All of the following are important behavioral foundations for gaining integrative agreements EXCEPT:
A) the ability to separate people from the problem in order to prevent emotional considerations from affecting the negotiations.
B) the ability to focus on positions rather than interests.
C) the ability to avoid making premature judgments.
D) the ability to keep the identification of alternatives separate from their evaluation.
E) the ability to judge possible agreements by set criteria or standards.

Question

Quizplus · Accepted Answer

The ability to focus on interests rather than positions is a key foundation for gaining integrative agreements. Focusing on positions can lead to conflicts and impasses, whereas focusing on underlying interests helps in finding common ground and creative solutions.

All of the Following Are Important Behavioral Foundations for Gaining