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Negotiating licences for digital resources

Author: Fiona Durrant
Publisher: London : Facet, 2006.
Edition/Format:   eBook : Document : EnglishView all editions and formats
Summary:
"The text guides you logically through the stages of negotiation, from initial awareness of your organization's needs to making the contract more understandable, and offers advice on the skills and techniques of negotiation, whether in written or face-to-face scenarios." "This book can act as a reference tool for experienced negotiators, or as a primer for those who have never before been involved in the process. It  Read more...
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Durrant, Fiona.
Negotiating licences for digital resources
(DLC) 2006389299
(OCoLC)65288738
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Fiona Durrant
ISBN: 9781856049818 1856049817
OCLC Number: 869282662
Description: 1 online resource (xviii, 149 pages) : illustrations
Contents: Who is this book for? --
What is negotiation? --
The aim of this book --
Complementary skills --
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 favored position), WAP (walk away position) and BATNA (best alternative to a negotiated agreement) --
The contract --
The aims of the contract --
The contract as a key part of the preparation process --
Who should read the contract? --
Key sections of the contract --
Standard contracts --
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? --
Staff development and communicating negotiation outcome --
Staff development --
Statistics --
Disseminating the results of negotiations --
Recording the outcome of the negotiation --
Negotiation timeline --
Contract length --
Cancellation terms --
Human resources --
Other renewals --
Budgetary data --
Busy times of the year --
Nice-to-do.
Responsibility: Fiona Durrant.

Abstract:

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  Read more...

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"As both an introductory text for the negotiation novice and for professionals working in small teams, (who do not have the support of colleagues), the book will be invaluable." -- Legal Information Read more...

 
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