How can you prioritize program needs and requirements when negotiating for budget and resources?

1 Understand your program goals and scope

Before you enter any negotiation, you need to have a clear vision of what your program aims to achieve, what deliverables and outcomes it will produce, and what constraints and dependencies it will face. This will help you identify the critical and non-critical requirements, as well as the trade-offs and alternatives you can consider. You also need to understand the scope of your program, which defines the boundaries and expectations of what is included and excluded from the program. Having a well-defined scope will help you avoid scope creep and manage changes effectively.

4 Research and understand your stakeholders' interests and perspectives

Another key factor in successful negotiation is to research and understand your stakeholders' interests and perspectives. Stakeholders are the people or groups who have a stake or influence in your program, such as sponsors, executives, vendors, and other teams. You need to know what their goals, expectations, preferences, concerns, and constraints are, and how they align or conflict with your program needs and requirements. You also need to understand their communication styles, negotiation strategies, and decision-making processes, and how they affect their behavior and attitude in the negotiation. This will help you build rapport, trust, and credibility with your stakeholders, and tailor your approach and message to suit their needs and preferences.

5 Prepare and present your negotiation plan and proposal

The final step is to prepare and present your negotiation plan and proposal, which outlines your program needs and requirements, the rationale and evidence behind them, the value and impact they will create, and the trade-offs and alternatives you are willing to make. You need to structure your plan and proposal in a clear, concise, and compelling way, using data, facts, and stories to support your arguments. You also need to anticipate and address the possible objections, questions, and counter-proposals from your stakeholders, and have a contingency plan in case of impasse or deadlock. You need to present your plan and proposal with confidence, professionalism, and respect, and listen actively and empathetically to your stakeholders' feedback and concerns.