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Open Negotiation Education for Academic Libraries (ONEAL)

This guide provides information for the ONEAL project.

Learning Objectives

Learners will be able to: 

  1. Analyze their library's position within negotiations.
  2. Apply best practices in principled negotiation when planning and conducting complex negotiations with library vendors.
  3. Optimize available options during negotiations by forming strategies to be used during negotiation and building coalitions of support.
  4. Evaluate license clauses to understand their potential impact on the library and its user communities
  5. Identify clauses that are in or out of alignment with the library's interests and be able to explain why to vendors and other stakeholders.
  6. Explain license clauses (including alternatives to standard vendor language) that protect and advance library interests.
  7. Describe current issues facing academic libraries and how they relate to negotiating with third party vendors to provide guidance and leadership within their organizations.

Curriculum Design Considerations

  • The best delivery method of learning content (video, text, etc.)
  • Existing resources that can be integrated into the curriculum
  • Active learning assignments that participants can prepare, gather, and refer to when planning and executing future negotiations with library vendors.
  • Application within our field through interviews, panel discussions, case studies, etc.
  • Formative assessment that provides feedback to learners and designers on understanding.

Outline of the Curriculum

Module 1: Foundations

  1. Introduction to the Course
    • Overview of the Course
    • Historical Contect
    • Different Pricing Models
    • Glossary
  2. Contracts & Licensing
    • Anatomy of a License
    • Navigating the Contract Review Process
    • Understanding Local Context
    • Negotiating Difficult Terms
  3. Introductions to Negotiations
    • It's a Business Relationship!
    • Principled Negotiations
    • Empowerment - Asking for What You Want and Need
    • Yes, You Should Negotiate!
  4. Negotiation Planning
    • Understanding your BATNA and Reservation Price
    • Researching Vendors and Determining ZOPA
    • Planning Concessions
    • Framing, Anchors, First Mover Advantage
    • Preparing for No
  5. Resource Talks
    • Academic Librarians Discuss their Favorite Negotiation Resource

Module 2: Strategies

  1. Setting Priorities
    • Based on Values
    • Using Pareto Analysis when you can't Negotiate Every Deal
    • Value Creation in the Deal
    • Living in the Gap (Managing Morale)
  2. Engagement
    • Solo vs Team Efforts
    • Engaging with other Librarians, Administrators, Institutional Faculty, Students, Procurement, and General Counsel.
    • Leveraging Relationships (E.g., Consortia)
  3. Managing Vendor Relationships
    • Facilitating Good Relationships with Vendors
    • Informing Vendors of Academic Library and Institutional Context
    • Managing Behavior
  4. Power Dynamics
    • Understanding Price Sensitivity
    • Creating Value for your Institution
    • Strategies for When you Have No Power
    • Improving your BATNA Over Time

Module 3: Issues

  1. Acquisitions Models
    • Traditional Access Models
    • Point-of-Need Models
    • Evidence-based Acquisitions
    • Open Access
    • Transformative Agreements
  2. The Intersection of Technology & Licensing
    • Text Data Mining (TDM)
    • Privacy & Suirveillance
    • Authentication
    • Accessibility