Preparing to Negotiate the Deal: Analyzing Licenses, Evaluating Terms of the Deal, and Developing Strategies

Abstract

Many library professionals have experience negotiating licensing or business terms but not both. Optimal strategy requires negotiating both simultaneously, while collaborating. Through a detailed case study, participants will gain experience analyzing license and business terms, including analyzing both library and vendor data before working collaboratively to develop a negotiation strategy. Following this session, participants will be able to: Understand how to approach analyzing a licensing contract, Analyze library and vendor data to evaluate business terms, Develop a negotiation strategy that considers licensing and business terms.