News Director's playbook: The Pez Dispenser gambit

"Let me work out some details and call you Monday."

Nope, not a line after a good night kiss on Saturday night, but a standard come-on delivered by a News Director to a prospective employee. Tease writers have nothing on managers when it comes to dangling the carrot, as this high stakes game of poker can get you to go "all in" when you don't have many cards to play.

While some NDs will actually call when they say they'll call, many play this little game which has its roots in courtship. Remember the "Pez Dispenser" episode on Seinfeld when George wants to maintain the upper "hand" by acting indifferent toward his girlfriend? She's ready to dump George, but when she thinks he's going to dump her, she has to keep the relationship going. She vows to "make it work."

Same holds true in TV News. If you want someone to be interested in you, play it cool. Don't be desperate. While you don't always hold the bargaining power, you do have some. And you owe it to yourself and your future paycheck to keep as much as possible.

The scenario: You're called by a ND for a job opening, flown in, taken for a nice dinner, put up in a fancy hotel. Everything seems to be a good fit. You like the staff, the staff seems to like you. Even better, the boss likes you. He drops you at the airport and says, "You'll hear from me on Monday." You could fly home without a plane. Even the airline pretzels taste good.

The weekend is an agonizing exercise in clock watching, as you cannot wait for Monday. Then the big day arrives and... no call in the morning. Well, the ND is busy. You'll probably get a call in the afternoon and... no call. You don't dare move from the phone because the ND is going to call you after the 6pm newscast and... no call. Your desperation gets the better of you and you either place a call to the ND or send an email to touch base. And just like that...

Whatever cards you had have all been played. You have effectively swallowed the hook. You no longer have "hand" to any degree.

Because when you're desperate, you not only play your cards face up, you're costing yourself money. A ND who knows a job applicant desperately wants the job also knows said applicant will probably jump at any offer. A manager doesn't bid against himself.

Being a bit casual, however, might get the ND thinking that you might have other offers, or that the pot needs to be sweetened to get you to accept. He did, after all, spend a bunch flying you in...and if he thinks you're talented, chances are someone else does too.

Many times that Monday non-call is a test to see how much you really want the job and if you'll take whatever is offered. Regardless of how you feel, you have to be patient. Remember, the ND said he would call you. The ball is in his court, he knows how to find you. There is absolutely nothing to gain by touching base. (Though a hand written, snail-mail thank you note is always a good idea.)

Next time you're going on an interview, buy some Pez. It will remind you that you always have some bargaining power.