Browsing by Subject "Collection Management"

Now showing 1 - 7 of 7
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    Creating Relative Bargaining Power Through Information When Approaching Vendor Negotiations
    (2017-03-23) Macy, Katharine V.
    Librarians have the ability to shift the buyer/supplier dynamic during electronic resource negotiations through information analysis common in the business world. This use of information creates relative bargaining power. This poster describes a method of analysis used by a business subject liaison to understand her own collection, set priorities, and plan for negotiations of database resources. It will describe quantitative and qualitative metrics, as well as demonstrate how this information aids negotiation strategy.
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    Determining BATNA: Analyzing the Value of Packages & A La Carte Purchasing
    (2021-07-29) Macy, Katharine V.
    BATNA refers to your best alternative to negotiated agreement. It allows you to understand both your walk away point within a deal as well as your alternatives. This workshop will provide strategies and resources for analyzing your journal packages to determine BATNA, discussing how to analyze small packages in Excel using different analysis techniques to determine value. We will also discuss using tools such as Unsub to analyze large big deals.
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    Librarian's Guide to Understanding Scholarly Publisher Financial Data
    (2021-07-12) Macy, Katharine V.
    Quick reference guide to understanding financial data of scholarly publishers.
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    Negotiation strategies to empower you in work & life: A virtual workshop
    (2023-03-29) Macy, Katharine V.
    Librarians negotiate salaries, workloads, vendor contracts, pricing, authorship, and more, yet few have opportunities to learn effective negotiation strategies. If you negotiate as part of your job or are interested in improving your skills in personal negotiation, this opportunity to learn negotiation skills from an expert and experienced trainer is for you. In this highly interactive course, Katharine Macy, MBA, MLIS--a veteran negotiation trainer and primary investigator of an IMLS-funded project to develop curricula and open educational negotiation resources for librarians and library students--will introduce you to best practices in negotiation strategies and guide you in practicing your new skills in library-based case study role plays. This course is based on the hugely successful workshop Katharine presented at MLA '22. You’ll learn a principled approach to negotiation that considers the interests of both parties and seeks win-win agreements. You’ll learn how to create and execute a negotiation plan, analyze a deal and plan strategies, choose tactics, manage problematic behaviors, and identify the important Zone of Possible Agreement (ZOPA). You’ll begin the course with a set of case studies and role assignments available a week before the first session. After an hour or so of preparation between sessions, you’ll be ready to conduct role play negotiations in which you’ll apply the negotiation framework you learned in the first session. You’ll leave the course with skills you can use to better advocate for your institution and yourself, more empowered to ask for what you need, and more comfortable saying no.
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    Publisher Financial Data
    (2021-07-12) Macy, Katharine V.
    This spreadsheet summarizes the last several years of financial data for scholarly publishers through 2020-2021. Currently RELX Group, John Wiley & Sons, and ACS.
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    Setting Negotiation Priorities - Collection Analysis - TEMPLATE
    (IUPUI University Library: Indianapolis, IN, 2017-03) Macy, Katharine V.
    Spreadsheet template that can be used to analyze electronic resource pricing in order to set negotiation priorities.
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    Zone of Possible Agreement: Researching & Predicting Publishers’ Positions
    (2021-07-13) Macy, Katharine V.
    The Zone of Possible Agreement (ZOPA) is where price agreement can happen during a negotiation. This range is between the minimum the seller is willing to sell and the maximum a buyer is willing to pay. When planning negotiation strategy, predicting your ZOPA can be critical to ensure the best agreement can be reached. While it is easier for libraries to determine your maximum price, estimating an e-resource vendor’s minimum price may feel daunting. This workshop will help provide resources and strategies for trying to determine your ZOPA including strategies such as analyzing historical price increases for your own library, researching pricing at other institutions, and using available market research and competitive intelligence resources to understand drivers for vendor decisions.