Which concept in CNS involves trading positions for interests to identify complementary differences and similarities?

• A. Settle Strategy
• B. Evade Strategy
• C. Cooperative Negotiation Strategy (CNS)
• D. Insist Strategy

Answer: (C)

Cooperative Negotiation Strategy centers on moving from fixed positions to underlying interests, trading concessions to satisfy those interests and uncover where parties’ needs align or differ. By focusing on why each side wants what it wants, you reveal interests rather than just staked demands. This lets you spot complementary differences—places where one side’s needs can be met by the other’s offerings—and similarities—shared goals you can advance together. With that insight, you can brainstorm options and trade off concessions in a way that creates value for both sides, rather than one side simply giving in or digging in. Other approaches tend to emphasize pressing demands, quick settlements, or avoidance, rather than this collaborative, interest-based problem-solving.