"This book is a great introduction to an important aspect of librarianship. Its practical account of successful negotiations in the library setting is at once perceptive, engaging, and broadly applicable."

—Patrick L. Carr, head of electronic & continuing resource acquisitions,
East Carolina University

Librarians negotiate every day with vendors, funding agencies, administrators, employees, co-workers, and patrons—yet the art of negotiation receives little attention in library education and training. This practical guide by three experienced librarian-negotiators will help you develop the mindset, skills, and confidence you need to negotiate effectively in any situation.

The authors provide an in-depth look at negotiation in theory and practice, share tactics and strategies of top negotiators, offer techniques for overcoming emotional responses to conflict, recall successful outcomes and deals gone awry, and demonstrate the importance of negotiating expertise to libraries and library careers. The result is an eye-opening survey into the true nature of negotiation—both as a form of communication and as a tool you can use to create sustainable collections and improve library service in the digital age.

"An excellent resource geared for public and academic librarians alike, this work illuminates the art and science of negotiation, applicable broadly to include negotiating licensing terms, workflow, digital projects, or salaries. With emphasis on preparedness, the text arms the aspiring librarian-negotiator with practical advice from industry experts and with solid knowledge about effective communication and key issues in the profession."

—Connie Stovall, assistant director for
collection management, Virginia Tech

2012/272 pp/softbound

Ebook Editions