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Wednesday, March 6 • 1:00pm - 5:00pm
W08: Fundamentals of Licensing and Negotiation

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Electronic resource librarians are expected to communicate with publishers, library directors, university legal counsel, procurement, systems, ILL departments, fellow librarians and library staff as experts in e-resource licensing.  In addition to understanding licenses, electronic resource librarians are expected to negotiate licensing terms and conditions, including pricing, with vendors.  Yet electronic resource librarians are not usually trained in either legal matters or negotiation theory and strategy, making it a daunting prospect to those new to the responsibility.  This course will provide the fundamentals that will prepare e-resource librarians to step-into these roles with confidence.

This course will be broken down into two parts.  We will begin with a section on license agreements which will provide an overview of the role of license agreements in the electronic environment, walk the attendees through a typical license, and discuss the issues that various sections and clauses may present.   We will discuss emerging licensing trends and issues, such as the new General Data Protection Regulation (GDPR) which is making licensing products from Europe a challenge. We’ll look at SERU, some model licenses, and various pricing negotiation factors, including user levels, FTE factors and university classification tiers. We will conclude with a discussion of the practicalities for reviewing and editing license agreements and creating schedules and addenda that cover additional terms and requirements not generally part of a standard agreement.

Section two of the course will focus on helping attendees develop negotiation skills and the confidence to employ them.  Using the basic tenants of the Harvard Negotiation Project’s principled bargaining practices, published in Getting to Yes, attendee will learn solid negotiation fundamentals and how to take a systematic, informed approach to negotiating.  We will also discuss a strategy for working with vendors from year to year to keep annual renewal costs down over time.  Tips and strategies for handling various negotiation scenarios will be provided, with a break-out session for attendees to collaboratively problem solve a challenging negotiation situation.

avatar for Anjana H Bhatt

Anjana H Bhatt

University Librarian (Electronic Resources), Florida Gulf Coast University
E-Resources and libraries
avatar for Claire T Dygert

Claire T Dygert

CDygert Solutions, LLC

Wednesday March 6, 2019 1:00pm - 5:00pm CST
Room 101