Mastering Negotiation Skills for Law Librarians
Enhance your negotiation skills with this toolkit for law librarians, featuring tips on electronic resources negotiation, preparation phases, contract negotiation best practices, and more. Explore helpful resources and learn to tackle common negotiation frustrations and tips for successful outcomes.
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Savvy Negotiation Skills: A Toolkit for Law Librarians Presented by: Annette Demers October 14, 2021
Objectives In this session, participants will: *Review the Electronic Resources negotiation for used at U Windsor Law Library. *Consider the preparation phase of negotiation *Share best practices and tipsfor contract negotiation and recognize negotiation tactics used by vendors. *Review the follow-up and tracking phase of negotiation. *Review the Electronic Resources renewal checklists used at U Windsor Law Library.
Resources Toolkit: https://www.uwindsor.ca/law/library/406/savvy-negotiation-skills-toolkit- law-librarians-callacbd-october-2021 Harvard Law School, Program on Negotiation, "10 Hard-Bargaining Tactics to Watch Out for in a Negotiation". (September 28, 2020), online: Harvard Law School <https://www.pon.harvard.edu/daily/batna/10- hardball-tactics-in-negotiation/>
Negotiations Frustrations 1. Fewer personnel/ resources 2. Few good information sources 3. Publisher challenges 4. Too many platform migrations
Negotiations Tips 1. Make the sales rep do the work. 2. Automate processes. 3. Do your own homework. 4. The customer is always right. Advocate.
Negotiations Tips 1. Make the sales rep do the work. 2. Automate processes. 2. Automate processes. 3. Do your own homework. 4. The customer is always right. Advocate. Automate Processes 1. Negotiation form 2. Checklists Toolkit: https://www.uwindsor.ca/law/library/406/savvy-negotiation-skills-toolkit-law-librarians- callacbd-october-2021
Negotiations Tips 1. Make the sales rep do the work. 2. Automate processes. 2. Automate processes. 3. Do your own homework. 4. The customer is always right. Advocate. Electronic Negotiations Form 1. Used by U Windsor Law Library. 2. Presented to the sales rep. 3. Aid to decision-making. Toolkit: https://www.uwindsor.ca/law/library/406/savvy-negotiation-skills-toolkit-law-librarians- callacbd-october-2021
Negotiations Tips 3. Do your own homework. 3. Do your own homework.
Negotiations Tips 1. Make the sales rep do the work. 2. Automate processes. 3. Do your own homework. 4. The customer is always right. Advocate. 4. The customer is always right. Advocate. Advocacy 1. You hold the purse strings. 2. Don't sign until you are ready. 3. You are entitled to ask questions. 4. You are entitled to ask the sales rep for info. 5. You are entitled to say "no" to contract provisions. 6. Review the contract carefully prior to signing. 7. Clarify contract terms. 8. Refuse to sign until all requests are satisfied. 9. Turn to CALL members for advice and assistance (VLC).
Negotiations Tips 4. The customer is always right. Advocate. 4. The customer is always right. Advocate. Tactic from Harvard Reading Law Library Equivalent Your Response Commitment Tactics "I'll have to check with Legal on that." "You do that." Then ignore it and persist. Take-it-or-leave-it negotiation strategy (1-time offer / urgency) "Let me get back to you on that..." https://c.tenor.com/nfBmlR69TGcAAAA M/30rock-tina-fey.gif (months elapse until 3 days before, then:) Call them on this tactic big time. Broadcast it! "Market price will set in once previous contract expires, so I'll need your response by Friday." Remind them of the purchasing power of your organization. See: Harvard Law School, Program on Negotiation, "10 Hard-Bargaining Tactics to Watch Out for in a Negotiation". (September 28, 2020), online: Harvard Law School <https://www.pon.harvard.edu/daily/batna/10-hardball-tactics-in-negotiation>
Follow-up and Tracking 1. Use checklists. 2. Review new incoming invoices. 3. Check product access carefully. 4. Collect usage data. 5. Keep previous year's pricing handy.
Follow-up and Tracking 1. Use checklists. 2. Review new incoming invoices. 3. Check product access carefully. 3. Collect usage data. 3. Keep previous year's pricing handy. Checklists 1. Used by U Windsor Law Library. 2. Workflow reminder. 3. Aid to decision-making. Toolkit: https://www.uwindsor.ca/law/library/406/savvy-negotiation-skills-toolkit-law-librarians- callacbd-october-2021
Follow-up and Tracking 2. Review new incoming invoices.
Follow-up and Tracking 3. Check product access carefully. Checklists 1. Used by U Windsor Law Library. 2. Workflow reminder. 3. Aid to decision-making. Toolkit: https://www.uwindsor.ca/law/library/406/savvy-negotiation-skills-toolkit-law-librarians- callacbd-october-2021
Follow-up and Tracking 1. Use checklists. 2. Review new incoming invoices. 3. Check product access carefully. 4. Collect usage data. 5. Keep previous year's pricing handy.
Resources Toolkit: https://www.uwindsor.ca/law/library/406/savvy-negotiation-skills-toolkit- law-librarians-callacbd-october-2021 Harvard Law School, Program on Negotiation, "10 Hard-Bargaining Tactics to Watch Out for in a Negotiation". (September 28, 2020), online: Harvard Law School <https://www.pon.harvard.edu/daily/batna/10- hardball-tactics-in-negotiation/>
Savvy Negotiation Skills: A Toolkit for Law Librarians Annette Demers ademers@uwindsor.ca THANK YOU!
