Which of the following is not an element of integrative negotiations?
A) a focus on commonalties
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 above are elements of integrative negotiations.

Question

Quizplus · Accepted Answer

Integrative negotiations do not focus on positions, but rather on underlying interests and needs. Therefore, addressing positions is not an element of integrative negotiations. The other choices are all elements of integrative negotiations.

Which of the Following Is Not an Element of Integrative