Negotiation for the rest of us

Abstract

The topic of this article is how to create sustainable relationships between librarians and vendors through cost- and benefit-based negotiation for mutual gain. Negotiation is the process of finding the highest benefit and lowest cost for both parties. The success of a negotiation process depends on three essential ingredients: effective communication, knowing what you (and they) want, and learning. Complementing an introduction to general principles and secret tips that reduce the stress of negotiating not just price but also service quality and basic relationship expectations, the instructor facilitated a participative learning experience that revealed the negotiation wisdom gathered in the room, from library professionals and vendors alike. © 2006 by the North American Serials Interest Group, Inc. All rights reserved.