Final answer:
Integrative negotiations involve a focus on commonalities, a required exchange of information and ideas, and the use of objective criteria for standards, but not an attempt to address positions, as this approach focuses on interests rather than fixed stances.
Step-by-step explanation:
The question pertains to the elements of integrative negotiations, which is a style of negotiation that seeks to create value in the agreement process by leveraging common interests and understanding each party's needs. In answering which of the options provided is not an element of integrative negotiations, it's essential to understand the core principles involved in such negotiations. Here are the principles associated with integrative negotiations:
- A focus on commonalties, which seeks to establish a common ground between parties.
- An exchange of information and ideas, which is required to understand the needs, desires, and constraints of all parties involved.
- The use of objective criteria for standards of performance to make fair and reasonable decisions.
The option that is not an element of integrative negotiations is an attempt to address positions. This is because integrative negotiations focus on interests, not positions. Interests reveal what motivates people and are the silent movers behind the hubbub of positions. In integrative negotiations, the process aims at solving a problem by addressing the underlying interests as opposed to digging into specific posited demands or positions, which is more typical of a distributive negotiation where parties are often competing over a fixed resource or outcome.