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Workshop PurposeA highly practical one-day workshop delivering negotiation knowledge and skills to academic librarians and consortia members involved in the acquisition of electronic resources.Workshop Summary...


June 17 2015 - 10:00
June 17 2015 - 18:00

About the Event

Workshop Purpose

A highly practical one-day workshop delivering negotiation knowledge and skills to academic librarians and consortia members involved in the acquisition of electronic resources.

Workshop Summary

Electronic publishing continues to bring major changes to the provision of teaching and research information, hugely impacting the role and responsibilities of information professionals.  One critical difference is the shift from ownership to access of electronic products, particularly in relation to journals, a shift which has given rise to a wide and evolving range of pricing models and purchase options.

This in turn means the concept of the ‘list price’ for digital journals has become meaningless as institutions and consortia select the content they need and publishers and their representatives tailor deals to meet these requirements.  When making these deals, publishers often seek to maximise their income whilst libraries/consortia typically strive to maximise access whilst controlling their costs, a dynamic which means negotiation has become a fundamental part of the acquisition process.

The digital arena presents many challenges but also considerable opportunities.  The key for information professionals is to gain a good understanding of these new dynamics and to develop the skills and confidence which will enable them to gain the best from each negotiation.  It follows that libraries/consortia whose staff have strong negotiation skills will have considerable advantage in this challenging environment.

Who Should Attend

The workshop has been written for serials and acquisitions librarians involved in e-resource purchasing primarily in academic institutions.  Some of the learning is relevant to librarians working in corporations.  The workshop focuses mainly on journals and other serially published content (although some of the learning will be transferable to eBook and database acquisition).  Written at an introductory-intermediate level, the workshop is aimed at those new to negotiations and those with some negotiations experience who are seeking a ‘refresher’ and/or additional tips, skills and knowledge.  Librarians who are being trained to undertake purchasing roles will also benefit from attending.  More experienced negotiators are welcome as their knowledge, skills and experience will enhance the learning of the group but the course is primarily designed for those new or somewhat new to publisher negotiations.

What You Will Learn

Overall, participants will:

  • Gain a good understanding of some of the key issues surrounding publisher negotiations, together with practical negotiation skills and knowledge which they will be able to use immediately in their professional lives.

Specifically, participants will:

  • Learn four principles of successful negotiation of online information resources
  • Learn seven key habits for successful negotiation of online information resources
  • Gain insight into the role of mindset and personal resilience in negotiations and negotiation outcomes
  • Gain practical experience of evaluating and resolving a range of e-resource negotiation problems
  • Have had the opportunity to share their negotiations experience and negotiation challenges encountered in their own work.

How You Will Learn

The course is interactive, lively and engaging and includes the following elements:

  • Presentations sharing key knowledge and information
  • Immersive learning including: a quiz, group coaching, group exercises, and facilitated discussion and sharing of ideas
  • Sessions which encourage discussion of delegates’ experiences and concerns
  • Participants will also be given a comprehensive course pack and handouts designed to support them in their workplace.


UKSG members:   £200.00 + £40.00 VAT [20%] (total £240.00)
Non-members:   £250.00 + £50.00 VAT [20%] (total £300.00)

The fee includes refreshments and lunch.


The Library of Birmingham (Meeting Room 101)
Centenary Square
Broad Street
B1 2ND

Tel.: 0121 303 6700 (Reception)

Workshop Content


  Registration and coffee


  Module 1: Introductions; Context; Perspectives           
  Introductions; sharing of workshop goals; delegates’ learning objectives; brief overview of course;
  negotiation basics and context; perspectives exercise.
  Presentation; introductions; activity.


  Coffee/tea break


  Module 2: Mindset and Resilience for Confident Negotiations 
  Exploration of a quality which is proven to enhance negotiation outcomes (and is invaluable in the
  wider workplace); sharing of a simple research-based model for cultivating resilience; practising the
  model; discussion of applications and benefits of resilience in publisher negotiations.
  Presentation, exercise in pairs, group discussion and reflection. 


  Module 3: Negotiation Strategy: The Four Cornerstones of Successful Negotiations
  Exploration of four key strategic ‘cornerstones’ of effective negotiations.
  Presentation with discussion throughout.




  Module 4: Negotiation Tactics: The Seven Habits of Successful Negotiations
  Exploration of seven key ‘habits’ of effective negotiations.
  Presentation with discussion throughout.


  Coffee/tea (delegates will be encouraged to take tea/coffee during the Module 5 exercise, i.e.
  there is no formal break)


  Module 5: Principles Into Practice
  In small groups delegates will work through a series of mini-negotiation scenarios and collectively
  determine appropriate next steps, drawing on the Four Cornerstones and Seven Habits plus any
  other course materials as appropriate.
  Features exercise plus plenary discussion covering delegates’ views on best practice.


  Closing comments; completion of evaluation and feedback

NB: In order to deliver maximum value content is subject to change, however much of this content will feature.

Workshop Format

The course is lively and engaging and will include the following elements:

  • Presentations providing key knowledge and information
  • Immersive learning in the form of a quiz, group coaching, group exercises, and discussion and sharing of ideas
  • Sessions which encourage discussion of delegates’ experiences and concerns
  • Role-play by course facilitators to illustrate key points
  • Discussion and sharing of negotiation knowledge and experience and the identification of good practice
  • Participants will also be given a comprehensive course pack and handouts designed to support them in their workplace.

Feedback from Previous Licensing and Negotiation Skills Training Workshops

100% of delegates from each of the 2010, 2011, 2012, 2013 and 2014 workshops would recommend this course to a colleague.

“Every librarian involved in purchasing/licensing should do this course!”
“Excellent – I’m actually looking forward to my next negotiation (-ish!).”
“Very good: very interactive, very engaging and very good to share this experience with colleagues.”
“Lots of invaluable handouts.  Good mix of presentation and practical.  Nice informal style, felt very engaged with all content.”
“Thank you so much for one of the most informative, practical and useful courses I have attended.”

About The Facilitators

Sarah Durrant has 25 years’ experience working with publishers, libraries and a wide range of intermediaries in the scholarly information industry, including deep and broad experience of journals publishing, licensing and negotiation.  During this time she has delivered training and consultancy services in over 20 countries.  Sarah is also an ICF-accredited professional coach and expert facilitator who designs and delivers workshops which enable men and women to realise their full potential and engage in their work and wider lives with creativity, wisdom and confidence. []


Tracy Gardner has nearly 20 years’ experience in scholarly publishing.  She has a very broad view of the industry, having worked for publishing technology companies (CatchWord and Ingenta), a not-for-profit publisher (CABI Publishing) and a consultancy company (Scholarly Information Strategies).  Since 2006 Tracy has worked with Simon Inger Consulting as a consultant specialising in developing effective sales and marketing strategies and product development plans for both commercial and not-for-profit publishers as well as intermediaries.  Throughout her career she has focused on improving the communication channels between publishers, intermediaries and librarians and understands the business of scholarly publishing from many different perspectives.  Tracy formed Renew Training with Simon Inger in 2007 and delivers training for publishers and librarians in association with UKSG, ALPSP and KnowledgeE all over the world.

How to book

Booking for this event has now closed.  For further information please contact Karen Sadler by email or phone +44 (0)1865 310834

Venue location details will be sent with confirmation of booking.


By Wednesday 10 June 2015 - full refund
From Thursday 11 June 2015 - no refund

NB:  UKSG reserves the right to alter or vary the programme due to events or circumstances beyond its reasonable control without being obliged to refund monies.


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