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Workshop SummaryA highly practical one-day workshop developing knowledge, skills and confidence to support academic librarians and consortia members engaged in negotiating with publishers and other vendors for electronic resources.  Librarians will be able to apply what they learn immediately to ongoing and future negotiations, both new deals and renewals.Context for this Workshop...


June 21 2018 - 10:00
June 21 2018 - 16:00

About the Event

Workshop Summary

A highly practical one-day workshop developing knowledge, skills and confidence to support academic librarians and consortia members engaged in negotiating with publishers and other vendors for electronic resources.  Librarians will be able to apply what they learn immediately to ongoing and future negotiations, both new deals and renewals.

Context for this Workshop

•    Electronic resources continue to bring major change to the provision of teaching and research information, hugely impacting the role and responsibilities of librarians.

•    The rise of the licence, the demise of the ‘list price’, tailored deals, new rights and responsibilities, new users, and new ways of delivering, using and sharing information are all part of the evolving complexity.

•    At the same time, some things have not changed: publishers still seek to maximise usage, market presence and income, whilst libraries and consortia seek to best serve their users, often within the constraints of rising costs and pressured budgets.

•    In order to navigate these challenges – and make the most of the considerable opportunities – negotiation has become an essential part of the acquisition process.

•    It follows that libraries and consortia need staff with solid negotiation skills, and yet good quality training in this area is noticeably absent from LIS qualifications.

•    This practical and popular course has been created to meet this need, informing and empowering librarians, growing their confidence, knowledge and skills, and helping them to get the best from every negotiation.

Is this Workshop for You?

Negotiation Skills for Librarians has been written for serials and acquisitions librarians and consortia members involved in the acquisition of electronic resources in academic institutions or on behalf of academic consortia*.  Written at an introductory-intermediate level, the workshop is for those who are new to negotiations or who have some negotiation experience and are seeking a ‘refresher’ and/or additional tips, skills and knowledge.  It will also benefit those being trained to undertake purchasing roles in the future.  More experienced negotiators are welcome to attend but are asked to be aware of the intended level of this workshop.  The workshop focuses on e-journals and other serially published content (although some of the learning will support eBook/database acquisition).

 *Although the primary focus of the course is on e-resources acquisition in an academic environment, information/knowledge workers in public libraries and corporations are welcome.  Equally, although the course is designed primarily for those new or relatively new to publisher negotiations, more experienced negotiators have found it to be of great benefit.

Brief History

This workshop has been delivered to library and consortia staff in the UK and Eire (on behalf of UKSG), continental Europe and the Middle East since 2008.  Of the 450+ librarians who have taken the workshop to date, 100% would recommend it to colleagues and the vast majority rated their learning experience as either ‘Excellent’ or 'Good'.

(A five-week online course has been developed to meet demand from international colleagues who cannot attend the in-person workshop: please contact: for further information.)

Workshop Goals

•    Learn proven, highly practical negotiation skills and knowledge which you can use immediately in your professional life
•    Learn The Four Cornerstones – four key strategies which underpin all successful negotiations
•    Practice The Seven Habits of Effective Negotiation – intelligent negotiation tactics which will help you get the best deal possible, on pricing and on terms
•    Apply these skills and knowledge to resolve a range of mini-negotiation situations
•    Learn Six Powerful Questions to help you keep negotiations on track – and a five-step negotiation model recommended by the FBI!
•    Share your negotiation questions, challenges and concerns in a confidential and supportive environment
•    Build your confidence in relation to publisher negotiations
•    Learn a powerful model for developing your personal resilience, a capacity proven to enhance negotiation abilities and outcomes.

Workshop Format

In common with all Lead From Within learning, this workshop is lively, engaging and interactive to create the richest learning experience possible. It features the following elements:
•    Presentations sharing key knowledge and information
•    Individual and group exercises
•    Facilitated discussion and sharing of ideas with group coaching as appropriate
•    Sharing of delegates’ negotiation experiences, challenges and concerns in a safe and confidential environment
•    Opportunity to discuss delegates’ ‘live’ negotiation issues and share best practice
•    A comprehensive course pack featuring invaluable checklists designed to support delegates 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 King's Fund
No. 11 Cavendish Square (Maxwell Room)

Tel.: 020 7307 2474 (Reception)

Workshop Content

1.    Introduction and Overview
-    Course overview and learning goals
-    Negotiation context and basics
-    Common negotiation challenges
-    Four main negotiation styles
-    Exercise: What’s your perspective?

2.    Building Resilience for Confident Negotiations
-    Define resilience and explore how this vital quality can enhance negotiation outcomes
-    Explore a proven model which will build your personal resilience
-    Exercise: Practise this model and explore how it will build your confidence and resourcefulness when negotiating.

3.    Negotiation Strategy: Four Cornerstones
-    Introducing The Four Cornerstones – four key strategies which underpin all successful negotiations
-    Exercise: Explore how each cornerstone contributes to negotiation success
-    Consider how you can incorporate the Cornerstones further into negotiations.

4.    Negotiation Tactics
-    Shares seven habits or tactics you need to employ for effective negotiations
-    Explores how each supports you in each stage of the negotiation process
-    Exercise: Exploring our Seven Negotiation Tactics further.

5.    The Principles into Practice Challenge
-    Working in groups you will apply knowledge and skills from the workshop to resolve a series of realistic mini-negotiation scenarios
-    Review key learning from the challenge and discuss best practice.

6.    Bringing It All Together Review
-    Six Powerful Questions: wisdom to support you through the whole negotiation process
-    A five-step model for influencing (from the FBI)
-    Discuss any outstanding negotiation questions, challenges and concerns
-    Review key learning from this workshop and discuss how you will integrate this into your professional practice
-    (Evaluation and feedback).


Workshop participants report many practical benefits including:
-    saving money
-    having additional valuable knowledge, tools and skills to call on during negotiations
-    greater confidence during all parts of the negotiation process: from planning their strategy, working with vendors and closing deals
-    achieving more affordable, sustainable agreements
-    securing better licence terms
-    greater understanding of which areas can – and should – be negotiated
-    clearer sense of the areas they want to influence
-    serving teaching and research more effectively
-    enhancing the value and impact of the library.


Here’s what was said after the 2017 event:

“An excellent workshop and I have learnt many strategies and tips which I am eager to use and implement in future work (and personal) negotiations.”

“Thank you.  I have found it an interesting day and the balance of lectures vs. discussion/exercises worked well.”

“A fabulous course – one of the most practical I have been on with real techniques and strategies I can employ in my role and personal life.”

About Your Facilitator
This workshop was designed and is facilitated by Sarah Durrant who has over 25 years’ experience in the information sector (which includes extensive negotiation experience) and over 10 years’ experience as an expert learning facilitator.  Sarah has been delivering this workshop since 2008 and to date over 450 librarians have taken this training in the UK, Eire, continental Europe and the Middle East.  (A growing number of librarians have benefited from the new online version which was launched last year to enable librarians based further afield to attend and benefit from this learning.)  Sarah is also an ICF-accredited professional coach with a passion for well-designed, immersive learning which enables people to realise their full potential and engage with their work and wider lives with creativity, wisdom and confidence.  (For more information see:

How to Book

Booking has now closed

For further information please contact Samira Koelle at UKSG by e-mail or by phone: +44 (0)1993 848234.

Venue location details will be sent with confirmation of booking.


By Wednesday 13 June 2018 - full refund
From Thursday 14 June 2018 - 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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