**  Apologies for cross-posting  **

Places still remain on our workshop for librarians scheduled to run in Birmingham in June:


UKSG Negotiation Skills for Librarians
Thursday 18 June 2015, The Library of Birmingham

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:
ü  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:
ü  Learn four principles of successful negotiation of online information resources
ü  Learn seven key habits for successful negotiation of online information resources
ü  Gain insight into the role of mindset and personal resilience in negotiations and negotiation outcomes
ü  Gain practical experience of evaluating and resolving a range of e-resource negotiation problems
ü  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.


Workshop Content
09.30  Registration and Coffee

09.50  Module 1: Introductions; Context; Perspectives

10.45  Refreshments

11.00  Module 2: Mindset and Resilience for Confident Negotiations

12.00  Module £: Negotiation Strategy: The Four Cornerstones of Successful Negotiations

13.00  Lunch

14.00  Module 4: Negotiation Tactics: The Seven Habits of Successful Negotiations

15.15  Refreshments and Module 5: Principles Into Practice

16.30  Closing comments; completion of evaluation and feedback
- 16.50

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."

Course Facilitators
Sarah Durrant and Tracy Gardner have extensive experience in facilitating this and similar courses.

Fee     (includes refreshments and lunch)
UKSG members       £200.00 + £40.00 VAT [20%] (total £240.00)
Non-members           £250.00 + £50.00 VAT [20%] (total £300.00)

Venue
The Library of Birmingham

How To Book
Please book via the UKSG website - www.uksg.org/event/NEG180615<http://www.uksg.org/event/NEG180615>
or contact me as below.



Cancellations
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.


Karen Sadler
Administrator
UKSG
Tel. +44 (0)1865 310834
Fax. +44(0)1865 310834
www.uksg.org<http://www.uksg.org/>



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