Approximate time to complete: 3-4 hours (1-2 hours to review the material, and 2 hours for the assignment putting learning into practice).
Learning objectives:
After completing this lesson, you will be able to
- Examine how vocational awe and the service orientation of libraries sometimes gets in the way of negotiating.
- Explain how being a principled negotiator can support building a sustainable business relationship with library vendors.
- Articulate your institution’s values and goals in regards to negotiating for library resources.
Table of Contents:
- Do: Negotiation Journal Reflection 1
- Watch, Listen, or Read:
- Asking for what we need
- It’s a business relationship
- Principled negotiations
- The structure of negotiations
- Complete Check Your Understanding Quiz
- Do: Negotiation Journal Reflection 2
- Review: Application within Libraries
- Review at least 2 examples of negotiation principles
- Do: Writing Your Own Script Exercise
- Helpful Tools & Readings
- Group Activities & Discussion
DO: Negotiation Journal Reflection 1
This should be done prior to reviewing instruction content!
Start your Negotiation Journal using the following prompt. You can keep a physical journal using pen and paper or a digital journal with whatever software you prefer. Please refer to the Introduction to the Curriculum lesson or the Foundations Workbook (docx download, PDF download) section on Journaling Practice for more information about the utility of keeping a negotiation journal.
Prompt: When you think about negotiations what words come to mind? Jot them down then reflect on why you feel that way. These words may be positive, negative, neutral and mixed and all feelings are relevant. This curriculum is designed to empower you no matter where you are starting.
WATCH, LISTEN, OR READ:
Review the following video content in order, since the content builds. Videos are provided through YouTube. The notes in the PowerPoint slides correspond with the transcript of the videos.
- Asking for what we need (13:01) (PowerPoint with Notes)
- It’s a business relationship (8:24) (PowerPoint with Notes)
- Principled negotiations (5:13) (PowerPoint with Notes)
- The structure of negotiations (4:34) (PowerPoint with Notes)
Complete Check Your Understanding Quiz
Take this short quiz to check your understanding of ideas presented in the videos. Feel free to go back and review the videos as needed.
DO: Negotiation Journal Reflection 2
Reflect upon a fairly recent experience when you had to negotiate (e.g. e-resource, job offer, car, rent). How did that negotiation go? Would you describe yourself as a hard, soft, or principled negotiator? What about the other party? Did you ask for what you needed? How might you approach that negotiation differently?
REVIEW: Application within Academic Libraries
Examples of Negotiation Principles. Review at least two.
- CRKN Licensing Principles
- Montana State University Negotiation Principles
- Iowa State University: Principles for Advancing Openness through Journal Negotiations
- Principles Guiding Negotiations with Journal Vendors at Oregon State University
DO: Write Your Own Script Exercise
(Approximate time: 2 hours)
This link to the Write Your Own Script Exercise goes to the .docx file for this individual exercise. However, this exercise can also be found in the Foundations Workbook (docx download, PDF download).
Helpful Tools & Readings
- Ettarh, F. (2018) “Vocational Awe and Librarianship: The Lies we Tell Ourselves,” In the Library With the Lead Pipe.
- Fosslien, L. & Duffy, M.S. (2019) No Hard Feelings: The Secret Power of Embracing Emotions at Work Portfolio/Penguin.
- Geraci, A. & Farrell, S. L. (2019) “Normalize negotiation! Learning to negotiate salaries and improve compensation to transform library culture”. In the Library with the Lead Pipe.
Group Activities & Discussion
If the curriculum is being completed by a group these activities can help the group learn together. (docx download) (pdf download)