Negotiating licences for digital resources / / Fiona Durrant

• Record Nr.: UNINA9910493179903321
• Autore: Durrant Fiona
• Pubbl/distr/stampa: London : , : Facet, , 2006
• ISBN: 1-85604-981-7
• Descrizione fisica: 1 online resource (168 p.)
• Disciplina: 346.4207
• Soggetti: Acquisition of electronic information resources; Libraries and electronic publishing; License agreements; Electronic books.
• Lingua di pubblicazione: Inglese
• Formato: Materiale a stampa
• Livello bibliografico: Monografia
• Note generali: Description based upon print version of record.
• Nota di bibliografia: Includes bibliographical references and index.
• Nota di contenuto: Title page; Contents; Acknowledgements; Introduction; Who is this book for?; What is negotiation?; Why negotiate?; The aim of this book; Complementary skills; Chapter 1 Preparation; What are the organization's needs?; A new subscription; Renewing a subscription; Understanding a product and how the organization intends to use it; Tender requirements; Agents; Quotes from the publisher; Budgetary issues; MFP (Most Favoured Position), WAP (Walk Away Position) and BATNA (Best Alternative to a Negotiated Agreement); Summary; References; Chapter 2 The contract; The aims of the contract; The contract as a key part of the preparation processWho should read the contract?; Key sections of the contract; Standard contracts; Summary; References; Chapter 3 Negotiation; The method of communication; Bi-party, consortium and multi-party negotiations; The publisher and their products; The relationship between publisher and purchaser; Being assertive; Negotiating the price; The language of negotiation; Dealing with emotions; E-mail communications; Meetings; Internal negotiations; Areas for negotiation other than price; David and Goliath - coping with the powerful; What if they refuse to negotiate?Summary; References; Chapter 4 Staff development and communicating negotiation outcome; Staff development; Statistics; Disseminating the results of negotiations; ; Recording the outcome of the negotiation; Summary; Reference; Chapter 5 Conclusion; Reference; References and further reading; Books; Websites; Appendix 1 Frequently asked questions; Appendix 2 Negotiation timeline; Contract length; Cancellation terms; Human resources; Other renewals; Budgetary data; Busy times of the year; Nice to do; Appendix 3 Personal negotiation experience; Successful arguments or tacticsUnsuccessful arguments or tactics; Index
• Sommario/riassunto: A practical guide on how to get the best deal for online subscriptions. The processes outlined in this book can be applied to a range of electronic products, ranging from e-journals to multi-modular databases. This text guides you through the stages of negotiation, and offers advice on the skills and techniques of negotiation.