re: Ethics of job-interview testing

[eric -dot- dunn -at- ca -dot- transport -dot- bombardier -dot- com]

I've participated in a discussion off-list and been asked a couple of 
times about how to answer the 'salary question'. I figure I may as well 
respond to the list. I guess there are already a number of posts from me 
in the archives that cover my thoughts on the issue. One more shouldn't 
hurt.

Really, I just avoid doing it at all costs (much like I avoid answering 
the touchy-feely HR personality typing questions). If applying in writing 
I do not include it. When asked in person, I state that TOTAL remuneration 
has to be considered. If they get nasty and insistent, I'd give a range 
that encompasses 10's of thousands but be clear that vacation, benefits, 
freebies, work environment, responsibilities, and expectations all count 
towards figuring out whether I find the offer acceptable.

The discussion can often be shut down by asking about HR policies 
regarding raises, bonuses, and salary levels and adjustments. I now go so 
far as saying if salary adjustments to 'equalise' pay across a salary 
level are part of the annual review, then I insist that I be given 
assurances that the offer is 'above average' for the company. Regardless, 
if we are to begin talking about salary, I insist on leaving with a full 
understanding of salary review and adjustment procedures and the 
expectations I should have.

Another tactic, is as soon as 'salary requirements' is raised, say "So 
you're offering me the position? Great, what is included with the pay 
packet and we can start negotiating."

Try and play it like a used car salesman (although it's you you're trying 
to sell). If they want to talk prices, they better be prepared to sign a 
contract before you leave.

I once went so far and said "I'm not certain that it's appropriate to 
discuss at this stage. Why do you need to know?", which was followed by 
them say they didn't want to waste time if they couldn't meet my 
requirements. I then responded "Well, you're the one with the budget. 
What's the maximum you're prepared to pay and what qualifications do I 
need to get the maximum?". They paused, then simply commented I had a 
point and uncomfortably continued the interview based on experience and 
qualifications. And it didn't turn them off, I was asked back for the next 
round. In another case, they responded with "Well we feel the local market 
is between X$ and Y$." which gave me a great piece of information on 
current local rates.

It was noted that these approaches don't apply to ads that  require salary 
expectations be included with the résumé.  I always figured that "In line 
with corporate policy and current market prices and reflecting duties, 
responsibilities, and additional benefits package"  is a perfectly 
reasonable expectation. ;)

A like minded correspondent takes delight in responding to ads with salary
and benefits described as "competitive" or "commensurate with 
qualifications," but also
say, "submit résumé with salary expectations," with expectations listed as 
"competitive," or "commensurate with the value and
requirements of the position."


Eric L. Dunn
Senior Technical Writer

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