Which of the following occur within the planning and preparation stage in a negotiation process? Select THREE that apply.

The planning and preparation stage is the foundation of any successful negotiation. It involves all the work done before the parties meet. This includes understanding the other party's objectives, constraints, and potential strategies (A). It is also crucial to define all constituents or stakeholders involved and their respective interests (B). A thorough analysis of the bargaining power of each side, considering factors like market conditions and alternatives (BATNA), is a fundamental preparatory step (F). These activities ensure the negotiator is fully informed and has a clear strategy before entering the discussion phase.

C. Making as few concessions as possible: This is a tactic employed during the bargaining or exchanging phase of the negotiation, not in the preparation stage.
D. Using questions to elicit information: This is a communication technique used during the live negotiation, specifically in the testing and probing phases, to uncover information.
E. Narrowing the range of solutions: This occurs during the bargaining and closing stages of the negotiation as parties move from their initial positions towards an agreement.

CIPS (2019). Commercial Negotiation L4M5 Study Guide. Stamford, UK: Chartered Institute of Procurement & Supply. (Covers the stages of negotiation, specifically detailing the activities within the 'Preparation' stage, such as information gathering, objective setting, and power analysis).

Lewicki, R. J., Saunders, D. M., & Barry, B. (2015). Negotiation: Readings, Exercises, and Cases (7th ed.). McGraw-Hill Education. Chapter 4, "Negotiation: Strategy and Planning," details the critical importance of gathering intelligence on the other party, identifying constituents, and assessing power dynamics as core planning activities.