The Art of Negotiating a Great Deal

This one-day workshop will provide attendees with the necessary skills to license e-resources and negotiate the best price for library resources or services. The first half of the day will focus on the negotiation techniques, strategies and tools necessary to get the lowest price with greatest amount of value. The second half of the day will focus on best-practices for license agreements, and introduce the options of using Invitations to Bid, Invitations to Negotiate, and Request for Proposals when seeking new services from outside vendors.

Outcomes:
•Attendees will learn about a good negotiation skill set
•Attendees will learn about the planning and information gathering process when preparing to negotiate
•Attendees will learn how to create effective proposals and negotiate deals.
•Attendees will learn how to create a negotiation support system.
•Attendees will learn about best-practices for license agreements for e-resource content.
•Attendees will learn the difference between ITN, ITB, RFPs, and when each might best be employed.
•Attendees will have an opportunity to share their own experiences in negotiating deals, and get advice on upcoming negotiations.

Claire Dygert
Claire is a graduate of the University of Washington’s Library and Information Science Program. She currently serves as E-Resources Coordinator for the Florida Virtual Campus (FLVC). Claire’s responsibilities include managing the FLVC funded databases that are available to all eleven state universities, as well as negotiating e-journal packages and other shared e-resource deals on behalf of the State University System. One of Claire’s major efforts has been working with the Independent Colleges and Universities of Florida and the Florida College System to build collaborative licensing efforts across the state. Prior to coming to FLVC, Claire worked at American University in Washington DC where she served as Department Head for E-resources and Serials. There she led the development of AU’s institutional repository; the library’s first digitization projects; and the library’s efforts to integrate library resources into Blackboard. Her professional interests include issues of intellectual property and scholarly communication, the impact of emerging discovery tools on the information environment, and the library’s role in the distance-learning environment. Claire’s current professional activities include serving on the editorial board of the Journal of Interlibrary Loan, Document Delivery and Electronic Reserve, and as a board member of the Florida Chapter of the Association of College and Research Libraries.

Becky Donlan
Becky is Assistant Director for Collection Management at Florida Gulf Coast University, where she has worked since May 2000. Becky moved to Florida in 1996 to join the Lee County Library System as Head of Reference at the South County Regional Library and in 1998 became Head of Technical Services for the Lee County Library System. In her current position, Becky manages all aspects of technical services and collections, including acquisitions, cataloging, serials, collection development, digital collections, and electronic resources. A graduate of the University of Iowa School of Library and Information Science, Becky has worked in public and academic libraries since 1990, in Iowa, New Jersey, and Florida, serving in reference, cataloging, serials, and children’s departments. She served as Chair of the Collections Planning Committee for the State University System (SUS) libraries from 2007-2009 and is a member of the task force developing a shared e-book PDA project for the state university libraries. She is Editor-in-Chief of the Journal of Interlibrary Loan, Document Delivery and Electronic Reserve, published by Taylor & Francis. Her motto is “if you can do toddler storytime, you can do anything.”

Roy Ziegler
Roy is a graduate of the University of Missouri School of Information and have worked to provide academic library resources to faculty and students for over 22 years. Starting as the Serials Librarian at Southeast Missouri State University and eventually becoming the Associate Dean for Collection Development at Florida State University Libraries, I have helped to maximize access to needed materials and to migrate library resources to the most convenient and usable format for library patrons. I currently manage an $8M materials budget with an eye toward reducing duplication, maintaining value, expanding coverage to needed content and for establishing strategic partnerships to build and maintain an array of resources and services. I have held leadership positions on the Collections Planning Committee for the State University System (SUS) libraries. I continue to work toward strengthening shared collection development and to advocate for effective stewardship of public funds in order to increase the chances for information organizations to have sustainable futures. I have been involved with negotiating statewide contracts to establish a preferred print and electronic book vendors. I’ve initiated a shared Patron Driven Acquisitions (PDA) e-book project with the University of Florida and I’m actively involved in developing a shared e-book PDA project for all libraries within the SUS. I serve on various committees associated with professional organizations, present and write about collection development and resource sharing.

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