Exploring trends, technologies, e-resource management, and digital services in libraries.

Post-Conference Workshop: Negotiate Like an MBA

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Wednesday, March 11, 2020 1:00 – 5:00pm

Negotiate Like an MBA: How to conduct principled negotiations for library resources

Course instructors: Katharine V. Macy, IUPUI University Library & Caitlin A. Pike, IUPUI University Library

Conference Track: External Relationships

This workshop is designed to teach a framework for planning and conducting negotiations based on negotiation best practices found in the literature. Participants who are new to negotiating or those with negotiating experience but without formal training will find the content of this workshop useful. It should appeal to multiple audiences, people new to the field of e-resource management as well as experienced practitioners who desire more negotiation training.

About the instructors:

Woman in black sweater smiling at cameraKatharine V. Macy is the collection assessment librarian at IUPUI University Library, as well as a subject liaison to business and economics. She has been working in libraries for the past five years focusing on instruction, collection management, and assessment efforts as her library transitions resource acquisitions models. Librarianship is her second career, following over a decade in the private sector where she worked in a variety of analytical roles including marketing and finance in different industries. During this time is the private sector, Katharine first became interested in principled negotiations as she helped her company prepare and participate in for several different types of negotiations. Her current research interests include: vendor negotiations, collection analysis, library management development, and information literacy instruction. She has an MLIS from the University of Washington and an MBA from Kenan-Flagler Business School at the University of North Carolina at Chapel Hill.

Katharine proposed a set of quantitative and qualitative collection metrics in an article in the journal The Bottom Line that can help libraries create relative bargaining power when they enter negotiations. These metrics provide the foundation for creating a collection scorecard at IUPUI University Library enabling holistic collection assessment of serial e-resources that considers institutional context, which she presented on at ER&L 2019 with Tina Baich. The scorecard has proven critical when making collection management decisions and planning negotiations at her institution for serial e-resources. She is currently co-leading the resource negotiation working group at her library.

Follow Katharine: @kvmacy | Connect on LinkedIn


Woman in red sweater smiling at cameraCaitlin A. Pike is the Research Engagement and Scholarly Services Coordinator at Indiana University Purdue University Indianapolis (IUPUI)’s University Library. She also serves as a health sciences liaison librarian, where she provides instruction and in-depth literature searching expertise to the IU School of Nursing. As a member of University Library’s Collections Working Group, Caitlin has gained a unique insight into electronic resource acquisitions and she enjoys having the opportunity to hone her negotiation skills, as a member of the resource negotiation working group. Her research interests include open access, scholarly communications, and developing relationships with students to facilitate library outreach. She has over five years of experience working with adult learners, and she recently completed a second master’s degree in public health.

Follow Caitlin: @libris_fidelis |  Connect on LinkedIn

Purchase a ticket to attend this workshop