Which of the following is NOT a feature of integrative negotiation?

The feature identified as not characteristic of integrative negotiation is the emphasis on win-lose outcomes. Integrative negotiation is fundamentally about seeking win-win scenarios, where both parties actively work together to find solutions that benefit everyone involved. This approach fosters collaboration and open communication, allowing negotiators to explore underlying interests rather than positions.

The focus on long-term relationships, creating maximum benefits, and collaboration are essential components of integrative negotiation. These features encourage participants to share information and innovate solutions that align with the needs and interests of all parties. By contrast, a win-lose outcome reflects a competitive mindset frequently associated with distributive negotiation, where one party's gain is viewed as the other’s loss. Thus, recognizing that integrative negotiation aims for mutual benefit clarifies why focusing on win-lose outcomes is inconsistent with its principles.