Negotiate Like An MBA: A Virtual Workshop

Abstract

The 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.