03868nam 2200601 450 991049317990332120170821195650.01-85604-981-7(CKB)2550000001186101(EBL)1597144(OCoLC)868273032(SSID)ssj0001114562(PQKBManifestationID)12400669(PQKBTitleCode)TC0001114562(PQKBWorkID)11055572(PQKB)10460632(MiAaPQ)EBC1597144(UkCbUP)CR9781856049818(EXLCZ)99255000000118610120060525d2006 uy| 0engur|n|---|||||txtccrNegotiating licences for digital resources /Fiona DurrantLondon :Facet,2006.1 online resource (168 p.)Description based upon print version of record.1-85604-586-2 1-306-34221-X Includes bibliographical references and index.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 contractThe 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 powerfulWhat 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 experienceSuccessful arguments or tacticsUnsuccessful arguments or tactics; IndexA 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.Acquisition of electronic information resourcesLibraries and electronic publishingLicense agreementsElectronic books.Acquisition of electronic information resources.Libraries and electronic publishing.License agreements.346.4207Durrant Fiona1056925MiAaPQMiAaPQMiAaPQBOOK9910493179903321Negotiating licences for digital resources2491642UNINA