Negotiate like an MBA: How to conduct principled negotiations for library resources

Abstract

Workshop Presentation: This workshop is designed to teach a framework for planning and conducting negotiations based on negotiation best practices found in the literature. Participants who are new to negotiating or those with negotiating experience but without formal training will find the content of this workshop useful. It should appeal to multiple audiences, people new to the field of e-resource management as well as experienced practitioners who desire more negotiation training.