From my experience over the years, some key reasons project managers are forced into the role of negotiator include:
- Customer request for a different resource or skill set
- Functionality planned for a later phase but suddenly needed now
- Out of scope work that has to happen ASAP
- Change order that the customer is pushing back on
- Key resource needed for the project from an internal department
- Budget vs. timeline conflicts
- Additional funding needed – either internally or from the customer
- And many, many more…