Which of the following is not an element of integrative negotiations?
A) a focus on commonalities
B) an attempt to address positions
C) a required exchange of information and ideas
D) the use of objective criteria for standards of performance
E) All of the answers are correct

Question

Quizplus · Accepted Answer

Integrative negotiations focus on interests rather than positions, so option B, which suggests addressing positions, is not an element of integrative negotiations. The other options (A, C, and D) are all elements of integrative negotiations. Therefore, the correct answer is B.

Which of the Following Is Not an Element of Integrative