Negotiate as if your library depends on it

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.