Question

All of the following are important behavioral foundations for gaining integrative agreements except:

a. The ability to keep the identification of alternatives separate from their evaluation.
b. The ability to judge possible agreements by set criteria or standards.
c. The ability to avoid making premature judgments.
d. The ability to focus on positions rather than interests.
e. The ability to separate people from the problem in order to prevent emotional considerations from affecting the negotiations.

Answer 1

The ability to focus on positions rather than interests is not an important behavioral foundation for gaining integrative agreements

Step-by-step explanation:

The correct answer is d. The ability to focus on positions rather than interests. All of the other options listed are important behavioral foundations for gaining integrative agreements.

Keeping the identification of alternatives separate from their evaluation is important because it allows for a comprehensive consideration of different options that may lead to a mutually beneficial agreement. Judging possible agreements by set criteria or standards helps ensure that the agreement meets certain quality standards. Avoiding premature judgments allows for a thorough exploration of all possibilities, and separating people from the problem helps prevent emotional considerations from clouding negotiations.