Staying Ahead of the Curve

1
Staying Ahead of the Curve
2

• Negotiating with
• Electronic Journals,
• Publishers and Vendors
• Presented by Buzzy Basch

3
Publishers

• Need Subscribers
• Need to maintain or increase revenues
• Looking to add value
• Links
• Searches
• Want to add new services, expand users and access.

4
Negotiating Basics

• People World
• Knowledge is POWER
• Problem Solving
• Be a good listener
• Ask specific questions
• Ask for clarification

5
Planning For the Negotiations

• Your Requirements
• Survey faculty, librarians and professional
  staff- what digital resources do they use, which
  resources are helpful which are different.
• Your Expenditure Tolerance
• The Value of Your Account

6
Publisher Negotiating Checklist

• Publishers legal rights to data and
  distribution.
• Your ownership rights
• Your linkage rights
• Your lease rights
• License
• Pricing Formula/Modules

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Publisher Negotiating Checklist

• Archiving
• Access
• Print Options
• Print Holdings
• Authorized Users
• Consortium/Membership

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Publisher Negotiating Checklist

• Service
• Invoicing
• Annual Costs
• Record Keeping

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Preparing the Publisher

• Is representative empowered to make changes?
• What can we do to reduce our costs?
• What do you need from our organization to make
  you a success?
• How does your company calculate prices?
• If we give you additional business, will you
  consider reducing the cost?
• What can we do to minimize our expenditures?

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Negotiating Strategies

• Prepare the publisher
• Maximize the size
• Multi-year
• Locations/Branches/Departments/Divisions
• Individuals/Students/Faculty/Researchers/Administr
  ators
• Titles

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Conclusion

• Most service managers are business minded and
  resonate to numbers and data.
• Publishers need subscribers.
• Negotiations is a process. Electronic journals
  are no different than any other negotiation.
• You need to be prepared.
• You need to know what you want.
• Knowledge is POWER.
• As a potential or subscriber, you are in a
  position of power.