** Apologies for Cross-Posting **
UKSG will be running our popular course for librarians in Dublin:
UKSG Licensing and Negotiation Skills for Librarians
Wednesday 25 May 2011
Law Society of Ireland, Dublin
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To meet the needs of librarians involved in the acquisition of electronic
resources, UKSG is pleased to offer a practical one-day Licensing and
Negotiation Skills course.
Course summary
Electronic publishing has brought major changes to learned information
provision, hugely impacting the role and responsibilities of information
professionals.
With electronic products, purchase models are typically much more complex
than the traditional print subscription model. A wide range of criteria
influence price to the extent that the concept of a ‘list price’ for digital
content is increasingly meaningless. Institutions and consortia are able to
select the content which suits them, and publishers and their
representatives tailor deals to these requirements. When making these
deals, publishers typically seek to maximise their income whilst libraries
typically strive to control their costs, a dynamic which means negotiation
has become a fundamental part of the acquisition process.
A similarly critical difference with digital information delivery is the
shift of emphasis from ownership to access. Information products are no
longer bought and sold; access to them is licensed and this has given rise
to the licence as a feature of most acquisition agreements. Publisher
licences present libraries – and their patrons – with useful rights but also
with important responsibilities, and a thorough understanding of licensing
language, and its effect, has become critical for librarians.
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 develop the skills which will enable
them to gain the best from every licence and each negotiation. It follows
that libraries whose staff have strong licensing and negotiation skills will
have considerable advantage, particularly in the current economic climate.
Why you should attend
The course has been created specifically for librarians involved in
collection development and e-resource purchasing in academic institutions;
librarians in these institutions who are being trained to undertake
purchasing roles will also benefit from attending. Participants will gain a
good understanding of the key issues surrounding publisher licensing and
negotiations, together with practical skills and knowledge which they will
be able to use in their professional lives.
Learning objectives
At the end of the course participants will:
* understand the key issues surrounding information licensing and
negotiations, and how these impact libraries and their patrons
* be familiar with the key clauses in publisher licences
* enhance their understanding of licensing language and its effect
* be able to compare a ‘model’ licence with a publisher licence
* understand the principles of successful negotiation in the context
of licensing online information resources
* understand the fundamental dos and don’ts of e-resource negotiation
* have the opportunity to share and resolve licensing and negotiation
problems they have encountered in their work.
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Feedback from previous Licensing and Negotiation Skills training courses
95% of delegates on the 2010 course would recommend this course to a
colleague.
“Excellent handouts – the checklists will be very useful. The sessions were
fun, useful and interesting.”
"[The course] ... actually made me less scared of negotiation and more
understanding of what we may need and how we can achieve it. Definitely hit
the right tone, not daunting and not dumbed down. The chance to talk with
others from differing institutions, with different experiences, was also
incredibly helpful."
"Excellent course ... will assist in my work."
"Very well prepared and delivered. Good balance of participation and
instruction."
“Incredibly useful to me – actually got more from the course than I had
thought I would, and I did already have quite high expectations.”
“Very informative and useful course. Left me with several plans to put into
action and feeling much more confident about the idea of actually
negotiating, not just taking the licence as being a done deal.”
“Somebody used the word ‘empowered’ to sum up how they felt and I think
that’s right.”
Course content
Licensing
· Introduction: what is a licence and why do we have them?
· The licence as a grant of rights: issues of access vs. ownership
· The licence as a contract: the language and effect of publisher
licences
· The devil in the detail: clause-by-clause examination of a ‘model’
licence; getting behind the legal speak; critical clauses; which clauses are
likely to be negotiable and which not?
· Discussion of delegates’ experience
· Summary: top licensing tips.
Negotiation skills
* Introduction: negotiating in the digital era
* Understanding the publisher: how the size, profile and market
position of a publisher influences negotiations
* What the publisher wants; getting what you want; issues of
affordability, value for money and sustainability
* Preparing for negotiation
* Negotiation scenarios; negotiation tactics
* Evaluating a publisher proposal
* Summary: the dos and don’ts of negotiation.
Course format
The course will be lively and engaging and will include the following
elements:
* Presentations providing session overview and key information
* Sessions which encourage discussion of delegates’ experiences and
concerns
* Quiz, exercises and other group work encouraging discussion and
sharing of ideas
* Role play by course facilitators to illustrate key points
* Participants will also be given a comprehensive course pack and
handouts designed to support them in their workplace.
Programme
09.15 Registration and coffee
09.45 Course introduction
10.15 Introduction to e-resource licensing
10.45 Break
11.00 Examining e-resource licensing in detail
12.00 Preparing for negotiations
12.45 Lunch
13.30 Negotiation tactics
14.15 Evaluating a publisher proposal
15.30 Closing comments and wrap-up (by 16.00)
Facilitators
Sarah Durrant, Red Sage Consulting
Tracy Gardner, Tracy Gardner Marketing
The course facilitators have extensive experience working with publishers,
libraries and a wide range of intermediaries in the scholarly information
industry, much of this in the area of journals publishing, licensing and
negotiation.
Fee (includes refreshments and lunch)
UKSG members £175.00 (VAT exempt)
Non-members £240.00 (VAT exempt)
Venue
Law Society of Ireland, Dublin
NB: UK Serials Group reserves the right to alter or vary the programme due
to events or circumstances beyond its reasonable control without being
obliged to refund monies.
How to book
Please book via the UKSG website – www.uksg.org/event/licneg250511
or contact me as below.
Venue location details will be sent with confirmation of booking.
Cancellations
By Tuesday 17 May 2011 Full refund
From Wednesday 18 May 2011 No refund
Karen Sadler
Administrator
UKSG
Tel. +44 (0)1865 310834
Fax. +44(0)1865 310834
<http://www.uksg.org> www.uksg.org
UK Serials Association trading as United Kingdom Serials Group
A company registered in England and limited by guarantee
Company Number: 4145775 Registered Charity Number: 1093946
Registered office: Bowman & Hillier Building,
The Old Brewery, Priory Lane, Burford, Oxon OX18 4SG
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