Being Earnest With Collections-Getting to Yes: Employing the Harvard Negotiation Project's Method of Principled Negotiation

Abstract

The article discusses how librarians can use the principled negotiation methodology mentioned in the book "Getting to Yes: Negotiating Agreement Without Giving In" while negotiating with vendors and publishers. According to the author, good communication skills, active listening and personal integrity are the key components that a good negotiator can employ to create an intentional, thoughtful and professional approach to negotiation.