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Librarian Contract Negotiating Skills Benchmarks

Librarian Contract Negotiating Skills Benchmarks

The study presents data from 83 academic, medical, legal, corporate and public libraries and library consortia about how they train their librarians in negotiation skills, how they are assisted in negotiations, and which negotiations are they involved in.  Just a few of the study’s more than 80 participants are:  Simon Fraser University, the Massachusetts Institute of Technology, Kaiser Permanente, the Department of Veteran Affairs (USA), the Commonwealth of Virginia, Ontario Colleges Library Service, Australian National University Library,  DEFF Denmark’s Electronic Research Library, Stanford University, Brownstein Hyatt Farber Schreck, Portland Public Library, Forschungszentrum Jülich, University of North Carolina Chapel Hill, San Diego Public Library, Cedars-Sinai Health Systems, Nova Scotia Health Authority, University of Minnesota, Soongsil University, and Advokatfirman Vinge, among many others. The report focuses particularly on negotiations for contracts for electronic information and other library materials and content, but also includes insights into the role and tactics of librarians in purchasing computers, furniture and in negotiating salaries for new hires.Among the issues covered in the report are: library efforts to train librarians in negotiation techniques, use of consultants, use of professionals from other offices of the parent institution to assist in negotiations, spending on webinars, books, conferences and other information sources about contract negotiations, and much more.   The study helps its readers to answer questions such as: How do libraries develop better negotiators? How do they rate their efforts vis-à-vis their peers? How important or central are librarians vs. other types of professionals in different types of negotiations? How do consortia differ from individual libraries in their approach to negotiations? How much are libraries spending on conferences, webinars and other information resources to aid in negotiations.  Just a few of the report’s many findings are that:  In about 60% of the libraries sampled there is at least one individual or a team specialized in negotiations that is responsible for negotiating online information contracts while for Library Consortia 78% have at least one individual or one team specialized in negotiations; In 83% of libraries with more than $5,000,000 in annual spending, librarians are seriously involved or are key figures in negotiating database license contracts, while only 50% of the libraries with less than $50,000 in annual spending play similar key roles in negotiations; Only a third of the medical libraries sampled had made any expenditure over the past three years to support librarian negotiating skills, the lowest percentage among the library types sampled; and Public librarians though that they had the most to gain from excellent negotiating skills, believing that excellent negotiators achieved price saving averaging 32% over the efforts of poor negotiators.


THE QUESTIONNAIRE
PARTICIPANTS LIST
Characteristics of the Sample
SUMMARY OF MAIN FINDINGS
SUMMARY OF MAIN FINDINGS
Level of Library/Consortia's Effort to Train Its Negotiators
Effectiveness of Contract Negotiations with Information Vendors
Formal Evaluation of Librarian's Negotiating Skills
Evaluation of Librarian Negotiating Skills
Librarian Trainings in Negotiation by Other Departments of Parent Organization
Methods of Librarian Trainings by Other Departments of Parent Organization
Assistance of Librarians by Other Professionals such as Lawyers or Negotiation Experts
Responsible Party for Negotiating Online Information Contracts
Involvement of Librarians in Negotiating for Database License Contracts
Involvement of Librarians in Negotiating for Salaries for New Personnel
Involvement of Librarians in Negotiating for Computers and Other Information Technology Contracts
Involvement of Librarians in Negotiating for Furniture and Fixtures Purchases
Areas in which Librarians' Negotiating Skills are Important
Spending to Enhance Negotiating Skills of Librarians in 2014-2015
Spending to Enhance Negotiating Skills of Librarians in 2015-2016
Activities to Enhance Librarians' Negotiating Skills over Last Three Years
Most Useful Activities to Enhance Librarians' Negotiating Skills
Level of Emphasis for Development Librarians' Negotiating Skills
Perceived Saving due to Excellent Negotiation Skills
Librarians' Favorite Tools for Enhancing Negotiating Skills
Most effective Libraries/Consortia in terms of Negotiations
Approaches to Identify what Other Libraries Are Paying for Similar Services
Suggestions to Enhance Library/Consortium Negotiating Skills
Table 1.2 What do you think of your library/consortia's efforts to train its negotiators who negotiate its contracts for online information and other resources used by the library? Broken out by Type of institution sponsoring the library
Table 1.3 What do you think of your library/consortia's efforts to train its negotiators who negotiate its contracts for online information and other resources used by the library? Broken out by Country
Table 1.4 What do you think of your library/consortia's efforts to train its negotiators who negotiate its contracts for online information and other resources used by the library? Broken out by Type of academic library and for non-academic libraries
Table 1.5 What do you think of your library/consortia's efforts to train its negotiators who negotiate its contracts for online information and other resources used by the library? Broken out by Annual spending on materials and content
Table 2.1 How well do you think that your library/consortia does in negotiating contracts with information vendors?
Table 2.2 How well do you think that your library/consortia does in negotiating contracts with information vendors? Broken out by Type of institution sponsoring the library
Table 2.3 How well do you think that your library/consortia does in negotiating contracts with information vendors? Broken out by Country
Table 2.4 How well do you think that your library/consortia does in negotiating contracts with information vendors? Broken out by Type of academic library and for non-academic libraries
Table 2.5 How well do you think that your library/consortia does in negotiating contracts with information vendors? Broken out by Annual spending on materials and content
Table 3.1 Has your library or your parent organization ever made an effort to rate or evaluate librarian negotiating skills?
Table 3.2 Has your library or your parent organization ever made an effort to rate or evaluate librarian negotiating skills? Broken out by Type of institution sponsoring the library
Table 3.3 Has your library or your parent organization ever made an effort to rate or evaluate librarian negotiating skills? Broken out by Country
Table 3.4 Has your library or your parent organization ever made an effort to rate or evaluate librarian negotiating skills? Broken out by Type of academic library and for non-academic libraries
Table 3.5 Has your library or your parent organization ever made an effort to rate or evaluate librarian negotiating skills? Broken out by Annual spending on materials and content
If your library/consortia has attempted to evaluate your librarian's negotiating skills how has it gone about doing so?
Table 4.1 Has your parent organization trained librarians by seeking advice or training from other departments of your organization that might have special skills in negotiating?
Table 4.2 Has your parent organization trained librarians by seeking advice or training from other departments of your organization that might have special skills in negotiating? Broken out by Type of institution sponsoring the library
Table 4.3 Has your parent organization trained librarians by seeking advice or training from other departments of your organization that might have special skills in negotiating? Broken out by Country
Table 4.4 Has your parent organization trained librarians by seeking advice or training from other departments of your organization that might have special skills in negotiating? Broken out by Type of academic library and for non-academic libraries
Table 4.5 Has your parent organization trained librarians by seeking advice or training from other departments of your organization that might have special skills in negotiating? Broken out by Annual spending on materials and content
If so describe what your organization did in this area.
Table 5.1 Are your librarians assisted by other professionals from your organization, such as lawyers or negotiation experts, when conducting negotiations for major contracts?
Table 5.2 Are your librarians assisted by other professionals from your organization, such as lawyers or negotiation experts, when conducting negotiations for major contracts? Broken out by Type of institution sponsoring the library
Table 5.3 Are your librarians assisted by other professionals from your organization, such as lawyers or negotiation experts, when conducting negotiations for major contracts? Broken out by Country
Table 5.4 Are your librarians assisted by other professionals from your organization, such as lawyers or negotiation experts, when conducting negotiations for major contracts? Broken out by Type of academic library and for non-academic libraries
Table 5.5 Are your librarians assisted by other professionals from your organization, such as lawyers or negotiation experts, when conducting negotiations for major contracts? Broken out by Annual spending on materials and content
Table 6.1 Online information contracts for your library/consortia are predominantly negotiated at your library by:
Table 6.2 Online information contracts for your library/consortia are predominantly negotiated at your library by: Broken out by Type of institution sponsoring the library
Table 6.3 Online information contracts for your library/consortia are predominantly negotiated at your library by: Broken out by Country
Table 6.4 Online information contracts for your library/consortia are predominantly negotiated at your library by: Broken out by Type of academic library and for non-academic libraries
Table 6.5 Online information contracts for your library/consortia are predominantly negotiated at your library by: Broken out by Annual spending on materials and content
Table 7 How involved are librarians in negotiating for the following
Table 7.1.1 How involved are librarians in negotiating for database license contracts?
Table 7.1.2 How involved are librarians in negotiating for database license contracts? Broken out by Type of institution sponsoring the library
Table 7.1.3 How involved are librarians in negotiating for database license contracts? Broken out by Country
Table 7.1.4 How involved are librarians in negotiating for database license contracts? Broken out by Type of academic library and for non-academic libraries
Table 7.1.5 How involved are librarians in negotiating for database license contracts? Broken out by Annual spending on materials and content
Table 7.2.1 How involved are librarians in negotiating for salaries for new personnel?
Table 7.2.2 How involved are librarians in negotiating for salaries for new personnel? Broken out by Type of institution sponsoring the library
Table 7.2.3 How involved are librarians in negotiating for salaries for new personnel? Broken out by Country
Table 7.2.4 How involved are librarians in negotiating for salaries for new personnel? Broken out by Type of academic library and for non-academic libraries
Table 7.2.5 How involved are librarians in negotiating for salaries for new personnel? Broken out by Annual spending on materials and content
Table 7.3.1 How involved are librarians in negotiating for computers and other information technology contracts?
Table 7.3.2 How involved are librarians in negotiating for computers and other information technology contracts? Broken out by Type of institution sponsoring the library
Table 7.3.3 How involved are librarians in negotiating for computers and other information technology contracts? Broken out by Country
Table 7.3.4 How involved are librarians in negotiating for computers and other information technology contracts? Broken out by Type of academic library and for non-academic libraries
Table 7.3.5 How involved are librarians in negotiating for computers and other information technology contracts? Broken out by Annual spending on materials and content
Table 7.4.1 How involved are librarians in negotiating for furniture and fixtures purchases?
Table 7.4.2 How involved are librarians in negotiating for furniture and fixtures purchases? Broken out by Type of institution sponsoring the library
Table 7.4.3 How involved are librarians in negotiating for furniture and fixtures purchases? Broken out by Country
Table 7.4.4 How involved are librarians in negotiating for furniture and fixtures purchases? Broken out by Type of academic library and for non-academic libraries
Table 7.4.5 How involved are librarians in negotiating for furniture and fixtures purchases? Broken out by Annual spending on materials and content
In what other areas, or for what other contracts or purchases, do you believe that negotiating skills for librarians are important?
Table 8 In each of the following years about how much would you say that your library/consortia has spent in the aggregate for books, classes, seminars, webinars, conferences and other modes of training in negotiating skills for librarians?
Table 8.1.1 How much would you say that your library/consortia has spent in the aggregate for books, classes, seminars, webinars, conferences and other modes of training in negotiating skills for librarians in 2014-2015?
Table 8.1.2 How much would you say that your library/consortia has spent in the aggregate for books, classes, seminars, webinars, conferences and other modes of training in negotiating skills for librarians in 2014-2015? Broken out by Type of institution sponsoring the library
Table 8.1.3 How much would you say that your library/consortia has spent in the aggregate for books, classes, seminars, webinars, conferences and other modes of training in negotiating skills for librarians in 2014-2015? Broken out by Country
Table 8.1.4 How much would you say that your library/consortia has spent in the aggregate for books, classes, seminars, webinars, conferences and other modes of training in negotiating skills for librarians in 2014-2015? Broken out by Type of academic library and for non-academic libraries
Table 8.1.5 How much would you say that your library/consortia has spent in the aggregate for books, classes, seminars, webinars, conferences and other modes of training in negotiating skills for librarians in 2014-2015? Broken out by Annual spending on materials and content
Table 8.2.1 How much would you say that your library/consortia has spent in the aggregate for books, classes, seminars, webinars, conferences and other modes of training in negotiating skills for librarians in 2015-2016?
Table 8.2.2 How much would you say that your library/consortia has spent in the aggregate for books, classes, seminars, webinars, conferences and other modes of training in negotiating skills for librarians in 2015-2016? Broken out by Type of institution sponsoring the library
Table 8.2.3 How much would you say that your library/consortia has spent in the aggregate for books, classes, seminars, webinars, conferences and other modes of training in negotiating skills for librarians in 2015-2016? Broken out by Country
Table 8.2.4 How much would you say that your library/consortia has spent in the aggregate for books, classes, seminars, webinars, conferences and other modes of training in negotiating skills for librarians in 2015-2016? Broken out by Type of academic library and for non-academic libraries
Table 8.2.5 How much would you say that your library/consortia has spent in the aggregate for books, classes, seminars, webinars, conferences and other modes of training in negotiating skills for librarians in 2015-2016? Broken out by Annual spending on materials and content
Table 9.1 Has your library -- to the best of your knowledge -- done any of the following in the past three years?
Table 9.2 Has your library -- to the best of your knowledge -- done any of the following in the past three years? Broken out by Type of institution sponsoring the library
Table 9.3 Has your library -- to the best of your knowledge -- done any of the following in the past three years? Broken out by Country
Table 9.4 Has your library -- to the best of your knowledge -- done any of the following in the past three years? Broken out by Type of academic library and for non-academic libraries
Table 9.5 Has your library -- to the best of your knowledge -- done any of the following in the past three years? Broken out by Annual spending on materials and content
9.6 Other answers:
Which resources of the type described above has your organization found most useful in developing librarian negotiating skills?
Table 10.1 Do you think that your organization should emphasize more, less or about the same, the development of negotiating skills for librarians?
Table 10.2 Do you think that your organization should emphasize more, less or about the same, the development of negotiating skills for librarians? Broken out by Type of institution sponsoring the library
Table 10.3 Do you think that your organization should emphasize more, less or about the same, the development of negotiating skills for librarians? Broken out by Country
Table 10.4 Do you think that your organization should emphasize more, less or about the same, the development of negotiating skills for librarians? Broken out by Type of academic library and for non-academic libraries
Table 10.5 Do you think that your organization should emphasize more, less or about the same, the development of negotiating skills for librarians? Broken out by Annual spending on materials and content
Table 11.1 In your view libraries with excellent negotiating skills pay about what percentage less for the same resources as those libraries with poor negotiating skills?
Table 11.2 In your view libraries with excellent negotiating skills pay about what percentage less for the same resources as those libraries with poor negotiating skills? Broken out by Type of institution sponsoring the library
Table 11.3 In your view libraries with excellent negotiating skills pay about what percentage less for the same resources as those libraries with poor negotiating skills? Broken out by Country
Table 11.4 In your view libraries with excellent negotiating skills pay about what percentage less for the same resources as those libraries with poor negotiating skills? Broken out by Type of academic library and for non-academic libraries
Table 11.5 In your view libraries with excellent negotiating skills pay about what percentage less for the same resources as those libraries with poor negotiating skills? Broken out by Annual spending on materials and content
What are some of your favored tools -- blogs, listservs, conferences, books, ezines, seminars, etc. - for enhancing library negotiating skills?
Which libraries or library consortia do you feel are particularly effective as negotiators?
Describe what your library/consortia has done to find out what your peers are paying for similar services offered by equipment vendors, database suppliers, publishers and other suppliers to libraries?
What advice can you offer to your peers about enhancing library/consortia negotiating skills?

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