Chapter 3. Negotiating with Content Vendors: An Art or a Science?

Abstract

Good negotiating begins with understanding your counterpart’s perspective. In chapter 3 of Library Technology Reports (vol. 51, no. 8), “E-Content in Libraries: Marketplace Perspectives,” Matt Dunie, an experienced information industry executive, describes cost structures and pricing strategies. He advocates for a documented negotiation process for libraries with objectives, timetables, the right team, and a strategy.