A RECRUITER’S ROLE

Your interviews and offer are usually coordinated by a company recruiter or human resources representative. The recruiter is responsible for the scheduling and logistical aspects of your interview, including reimbursing you for travel or lodging expenses. Recruiters aren’t usually involved in the hiring decision, but may pass on information about you to those who are. They are also usually the ones who call you back about your offer and handle compensation negotiations.

Recruiters are usually good at what they do. The vast majority of recruiters are honorable people deserving of your respect and courtesy. Nevertheless, don’t let their friendliness fool you into thinking that their job is to help you; their job is to get you to sign with their company as quickly as possible for as little money as possible. As with headhunters, you need to understand the position recruiters are in so that you understand how they behave:

• Recruiters may focus on a...