In CNS, what is the purpose of the 'Positions' step?

• A. The best idea from all presented is selected by all negotiating parties
• B. Why you think your counterpart desires their position
• C. Determine your BATNA
• D. Suspend judgement and brainstorm

Answer: (A)

In the Positions step, the focus is on surface and record what each party is requesting. By clearly stating each side’s demands, everyone sees exactly what is being claimed, which helps prevent misinterpretation and keeps the discussion anchored in tangible outcomes rather than personalities or vague impressions. This clarity also signals where the real gaps are, setting up later steps to explore interests behind those positions and to identify possible areas of overlap.

Why the other ideas don’t fit this moment: choosing the best idea from what’s presented belongs to the brainstorming and evaluation phase, not to listing positions. Understanding why a counterpart wants their position is related to uncovering interests, which comes after positions are laid out. Determining your BATNA is a separate strategic task about alternatives if negotiations fail. And suspending judgement to brainstorm is the brainstorming phase, not the step focused on articulating each party’s stated position.