Macy, Katharine V.2022-03-232022-03-232022-03-25Macy, Katharine V. Using BATNA in Vendor Negotiations [Presentation]. Academic Libraries of Indiana Resource Rendezvous, Indianapolis, IN, March 25, 2022.https://hdl.handle.net/1805/28233Understanding your BATNA (best alternative to negotiated agreement) allows negotiators to shape their negotiations, framing their offers and counter offers in a way that keeps their interests top of mind. This workshop will provide attendees strategies for determining their BATNA for journal packages, as well as discuss how understanding the concept of BATNA can empower negotiations even from a place where one may feel powerless.en-USAttribution-ShareAlike 4.0 Internationalvendor negotiationsacademic librariescollection managementPresentation