Webinar Description:
Successful vendor negotiations begin with thoughtful preparation. Based on the Negotiation Planning Part 1 module of the ONEAL Project, this webinar introduces a practical framework for planning and conducting negotiations with library vendors, from setting goals and gathering information to responding strategically during discussions.
Participants will learn how to use key negotiation concepts, including BATNA (Best Alternative to a Negotiated Agreement) and ZOPA (Zone of Possible Agreement), to evaluate options, strengthen their position, and make informed decisions throughout the negotiation process. Attendees will leave with practical tools and strategies they can apply to future vendor negotiations.
Learning Outcomes:
- Apply a framework for planning vendor negotiations
- Identify goals, priorities, and key sources of negotiation leverage
- Understand and use BATNA and ZOPA in negotiation preparation and decision-making
- Employ effective strategies before and during negotiations
- Evaluate offers and counteroffers with greater confidence and clarity
About the Presenter:
Amy Trepal is the Content & Services Program Manager for PASCAL, the Partnership Among South Carolina Academic Libraries, the consortia of 54 academic libraries in South Carolina. She provides leadership, oversight, management, and operational provision of PASCAL’s content, access, and training services provided to member libraries, as well as outreach and assessment efforts. She has managed the electronic resources program for PASCAL for almost nine years including facilitating collaborative membership decision making for e-resource selection, managing subscription relationships between member institutions and vendors, negotiating consortial license agreements, and coordinating with member institutions and partners to promote licensing standards and best practices in order to support a common collection based on universal access to the greatest extent possible. Amy has a Masters of Library and Information Science from the University of South Carolina.
