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32nd Annual Charleston Conference Issues in Book and Serial Acquisition
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Thursday, November 8 • 2:15pm - 3:00pm
Negotiating Tactics: Secrets from Both Sides of the Table

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Whether you are negotiating for new content or for an external vendor service, the outcome of these negotiations can vary considerably.  This session will explore both library and vendor perspectives on what information and tactics can help ensure a more successful outcome for the negotiation process. 

The librarian panelist will present a number of (anonymized) examples to illustrate what financial, and other, benefits can be achieved through negotiations. They will discuss how they tailor their approach to a negotiation for a given product and provide suggestions for librarians who are new to the negotiation process.

The vendor panelists will provide valuable insights into the vendor’s business model and its impact on your negotiation and some tips and tools on how to reduce surprises and achieve increased return on product investment with a better understanding of vendors' motivations.

Audience members will be polled at various points throughout the session to get their thoughts and experiences in regards to the negotiation process.   Attendees can expect to leave the session with an improved understanding of what types of concessions they can request during the negotiation process, and how to approach these negotiations in a way that paves the road for a mutually satisfying resolution.


avatar for Amelia Brunskill

Amelia Brunskill

Coordinator of Collections & Scholarly Resources, DePaul University
Amelia Brunskill is the Coordinator of Collections & Scholarly Resources at DePaul University. She was previously DePaul's Electronic Resources Librarian and prior to that she was the Liaison Librarian for the Sciences at Dickinson College, in Carlisle, PA. She received her MSIS from the University of Texas at Austin in 2006. 
avatar for Matt Dunie

Matt Dunie

President, Data-Planet
Matt Dunie has founded or co-founded three information and content application services companies (Insight Publications, RefWorks, and LabArchives), is an advisor to ThirdIron, and held numerous executive-level management positions and professional association board positions. His professional experience includes senior positions at Cambridge Scientific Abstracts (CSA), Atlantic Media, and Thomson. He has been involved with leading industry and... Read More →
avatar for Michael Gruenberg

Michael Gruenberg

President/CEO, Gruenberg Consulting LLC
Mike Gruenberg’s name in the Information Services Industry is synonymous with winning results – in sales team development and leadership, in performance and customer satisfaction, and in his own success in selling complex information services into demanding markets worldwide. Mike’s track record during more than 30 years in the Industry is headlined by the significant profit performance he has delivered in every position he... Read More →

Thursday November 8, 2012 2:15pm - 3:00pm
Francis Marion Parkview Room 387 King Street, Charleston, SC 29403