Prevarication: n; Avoidance of plain dealing or straightforward statement of the truth; evasion, quibbling
I often find that during job search the anxiety to get an offer heightens as my clients find that they are losing valuable time in the “long” selection process. It also heightens when there is much activity on different fronts, but without a solid offer from anyone. The level of anxiety is high for those, who have been out of work for a while. So, they often call me with a sheepish tone in their voice to check with me if they can precipitate action by either misleading their potential employer (I just got an offer from another company I was pursuing, but your company is my preferred choice) or by jumping the gun and discounting themselves (I am willing to consider a lower position) to panic them into action.
In all the cases I have witnessed these shenanigans rarely work. In fact, they often backfire (“In that case I suggest that you go ahead and accept that offer.”)
Why is that?
I think that the main reason for this reaction to a misleading statement is two-fold: when the employer is not ready to move forward it is difficult to “blackmail” them into action, no matter how ready you feel that they should be to make you that offer; and, secondly—and more importantly—no matter how clever you think that you are at concealing the reality of your situation there is often a telltale odor to that lie, which they can smell. Either way it is game-over for you! And, the worst part of this outcome is that you will spend countless nights lying awake wondering if you might have handled this differently to create an outcome you really wanted.
So, what have I learned from these experiences from hundreds of clients who have suffered this fate? Well, here is my summary:
- When you are job searching create a planned pipeline of prospects and manage that pipeline in a strategic way. At any given time you must have 3-5 targets in line for action at or near the same level of activity (initial screening, second interview rounds, etc.).
- You must learn how to leverage the momentum from one front onto another (“I just got a second-round interview call from Google, and they seem to be moving faster than I expected”). I have found that this often works well unless of course, here, too, you are prevaricating!
- As these interviews and the selection process steps are ratcheting up to conclusion, keep in touch with each target that you are pursuing. Find a champion at each target and keep in touch with them with honesty and openness. I find that these champions can often help you finesse the final action that would be hard for you to do on your own. Do not ever lie to these people, because if you do, again, it is game-over for you!
- When you send thank-you notes explicitly state why you are so interested in their company and in joining their team. Simple pleas like, I sincerely hope that you’ll consider bringing me on board as a key member of your program team, and seeing the difference I will make in how projects will be released on time, carry far more weight than any call you make under the pretext of action on another front.
- Always remember that hiring someone is rarely a priority for most companies. Everyone is too busy fighting the daily fires. Many hiring managers consider hiring someone as a major imposition, despite the relief they get when onboarding a new person on their team. Also, if you are out of work and trying to get back in, your perception of elapsed time is highly warped (one week gone may seem like a month to you); exactly the opposite it true at the other end (I thought we just saw you last week, and not last month!). So, be patient.
- Being honest also applies for all matters related to your job search: salary, title, responsibilities, and duration. With the open LinkedIn Profiles it is much harder to hide the reality of your past. Even salary can be checked indirectly. In fact, many companies retain a third-party background investigator, who may ask you for your W-2s. Here if you are caught in a lie then it is much harder to explain that lie. You do not want to blow your chances at this advanced a stage of the selection process.
- Do not hold your past salary, title, and responsibilities hostage to your next job. It is not that difficult to provide a clear statement of your value in the job you are seeking and then anchoring the salary, title, and other parameters to that discussion. This way you do not need to exaggerate your past; you merely promise what you can do and then deliver on that promise—a much more practicable approach to getting what you want.
- Do not overreach during the selection or interview process. You may turn off the hiring manager by your boastful manner; under promise and over deliver.
- Learn how to negotiate when you get multiple offers. Do not merely focus on the compensation as your final selection criterion. Look at how the new job will help you gather some career momentum in the right direction.
10. Once you make the final selection be gracious about declining the other offers. Treat them as though you would be interested in joining them at some other time.
Good luck!