Final answer:
The statement is false because integrative negotiators are typically flexible about positions while being clear about their fundamental interests and needs, seeking a win-win outcome.
Step-by-step explanation:
The statement that integrative negotiators are flexible about their primary interests (fundamental goals and motivation) and needs, but firm about positions, which is how their needs and interests are met, is false. Integrative negotiation is often described as a collaborative approach where parties work together to find a win-win solution that ideally satisfies the interests of all involved. In integrative negotiation, negotiators usually remain flexible about their positions, which are the specific demands or expectations they put forward, while being clear and steadfast about their underlying interests and needs.
Political negotiations and the outcomes from such often reflect the reality of different interests and goals held by various stakeholders. Competing values and motivations can significantly influence governments, parties, and interest groups as they work through conflicts and aim to reach compromises that align with broader goals or public interest, in spite of differing positions on specifics.