, there’s hardly a talent shortage. But employers like Goldman Sachs claim there is — so, what do they do to pick the right candidates?

Edith Cooper, Goldman’s global head of human capital management, says she’s got a really novel way to recruit and entice the elusive qualified new grad. She has stopped sending humans to interview them:

We’re trying to take out an individual’s assessment of talent.

CNN elucidates this new strategy:

The Wall Street titan announced last week it will ditch on-campus interviews starting next year for undergraduates in favor of an automated interview recorded by HireVue, a Utah-based company that creates software for recruitment.

The aforementioned recruiter explains this supply-and-demand rationale:

A generation ago…the employer came to the candidate. Now the candidate has to find the employer.

If the head of Goldman’s HR isn’t getting it, here’s an analogy the head of sales might understand. There are millions of investors hungry for good investments, so Goldman’s stock brokers should stop selling — and wait for investors to beg for a Goldman account.

Beg to work for us!

In a job-seeker’s market, new grads must subject themselves to machine interviews, invest their time filling out online applications, and wait like starving dogs to be fed. Meanwhile, Goldman Sachs HR managers get paid to wait for bots to do their hiring. Disintermediation, anyone?

dog-bot-2It seems not to occur to the Goldman Sachs of the world that they can’t find talent because they’re not looking for talent. It’s the proverbial story of washing your hands with rubber gloves on. It’s surrogate interviewing. Outsourced hiring. To use another metaphor, rather than going out to meet the talent, Goldman Sachs is sending a robo-dog named HireVue with a note in its mouth. Machine interviewing.

I’ve written about the likes of HireVue before: HR Pornography: Interview videos, WTF! Inflatable Interviewer Dolls? This is not disruptive technology. This is outsourced corporate irresponsibility.

In the midst of the claimed “talent and skills shortage,” CNN says the percentage of big-name employers that go to college campuses to recruit has dropped from 89% in 2007 to 76% today. They’re so desperate to find and hire talent that they’ve stopped recruiting! Worse, in a job-seeker’s market, Goldman tells job seekers to do tricks to get jobs.

Automated Personal Service

Recruiting requires selling — something a stock brokerage company should know a lot about. It requires personal contact, persuasion and, yes, a soft touch. Especially during a talent shortage.

Let’s go back to that analogy. In an effort to boost sales, Goldman Sachs tells its stock brokers to stop selling. Instead, the company publishes advertisements notifying investors that if they want to do business with Goldman, they must log-on to a third-party website and record their request for help with their investments. The selection algorithms are waiting! If you qualify, Goldman may do business with you.

Better yet, imagine this. You make it past the HireVue machine and Goldman invites you for a real interview. You respond with a link to your website and invite Goldman to record answers to questions that your own software will analyze to determine whether Goldman qualifies as a place you’d like to work.

Now, that’s automated personal service only a bank can appreciate!

Send in your dog

Elise Gould, a senior economist at the Economic Policy Institute, said to CNN:

Recent college graduates are having a hard time finding a job — finding a good job has become much more difficult.

robo-dog-3I’ve got an idea to make it easier on graduates.

Goldman schedules an interview where a personnel jockey will conduct a screening interview before you are permitted to meet the hiring manager. (Remember: There’s a talent shortage and Goldman is really desperate to impress and entice good applicants.)

Here’s the good part. You hire your own dog. You send a surrogate to the interview, so you won’t waste your time. (Perhaps you rent the dog from HireVue.) If anyone asks how you dare to send a dog with a note in its mouth, you cite the CNN article:

Goldman says it’s trying to weed out any biases between job candidates and interviewers, such as mutual friends, interests in the same sports or same schools.

You’re just trying to make sure the interview is fair and unbiased.

Do robots dream of job offers?

Is Goldman Sachs really suffering from a talent shortage and skills gap? While new college grads are dreaming of job offers, are industry titans working hard to find, recruit and hire those rare applicants they really need?

HireVue CEO Mark Newman is laughing all the way to the bank. I’m laughing at Goldman Sachs’ HR managers, who are deploying auto-mutts to bark at college grads. Woof!

If you’re the talent, and you know how difficult you are to find, I refer you back to last week’s column — with apologies for yet another metaphor: Tell HR you don’t talk to the hand. (For some solutions, see HR Managers: Do your job, or get out.)

What do you think? Are new grads just not ready for real jobs? Or are employers not ready to hire anyone? Maybe you should throw the employer’s bot a digital bone.

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Tell HR you don’t talk to the hand

On July 11, 2016

Why does Ask The Headhunter look different? Because it’s mo’ betta! Learn all about it!

In the July 12, 2016 Ask The Headhunter Newsletter, a reader refuses to waste time interviewing with HR.

Question

talk-to-the-hand-2Your column HR Managers: Do your job, or get out reminded me that most of what HR does makes no sense, and it’s not smart to bend to HR’s will when I’m looking for a job.

HR always wants me to do a meeting with them first, before they’ll let me talk to the hiring manager, but that’s a guarantee of doom! HR knows nothing about the work I do, and rejects me before I can even meet with someone who is qualified to judge me and what I can do. I know your advice is to tell HR I won’t talk to the hand, but how do I actually say that without sounding like a jerk?

Nick’s Reply

“How to say it” is a big part of Ask The Headhunter — and I know this is where people often stumble. They know they have to push back sometimes, when an employer makes demands, but they freeze up when it comes to actually expressing themselves.

I get it. I used to wonder what the problem was, but I’ve realized that unless you’re dealing with these situations all the time, it’s hard to come up with the right words. Some readers can do it; others can’t. (If headhunters didn’t know how to do it, we’d starve.)

The specific challenge you’re facing is something I wrote about in detail in Fearless Job Hunting, Book 4, Overcome Human Resources Obstacles, pp. 5-6. Here’s how to tell HR you don’t talk to the hand:

Candidates don’t realize they can insist on interviewing only with the manager. (Why waste time with anyone else?)

How to Say It
If the employer insists that you meet with a personnel jockey before the hiring manager, try this:

“I’m afraid my schedule is very busy, and my time is limited. I’d be glad to meet with a representative from your HR department, but only after the hiring manager and I have met and decided that there’s a clear, mutual interest in working together. Once that’s established, of course I’ll make time to meet with HR.”

If the company balks, be firm.

”Thanks for your interest, but I’m afraid I’ll have to pass. If the manager decides to meet with me, I’d be glad to schedule some time.”

Then let it go. Move on to another opportunity, where the employer respects you and your time.

Is this risky? Of course it is. But so is wasting your time with someone who isn’t qualified to evaluate you. “Playing along” isn’t going to change this. It’ll just demoralize and frustrate you. (See How HR optimizes rejection of millions of job applicants.)

The approach I recommend emphasizes that your time is not free — it’s valuable. And, while you might respect HR’s role in hiring, you’re no dummy — you know that only the hiring manager is qualified to judge you. If the employer is really interested in you, HR will back off and respect your wishes and your time. If they’re just putting you through a mindless meat grinder, then it’s better to find out up front. That’s what makes this a good test of whether you’re looking at a real opportunity, or the blind leading the blind.

I’m glad you found the HR Managers: Do your job or get out helpful. But it wasn’t just a challenge to HR. It’s also a challenge to you. Are you willing to stand up for yourself, and for sound business practices?

HR’s behavior will not change as long as job seekers keep agreeing to silly demands. Why would you want to get screened by HR, when HR isn’t expert in the work you do? Would you let the gardener tell you not to knock on the homeowner’s door? (See Should I accept HR’s rejection letter?) You don’t have to talk to the hand.

If you want to optimize your chances of winning the right job, keep your standards high, and don’t do foolish things just because someone tells you to. Insist on meeting with the hiring manager first.

Are there “magic words” you use when HR confronts you with unreasonable demands while you’re applying for a job? Please tell us “how you say it” when you tell HR to take a hike. Let’s talk about where you draw the line, and about what works.

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HR Managers: Do your job, or get out

On June 27, 2016

In the June 28, 2016 Ask The Headhunter Newsletter, several readers raise questions about HR that we can’t keep ignoring.

Questions

this-way-outReader 1: Back in the 20th century, employers actually reviewed resumes by reading them rather than scanning them into a computerized ranking system. Keywords have turned hiring into a pass-the-buck game, with HR complaining it can’t find talent! Well, HR isn’t looking for talent. HR isn’t looking for anything. Phony algorithms are keeping the talent unemployed while HR gets paid to do something else! The question is, what is HR doing?

Reader 2: Two weeks after receiving a written offer from this company — and after I quit my old job and moved — HR sends me an e-mail saying there’s no job. That’s right: They hired me and fired me before I started! What am I supposed to do now? I can’t go back to my old job — I quit. The HR person who gave me the offer still has her job. Shouldn’t she be fired?

Reader 3: I was selected for a new, better job paying more money after rounds of interviews. I was all set to start when my HR department called me in to say the job was withdrawn due to budget problems. This was for a promotion at my own company! How did they have the budget a month ago when they posted the job and gave it to me, but not now? What can I do?

Reader 4: My friend attended a business roundtable where multiple employers complained they couldn’t find people. She stood up and said she was a member of several large job-search networking groups, with an aggregate membership of thousands in the Boston area. She offered to put them in touch, help them post positions, and contacted them multiple times afterwards to help facilitate this. Nobody has taken her up on it. Talent shortage my…!

Nick’s Reply

This edition of Ask The Headhunter is dedicated to good Human Resources (HR) managers who work hard to ensure their companies behave with integrity and in a businesslike manner toward job applicants — and who actually recruit.

This is also a challenge to the rest. Do the readers’ complaints above mystify or offend you? You cannot pretend to manage “human resources” while allowing your companies — and your profession — to run amuck in the recruiting and hiring process.

The problems described above are on you — on HR. It’s your job to fix them. Either raise your HR departments’ standards of behavior, or quit your jobs and eliminate the HR role altogether at your companies.

Here are some simple suggestions about very obvious problems in HR:

Stop rescinding offers.

oopsBudget problems may impact hiring and internal promotions, but it’s HR’s job to make sure all the i’s are dotted and the t’s are crossed before HR makes offers that impact people’s lives. Don’t make job offers if you don’t have the authority to follow through. If your company doesn’t give you that authority, then quit your job because you look like an idiot for having a job you’re not allowed to do. What happens to every job applicant is on you. (See Pop Quiz: Can an employer take back a job offer?)

Stop recruiting people then ignoring them.

In other words, stop soliciting people you have no intention of interviewing or hiring. More is not better. If it’s impossible to handle all job applicants personally and respectfully, then you’re recruiting the wrong people and too many of them. Either treat every applicant with the respect you expect them to show you and your company, or stop recruiting — until you have put a system in place that’s accurate and respectful. Having control over people’s careers isn’t a license to waste anyone’s time. Your company’s rudeness in hiring starts with you. (See How HR optimizes rejection of millions of job applicants.)

Stop recruiting stupidly.

stupidThe job of recruiting is about identifying and enticing the right candidates for jobs at your company. It’s not about soliciting everyone who has an e-mail address, and then complaining your applicants are unqualified or unskilled. You can’t fish with a bucket.

You say you use the same services everyone else uses to recruit? Where’s the edge in that? Paying Indeed or LinkedIn or Monster.com so you can search for needles in their haystacks is not recruiting. It’s stupid. Soliciting too many people who are not good candidates means you’re not doing your job. If you don’t know how to recruit intelligently, get another job. (See Reductionist Recruiting: A short history of why you can’t get hired.)

Stop demanding salary history.

It’s. None. Of. Your. Business. And it makes you look silly.

tell-meI have a standing challenge to anyone in HR: Give me one good reason why you need to know how much money a job applicant is making. No HR worker has ever been able to explain it rationally.

It’s private information. It’s personal. It’s private. It’s shameful to ask for it. Do you tell job applicants how much you make, or how much the manager makes, or how much the last person in the job was paid? If you need to know what another employer paid someone in order to judge what your company should pay them, then you’re worthless in the hiring process. You don’t know how to judge value. HR is all about judging the value of workers. You don’t belong in HR. (See Should I disclose my salary history?)

Get an edge when HR gets in your way!

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Overcome the daunting obstacles that stop other job hunters dead in their tracks!

Stop avoiding hiring decisions.

In a market as competitive as today’s, if it takes you weeks to make a hiring decision after interviewing candidates, then either you’re not managing human resources properly, or you’re not managing the hiring managers in your company. Qualified job applicants deserve answers. Taking too long to make a choice means you have no skin in the game, and that makes you a dangerous business person. After you waste too many applicants’ time, your reputation — and your company’s — is sealed. With a rep like that, good luck trying to get hired yourself.

Stop complaining there’s a talent or skills shortage.

There’s not. With 19.5 million people unemployed, under-employed, and looking for work (even if they’re no longer counted as cry-babypart of the workforce), there’s plenty of talent out there to fill the 5.6 million vacant jobs in America. (See News Flash! HR causes talent shortage!) Recruit is a verb. Get out there and find the talent!

If your idea of recruiting is to sit on your duff and wait for Mr. or Ms. Perfect to come along on your “Applicant Tracking System,” then quit your job. If your idea of recruiting is to pay a headhunter $20,000 to fill an $80,000 job, then you are the talent shortage. Your company should fire you.

“Human Resources Management” doesn’t mean waiting for perfect hires to come along. Ask your HR ancestors: They used to do training and development to improve the skills and talent of their hires — as a way of creating competitive value for their companies.

The good HR professionals know who they are. The rest behave like they don’t know what they’re doing and like they don’t care. We’re giving you a wake-up call. Do your job, or get out.

My challenge to HR professionals: If you aren’t managing the standard of conduct toward job applicants at your company, if you aren’t really recruiting, if you’re not creating a competitive edge for your company by developing and training your hires, then you should quit your own job. If you aren’t promoting high business standards within the HR profession, then there’s no reason for HR to exist. Your company can run amuck without you.

To everyone else: How do these problems in HR affect you?

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How can I negotiate an NCA or NDA?

On June 20, 2016

In the June 21, 2016 Ask The Headhunter Newsletter, a reader doesn’t like giving up future opportunities by signing restrictive agreements.

Question

First of all, thanks for writing your columns and educating us folks out here. If we ever form a union, you’ll get my vote for union leader! Anyway, I was wondering about non-competes and NDAs. I know you’re not a lawyer, but I’d like to hear your thoughts on the subject.

valueI can understand why companies want and need non-competes and NDAs, but I feel signing such contracts limits my future job opportunities; at least the ones that would pay me the most. So, I could refuse to sign, and they can refuse to hire me. If I want the job, it seems I’ve gotta bite the bullet. Perhaps I could sign the contract as “Darth Vader” and they won’t notice.

Is there a fair, balanced deal that I could make here? Thanks for your thoughts.

Nick’s Reply

Ouch, you’re hitting a nerve. Non-compete and non-disclosure agreements (NCAs and NDAs) are a sore spot with me because I believe they’re over-used, misused and too often signed. Nonetheless, both documents are becoming more common. Heck, they’re such boilerplate that you might be right — you could sign as Darth Vader and they might never notice! Some companies might just file the darned thing without looking at it any more carefully than they expect you to. But, don’t bet your future on that.

What’s an NDA or NCA?

For those who don’t know what we’re talking about, an NDA is an agreement you sign as an employee prohibiting you from divulging sensitive company information while you work at the company and often after you leave. When you sign an NCA you agree not to compete with your employer (now and when you leave) by soliciting its customers, going to work for a competitor, or through other actions. Sometimes, an NCA and an NDA are rolled into one document.

I think companies often use NCAs and NDAs for no other reason than because “everyone else does it.” The fact is, these agreements are very controversial. In some states NCAs are illegal because they restrict a person’s right to earn a living. Nevertheless, when you take a job, it’s up to you to protect your rights.

There are some legitimate reasons for a company to ask you to sign such agreements; for example, when you’ve worked on a sensitive trade secret that, if leaked, could cost the company a lot of money. It’s up to you to decide what’s reasonable, or to discuss it with an attorney who represents you, not the company.

Negotiate the terms

There’s no reason to get into an argument with a prospective employer about an NCA or NDA. The best thing to do is negotiate it. Because these agreements are often legal boilerplate, a company that really wants to hire you may be willing to negotiate specific terms that you object to. You may be able to get both the compensation deal you want and a comfortable agreement.

Your goal with an NCA or NDA is to limit the constraints. Here are some terms to negotiate:

  • Geography: A 100-mile radius of non-competition may be reasonable, but a blanket “all of the U.S.” or “all the world” is just nuts.
  • Term: One year may be acceptable, but a five-year restriction is not.
  • Competitors: Prohibiting you from working for any company in an entire industry is extreme. Try to get them to list specific companies by name. Make sure the list is short and realistic.

In light of the limit that an NCA or NDA might place on your future job opportunities, I recommend getting quid pro quo. That is, get fair value for anything you relinquish — and work this out before you accept a job, not after you’re on board. An employer has no incentive to re-negotiate an overly restrictive NCA or NDA after you’ve already joined up.

Trade fair value

When a company wants an NDA or NCA to protect its interests, then you should get something to protect yours. Always trade fair value. If a company is going to restrict your ability to earn a living, it should compensate you reasonably.

Get a contract.
If you agree not to go work for a competitor for a year (by signing an NCA), then don’t agree to work “at will,” whereby the company can let you go any time it wants. In exchange for signing an NCA, request an iron-clad employment contract. That way, if the company terminates you, it agrees to keep paying you through the end of your contract. The NCA gives the company protection (perhaps for a year), and the employment contract protects you (for a year also). By asking for a year, you might be able to get six months’ pay, if you consider that sufficient.

Get a severance deal.
Another quid pro quo for an NCA or NDA is a significant guaranteed severance deal. Ask for it, since your choice of next employers will be limited. Negotiate a severance package as a form of compensation for relinquishing your right to compete or to “talk about your work.” (Be careful: A blanket NDA can actually restrict you from talking about work you’ve done that is not even proprietary to the company!)

What might be in a severance package varies. Usually, severance is one week’s pay for each year you worked at a company. But in this case, we’re not talking just about severance; we’re talking about a special deal that compensates you for relinquishing some of your freedom. In my opinion, if you sign a one-year NCA, the company ought to cover you for at least a year after you leave, or until you land a new job that does not violate the agreement. (If that sounds extreme, so is an NCA!)

If the company’s not willing to compensate for protection, then it should not require an NCA or NDA. It should instead keep better control over its proprietary information and avoid divulging to you anything during your employment that might compromise the company when you leave. It’s up to the company to manage its assets — not you.

If any of this perplexes you, it’s smart to consult an attorney. It will cost far more to defend yourself later than it will to protect yourself now. (For some valuable insights from my favorite attorney, Bernie Dietz, see Employment Contracts: Everyone needs promise protection.)

Thanks for your kind words about Ask The Headhunter. But, no thanks — don’t elect me as your union leader!

Have you ever signed an NCA or NDA? Did it come back to bite you? Or, did you negotiate compensation for a fair restriction? How would you advise this reader?

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Banish interview butterflies

On June 13, 2016

In the June 14, 2016 Ask The Headhunter Newsletter, a seasoned job seeker confesses to blubbering during interviews.

Question

No matter how many interviews I go on, or how successful I am, an old culprit appears in job interviews when I least expect it: the butterflies. You know what I mean. Nervousness. B-b-b-blubbering while I gather my thoughts. The sweats. Clammy palms. This should not happen to someone like me. So what should I do when it does — imagine the interviewer sitting on a toilet with their pants down, like a friend of mine suggests? (It doesn’t work!)

Nick’s Reply

butterfliesThanks for bringing up a subject that many people are embarrassed about.

Whether you’re an engineer, a CEO, or a finance jockey, the proverbial butterflies can start fluttering in your stomach during a job interview. Even the best-prepared job candidate can get nervous and come off like a blubbering rookie, and the meeting can suddenly go south. (I’ve never used the porcelain throne image you mentioned, but I know people who claim it works!)

We’ve discussed interview butterflies here on the blog, in Butterflies in your interviews?

I’ve also written about the frightful critters in Fearless Job Hunting, Book 6, Be The Profitable Hire, “Don’t Compete With Yourself,” pp. 2-4, where I suggest using one of several clever gambits to get the interviewer to talk first, while you calm your nerves, and to gain some insights that might help you later in the interview. (For example, ask the manager, “I’m curious — what brought you to this company? Where did you work before?”)

But some of the best insights about dealing with interview nerves have been suggested by readers:

“Just a guess: If you get butterflies in your interview, you’re thinking of it as an interview. Don’t do that. Think of it as a conversation between two professionals on a subject of mutual interest, which is what it should be anyway.”

If you can program your mind this way as you walk into an interview, you’ll be way ahead of your competition — without stumbling. Think of the meeting as your first day on the job. You’ve been hired, and now you need to get to know your boss and understand the work. Don’t behave like a supplicant begging for a job. Behave like an employee discussing your first assignment.

Another reader likes advance planning:

“Use your network to determine who is going to interview you and what their styles are.”

This gives a new meaning to interview preparation. Don’t just study news articles and other facts about the company: research the interviewer! Look the interviewer up online — think LinkedIn and Google, or relevant industry journals. Study the manager’s style and approach. Learn about their background and about other jobs they’ve held, and be ready to pepper them with relevant questions when you need a cognitive break from the Q&A and when you need time to gather your thoughts. This will help you roll with the punches.

Then there’s this assertive approach one reader takes, using the “presentation method” I recommend in The New Interview Instruction Book. (It’s an oldie but goodie, and yes, you can still get a copy.) Don’t just do the interview — control the meeting:

“It’s harder to be confident in an interview when you see it as you answering a series of questions. You’re always anticipating another question that may be difficult to answer in the ‘best’ way, so you’re always on guard. One of the benefits of the presentation method, where you are telling the interviewee what you can do to solve a business problem, is that you are controlling the conversation for a little while.”

My favorite suggestion is from a reader who believes — like I do — that worst-case planning is the best way to avoid nervousness. Always have a last-ditch trick up your sleeve. (I don’t normally suggest using tricks of any kind, but hey, this is a reader’s idea…) It can make you feel virtually invincible, which can change your entire interview for the better, even if you never need to use it. This reader brings props!

“I am the world’s worst conversationalist. When the conversation in the interview begins to fade, usually fairly soon, I whip out my presentation book and point to pictures, graphs, charts, memos, blueprints, schematics, diagrams, procedures, forms, the actual paper napkin with the original concept scrawled on it — everything done in my career created by me.”

In other words, when you get stuck, distract the interviewer while you pull yourself together. Of course, if the props are really good, all the better! Conquer the butterflies before they land.

What do you do to conquer interview butterflies? Post your tricks… er, methods… and let’s debate what works best!

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When job interviews are bad for you

On June 6, 2016

In the June 7, 2016 Ask The Headhunter Newsletter, a job seeker expects more from employers.

Question

Push Back!When a company wants to interview me, I apply your advice and try to exert some control by asking that the hiring manager be present at my first interview. I think it’s inappropriate for an employer to ask me to invest hours of my time without that manager present. It worked recently with a small advertising company, and it actually helped the two-way respect, and I felt more confident talking about the role and compensation.

But, what to do when it’s a large conglomerate, like an Apple or GE? I’m in the hiring process with two large companies (not those) and the process has been difficult and very drawn out. While I’m sure these companies have their reasons for doing it this way, it seems to be a waste of time. I guess you always have to be prepared to walk away. Any advice?

Nick’s Reply

Good for you for pressing to have the hiring manager in the interview when you can! I’m glad you’ve seen it will work to your advantage.

Even if the outcome is that the manager rejects you, at least it’ll be early in the process and you won’t have to waste more time, and at least the rejection will come from the person in charge of the job — not some personnel jockey who doesn’t understand you or the work.

At larger companies, the problem (as you note) is that the hiring process is more rigidly structured. It’s hard to get them to do anything different — like let you meet the manager immediately. While a company may have its reasons, it’s still disrespectful and a waste of time for the applicant to get assessed by someone other than the hiring manager.

And again, you’re right – you must decide whether to walk away.

Finesse the encounter

This is where judgment and finesse come into play. If you really want to work at a company, and there’s no getting around their system, you must decide whether it’s worth the risk you’re taking by complying with a process that isn’t to your advantage. But I don’t think it’s prudent to make a binary decision: Should I comply, or should I walk away? I think it’s a matter of degree:

  • How much control should you concede to the employer?
  • At what point do you draw a line?
  • When do you walk away?

If you keep your wits about you, it’s also a matter of negotiation. It may be worth playing by some of their rules:

  • How flexible are they?
  • What concessions can you get in return for complying with parts of their process?
  • What advantage can you gain?
  • Perhaps most important, what can you learn from this initial give and take?

Collect some data

This is where getting recruited becomes fun. What should you ask for before you enter the lion’s den? You’re not required to attend an interview just because an employer asks. So collect some data points that will help you judge the employer!

  • You’ve already taken one important step: Ask to have the hiring manager present. All they can do is say no.
  • If the first interview will be with HR, ask when will the manager be involved? That is, when will you meet the manager? Get a commitment.
  • What’s the hiring manager’s name? It will be to your advantage to look the manager up on LinkedIn prior to your meeting. (Or, Get the manager’s resume before you interview for the job.)
  • What are the three main objectives of the interview? That is, what’s the employer looking for? (They likely can’t tell you, because hiring is haphazard in most companies.)
  • What are the three key things they want a new hire to accomplish in the first six to twelve months on the job? (Again, they probably don’t know — but it’s worth asking and it’s to your advantage to know.)
  • Get anything that helps you judge the employer and prepare for the first interview.

You might even go this far: Ask this question before you agree to an interview.

Judge the employer

As we’ve said, you’re not going to get all these concessions or information. But this preliminary negotiation is chock full of value. It’s partly to improve your chances in a job interview, but it’s also partly to test the employer. Yes — to test the employer. Some interviews are bad for you. Is this one of them?

  • Do this employer know what it’s doing? (See What’s up with clueless interviewers?)
  • Will they make some concessions to demonstrate respect to you — because they really want to interview you?
  • Or, does it turn out you’re just a piece of meat – and they won’t compromise on anything at all?

Additional Resources

There are many ways to test employers, to push the boundaries, and to gather useful data before you invest time in lengthy interviews:

Fearless Job Hunting, Book 5, Get The Right Employer’s Full Attention:

  • “How to pick worthy companies” — pp. 10-12
  • “Is this a Mickey Mouse operation?” — pp. 13-15
  • “Scuttlebutt: Get the truth about private companies” — pp. 22-24

Fearless Job Hunting, Book 8, Play Hardball With Employers:

  • “Avoid Disaster: Check out the employer” — pp. 11-12
  • “Due Diligence: Don’t take a job without it” — pp. 23-25
  • “Judge the manager” — pp. 26-28

Every concession an employer agrees to or declines early in the process tells you something — it’s a useful data point or signal you can use to your advantage.

Is this “opportunity” really good for you?

When I “go along” because I want a gig (with a new client, for example), I never forget that I’m looking for compromises. If I’m the only one compromising, if I’m the only one who’s agreeable, then I’ll probably be taken advantage of in the end. So, I keep testing, I keep probing, I keep asking, and I keep track of whether and how the other party will bend for my benefit.

Give and take is all part of a good relationship, and you need to know as early as possible what the other guy is willing to do for you. If the employer tells you the application and interview process is “their way or the highway,” then hop the nearest bus.

I think you have it right: Be ready to walk away, but be prudent. Even big companies will sometimes flex when they encounter a candidate they are really interested in. If you haven’t inspired that kind of desire in an employer, then why bother with the process at all? Do you really want to be another beggar at the door?

Make reasonable requests to gain some advantage. And don’t stop too early. For everything they refuse, have another request – and see if they try to meet you somewhere in the middle. That’s the sign of a company that may be worth it, even if their process is clunky.

The reader follows up

Thanks for your response and advice. It’s definitely tough to know when to push boundaries at the biggest companies, but I really liked how you put it: At minimum, test the process a little and collect data points. This is the first time I’ve gone through the hiring process completely solo.

A big thing that I’ve learned is that every step and decision tells you something important about your relationship with that potential employer. It can be hard to understand what’s going on and to capture all the lessons as you move through the process, but your site has been really great in demonstrating how much strategy is involved at almost every step. It has really helped me be mindful of things I would have never considered. Keep it up!

Nick’s Reply

knotLike my old mentor used to say, Use your judgment every step of the way, and do the best you can. And in the end, make choices — don’t let the other guy make them for you.

One of my favorite quotes is from Henri Frederic Amiel:

“To be always ready, a man [or woman] must be able to cut a knot; for everything cannot be untied.”

It’s easy for people to get so caught up with “trying to win” at the interview game that they lose sight of the larger objective: to get a good job, the right job, working with good people in a good company, where future prospects are good. They’re so busy trying to satisfy the employer’s demands that they lose sight of their own needs. Then they get tied up in knots before they realize they’re in a bad situation.

Yes, be ready to walk away, but after you try to get your way, too. I admire your fortitude!

Do you know when to push back on the employment process? Or are you afraid you’ll anger the Interview Gods? What requirements do you make of the employer before you invest your time in interviews? If you just take any interview offered (Hey, I’m not ragging on you) — what problems have you encountered?

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These industries are more likely to screw you on pay

On May 23, 2016

In the May 24, 2016 Ask The Headhunter Newsletter, we dispense with the Q&A and explore some bad news about who’s hogging the profits.

Yes, You’re Getting Screwed

  • While the price of fuel has dropped and airlines and their shareholders run to the bank with higher returns, you pay more to sit in smaller airline seats and to arrive at your destination later.
  • Your stock broker gets rich off the higher fees you pay on your investments, while the value of your portfolio stagnates or declines.

The trend is hardly worth debating — you pay more to get less. And now we know for sure that it’s hitting your paycheck, too: As corporate profits soar, you get paid less for your work.

I love capitalism, but this isn’t capitalism — it’s greed, and it’s putting our economy and our society at risk because it’s devaluing the work you do and killing your motivation to be more productive.

greedyA banker’s story

The irony is that a guy at JP Morgan Chase — a big bank making big bucks — has spilled the beans. Bloomberg reports that JPM’s chief economist, Michael Feroli, recently published a research note that reveals — Ta-Da! — “workers’ slice of the economic pie is getting smaller.”

It’s doubly ironic because JP Morgan’s first-quarter profits beat estimates — while the firm slashed bankers’ pay. Even the bankers that are screwing us are getting screwed!

Feroli sharpens the point and explains the connection: As big business gets bigger, there’s a clear link between increasing concentration of ownership and “labor’s declining share… of the value a company creates.”

Which is the long way of saying, you’re getting the shaft while The Man gets richer. The owners of those industries make out while your paycheck gets smaller.

Sheesh — I never thought I’d find myself talking like a workers’ rights nut.

It’s worse than unfair pay

So I’ll make myself clear: While I worry about workers, I worry far more about the gross imbalance between the value of work and what people get paid to do it. Even more than I worry about tired employees’ families going hungry due to stagnant wages and salaries, I worry that American productivity and ingenuity are at risk — because who’s going to be productive and inventive if that behavior is not going to pay off?

It’s worse than you getting paid less. Our entire economic system is at risk because the concentration of ownership and wealth has reached such critical mass that it seems it’s going to destroy itself by ignoring a basic tenet of capitalism — at least according to my definition: Profits spur motivation to do more profitable work when those that create profit enjoy the rewards.

What happens when workers — at any level and in any kind of job — see where the profits are going? I think it spells trouble.

Is Feroli right?

Rather than discussing the regular Ask The Headhunter Q&A column this week, I’d like to ask you to please read Peter Coy’s short article about Feroli’s work in Bloomberg Businessweek: Rising Profits Don’t Lift Workers’ Boats.

And then, if you dare, skim a report written by Jason Furman, chairman of the president’s Council of Economic Advisers: Benefits of Competition and Indicators of Market Power. It’s dense, and one of Furman’s conclusions will seem obvious:

“When firms take action to impede competition, through anticompetitive mergers, exclusionary conduct, collusive agreements with rivals, or rent-seeking regulation to restrict entry, their profitability may increase, but at the cost of even greater reductions in consumer welfare and societal benefits.”

Feroli used this report to map where the value created by various industries goes — and to draw the troubling conclusion that…

“…industries with more concentrated ownership… pay out their extra profits to shareholders, or to the government in taxes, but not to workers.”

He notes that between 1997 and 2012, in transportation and warehousing, the “share of business accounted for by the top 50 companies rose by 11.4 percentage points,” while in health care and social assistance, it fell 1.5%. What’s telling is that between 1999-2014, in transportation and warehousing, the share of profits paid to employees fell 7.6% — the biggest drop of any industry in the study — while in health care and social assistance, employees’ share of profits rose 1. 8 percentage points.

Draw your own conclusions. Then let’s talk about whether you’re getting paid less — and whether it’s because a concentration of ownership and wealth doesn’t reward the people who come up with the ideas, do the work, and create the wealth.

This week’s takeaway

Since this is Ask The Headhunter and my purpose is to give you a takeaway to help you be more successful — here it is, based on the sources I’ve discussed above: It seems you’ll earn better pay working in an industry where there’s more competition and less concentration of ownership. So pick your job targets wisely.

Feroli’s and Furman’s work suggests, for example, that the healthcare industry pays more of its income to employees, while the transportation and warehousing industries (which includes airlines and railroads) pocket more of the profits and leave workers in the lurch.

Here’s how various industries stack up in terms of the revenue share controlled by their 50 biggest players. According to Bloomberg, Feroli’s analysis suggests “the share workers got tended to decline in industries where there’s more consolidation.” That is, when more revenues are controlled by a smaller number of firms (“consolidation”), the less that industry is likely to pay to its workers.

cea-table

Of course, being the smart little community you are, you already know which industries are the problem…

If you need help assessing specific employers, these Fearless Job Hunting books will help you with these specific issues:

FJH-5Book 5: Get The Right Employer’s Full Attention

+ How to pick worthy companies (pp. 10-12)
+ Is this a Mickey Mouse operation? (pp. 13-15)
+ Scuttlebutt: Get the truth about private companies (pp. 22-24)

.

FJH-8Book 8: Play Hardball With Employers

+ Avoid Disaster: Check out the employer (pp. 11-12)
+ Due Diligence: Don’t take a job without it (pp. 23-25)
+ Judge the manager (pp. 26-28)

.

How can you tip the balance back towards making your work more profitable to you — when your work is profitable for your employer? Or has our economy shifted so far that it’s going to tip over? In your experience, which industries share the wealth — and which of them pocket the profits you help produce?

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Why do job applicants insult employers?

On May 16, 2016

In the May 17, 2016 Ask The Headhunter Newsletter, an employer is miffed at a good but cocky job applicant.

Question

We received a resume which looked very good. The applicant appeared to have all the skills we are looking for, and would have gone straight to the top of the list, but the resume was submitted with an e-mail that read:

thumb-nose“If you are intelligent enough you will find that I’m everything you’re looking for and more. If you are not, then keep on looking…”

I understand people are trying to get noticed, but this comes across as arrogant and insulting. In the body of the resume, the candidate describes himself as, “Friendly, well-liked individual with a good sense of humor (at least I think so).”

If he was trying to be funny with his e-mail, he missed the mark. If he had omitted the e-mail comments entirely, he would have been called for an interview.

We are a small company and personality is a large part of what we look for in a candidate. Why would a candidate go out of their way to insult a potential employer? What are your thoughts on such bold statements when submitting resumes?

Nick’s Reply

I’ll tell you exactly why the candidate wrote that note: He’s frustrated and exasperated with employers who waste his time again and again. Perhaps not you — but it’s happened so much that he sees no risk in being so bold.

Your company may be different, but the sad story today is that employers in general behave poorly and irresponsibly when hiring. They believe that because millions of resumes are available essentially for free online, they can interview all the candidates they want without recognizing a good hire — and continue interviewing without any obligation to candidates who match requirements. (See Systemic Recruitment Fraud: How employers fund America’s jobs crisis.)

Is your company part of a frustrating employment ecosystem?

Good employers who recruit and hire thoughtfully and treat candidates with respect are rare today. I believe the problem is an over-reliance on automation. LinkedIn and Indeed have sold employers a bill of goods – “We guarantee you the perfect candidate if you submit as many keywords as possible… and if you just keep searching our database… eventually, you’ll find your perfect fit.”

Employers who buy into this nonsense start running through applicants like paper towels. This particular applicant is fed up and probably doesn’t care any more whom he offends. That’s not wise. He should stop sending out random resumes, start relying on personal contacts, and emphasize respect. But so should employers.

(To get an idea of how big this frustration is, please see David Hunt’s excellect expose, “The Perfect Fit, Isn’t.”)

I think the recruiting tools that HR departments rely on are the root of this problem. HR’s systems program job seekers to apply for any job they find. HR has convinced job seekers that it’s a numbers and key-words game.

Then the whole thing blows up. HR complains of a “talent shortage” when we’re in the biggest talent glut America has ever seen. Candidates complain they are treated like commodities. And, finally, you get a note like that. It’s silly for any candidate who doesn’t know you to suggest he’s everything you’re looking for — until you consider that you probably advertised your position using keywords. If the candidate matches all those keywords, then he’s right — he is indeed “everything you’re looking for.”

Clean up your recruiting ecosystem

So the next thing to do is look at how you recruit. Is your method fair and reasonable, or is it contributing to a form of dumbed-down “matching” that encourages job applicants to view you with suspicion?

When reasonable people — like your “top of the list” candidate — start showing their frustration, it’s usually a sign that something is wrong. Your company may not be guilty, but your peer companies may be creating a communal problem. That affects your business — so, what are you doing about it?

I give you credit for trying to understand what’s going on. Otherwise-smart employers and candidates are doing imprudent things — because they’re frustrated. The system has to be changed, and I believe it’s up to employers to take the lead, since they’re the ones who own the jobs and spend the money.

Here are some suggestions:

  • Attend a chamber of commerce meeting. Work with other employers on standards of recruiting behavior. Raise them.
  • Ask your HR team to survey other employers: How do they treat job candidates?
  • Work with other employers: Improve the employment ecosystem for everyone’s benefit.

I don’t think the applicant in question was trying to be funny. If you think he’s a good fit, I’d pick up the phone and shock him with a call — and ask him politely why he seems so frustrated. If he’s rude, hang up. But my guess is you might meet a solid, engaging person who’s just fed up with the system. He might be a gem.

(Consider the other side of this: Job applicants often interview with employers even after they’ve been insulted by ridiculous online application forms. Don’t be so quick to judge people before you actually meet them.)

I wrote so much about this because it’s a huge problem in our employment system. I think job seekers who behave badly sometimes do it because they feel abused and at a disadvantage. I’m tickled to see an employer pausing to think about what’s really going on. I enjoyed your thoughtful note. But I’d like to know, what are you going to do about this problem?

Do you get cocky with employers? If you’re an employer, how do you deal with good candidates who seem to have an attitude? Is everyone on edge because the employment system is so broken?

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New grad gets railroaded out of first job

On May 9, 2016

In the May 10, 2016 Ask The Headhunter Newsletter, a new grad becomes the fall guy for HR.

Question

I am a new college graduate (male), with only three months’ work experience. This is (was) my very first job. I am working through a temp agency that has me on its payroll. I’ve been given no training. It’s not clear who is actually my boss, though several managers give me work. I put all my heart and my enthusiasm into it. I tried to reach out for help and advice to my temp agency liaison, without any of my calls being returned.

cut-it-outThe big problem is I started to be sexually harassed by a woman co-worker. (I am gay.) This became very uncomfortable. When I finally reached my temp agency, they told me to talk to the woman and tell her (nicely) to take it easy. When I spoke with her, she seemed okay, but then she sent me a very disturbing passive-aggressive e-mail. I forwarded that to my agency and to my on-site manager.

On a Friday, both of us were called in to HR, and HR gave me the option to leave or to stay. I chose to leave as I was really uncomfortable working there anymore. We said our good-byes and I left. Nobody at my agency would return my calls. On Monday, the agency left me a voicemail stating that because of the unprofessional way I behaved and because I resigned without two weeks’ notice, they cannot represent me anymore.

If I feel conflicted about my work environment, unsafe I might say, how can I get back to work there? Shouldn’t my temp agency at least listen to my version of the story? Thank you.

Nick’s Reply

I’m sorry you had such a lousy first-job experience. I think you were railroaded out of your job by the HR department because you complained, and your agency has dumped you because they don’t want to buck their client. Regardless of who was at fault, the process for handling your complaint is clearly faulty.

While you were justified to complain, some companies just don’t like dealing with difficult situations like this. Their “solution” is to get rid of the employee who complains. That’s wrong. They should have initiated a review of what happened, and no matter who was at fault, an ultimatum is not the appropriate solution. At the very least they should have documented what happened and communicated with you in writing. Since they didn’t, they may have a legal problem.

My guess is that because you’re new to work, they figured they could intimidate you out of your job. They succeeded. Don’t feel bad – you’re still learning what your rights are at work.

Most important, what you’ve learned is that this employer and this agency have no integrity. They’re not worth working for. They’re not fair. They took the easy way out of this difficult situation.

I don’t blame you for opting to leave, but I believe you may have a legal case if you choose to pursue it. I’d start by talking with your state’s department of labor. Explain what happened, and ask for their advice about your options. It makes no sense that, after HR pushed you to leave, they consider this a case of resignation without notice!

Or, talk with an attorney who specializes in employment discrimination. I’m not a lawyer and I do not give legal advice. Some lawyers will give you an initial consultation at no charge – check that up front before you meet with one. Just make sure it’s an employment law specialist. Getting legal advice does not mean you’re going to sue – it’s a way to find out what your legal options are. Sometimes the solution is for the lawyer to send a nastygram to the employer — and a settlement is made. Sometimes it gets more complicated. Find out from the lawyer how this can be handled.

It really angers me when an employee – especially someone just starting out – is treated this way by an employer (not to mention the other employee). You must decide whether to move on or to get legal advice.

To answer your specific questions:

  • If you feel conflicted or unsafe in a work environment, stay away from it. Why would you want to go back to work there?
  • Yes, your agency should listen to your story. What they did was wrong.

If you believe you did nothing wrong, then you should decide whether you want to work with people who are doing something wrong. I’m not sure what you think would be different if your job were reinstated — or why you’d want to work with people like this. My advice is, don’t. Find an employer or an agency with integrity. And decide whether to take legal action. This may be helpful: New Grads: How to get in the door without experience.

I wish you the best. There are lots of good employers out there. It’s important to look more carefully at a company before you join up. See How can I find the truth about a company? and Get the manager’s resume before you interview for the job.

There are two big issues in this week’s Q&A — the special challenges new grads face at their first jobs, and discrimination. What did you experience as a new grad at your first job? Have you faced blatant discrimination like this employee did? What advice would you offer?

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The Intimidated Job Applicant: Pay me whatever you like!

On May 2, 2016

In the May 3, 2016 Ask The Headhunter Newsletter, a wishful job seeker tries pandering to employers.

Question

I was reading your advice about when to bring up money in a job interview. The advice from outplacement firm Challenger Gray & Christmas here in Chicago is to never bring up compensation until an offer is made.

Puppy beggingWith the job market being more favorable to employers, they suggest that getting into the dialog too early can remove you from consideration quickly. While none of us wants to waste time going through the motions only to discover the salary may be too low, it may be more important to stay in the game as long as you can, getting them to like you. It gives you more of an opportunity to sell yourself, too.

When the salary question comes up too early in the discussion by the employer, they are not focusing on what you can bring to the table. So, when they ask you what you expect to earn, I was told to respond with, “This is a great company/organization, etc. I’m sure you’ll be fair.”

This throws the ball back in their court. If you stay in the game long enough, and they really like you, you could be offered something else or better.

Nick’s Reply

So Challenger Gray & Christmas told you to warily stroke the employer and say, “This is a great company or organization, etc. I’m sure you’ll be fair.” — hoping they’re going to like you and thus not abuse you. Pandering is not a negotiating strategy.

Why am I not surprised at the advice you were given? If your employer paid CG&C to help outplace you, consider that outplacement firms get paid whether you land a job or not. It’s unbelievable that any employer would hire a firm like this to spoon-feed pablum to the people it’s letting go.

The outplacement mistake

Let’s discuss outplacement for a minute. Here’s a cautionary note from Parting Company | How to leave your job, p. 30:

Outplacement might be helpful, but never forget that you are responsible for your next career step. Don’t be lulled into thinking that a high-priced consultant — who works for your former employer — has any real skin in your future. The skin is yours alone…

Outplacement might extend your unemployment, rather than help you land the right new job expeditiously. So, take ownership of your status, and maybe put some extra cash in your pocket. Here’s how.

Some employers will give you cash in lieu of outplacement services, if you ask. (You might have to sign a release to get it. Talk to your lawyer.) This might be the best deal, and it might help you get into high job-hunting gear faster. If you decide to spend that cash on assistance from an outplacement firm that has excellent references, that’s up to you — you’ll get to choose the firm and the counselor. If you use the money to tide you over while you conduct your own job search, that’s also up to you.

It helps to understand how the outplacement industry works. This is from Fearless Job Hunting, Book 3: Get in The Door (way ahead of your competition), pp. 12-13:

Big outplacement firms have a business model. Their objective is not to help you land a good job. The goal is to sell multi-million dollar counseling contracts to big employers that are downsizing. Almost by definition, your individual needs cannot be met by the packaged services these outplacement firms sell. If they really wanted to help you, they’d arrange personal introductions to managers who need you. They don’t do that, because that won’t win them a new gig. To win big contracts, these outplacement firms have to demonstrate a cookie-cutter process for handling thousands of newly-unemployed people. Their clients buy that process, and the more structured it looks, the more it appears to be worth… It’s too generic to work.

The last thing you need is a cookie-cutter approach to job hunting. If you want to stand out, you must make it personal. And that takes time, careful thought, and diligence. Every situation is unique, so these packaged methods you’ve been given aren’t going to work.

Outplacement that someone else chooses for you and pays for could be the biggest mistake you make when trying to land a new job after you get laid off.

Wishful thinking is not business

Let me explain why that lame, over-used response would reveal you to be naive and unsophisticated. It tells the employer that (1) you don’t know what you want or are worth, and that (2) you don’t know how to negotiate.

How businesslike is that?

Let’s say you were applying for a top sales position, and the VP of Sales asked how you’d respond to a prospective customer who asks, “How much do you want me to pay for what you’re selling?” Suppose you gave the CG&C response: “You’re a great company. I’m sure you’ll be fair.”

The VP would never hire you because you’re failing to negotiate by communicating the value of your product. You’re pretending the other guy will figure it out. If you worked for him, he’d fire you — and I’d compliment him.

Wishful thinking is not a sales strategy or a negotiating strategy. It’s childish, naive, and dangerous.

CG&C’s response is canned, silly, thoughtless and nothing but a sign that the applicant has no business in a job interview. Please: Don’t do it.

Negotiating is not a game of appeasement

Many job seekers are intimidated in interviews. And a common, visceral response to intimidation is to appease who frightens or intimidates  you. Trying to be likeable is a childish form of appeasement.

dog bonesIf you think trying to be likeable and saying “I’m sure you’ll be fair” will help you “stay in the game” longer, you’re going to lose because the employer will take advantage of the fact that you invested all that time — and correctly surmise that you’re going to take whatever they offer you. This is one of the oldest psychological tricks used in negotiating — look up cognitive dissonance. People have a tendency to rationalize and accept lousy job offers because they’ve spent so many hours in interviews.

There’s another side to this. If you continue interviewing while knowing an offer is not likely to be in your acceptable ballpark, and then you try to “sell” the employer on a much higher salary, do you really think they’re not going to get upset with you for misleading them?

Don’t play games so you can “stay in the game,” because interviewing and hiring is not a game.

  • Learn how to calculate what you’re worth, so that you’re prepared to ask for a compensation range you can defend. That demonstrates you know what you want. (See How much money should I ask for?)
  • Learn how to ask the salary range of a position before you invest in interviews — that’s how to establish your negotiating position. It also shows the employer you’re not counting on being likeable; you’re prepared to demonstrate your value and to justify what you’re asking for. (See Ask this question before you agree to an interview. Yes, CG&C is so wrong that you should explicitly talk about money even before going to a job interview!)

You’re not a puppy. You don’t need to be meek and likeable so an employer might throw you a bone. I think Challenger Gray & Christmas are wasting your time and that of the employers you’re talking to — not to mention wasting your old employer’s money.

Do employers intimidate you in job interviews? Are you ready to state what you want? Do you ask what the employer is ready to pay? Have you used outplacement services? How did it work out?

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