Browsing by Subject "vendor negotiations"
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Item Information creates relative bargaining power in vendor negotiations(Emerald Publishing Limited, 2018-06) Macy, Katharine V.Purpose: This paper aims to examine how libraries can create relative bargaining power and presents a methodology for analyzing collections and preparing for negotiations. Design/methodology/approach: A brief literature review of the current state of collection budgets and electronic resource prices is presented prior to proposing a methodology based on business analysis frameworks and techniques. Findings: Electronic resource subscription prices are increasing at a rate significantly higher than inflation, while collection budgets grow slowly, remain stagnant or decrease. Academic libraries have the ability to counteract this trend by creating relative bargaining power through organizational efforts that take advantage of size and concentration (e.g. consortia), vertical integration through practices such as library publishing and open access and through individual efforts using information. This paper proposes metrics and methodologies that librarians can use to analyze their collections, set negotiation priorities and prepare for individual resource negotiations to create relative bargaining power. Practical implications: The proposed methodology enables librarians and buyers of information resources to harness the information available about their electronic resource collections to better position themselves when entering negotiations with vendors. Originality/value: This paper presents metrics, some not commonly used (i.e. average annual price increase/decrease), that aid in understanding price sensitivity. Pareto analysis has been traditionally used to analyze usage, but this paper suggests using it in relation to costs and budgets for setting negotiation priorities.Item Negotiate Like An MBA: A Virtual Workshop(2022-05-17) Macy, Katharine V.; Ameen, MahasinThe art of negotiation is an important skillset for information professionals who often lack formalized training. Participants in this workshop will learn a framework that enables effective negotiation preparation as well as develop and practice new skills and strategies around conducting principled negotiations with external partners. Over three sessions, participants will learn key concepts and strategies such as BATNA (Best Alternative to Negotiated Agreement) and ZOPA (Zone of Possible Agreement) which are useful in planning offers and counteroffers. Strategies around how to prepare when you have little time, hear the word no, and experience poor behavior mid-negotiation will be also discussed. Participants will be provided case studies to practice negotiation preparation, and will have the opportunity to execute three negotiations, one on negotiating a job offer and two based on negotiating electronic resources. In the two e-resource negotiations, everyone will have the chance to be either the library or the vendor. Participants should expect to do about an hour of homework before the second and third sessions to study the assigned case study and prepare to negotiate at the beginning of sessions 2 and 3.Item ONEAL Community Forum #1: Resource List(2022-09-20) Macy, Katharine V.A list of resources to support the development of negotiation skills and strategies within academic libraries. Provided at the first community forum for the ONEAL Project (Open Negotiation Education for Academic Libraries).Item Open Playing Fields: Addressing Scale and Access in Negotiation through OER(2023-05-21) Macy, Katharine V.; Galvan, A. Scarlet; Fuson, CourtneyLearn about the IMLS-funded Open Negotiation Education for Academic Libraries Project, a multi-institution collaboration to develop curriculum and open educational resources (OER) focused on negotiation, including foundations of negotiation, strategies for managing internal and external relationships, and current and futures issues in acquisitions in the context of academic libraries’ work with vendors. A core ethos of the project is that something created to serve the community must be made with the community, and we are committed to citing the work of underrepresented library workers as part of the curriculum and OER. This presentation will walk through the curriculum, focusing on the key module(s) around negotiations, before opening the session for discussion, feedback, and opportunities to collaborate with the project team.Item Preparing academic libraries to negotiate a sustainable future(2023-03-17) Macy, Katharine V.; Galvan, A. Scarlet; Fuson, CourtneyLearn about a multi-institutional project developing curriculum and open educational resources (OER) to equip academic library workers with negotiation skills within the context of academic libraries work with third party vendors. The project team is intentionally working to center the experiences of BIPOC library workers through each stage of the project including curriculum design, OER creation, and pilot testing. This presentation will walk through the key learnings around negotiations and the curriculum, before opening the session for discussion and feedback. A core ethos of the project is that something created to serve the community cannot be made without the community. Learning Outcomes: Participants will be able to articulate why negotiation skills are a necessary skill set for work and life. Participants will understand key issues facing academic library workers when negotiating with third-party vendors so that they may begin to proactively plan how to address at their own institutions. Participants will gain resources to get started in developing negotiation skills so that they may be more prepared for their next negotiation at work.Item Qualitative Data Provides Depth in Resource Evaluation and Negotiation Planning(2021-05) Macy, Katharine V.Qualitative data provide contextual depth when used in concert with quantitative data, explaining the why behind quantitative analysis. This short article explains how qualitative data could be integrated into collection assessment for negotiations.Item S'more skills for everyone: Addressing scale and access in negotiation education by developing an OER(2023-03-07) Macy, Katharine V.; Galvan, A. Scarlet; Fuson, CourtneyLearn about a multi-institutional project developing open educational resources (OER) to equip academic library workers with negotiation skills within the context of academic libraries work with third party vendors. Presenters will share project learnings thus far providing insights regarding e-resource negotiations and resources to aid participants in their own negotiations.Item Understanding your BATNA & Other Tips to Feel Empowered During your Negotiations in Work & Life(2022-10-25) Macy, Katharine V.This short presentation (30 minutes) will provide best practices to help you prepare for and execute negotiations whether that be for a car, your salary, or for e-resource licenses. Learners will walk away with resources to help when strategizing their next negotiations including a simple framework for planning a negotiation when there is little time to prepare. This session will be provided by Katharine V. Macy, MBA, MLIS, the collection assessment librarian at IUPUI University Library and director of IMLS funded ONEAL Project, which is developing curriculum and open educational resources to teach negotiation skills to academic libraries. She recently presented during the opening session of MLA’s first Collection Development and Resource Sharing Symposium which was part of MLA ’22.Item Using BATNA in Vendor Negotiations(2022-03-25) Macy, Katharine V.Understanding 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.Item Vendor Intelligence: How to Research Non-Profit Publishers(2023-04-11) Macy, Katharine V.Learn how to do financial research on non-profit scholarly publishers such as the American Chemical Society including how to locate 990s and audited financial reports and analyze the data.