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Libraries win when we position ourselves as advocates and partners during vendor negotiations. This webinar provides a robust foundation in negotiation theory and practice for newcomers to library-vendor negotiations. In addition, the webinar equips veteran negotiators with fresh ideas and strategies for success.
The presenter will share key concepts as well as practical techniques and real-world situations: how to negotiate as part of a library consortium, how to tailor your negotiation strategies to the vendor or the type of product or service, use data to make your case, create winning arguments, determine your priorities, know your own strengths and style as a negotiator, and think creatively to overcome stalemates and achieve win-win outcomes.
This session will wrap up with hands-on exercises involving real-world negotiation scenarios. While designed for library workers who participate in vendor negotiations, this session will share concepts and methods that benefit attendees across diverse professional contexts.
Learning objectives:
- Understand key negotiation concepts, strategies, and methods.
- Identify common obstacles and opportunities during negotiations.
- Recognize which negotiation techniques to use in a range of situations.
- Apply concepts and methods learned to practical negotiation scenarios.
