Planning and preparation involve analysing bargaining power, understanding the counterpart's needs, and defining the constituents (parties involved). Questioning and concessions come later during bargaining.
Narrowing solutions occurs during closure. Proper planning ensures negotiators enter with clear objectives, strategies, and knowledge, reducing surprises. CIPS highlights preparation as the most critical determinant of negotiation success, aligning with the saying: "Failing to prepare is preparing to fail." Reference: CIPS L4M5 (2nd ed.), LO 2.2 - Planning and preparation activities in negotiation.