Business school recruiting has not gone well for Windburn Associates, a highly respected, strategic consulting company with offices in 11 major cities throughout the country. After four rejections and with only two offers outstanding, several calls from senior project directors have intensified the situation. The principal recruiter has an appointment with one of the applicants who has implied that the firm's offer needs to be higher. While there are many reasons for hiring this applicant, the firm's ability to offer financial incentives in the form of salary is limited. See also UVA-QA-0568 for the applicant's perspective.