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.
