***  Apologies for cross-posting   ***


A few places left on our course:


UKSG Licensing and Negotiation Skills for Librarians


Thursday 14 June 2012

The Institute of Materials, Minerals and Mining, London SW1


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


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 written for serials and acquisitions librarians involved
in e-resource purchasing in academic institutions.  The course focuses
mainly on journals and other serially published content; librarians in
academic 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.


Feedback from previous Licensing and Negotiation Skills training courses

100% of delegates on the 2011 course would recommend this course to a


“Every librarian involved in purchasing/licensing should do this course!”


“Excellent – I’m actually looking forward to my next negotiation (-ish!).”


“Spot on!”


“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 content


·         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

·         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

*	Presentations providing session overview and key information
*	Sessions which encourage discussion of delegates’ experiences and
*	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.



09.30   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 (includes break at 14.45)

15.45  Closing comments and wrap-up (by 16.00)



            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


Fee     (includes refreshments and lunch)

UKSG members       £195.00 + £39.00 VAT [20%] (total £234.00)

Non-members          £245.00 + £49.00 VAT [20%] (total £294.00)



The Institute of Materials, Minerals and Mining, London, SW1 


How to book

Please book via the UKSG website – 

or contact me as below.


Venue location details will be sent with confirmation of booking. 



By Wednesday 6 June 2012         Full refund

From Thursday 7 June 2012         No refund


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.




Karen Sadler



Tel. +44 (0)1865 310834

Fax. +44(0)1865 310834


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