W13 - Negotiation Skills - This workshop has been canceled
1:30 p.m. - 4:30 p.m.
Mike Gruenberg,
Managing Partner,
Gruenberg Consulting LLC & Information Industry Executive and Author, "Buying and Selling Information: A Guide For Information Professionals and Sales people To Build Mutual Success"
By setting clear goals and expectations, info pros can make the most of meetings and develop mutually beneficial relationships with content salespeople. Get strategies, tips, and techniques from a longtime sales executive, supporter of libraries, and recent author. Filled with real-life situations and real solutions, this interactive workshop provides practical strategies, tips, and tricks for successful negotiations around content purchase and licensing. Be prepared to participate! Bring your latest negotiation frustrations-vendor names not necessary-and get expert views on how it could have resulted in a better ending for the library and how a better plan will help the info pro face future negotiations with more confidence. Gruenberg provides the tools that you can use in your very next negotiation.
