Creating Relative Bargaining Power Through Information When Approaching Vendor Negotiations

Abstract

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.