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Tuesday, November 6 • 1:00pm - 4:00pm
Negotiating with Vendors

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Registration Cost: $150 - register through main conference registration page 

The introduction of digital content created a new link in the information chain: the license. Almost every librarian responsible for arranging electronic access to information has had to review or negotiate not just prices but contractual terms, adding hours — sometimes frustrating hours at that — to the process of buying materials. But few have legal training, and most non-sales people haven’t spent a lot of time thinking about what underpins successful negotiations.

Negotiating with Vendors brings together librarians and vendors to help you prepare for these discussions. You’ll come away with a better understanding of what is involved in negotiating, why licenses matter, and how to use them to safeguard your rights and ensure that both party’s obligations are made clear. Some of the dizzying legalese will come into focus, and armed with fresh insights you’ll be able to approach license discussions with less anxiety and doubt.

Session Outline:
  • Bruce Strauch starts the session off with a discussion of the legal aspects.
  • Ward Shaw will discuss his experiences leading Uncover.
  • Kasia Stasik from Harassowitz will discuss negotiating from an agent's point of view.
  • Marjorie Hlava will discuss her experience as a business women.
  • Michael Gruenberg will discuss his experiences negotiating both products and services.
  • Adam Chesler from AIP will discuss his experiences as a publisher.
  • Rick Burke will discuss his experiences as a librarian and consortia leader.


Speakers
avatar for Buzzy Basch

Buzzy Basch

Retired, Basch Subscriptions
Buzzy Basch heads Basch Associates. He previously had a career as President of Basch Subscriptions, and Turner Subscriptions, and Vice President Ebsco, and F W Faxon. Buzzy is an active member of ALA,SLA ,Nasig and MLA. He has been an association Treasurer, award recipient, and member... Read More →
avatar for Rick Burke

Rick Burke

Executive Director, SCELC
A long-time attendee of the Charleston Conference, I lead SCELC, a library consortium based in downtown Los Angeles. Since SCELC is very active in licensing e-resources I have spoken at past pre-conferences on negotiation and on e-resource management. I enjoy talking about consortia... Read More →
avatar for Adam Chesler

Adam Chesler

Director, Global Sales, AIP Publishing
avatar for Michael Gruenberg

Michael Gruenberg

Consultant, IOS Press
MICHAEL GRUENBERG is Managing Partner of Gruenberg Consulting LLP, which provides services in the areas of sales force training and assessment, organizational reviews, executive coaching, event planning, market/product evaluation, and negotiation skills. He has more than 30 years... Read More →
avatar for Marjorie M. K. Hlava

Marjorie M. K. Hlava

President, Access Innovations, Inc.
Marjorie M.K. Hlava is President, Chairman, and founder of Access Innovations, Inc. Very well known in the international information arena, she is the founding Chair of the new SLA Taxonomy Division established in August 2009. She is past president of NFAIS (2002-2003), the organization... Read More →
WS

Ward Shaw

Independent Investor
Ward Shaw is a private investor and frequent contributor within the scholarly information community. Previously, he founded and owned the CARL Corporation and UnCover Inc., and served as Chairman and CEO of those companies. He was Executive Director of the Colorado Alliance of Research... Read More →
avatar for Kasia Stasik

Kasia Stasik

Harrassowitz
avatar for Bruce Strauch

Bruce Strauch

Professor of Business Law, Retired, The Citadel
Bruce Strauch, J.D. is a retired Professor of Business Law and Director of the Citadel Mentors Program. He holds degrees from UNC-Chapel Hill and Oxford, is extensively published in the field of copyright and trademark, is the author of nine novels and the publisher of a trade journal... Read More →



Tuesday November 6, 2018 1:00pm - 4:00pm EST
Calhoun Room, Francis Marion Hotel