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. This means that negotiators should focus on understanding the underlying reasons and motivations behind the other party's proposed position, rather than just their stated position itself. By understanding each other's interests, negotiators can identify more creative solutions that meet both parties' needs.

Which of the Following Is NOT One of the Four