In negotiating with your own manager, the situation is reversed—you are the person with less authority. On the other hand, the same rule applies— WIIFM. Your manager will be concerned with how the decision is received by upper management, the manager’s peers, your peers, and perhaps other staff members. How can you position your request so that it addresses all of those concerns?
Presenting your need to mirror a strategic business objective or address a problem that currently puts your firm at a disadvantage would be ideal. But, whatever the reason for your request for staff, money, or time, it should be presented from management’s perspective—as an investment from which it will either make money, save money, or increase productivity. Present your need in the form of a clear statement of expected results.
Let’s assume that you are proposing a systems improvement for the customer service area. Your organization’s goal is to improve its bottom line through new product development plus changes in existing product lines. The system you have in mind will bring data about customers up on the screen. These data will allow your phone reps to identify potential purchasers of the new products, information about existing product changes, and the history of customers, including former purchases that they no longer order. With these data, your reps can handle incoming orders, alert customers to changes in old products that they might want to reconsider, and tell them about new products that they might want to purchase. This system could help your firm increase market share in several product lines plus support new product introductions. You will emphasize this result when you make a funding request of senior management.