In a conflict resolution scenario, what action demonstrates a focus on 'underlying needs'?

In a conflict resolution scenario, asking open-ended questions to identify the deeper motivations, fears, and concerns driving each party's position demonstrates a focus on 'underlying needs'. It moves beyond surface-level disagreements and attempts to uncover the fundamental reasons behind the conflict. For instance, if two colleagues are arguing about how to allocate budget resources, instead of solely focusing on the specific budget numbers, a facilitator might ask, 'What are your primary objectives for this project, and how does this budget allocation help you achieve those objectives?' By uncovering these core needs, it becomes possible to find creative solutions that address those needs directly, even if the initial positions seemed irreconcilable. This approach shifts the focus from positional bargaining to collaborative problem-solving based on shared underlying interests.