Advice Line | Bob Lewis | InfoWorld | Why not just put all cards on the table, face up? | October 27, 2007 12:39 PM

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Why not just put all cards on the table, face up?

October 27, 2007 | Comments: (0)

Why not just put all cards on the table, face up?

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As a matter of curiosity, I'd like to ask Bob and the commenters who agreed with Bob, what exactly is wrong with Mr. Drowning ("An excellent pickle," Advice Line, 10/17/2007) telling the first company exactly the truth - more or less as he describes it to Bob? And for that matter, why not tell the second company the same truth at the interview?

Some "pros": since in either case he hasn't made a binding agreement with the first company, both sides can walk from the deal. But if he tells the truth they know they are walking away form someone who at least has the merit to get other interviews (the truth), whereas they might walk away thinking Mr. Drowning is an unjustified waffler (a falsehood, I assume).

The knowledge of the interview may cause the company to improve its offer.

At the interview the knowledge of the other offer almost certainly will increase Mr. Drowning's perceived value.

Both companies are 'bidding' Mr. Drowning get expect to get something closer to his real market value -- which is the fundamental principle we believe in, isn't it?

So what's wrong with telling the truth?

- Prefer the truth

Dear PtT ...

First of all, I recommended that Drowning tell the truth. Not the whole truth with full disclosure, but an honest statement nonetheless (that he had previous obligations). Full disclosure isn't an obligation for a job applicant anyway (simple example: When you disclose your current salary you weaken your ability to negotiate).

Here's why full disclosure is a bad choice. Depending on the circumstances, the organization that made the offer might decide to withdraw it - not to retaliate, but to avoid a risk.

It works like this: I've interviewed five candidates for an open position. I narrowed it down to two finalists and chose one of them as the best candidate.

In the meantime, the other four all continue their job searches. At any moment, each of them might receive an offer at which point they aren't available to be hired.

So I hear from my #1 choice who tells me he's waiting to see of another company will make him a better offer. I can:

Offer him more in exchange for an immediate decision.

Call #2 and offer the job, can-you-start-immediately? for the originally planned compensation.

Wait for #1 to make the decision, possibly losing both him and the #2 candidate.

Since the second bullet is a likely outcome, my correspondent is, I think, better off being more vague in the reasons he can't start right away.

- Bob

Posted by Bob Lewis on October 27, 2007 12:39 PM

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