Negotiating license agreements and pricing with publishers and other vendors can be intimidating, particularly when doing so on behalf of multiple institutions. Yet a lack of confidence is one's worst enemy when sitting down with a publisher or vendor to negotiate pricing and contract terms. This course focuses on developing negotiation skills and strategies and the confidence to employ them.
Drawing upon the negotiation philosophy and techniques developed by the Harvard Negotiation Project and detailed in the book, Getting to Yes: Negotiating Agreement Without Giving In, by Roger Fisher and William Ury, as well as her significant experience in applying those techniques, the instructor will walk attendees through the four basic tenants of principled bargaining. She will provide real life examples of applying these techniques, including the importance of gathering and using objective data, building leverage, and communicating effectively throughout the negotiation process. The instructor will offer insights on how to build support for negotiation efforts within the local community, and how to use stakeholders to best advantage. We will discuss a strategy for the e-resource renewal process that will contain annual price increases. Attendees will have the opportunity to discuss various negotiation scenarios and challenges they have experienced in past efforts.
By the end of this course the participant will be able to:
- Understand the basics of principled negotiation techniques and how to apply them.
- Negotiate e-resource pricing and licensing terms with confidence.
- Secure lower annual price increases for e-resources.
Who Should Attend
This course will be useful to any librarian that interacts with vendors throughout the acquisitions process and those that are responsible for negotiating and managing contracts. While the focus in negotiating will be for a library consortium, the techniques discussed are applicable to any library setting.
Claire Dygert is a librarian with over twenty years of experience in the academic library environment. Claire leads CDygert Solutions, LLC, a consulting company that provides services to all types of libraries. Prior to launching CDygert Solutions, Claire served as Director for E-Resources and Digital Services at the Florida Academic Library Services Cooperative (FALSC). In this role, she managed a $7 million e-resources budget, oversaw a group licensing process valued at $1.5 million, and negotiated and managed over $16 million in large statewide e-journal packages and other STEM contracts.
- $130 for ASGCLA members
- $175 for ALA members
- $210 for non-ALA members
- $100 for student members and retired members
How to Register
How to Register
By Fax: download, complete, and fax form (PDF format) to (312) 280-1538
By Mail: download, complete and mail form (PDF format) to American Library Association, ATTN: MACS/Online CE Registration, 50 E Huron, Chicago, IL 60611
All content for this course will be provided by the instructor. No textbook required.
The Moodle login instructions will be sent the Friday before the start date. The course site will remain open one week after the end date for students to complete any assignments.
Continuing Education Credit-A certificate of completion will be sent to each participant upon successful completion of each course
Although the courses are not CEU-certified, many licensing boads will accept them for credit. Requirements vary by state and school districts regarding certification and continuing education credits. The decision to grant CEU credits remains entirely up to your state or school district. If you are in need of credits, check with your state and/or school district before enrolling to determine eligibility. Some states will review your certificate of completion and course description to determine eligibility.
Questions about registration should be directed to firstname.lastname@example.org. Technical questions about the course should be directed to Ninah Moore at email@example.com
Thank you and we look forward to your participation!