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Wednesday, November 7 • 3:40pm - 4:20pm
Negotiate as if your library depends on it

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In a world, with decreasing library budgets and ever-increasing subscription prices, the need for specific negotiation skills have never been more present. With the right negotiation competences, you will see a shift of leverage to your side of the table when dealing with vendors.
The session will provide you with an understanding of both classical and new theories of negotiation tactics and tools. Starting with the basics of negotiations it will evolve into concrete examples, and best practices learned from consortia and libraries in 5 different continents.
You will learn:
• How to successfully complete a negotiation with a vendor from a-z
• How to swallow your fears and confront your opponent
• Why you should start with “No”
• How to get rid of distractions and be an active listener
• Why the use of “Fair” might be the most important word for libraries to learn
• How to cleverly navigate the transition from subscription licensing to Open Access

At the end of the session, you will even get some methods on how you can increase your salary and maybe even get your manager to fight your case in the organization.

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 Tejs Grevstad

Tejs Grevstad

Co-founder, ConsortiaManager
Creator of ConsortiaManager and most recently the 2. generation ERM tool ROAM Plus (www.roam.plus), described by library leaders as the first ERM tool ever that actually helps with handling workflows and decision support.Curious to meet and talk about everything from OA, Open Science... Read More →

Wednesday November 7, 2018 3:40pm - 4:20pm EST
Grand Ballroom 2, Gaillard Center