What technique is commonly used in integrative negotiations to uncover interests?

• A. Asking closed-ended questions to confirm positions.
• B. Demanding immediate concessions.
• C. Asking open-ended questions about interests, concerns, and circumstances.
• D. Withholding information to gain leverage.

Answer: (C)

Uncovering what people truly want in integrative negotiations comes from asking open-ended questions that invite discussion about interests, concerns, and the specific circumstances behind a position. When you phrase questions in an open way, you encourage the other party to reveal underlying needs and priorities—things like timelines, quality, risk, or how a solution will affect their organization. This richer information makes it possible to identify trade-offs and generate options that satisfy both sides, creating value rather than simply dividing what’s already on the table. Closed-ended questions tend to lock people into positions and miss hidden drivers, while demanding immediate concessions or withholding information erode trust and reduce the ability to find collaborative solutions. So asking open-ended questions about interests is the key technique for moving toward integrative, win-win outcomes.