Which of the following is NOT one of the four fundamental principles of integrative negotiation?
A) separate the people from the problem
B) insist on objective fairness criteria
C) invent options for mutual gain
D) focus on positions, not interests
E) all of these are fundamental principles

Question

Quizplus · Accepted Answer

The fourth fundamental principle of integrative negotiation is to focus on interests, not positions. Positions are the specific demands or solutions that each party puts forward, while interests are the underlying needs, motivations, and concerns that drive those positions. Focusing on interests can help negotiators identify shared goals and creative solutions that meet both parties' needs.

Which of the Following Is NOT One of the Four