Negotiating licences for digital resources / Fiona Durrant.

"The text guides you logically through the stages of negotiation, from initial awareness of your organization's needs to making the contract more understandable, and offers advice on the skills and techniques of negotiation, whether in written or face-to-face scenarios." "This bo...

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Bibliographic Details
Main Author: Durrant, Fiona.
Format: Book
Published: London : Facet, 2006.
Table of Contents:
  • Who is this book for?
  • What is negotiation?
  • The aim of this book
  • Complementary skills
  • Preparation
  • What are the organization's needs?
  • A new subscription
  • Renewing a subscription
  • Understanding a product and how the organization intends to use it
  • Tender requirements
  • Agents
  • Quotes from the publisher
  • Budgetary issues
  • MFP (most favored position), WAP (walk away position) and BATNA (best alternative to a negotiated agreement)
  • The contract
  • The aims of the contract
  • The contract as a key part of the preparation process
  • Who should read the contract?
  • Key sections of the contract
  • Standard contracts
  • Negotiation
  • The method of communication
  • Bi-party, consortium and multi-party negotiations
  • The publisher and their products
  • The relationship between publisher and purchaser
  • Being assertive
  • Negotiating the price
  • The language of negotiation
  • Dealing with emotions
  • E-mail communications
  • Meetings
  • Internal negotiations
  • Areas for negotiation other than price
  • David and Goliath: coping with the powerful
  • What if they refuse to negotiate?
  • Staff development and communicating negotiation outcome
  • Staff development
  • Statistics
  • Disseminating the results of negotiations
  • Recording the outcome of the negotiation
  • Negotiation timeline
  • Contract length
  • Cancellation terms
  • Human resources
  • Other renewals
  • Budgetary data
  • Busy times of the year
  • Nice-to-do.