CAREERS NOW 01-28-07

Why Employers Should Think Twice About Using Social Networks

DEAR JOYCE: I own a small business and I'm planning to hire two senior-level employees. I read your recent column about job seekers using social networks to find employment. Have you commented on the trend from the employer's perspective? - B.R.

Not yet but today Scott Erker, senior vice president for selection systems of a leading human resource consulting firm, DDI (Development Dimensions International; www.ddiworld.com), offers four reasons why employers should think twice before logging on to a social networking site to check out a prospective employee's online profile:

1. VOYEURISTIC TRAP. Job seekers are putting enormous amounts of information about themselves in online profiles but much of it may not be relevant to the job. All of this information may create biases you'll have to overcome to make a sound judgment about a candidate. If you choose to review a plethora of personal information, you set yourself up for subconscious stereotyping.

2. LEGAL EXPOSURE. Suppose you uncover information about a candidate's sexual orientation or religious beliefs, for example, and if that knowledge causes you to make a discriminatory hiring decision, you could be courting legal problems. The fact that a candidate has put the information online does not make it fair game to be used as a litmus test for your personal values.

3. DUBIOUS DATA. Information found on networking sites can be untrue and inflated. Whether the data relates to education, experience or extracurricular activities, don't take it as gospel. Instead, use confirmable sources for candidate information.

4. OVERLOOKED TALENT. You may pass on quality candidates if you base evaluations on their online postings that reveal youthful indiscretions, personal beliefs and lifestyle. Ask yourself: Is this information pertinent to the candidate's qualifications for the job? Unless there's a strong emphasis on alcohol or drug use, resist the inclination to reject a 22-year-old who otherwise may be highly qualified for an entry-level position.

Erker's points are directed at employers but job seekers can read them with a mirror: Be aware of how you paint yourself even when you are 22 years old.

DEAR JOYCE: I am going to interview with a company where I previously worked. When I spoke to the HR rep about the position, she asked me about my salary requirements. I named a figure very close to the amount the company's job posting stated. The rep replied that my figure is the higher end of it.

Does this mean that during the interview I should say the job ad cited a specific amount and ask if that figure is correct - and then say I am negotiable? I worry that despite my great qualifications that fit the position, the company may be looking for a person willing to accept less than the advertised starting salary. Your thoughts? - T.C.

Here are the thoughts of an ace on salary negotiation, Jack Chapman, author of "Negotiating Your Salary: How to Make $1000 a Minute" (www.salarynegotiations.com." Chapman says:

You wonder if the company is looking for a bargain - a person willing to accept less than is advertised - which might disqualify you. Everyone looks for bargains. Take their mind off big numbers until they recognize your big bargain value. But saying "I'm flexible" is not your best option. That phrase sounds like you're all too agreeable to settle for less. Instead:

- Get them to see how good the fit is. Where you can, put dollar values on your experience: "Being familiar with the culture and workings of this company from my last tenure here, I think I can handle half-again as many accounts as someone new; that could be $20,000 to $30,000 extra account value."

- After establishing rapport, do the hire-the-best gambit: "By the way, I noticed that your job posting and HR representative said the salary range is somewhere about $Low to $High. I presume the actual salary would vary with each candidate, depending on how well they fit. Is that right?" (They'll agree.) "Great, I'm sure it will all work out when we get to that point. What else would you like to discuss about me and the job?

- When the time comes for negotiations, bring in objective data you obtained from the Internet, plus some evidence of what makes you a better-than-average fit so you deserve a better-than-average salary."

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