LEADER 03868nam 2200601 450 001 9910493179903321 005 20170821195650.0 010 $a1-85604-981-7 035 $a(CKB)2550000001186101 035 $a(EBL)1597144 035 $a(OCoLC)868273032 035 $a(SSID)ssj0001114562 035 $a(PQKBManifestationID)12400669 035 $a(PQKBTitleCode)TC0001114562 035 $a(PQKBWorkID)11055572 035 $a(PQKB)10460632 035 $a(MiAaPQ)EBC1597144 035 $a(UkCbUP)CR9781856049818 035 $a(EXLCZ)992550000001186101 100 $a20060525d2006 uy| 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aNegotiating licences for digital resources /$fFiona Durrant 210 1$aLondon :$cFacet,$d2006. 215 $a1 online resource (168 p.) 300 $aDescription based upon print version of record. 311 $a1-85604-586-2 311 $a1-306-34221-X 320 $aIncludes bibliographical references and index. 327 $aTitle 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 327 $aThe 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 327 $aWhat 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 327 $aSuccessful arguments or tacticsUnsuccessful arguments or tactics; Index 330 $aA 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. 606 $aAcquisition of electronic information resources 606 $aLibraries and electronic publishing 606 $aLicense agreements 608 $aElectronic books. 615 0$aAcquisition of electronic information resources. 615 0$aLibraries and electronic publishing. 615 0$aLicense agreements. 676 $a346.4207 700 $aDurrant$b Fiona$01056925 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910493179903321 996 $aNegotiating licences for digital resources$92491642 997 $aUNINA