Gateway to Good Negotiation: From Computer Mediated Communication to Playing Hardball

• Published in: The Serials librarian Vol. 62; no. 1-4; pp. 183 - 188
• Main Authors: Grogg, Jill, Morris, Sara E., Ashmore, Beth, Langendorfer, Jeanne M.
• Format: Journal Article Conference Proceeding
• Language: English
• Published: New York, NY Taylor & Francis Group 01.01.2012; Haworth Press; Taylor & Francis LLC
• Subjects: Acquisitions; Communication; Covering; Exact sciences and technology; factors influencing negotiations; Guidelines; Information; Information and communication sciences; Information and document structure and analysis; Information processing and retrieval; Information science. Documentation; Information service management; Libraries; Library and documentation centre management; license agreements; Licensing; negotiation; Negotiations; preparation; Sciences and techniques of general use; Serials; Skills; Preparation; negotiation; License; Web portal; communication; Influence factor; factors influencing negotiations; Computer mediated communication; license agreements
• ISSN: 0361-526X; 1541-1095
• DOI: 10.1080/0361526X.2012.652918

This lively presentation about good negotiation covered three main themes: basic information about negotiation, preparation for negotiation, and factors that affect one's ability to negotiate. Ideas presented included the importance of good communication and reminders that we already engage in negotiation in some way in our lives and that practice can improve our negotiation skills. References to negotiation literature were given. Also, the advantages and disadvantages of a number of factors that affect libraries' ability to negotiate were discussed.