Both Sides Now: Vendors and Librarians — Negotiation Skills 101: Where Is That Course Given?

摘要

Vendors spend millions of dollars preparing their salespeople and executives to be better negotiators when dealing with their library clients. Publishhers, aggregators, and subscription agents in the information industry follow their brethren in other industries by sending their salespeople and executives to school to learn how to be better negotiators. Whether their employees were great negotiators to begin with, a few days of training makes those salespeople even better when sitting across the table negotiating an e-content deal.