Which of the following is the first step in the development of negotiation strategies?

The initial and most critical step in developing any strategy, including for negotiation, is to define the overarching objectives. Before considering alternatives (BATNA), planning scenarios, or analysing the other party's position, the negotiating team must first establish what they fundamentally need to achieve. These objectives guide all subsequent preparation and activities. They define success and provide the criteria against which potential outcomes are measured. Without clear objectives, it is impossible to effectively evaluate options, set limits, or formulate a coherent plan.

A. Determining your BATNA (Best Alternative to a Negotiated Agreement) is a crucial step, but it follows the definition of objectives.
B. Developing scenarios is part of the detailed preparation phase, which occurs after objectives have been clearly established.
C. Recognising the other party's (TOP's) needs is a key part of preparation, but your own objectives must be defined first.

CIPS (2018), Commercial Negotiation L4M5, Stamford: Profex Publishing, pp. 71-72. Section on "Stages of a negotiation" places setting objectives as the primary step.

Fisher, R., Ury, W. L., & Patton, B. (2011). Getting to Yes: Negotiating Agreement Without Giving In. Penguin Books. Chapter 3 emphasizes the importance of focusing on interests and objectives as a foundational element.

Harvard Business School. (2003). Harvard Business Essentials: Guide to Negotiation. Harvard Business Press. Chapter 2, "Preparing to Negotiate," outlines the first step as clarifying what you want to achieve (objectives).