Negotiations 101: How to Conduct Principled Negotiations for Library Resources

Abstract

This Negotiations 101 workshop is focused on providing a better foundation for librarians tasked with negotiating on behalf of their library. While many librarians are responsible for leading or providing support for negotiations with vendors, quite a few receive little to no formal training for doing so. To address this challenge, this three-hour online training will provide an introduction to negotiating theory followed by an exercise where the participants will be split into two smaller groups to prepare for a negotiation that will then be executed. Following the negotiation, participants will reflect on the results from this exercise together as a group. ACRL and SPARC co-hosted this workshop.