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The Boston Globe
Job Doc

Trust intuition in salary disclosure

By Linda Lerner, 6/12/05


I'm a programmer. I've been interviewing at an employer I really like, and there are signs they are very interested in me. I had deferred all salary discussions, including my salary history, in large part because I was a highly paid independent contractor for the past four years, and I didn't want to scare the interviewer off. Today, he called one of my references, who told him my salary history. Should I call this prospective employer and say that I'm not expecting high rates? Or should I let this stand as the first act in our salary negotiation?

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Imagine the scenario if you call the employer: You would say that one of your references revealed information about your salary history that may be misleading. You could then say something like: ''I understand that to cover the benefits expenses that I have had to pay out-of-pocket, my compensation as an independent consultant has been significantly higher than my base salary would be as a full-time employee. I am very interested in this position, which I feel is an excellent fit for my background and experience, and I am certain that we could negotiate a compensation package that would be mutually agreeable.''

The advantage of your calling the employer is that it may help to alleviate anxiety about your reference's indiscretion and give you a sense that you now have taken back some control of the interview process. You delayed the salary question as long as possible, so the employer is interested in you regardless of your price tag. Now you would be putting the salary issue on the table and forcing the employer to address it.

The possible disadvantages of this approach are several: It forces the salary question into the spotlight, and perhaps gives it even more importance than it deserves.

But it has the appearance of a cover-up between you and your reference. Also, you run the risk of a premature showdown over salary, if that isn't the next step in the hiring process.

If you choose not to call the employer, wait until the employer contacts you. Imagine that he asks you to come in for another interview or to negotiate a salary offer.

You could approach your negotiation as you would have originally, ignoring the fact that you knew your reference had discussed your salary history. The advantage of this might be that the employer would take the knowledge that he had gained from your reference into account, and begin the negotiation on the higher side. The disadvantage of waiting might be that the employer would assume that you are too expensive for the budget. If that is the case, would you truly want to work for an employer who would eliminate a strong applicant because of salary history?

My best advice is to think through the two scenarios. In the end, you need to trust your intuition about which scenario would most work in your favor.

In the future, you might want to discuss the salary issue with all your references. Ask them to refrain from disclosing your salary history to potential employers. Your salary history as a consultant is inflated in comparison to your salary expectations as a full-time employee, and is therefore not directly relevant to present salary negotiations.

Relocating without job isn't the only choice

I have a good position in Web development. The problem is I live in the Midwest and I am miserable here. I've applied for several jobs in Boston, where I would love to live, but with little success. I suspect the main reason for this is because I'm not local. I've considered leaving my current job and moving to Boston, in the hope of landing a new job once I actually live there. I'm young, single, and have a decent amount of savings. I also do freelance work for extra income. Would this be crazy? Or should I stay in the Midwest and keep on diligently applying for Boston jobs while I'm still employed?

As you mention that you have some savings and are confident that you could find comparable employment in Boston, relocation without a job may be feasible. Only you know that for sure.

There does seem to be a bias against hiring from out of state, if there is abundant local talent available. Also, job searching remotely usually means that you are unable to take advantage of opportunities to network.

You describe your situation as offering only two possible options: staying in your present job, and job hunting long distance to Boston; or leaving your current job and relocating to Boston prior to securing another position. However, here's a third option: There might be a way you could continue to do Web development for your current employer without living in the Midwest. It would seem that your field lends itself to alternative work arrangements, such as working remotely. Perhaps you could explain to your supervisor that you are relocating to the Boston area but that you would like to continue working for your present employer, perhaps as a freelancer, if he is unwilling to keep you as an employee. You could have a similar conversation with your other freelance contracts. If you are able to retain a few of your contracts, especially if one of them is the company you are now working for, you would feel less financial pressure to find employment in Boston.

Reveal disability only if it's to your advantage

I am a Navy veteran, and I reflect my service on my resume. Should I put on my resume that I am a disabled veteran or should I just leave that part out? I was diagnosed with hypertension and receive a small pension each month. Does this status harm or help my chances of being hired? I am 35 in great health otherwise.

Indicate your status as a disabled veteran only when it will give you preferential treatment, for example, if you are applying for aposition with the federal government. For all other positions, you do not need to reveal any disability, unless you are asking for accommodations for that disability on the job. I am assuming, because you say you are in great health otherwise, that your hypertension will not keep you from finding or keeping a job.

For additional help with your job search, contact the local veterans employment representative at a One-Stop Career Center (see www.detma.org for the location nearest you), or the information office of the Veterans Administration Regional Office in the JFK Building, Government Center, Boston.

Linda Lerner is a Boston-based executive coach and a human resources consultant.


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