In CNS, what is assessed in the 'Interest' step?

• A. The best idea from all presented is selected by all negotiating parties
• B. Your BATNA
• C. Why the position is needed and what the counterpart desires
• D. Settle differences to call it a day

Answer: (C)

In this stage of collaborative problem solving, the focus is on uncovering underlying needs, motivations, and desires behind what each side wants. You probe to understand why a certain position matters, what problem it solves for the other party, and what they truly value. This helps you see where interests align and where trade-offs might be possible, guiding you toward options that can satisfy both sides. The best answer captures this by emphasizing understanding why the position is needed and what the counterpart desires, which is the heart of converting a position into meaningful interests.

Other activities aren’t about revealing these underlying needs. Selecting the best idea from what’s been presented is a later decision step, not about discovering motivations. Evaluating your BATNA concerns alternatives you’d pursue if an agreement isn’t reached, which is part of planning and risk assessment. Settling differences to finish the discussion is essentially closing the deal, not exploring the deeper reasons behind each side’s stance.