This session teaches foundational negotiation theory and practice for newcomers to negotiating with vendors and other stakeholders. Meanwhile, experienced negotiators will gain fresh ideas and strategies for success. The instructor will share key concepts as well as practical techniques and real-world situations: how to tailor your negotiation strategies to the vendor or the type of product or service, leverage data to make your case, create winning arguments, determine your priorities, master your own strengths and style as a negotiator, and think creatively to overcome stalemates and achieve win-win outcomes. Interactive case studies will help foster learning.
Learning Outcomes
By the end of this class, students will be able to:
Describe fundamental concepts and tactics in negotiation.
Evaluate your own negotiating style and tendencies as a negotiator.
Select which negotiation techniques to use in a range of library-themed scenarios.
Instructor
Michael Rodriguez (he/him)</b> serves as Senior Strategist for Content & Scholarly Communication Initiatives at Lyrasis, where he leads consortial licensing and open access programs at a national scale. He previously served as Collections Strategist at the University of Connecticut and is past president of the Association of College and Research Libraries’ New England Chapter. Michael has published and presented widely and received the Library Journal Reviewer of the Year Award, NASIG Horizon Award, and Charleston Conference Up & Comer Award.
Intended Audience
State library and/or archives agency; Public library; Academic library: 4 year and graduate; Special Library; Academic library: 2 year; Archives
Lyrasis Learning events are delivered using the Zoom videoconferencing platform and will have AI-generated captions available. American Sign Language (ASL) interpretation is available upon request. If you need ASL or other accommodations to support your participation in the course, please contact us at es@lyrasis.org at least 2 weeks in advance of the event or as soon as possible.Â