What term identifies the underlying reasons for wanting certain outcomes in negotiations?

The term that best identifies the underlying reasons for wanting certain outcomes in negotiations is "interests." Interests refer to the fundamental needs, desires, or motivations that drive individuals or parties in a negotiation process. Understanding these interests is crucial because they provide insight into what each party truly values and hopes to achieve. It goes beyond mere positions or stated goals; interests reveal the deeper reasons behind those positions, facilitating more constructive discussions and potential solutions that satisfy all parties’ underlying needs.

In negotiations, focusing on interests rather than just stated positions allows for more creativity in finding solutions and encourages collaboration. For instance, two parties might both have opposing positions, but when their interests are identified, they may discover that there is a common ground or alternative solutions that fulfill both parties' underlying needs. This understanding promotes more effective and successful negotiations.