Case3 Recruiter: What were you thinking about as a starting salary? Applicant: I would like $40,000. Recruiter: We can only offer $35,000. Applicant: That's not acceptable. Thus far, the parties have only exposed their positions. They are $5,000 apart. More­over, the applicant may be afraid to bargain positional with the recruiter, whereas the re­cruiter may be afraid that the applicant—whom she very much wants to hire—will walk out. Now let us extend their dialogue to help them focus on interests. Recruiter: $40,000 is a problem for our company. Can you tell me why you decided you wanted $40,000? Applicant: Well, I have lots of education loans to pay off, and I will need to pay for a few more courses to finish my degree. I can't really afford to pay these bills and live comfortably for less than $40,000. Recruiter: Our Company has a program to help new employees refinance their education loans. In addition, we also have a program to provide tuition assistance for new courses if the courses you need to take are related to your job. Would these programs help you with your problem? Applicant: yes! Question: Please explain how to solve the impasses.