All of the following are important behavioral foundations for gaining integrative agreements EXCEPT:
A) the ability to separate the 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 acts of alternative creation separate from their evaluation.
E) the ability to judge possible agreements on an objective set of criteria or standards.

Question

Quizplus · Accepted Answer

Focusing on positions rather than interests can actually hinder the ability to gain integrative agreements. The ability to identify and understand each party's interests is a crucial foundation for finding mutually beneficial solutions. Therefore, option B is the incorrect choice. The other options - separating the people from the problem, avoiding premature judgments, keeping alternative creation separate from evaluation, and using objective criteria to assess agreements - are important behavioral foundations for gaining integrative agreements.

All of the Following Are Important Behavioral Foundations for Gaining