{"@context":"http://iiif.io/api/presentation/3/context.json","id":"https://lyrasis.aviaryplatform.com/iiif/0p0wp9vm1k/manifest","type":"Manifest","label":{"en":["Negotiation for Library Workers: Concepts and Competencies"]},"logo":"https://d9jk7wjtjpu5g.cloudfront.net/organizations/logo_images/000/000/166/original/LYRASIS_Learning.png?1631557479","metadata":[{"label":{"en":["Instructor"]},"value":{"en":["Michael Rodriguez"]}},{"label":{"en":["Description"]},"value":{"en":["\u003cp\u003eThis session teaches foundational negotiation theory and practice for newcomers to negotiating with vendors and other stakeholders. Meanwhile, experienced negotiators will gain fresh ideas and strategies for success. The instructor will share key concepts as well as practical techniques and real-world situations: how to tailor your negotiation strategies to the vendor or the type of product or service, leverage data to make your case, create winning arguments, determine your priorities, master your own strengths and style as a negotiator, and think creatively to overcome stalemates and achieve win-win outcomes. Interactive case studies will help foster learning.\u003c/p\u003e"]}},{"label":{"en":["Date"]},"value":{"en":["2024-07-18"]}},{"label":{"en":["Language"]},"value":{"en":["English"]}}],"summary":{"en":["\u003cp\u003eThis session teaches foundational negotiation theory and practice for newcomers to negotiating with vendors and other stakeholders. Meanwhile, experienced negotiators will gain fresh ideas and strategies for success. The instructor will share key concepts as well as practical techniques and real-world situations: how to tailor your negotiation strategies to the vendor or the type of product or service, leverage data to make your case, create winning arguments, determine your priorities, master your own strengths and style as a negotiator, and think creatively to overcome stalemates and achieve win-win outcomes. Interactive case studies will help foster learning.\u003c/p\u003e"]},"provider":[{"id":"https://lyrasis.aviaryplatform.com/aboutus","type":"Agent","label":{"en":["LYRASIS"]},"homepage":[{"id":"https://lyrasis.aviaryplatform.com/","type":"Text","label":{"en":["LYRASIS"]},"format":"text/html"}],"logo":[{"id":"https://d9jk7wjtjpu5g.cloudfront.net/organizations/logo_images/000/000/166/original/LYRASIS_Learning.png?1631557479","type":"Image"}]}],"thumbnail":[{"id":"https://d9jk7wjtjpu5g.cloudfront.net/collection_resource_files/thumbnails/000/246/025/small/GMT20240718-180010_Recording_1760x900.mp4_1721332790.jpg?1721332793","type":"Image","format":"image/jpeg"}],"items":[{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025","type":"Canvas","label":{"en":["Media File 1 of 1 - GMT20240718-180010_Recording_1760x900.mp4"]},"duration":4395.56,"width":640,"height":360,"thumbnail":[{"id":"https://d9jk7wjtjpu5g.cloudfront.net/collection_resource_files/thumbnails/000/246/025/small/GMT20240718-180010_Recording_1760x900.mp4_1721332790.jpg?1721332793","type":"Image","format":"image/jpeg"}],"items":[{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/content/1","type":"AnnotationPage","items":[{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/content/1/annotation/1","type":"Annotation","motivation":"painting","body":{"id":"https://aviary-p-lyrasis.s3.wasabisys.com/collection_resource_files/resource_files/000/246/025/original/GMT20240718-180010_Recording_1760x900.mp4?1721332788","type":"Video","format":"video/mp4","duration":4395.56,"width":640,"height":360},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025","metadata":[]}]}],"annotations":[{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595","type":"AnnotationPage","label":{"en":["Transcript [Transcript]"]},"items":[{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/1","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Hi! Everyone.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4.0,5.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/2","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Thank you for attending today's lyric webinar negotiation for library workers, concept and competencies.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=5.0,12.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/3","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"My name is Sam Eddington. I am the program leader for lyricist learning.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=12.0,17.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/4","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And I'm really excited to be able to bring this event to you today.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=17.0,23.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/5","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Couple of logistic notes before we begin.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=23.0,26.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/6","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We have Shania with us. She has just put her contact information in the chat.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=26.0,31.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/7","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"She is our amazing web support, tech support person for today. If you have any technical difficulties, please either send her a direct message there in the chat or call her at the telephone number that she's provided she will get you.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=31.0,46.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/8","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Back and running, ready to go as quickly as possible.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=46.0,50.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/9","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Today's webinar is being recorded.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=50.0,53.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/10","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"After the webinar,","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=53.0,57.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/11","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Probably tomorrow or beginning of next week.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=57.0,60.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/12","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You will receive an email that will have a link to the recording.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=60.0,64.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/13","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"A copy of the slides.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=64.0,68.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/14","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And a link to an evaluation survey.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=68.0,73.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/15","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"If you fill out that survey.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=73.0,75.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/16","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We will.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=75.0,76.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/17","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Send you at the end of the month.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=76.0,78.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/18","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"A certificate of attendance which you can use for any professional development needs that you may have.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=78.0,86.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/19","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I believe that's.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=86.0,87.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/20","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Jared. I don't know what the.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=87.0,88.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/21","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Problem is.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=88.0,91.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/22","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I feel that way all the time.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=91.0,96.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/23","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"With that I'm gonna go ahead and introduce our speaker.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=96.0,100.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/24","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We are really fortunate to have my colleague, Michael Rodriguez, with us today.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=100.0,104.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/25","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Michael serves as senior strategist for content and scholarly communication initiatives at lyricist, where he leads consortium and open access programs at a national scale.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=104.0,114.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/26","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"He previously served as collection strategist at the University of Connecticut.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=114.0,117.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/27","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And as past President of the Association of College and Research Libraries, new England chapter.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=117.0,124.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/28","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Michael is published and presented widely, and received the Library Journal, reviewer of the year award.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=124.0,129.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/29","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The basic horizon award and the Charleston Conference up and cover award.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=129.0,133.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/30","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Please join me in welcoming Michael.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=133.0,137.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/31","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Thanks. So much for that introduction, Sam, and it's great to see everyone here. Thanks for taking the time on what must be a busy Thursday for all of you to attend this webinar.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=137.0,149.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/32","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We're going to be talking about concepts and competencies of negotiation. And we're going to be focusing on the applications of negotiation for librarians and library workers.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=149.0,160.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/33","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But really the goal here is to share broad principles and strategies that are relevant to a wide range of scenarios, whether in your personal life.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=160.0,170.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/34","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Or in your work context.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=170.0,174.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/35","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So we'll try to keep this session fairly interactive. I have a lot of information to share, but I also really want to hear from you and and hear from your experiences and learn your insights and perspectives. So we'll have opportunities to answer questions and engage with one another. Throughout the presentation today.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=174.0,195.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/36","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I encourage you to ask questions at any time. The chat feature is open, so feel free to pop questions into the chat.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=195.0,203.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/37","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"During the periods where I asked questions. You're also very welcome to unmute or raise your hand and chime in verbally we will have a dedicated QA. Session at the end.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=203.0,216.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/38","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"If you're not speaking, please remember to to remain muted so as not to disturb others.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=216.0,224.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/39","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So while I'm introducing myself here, I'd love to hear from folks. Who are you? What is your name? Where do you work, and where are you located? And in the country or outside of the United States, please pop in name, employer, location in the States, please pop that info into chat.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=224.0,246.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/40","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=246.0,248.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/41","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Be great to get to know folks.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=248.0,251.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/42","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So while you're all doing that, I'll introduce myself. As Sam said. My name is Michael Rodriguez. My pronouns are he him his.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=251.0,258.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/43","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I'm a senior strategist at Lyric's, focusing on licensing and vendor negotiations and scholarly communication, open access initiatives.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=258.0,266.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/44","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So a lot of what I do every day is vendor.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=266.0,270.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/45","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Everything from small deals negotiate on behalf of our members to.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=270.0,276.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/46","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I think. 1015, 20 million deals on behalf of our members. So really negotiating at different scales.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=276.0,285.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/47","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And of course doing a lot of negotiations internally as well. Negotiation happens within the workplace as well as with external parties.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=285.0,294.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/48","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And I have about 10 years of experience doing this work. Including at the University of Connecticut and at other academic library settings.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=294.0,306.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/49","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So this is one of my favorite quotes. It comes from a one of the most influential books on negotiation called Getting to. Yes.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=306.0,316.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/50","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And it's a simple quote like it or not. You are a negotiator. Everyone negotiates something every day.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=316.0,322.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/51","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And I think this is a really important premise to start out with.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=322.0,326.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/52","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You may not think of yourself as a negotiator, it may not be part of your identity, it may not be something that is part of your formal job responsibilities.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=326.0,336.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/53","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But you do negotiate routinely, even when you don't realize what you're doing. Whether that's negotiating with vendors. Whether it's.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=336.0,345.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/54","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Managing a project team, whether it's buying a new car, whether it's dividing up household chores with your spouse or your children.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=345.0,354.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/55","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And learning how to negotiate and empathetically and with intentionality is really an essential skill in all of your relationships, inside or outside the workplace. And that's really what I'm hoping to convey here today.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=354.0,371.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/56","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Now.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=371.0,372.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/57","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"A lot of folks, I think, particularly in our profession, are.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=372.0,375.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/58","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Fine negotiation, perhaps a yield disconcerting or even distasteful, because negotiation feels a little bit Machiavellian right? It feels a yield manipulative. It's getting people to do things that are against their interests potentially right. It feels uncomfortable.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=375.0,392.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/59","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But I think it's important to.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=392.0,398.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/60","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"To acknowledge that negotiation can have that component but also reframe negotiation a little bit and really talk about the role that value, creation and empathy play in negotiation, and really how normal and and ubiquitous negotiation is.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=398.0,415.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/61","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Okay. So all that being said, what is negotiation? Right? The 1 billion.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=415.0,422.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/62","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Can anyone pop into the chat or or verbally just a few words or a short phrase defining for us.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=422.0,432.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/63","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And while folks are doing that I will take a look and see all the wonderful introductions in chat.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=432.0,438.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/64","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Excellent.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=438.0,439.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/65","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We have some real geographic distribution here. South Carolina, Boston.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=439.0,447.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/66","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Pennsylvania.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=447.0,449.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/67","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Oh, Hi, Brian, I'm I've actually live in Westchester. So I'm probably not far from where you are in the University of Pennsylvania, near Philly.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=449.0,460.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/68","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Excellent. It was good Pennsylvania turnout. It was nice to see folks.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=460.0,467.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/69","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And I lived in Florida for many years, so it's great to see Florida institutions, and Consortia represented.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=467.0,476.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/70","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Okay. So Sarah B. Has a really great short definition of negotiation finding compromise that's mutually beneficial.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=476.0,486.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/71","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I love that right.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=486.0,488.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/72","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The notion of finding compromise to sort of exploratory movement.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=488.0,494.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/73","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And this notion of mutual benefit that yes, it's not necessarily negotiation is not a winner. Take all proposition. It's the idea of being able to find common ground.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=494.0,510.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/74","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Sarah Harrington. That is a great definition.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=510.0,512.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/75","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It's nice to see your day, and Hello.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=512.0,515.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/76","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I've worked with Sarah at Ycon, but negotiation is she says, is the navigating space between 2 positions, particularly if the space between those positions are far apart.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=515.0,528.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/77","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"With the hopeful reaching of a conclusion that's mutually satisfactory, or at least in agreement.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=528.0,533.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/78","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I think that's a really nice like thoughtful way to describe negotiation. And here's the definition that I usually use. It's it's it tries to be very simple.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=533.0,544.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/79","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But it really speaks to what people are raising, so negotiation is back and forth communication designed to reach an agreement when you and the other side have some interest that are shared, and others that are opposed.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=544.0,560.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/80","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So if all of your interests were aligned, you wouldn't have to negotiate. That's that's pretty straightforward.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=560.0,565.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/81","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But I think the really interesting part of this.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=565.0,568.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/82","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Definition.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=568.0,569.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/83","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Which which comes from that same book getting to? Yes.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=569.0,572.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/84","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The really interesting part of this definition is the understanding of negotiation as a social exchange between 2 or more parties.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=572.0,582.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/85","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The idea of.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=582.0,586.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/86","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Getting into a literal or metaphorical room together, and having a conversation designed to reach an agreement.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=586.0,595.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/87","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I think that's a an important way to to think about negotiation particularly important to acknowledge that it's a social activity, even if it's via email.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=595.0,606.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/88","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That this is happening between people.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=606.0,611.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/89","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And we'll dig more into that scene.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=611.0,614.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/90","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=614.0,616.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/91","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Right. On Tuesday before the session, I sent out an email to all the registrants with a link to the Harvard self assessment.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=616.0,625.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/92","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And I'll pop the link to that self-assessment in the in this, in the chat.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=625.0,631.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/93","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But this is essentially a very lightweight tool to get a sense of how you approach negotiation, and it's intended for you. It's not intended to be","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=631.0,642.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/94","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Predictive in any way. It's just a way to get it for you yourself to get a sense of how you tend to approach negotiation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=642.0,649.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/95","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So what did you learn about yourself from taking this assessment? And did anything.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=649.0,660.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/96","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Feel free to, to pop into chat, or to unmute.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=660.0,668.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/97","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And while you're doing that, Kathleen, I really like that observation that the framing of sides is interesting to me, as as if to say there is always opposition.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=668.0,677.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/98","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And I think that's important. I I usually don't.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=677.0,682.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/99","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Talk about sides in a negotiation, because it's an adversarial framing.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=682.0,689.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/100","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The language that's commonly used in the literature is your negotiation counterpart?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=689.0,695.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/101","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Your opposite number, as it were.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=695.0,698.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/102","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So yeah, I I feel that it's okay to say sides when you're talking about definitions. But I would be cautious about framing negotiations as me versus them.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=698.0,710.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/103","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Cause it ultimately should be about us coming together.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=710.0,718.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/104","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Robin. Yes, so there's a huge difference for you between tendency to empathize and tendency to assert.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=718.0,728.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/105","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah. And I think that's","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=728.0,731.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/106","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It's a little bit of a reductive.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=731.0,734.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/107","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And and framing, but","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=734.0,738.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/108","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"This notion of empathetic versus assertive is one that you see recurring in the literature quite a bit.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=738.0,744.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/109","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I tend to be more empathetic.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=744.0,749.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/110","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And I think it's really important to acknowledge that there is not a value judgment attached to either being assertive or empathetic right, but it helps to sort of be aware of where you tend to default.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=749.0,761.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/111","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So that you could make adjustments for those, and and accommodate your preferences. During negotiations.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=761.0,769.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/112","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And so Howard Hbr. Tool helped to expand my thinking on the scope of negotiation. Can you say a little bit more about what you mean, expanding the.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=769.0,781.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/113","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You're thinking about the scope of negotiation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=781.0,793.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/114","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And you can feel free to excellent.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=793.0,796.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/115","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"How it impacts all aspects of everyday life. Yeah, I think that's that's something that the.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=796.0,803.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/116","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That negotiation sort of as a discipline, as an academic discipline. It sort of crosses business and psychology and communication disciplines. I think that's an area that is increasingly emphasized.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=803.0,819.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/117","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"In the discipline.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=819.0,826.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/118","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Excellent thanks, Yasmin, assessment pointed out, but I suspected right, like none of this should be super surprising. If you've been doing this for a while.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=826.0,844.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/119","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And I think that's pretty typical of a lot of folks in our profession. We're we're less interested in.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=844.0,852.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/120","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And sort of the the like. The the Michael Douglas, 1,900 approach to negotiation right where we have to get a bigger piece of the pie and defeat the other party. That's not how librarians.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=852.0,865.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/121","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Think about negotiation. It's not really how anyone should think about negotiation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=865.0,871.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/122","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And literature I've read has really emphasized the value of.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=871.0,876.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/123","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Creating value, while at the same time making sure to assert your interests.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=876.0,883.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/124","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah, this is great.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=883.0,885.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/125","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Well, thank you for that.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=885.0,888.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/126","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=888.0,891.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/127","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So let's talk about some negotiation frameworks. So the traditional.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=891.0,897.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/128","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Gordon. Gecko. Thank you. So trying to remember. So the traditional notion of negotiation, like the hard nose, 19 approach.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=897.0,910.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/129","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Is really well exemplified in this book. You can negotiate anything by herb.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=910.0,916.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/130","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And yes, you can negotiate anything. But should you? Is my answer to that.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=916.0,921.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/131","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So this is the the framework of negotiation that we want to get away from right. This idea of negotiation as a 0 sum game.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=921.0,932.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/132","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"These 2 other frameworks described in the books getting to yes, and the art of negotiation. I think, speak much more eloquently to where we find ourselves today. So we'll do a quick dive into both of these.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=932.0,947.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/133","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So in the book getting to yes, which is a classic in the field, Roger Fisher, William Rye, and Bruce Patton.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=947.0,955.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/134","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Present this notion of win-win or principled negotiation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=955.0,960.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/135","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Which is really speaks to 5 key principles of negotiation. The people from the problem. So not.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=960.0,969.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/136","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Personalizing the issue, but really focusing on the problem at hand and not the personalities in the room.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=969.0,977.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/137","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"To the extent possible.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=977.0,978.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/138","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Focusing on interests, not positions. So what do you really need? What are your, what are your core concerns, aspirations, and what are the other parties.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=978.0,992.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/139","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Rather than staking out positions or drawing lines in the sand, or something like that.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=992.0,999.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/140","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"A position based negotiation strategy can be problematic because it doesn't leave you a lot of Wiggle room.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=999.0,1005.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/141","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And generally, we need that.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1005.0,1009.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/142","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Inventing options for mutual gains. So this really speaks to creating value. Notion of.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1009.0,1016.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/143","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Of not just negotiating the immediate issue in front of you, but thinking creatively to find ways to expand the pie, as it were.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1016.0,1027.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/144","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Insist on using objective criteria.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1027.0,1031.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/145","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"This one is a yellow, dated because I would argue there's not a whole lot of objectivity to much of what we do.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1031.0,1037.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/146","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But this idea of trying to point to data and point to to factual considerations and practical considerations, I think, is, is very helpful.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1037.0,1050.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/147","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Particularly when you're trying to separate the people from the problem right?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1050.0,1055.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/148","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And knowing your backup plan. So if this negotiation goes South, what are my options? What are my alternatives? What can I do to","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1055.0,1066.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/149","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"To make sure that the failure of this negotiation, or the inability to reach mutual agreement.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1066.0,1074.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/150","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Will not have a negative impact on me and on my institution.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1074.0,1081.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/151","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"There's also this this notion.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1081.0,1083.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/152","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Of win-win negotiation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1083.0,1086.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/153","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And this is where.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1086.0,1089.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/154","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Where in? In a library context, let's say you're negotiating an open access agreement with a publisher, and you do so successfully. That's a triple win, because it benefits the institution and the library and the authors.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1089.0,1102.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/155","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It benefits the publisher.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1102.0,1105.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/156","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"In the long run.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1105.0,1107.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/157","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And it also benefits the larger community of researchers and scholars and students and readers.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1107.0,1114.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/158","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So this notion of mutual gain that can also translate into success for the larger universe and and larger community, I think, is a really important principle to bear in mind.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1114.0,1128.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/159","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"In in our profession, when negotiating.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1128.0,1130.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/160","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"How can a successful negotiation for us.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1130.0,1134.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/161","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Result in greater success. For the community as a whole.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1134.0,1141.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/162","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"There's also this notion of pragmatic negotiation, or what I call pragmatic.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1141.0,1146.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/163","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And this is really brought forward by the art of negotiation. By Michael Wheeler, who's a Harvard business School professor, and is the creator of the quiz that you took.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1146.0,1157.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/164","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And he really argues throughout that negotiation and interactive. And it requires us to continually improvise in order to reach agreement. It's it's controlled chaos, basically.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1157.0,1169.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/165","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So it's important to set sort of high level strategic directions and priorities going into a negotiation. But he really emphasizes the importance of being nimble and flexible.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1169.0,1181.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/166","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"During the negotiation itself, and really thinking and building self awareness about your styles and preferences.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1181.0,1190.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/167","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And sort of maintaining situational awareness throughout the negotiation and and tailoring your approach.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1190.0,1198.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/168","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"To who you're talking to, and how the negotiation is unfolding.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1198.0,1202.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/169","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Really all a process of creating value.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1202.0,1211.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/170","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And Michael Wheeler really emphasizes throughout the notion of negotiation as a combination of preparation and improvisation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1211.0,1221.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/171","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So preparation is partly self awareness of your strengths and weaknesses and preferences, and of your side's interests and goals, as well as the other side's goals and interests.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1221.0,1230.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/172","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And of the situation that you're finding yourselves in.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1230.0,1234.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/173","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So I usually don't like sports analogies. I think they're kind of cringy, but I am going to use one.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1234.0,1240.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/174","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So I was listening to a interview the other day with with Dan Hurley's basketball head coach. I used to work at Yukon, so I have a soft spot.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1240.0,1251.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/175","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And it was really an extraordinary, because he was so prepared.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1251.0,1256.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/176","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"He knew everything. He scouted the opposing teams. He knew how they played.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1256.0,1261.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/177","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"He had offensive plays drawn up for each of his players, and for a wide range of scenarios, with sort of interchangeable parts that he could plug into a game.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1261.0,1271.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/178","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"He described it as actions layered on top of each other, and disguised a width formations which I thought was really compelling way to describe. That.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1271.0,1280.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/179","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It's basically this idea that you have planned enough.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1280.0,1283.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/180","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And prepared enough that you're able to make continuous.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1283.0,1287.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/181","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Spontaneous adjustments during the process.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1287.0,1292.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/182","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So it's that combination of planning and preparation that enables you to improvise on the fly during a negotiation and be successful.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1292.0,1305.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/183","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It also speaks to wheeler's favorite analogy, which is negotiation is jazz and jazz, is all about social improvisation, right? It's all about social activity responding to the other players.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1305.0,1320.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/184","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"As a team.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1320.0,1323.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/185","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Continuously improvising, keeping up with changes. But it's also about having that.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1323.0,1330.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/186","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Foundational musical proficiency that lets you do all of that, that lets you improvise and respond to others on the fly and create music together.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1330.0,1342.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/187","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Okay, so that was my introductory and informational","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1342.0,1347.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/188","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Informational Spiel.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1347.0,1350.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/189","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So here's a question. And this came up in the quiz that you all took.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1350.0,1355.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/190","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Do you prefer to outnumber the other side at the bargaining table?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1355.0,1361.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/191","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"If you're negotiating in a team or do you prefer to outnumber the other side? Do you like to bring a lot of people with you? Or do you like to negotiate solo? And why or why not? What's behind your preference? There.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1361.0,1377.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/192","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yes, and I love that. People are citing other examples of sports. I have not watched money. I really should.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1377.0,1386.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/193","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I should read the book as well.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1386.0,1397.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/194","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Nice.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1397.0,1399.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/195","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It doesn't matter to you, Sarah.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1399.0,1402.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/196","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Why is that?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1402.0,1404.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/197","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Why doesn't","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1404.0,1405.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/198","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Why did the numbers at the table not matter to you?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1405.0,1410.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/199","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Unmuting here. This is Sarah. Hi! Everyone happy to be here, and great to see you, Michael. It doesn't matter to me, because I would prefer that the other side quote unquote, be maximally comfortable.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1410.0,1421.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/200","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Hmm.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1421.0,1422.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/201","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So, whatever works better for them at the end of the day, I feel like works better for me.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1422.0,1428.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/202","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That's great. Thanks, Sarah. And and yeah, that sort of flexibility, I think, is, is a really valuable.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1428.0,1434.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/203","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"A really valuable skill to cultivate.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1434.0,1437.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/204","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And Rachel. I don't prefer to be outnumbered, but I prefer not to be outnumbered.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1437.0,1444.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/205","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That's really interesting.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1444.0,1447.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/206","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Why do you prefer not to be outnumbered.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1447.0,1453.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/207","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Because if it was going to be a 1 on one.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1453.0,1457.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/208","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Conversation, and they bring a team. It seems like they're operating from a position of feeling threatened from the outset.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1457.0,1465.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/209","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Hmm.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1465.0,1468.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/210","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah, it's really interesting. What? How to dynamics around a table, even a virtual table. How does dynamics change when there's a lot more folks involved.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1468.0,1483.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/211","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah, so this is all great. Feedback.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1483.0,1486.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/212","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So I it really doesn't matter to me either.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1486.0,1491.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/213","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But I think as as I've become more mature as a negotiator, I find that I like to bring a small team to the table.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1491.0,1500.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/214","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I find that having other folks with me helps.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1500.0,1504.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/215","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Give me space to think about my response. Someone else can chime in and ask a question and and sort of help.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1504.0,1511.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/216","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Pivot. The conversation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1511.0,1514.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/217","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Someone else. Someone else can also be along to monitor. Quote, unquote the other sides, body, language.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1514.0,1520.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/218","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It's really interesting to see the points at which someone's eyebrows go up, or someone leans back in their chair, and I, as a lead negotiator might not pick up on all of those things, but my colleagues might.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1520.0,1531.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/219","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So that can be really helpful when you debrief after a negotiation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1531.0,1535.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/220","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The one thing I would say about team negotiations. You want to be clear about each team members role.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1535.0,1542.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/221","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And make sure that if there are any internal differences that those are not put on display.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1542.0,1549.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/222","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"For for the vendor. In this case you we wanna make sure that your team is on the same page.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1549.0,1558.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/223","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It could also be helpful if team members have special expertise. So if part of the negotiation is on discoverability of content, for example, maybe you want to invite your systems or your metadata librarian.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1558.0,1570.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/224","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"As as Teresa sort of underscoring here. You want people there who need to.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1570.0,1577.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/225","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Provide, necessary, info.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1577.0,1579.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/226","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And and be able to to make decisions.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1579.0,1585.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/227","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah, I think this this is really great information. And yeah, I like your comment, heather Lee, about a small team as a sounding board to go back to, and and debrief.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1585.0,1595.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/228","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I think that can be really valuable.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1595.0,1599.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/229","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But, Mar, I also agree with you. Too many cooks in the kitchen can just add to the chaos. So it's really important to sort of manage the size of your team, and I actually like negotiating.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1599.0,1609.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/230","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Quote unquote against larger teams, because you can.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1609.0,1613.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/231","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Way more insight into the cross currents on the other side of the table. If multiple people are sitting there.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1613.0,1623.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/232","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And that information is information is right.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1623.0,1630.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/233","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Okay, so let's talk about negotiation styles. So these were unpacked a bit in the quiz that you all took.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1630.0,1638.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/234","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But Michael Wheeler breaks down, negotiating into these sort of","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1638.0,1643.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/235","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Like 4 point spectrum.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1643.0,1646.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/236","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Of creating value.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1646.0,1648.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/237","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And that's when you're recognizing and capitalizing on opportunities.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1648.0,1653.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/238","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Expand the pie. There's this notion of that's described in the literature as the myth of the fixed pie.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1653.0,1661.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/239","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The idea that.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1661.0,1662.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/240","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"This specific thing you're negotiating, is it? That's the only thing on the table.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1662.0,1666.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/241","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"When, in fact, there are usually opportunities to expand the pie, so that everyone's bigger. At the end of the day.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1666.0,1674.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/242","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And that's what creating value is about. It's about spotting those opportunities.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1674.0,1680.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/243","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1680.0,1681.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/244","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Moving them forward.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1681.0,1685.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/245","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And oftentimes that can only happen when you're in the actual negotiation and and when opportunities are emerging organically in the dialogue.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1685.0,1692.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/246","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Claiming value. So that's getting the maximum possible in the agreement. That's getting the biggest slice of the pie.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1692.0,1700.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/247","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And that's sort of your Gordon gecko framework, right? They're all about claiming value. And and","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1700.0,1709.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/248","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And defeating the other side. And that's really a valuable skill to have, because you need to be able to stake your claim to that piece of the pie that you've just expanded.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1709.0,1721.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/249","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But it's important not to allow that cleaning value concept to drift into an adversarial mindset.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1721.0,1727.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/250","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Or to drift into","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1727.0,1731.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/251","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Sort of a.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1731.0,1733.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/252","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"An unnecessary, like unnecessarily confrontational attitude. And, as Teresa's saying, there's value in building a long-term ongoing relationship to benefit future conversations.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1733.0,1746.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/253","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Because in our field.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1746.0,1748.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/254","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"If you're in the field of eresources or collection management for 40 years, you're gonna be negotiating with a lot of the same people. And those people are gonna move around between companies.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1748.0,1759.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/255","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So you really want to make sure that you're.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1759.0,1763.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/256","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Cultivating a positive working relationship while you're claiming value.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1763.0,1767.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/257","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It's it can be a fine line.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1767.0,1771.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/258","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But that's where empathizing with others comes in understanding the motivations and feelings of other parties.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1771.0,1779.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/259","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"This is super useful in negotiation, and I think it's where librarians tend to be strongest.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1779.0,1785.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/260","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Because we're empathetic people in general.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1785.0,1788.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/261","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We like to.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1788.0,1791.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/262","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We like to collaborate with others. We like to not hurt other people or their feelings.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1791.0,1798.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/263","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And this is an area, I think, of strength. And interestingly, it tends to be an area of weakness in in private sector negotiators. So this is something that we can potentially.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1798.0,1810.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/264","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"As negotiators.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1810.0,1811.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/265","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And then asserting one's interest, so asserting your interests and your point of view during the negotiation. And again, I want to emphasize that this. There's no value judgment on where you fall in this quadrant. Right.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1811.0,1824.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/266","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"These are not tied to. These are not ethical values or.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1824.0,1830.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/267","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Or anything like that. These are just personal.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1830.0,1834.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/268","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Preferences that you tend to lean into, but you can also lean out of depending on the situation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1834.0,1843.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/269","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And so this is where I fell in the spectrum that we talked about of assertiveness claiming value, creating value and and empathy.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1843.0,1855.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/270","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So I tend to lean heavily toward creating value and toward empathy.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1855.0,1861.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/271","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But I'm also, apparently I'm I'm reasonably well balanced. I do have a certiess and claiming value on my quadrant.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1861.0,1869.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/272","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So this is really helpful information to know, because I know I have 2 strings.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1869.0,1874.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/273","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And I have maybe not 2 weaknesses, but 2 areas that, depending on the situation, I may need to lean more into and get more comfortable with.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1874.0,1883.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/274","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So this is really helpful information for me to have.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1883.0,1889.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/275","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah. And I absolutely agree, Susan, we are too empathetic and get taken advantage of because we don't want to.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1889.0,1897.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/276","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We we don't want to. Create a confrontation with a vendor, for example.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1897.0,1903.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/277","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And I think that's important. I think you can still respect the human being across from you.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1903.0,1909.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/278","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"While getting your point across and asserting your interests.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1909.0,1914.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/279","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So it's it's always finding that balance right? And that balance is gonna be really situational.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1914.0,1919.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/280","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But I I don't think in any context, someone should be 100%. One thing, or even 90%. One thing.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1919.0,1927.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/281","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"to the detriment of the other skills.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1927.0,1931.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/282","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Or preferences.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1931.0,1935.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/283","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Okay. So in the negotiation, when can creating value be more important than claiming value.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1935.0,1946.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/284","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Under what circumstances, what situations is creating value more important.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1946.0,1965.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/285","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"This goes back to that notion of the myth of the fixed pie right of.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1965.0,1969.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/286","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Rather than negotiating for a bigger slice of a small pie, find a way to bake a bigger pie.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1969.0,1984.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/287","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yes, that's a great comment, Sheila, when aiming to have a continued sustainable relationship with the other party. Yes.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1984.0,1991.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/288","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1991.0,1994.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/289","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You're expecting ultimately to be creating value together.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1994.0,1998.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/290","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So that is going to take precedence.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=1998.0,2002.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/291","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"In the relationship rather than trying to stake out a claim.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2002.0,2007.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/292","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"To that initial.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2007.0,2008.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/293","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Amount of value.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2008.0,2011.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/294","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Kathleen, when you're trying to move the needle toward a different model. Yeah. So if you're working with a publisher to transition to.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2011.0,2021.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/295","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Like a journal package to an open access agreement, for example, which is my an analogy of choice here.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2021.0,2028.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/296","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It's really helpful to think creatively about how you can.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2028.0,2033.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/297","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Create more value both for your authors and potentially for the publisher.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2033.0,2039.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/298","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It's a great way to","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2039.0,2043.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/299","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Position oneself as a partner rather than as a customer.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2043.0,2046.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/300","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And it's a great way to assuage any.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2046.0,2050.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/301","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Concerns or hesitations the other party may have about moving to a different kind of relationship or business model.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2050.0,2063.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/302","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah, creating partnerships, exactly.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2063.0,2066.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/303","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah. And Tano, I think that's a great point. And our rapidly changing technological environment, you might be able to make opportunities for both sides to innovate.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2066.0,2077.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/304","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah. And this comes into play particularly, I think, in","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2077.0,2082.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/305","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"With technology partners where.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2082.0,2085.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/306","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You have, I think, some real opportunities, perhaps to position oneself, to influence development directions or articulate","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2085.0,2094.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/307","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Community needs.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2094.0,2097.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/308","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And that can be a great way, I think, to to create value in a relationship.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2097.0,2105.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/309","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"This is really great folks.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2105.0,2107.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/310","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Okay, moving on key acronyms. Yeah, user groups, exactly.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2107.0,2113.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/311","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That's a a prime example of of creating value and and sort of a partnership model.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2113.0,2119.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/312","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Where you're able to, as library customers form groups to influence technology development directions to influence. What new features get developed 1st in a, in a technology yeah, great example. And and this is really how lyrics itself as well as as a partner and an advocate.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2119.0,2143.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/313","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"For for improvements and for value, creation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2143.0,2146.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/314","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Okay. So here are some key acronyms, just 2, because I don't want to give you acronym headaches today. So anyone can anyone tell me what Batna is, and what Zopa is.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2146.0,2159.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/315","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Batna and sofa. What do those stand for?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2159.0,2168.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/316","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Right on Sarah. So Batna is best alternative to a negotiated agreement.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2168.0,2174.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/317","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So this is your walk away right.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2174.0,2176.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/318","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"If you cannot come to an agreement, what happens then? What is your walk away, point.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2176.0,2184.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/319","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And and and what do you do, Dan?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2184.0,2187.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/320","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So let's say and Zoba is a natural to that. It's refers to the zone of possible agreement. It's the range in negotiation, in which 2 or more parties can find common ground.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2187.0,2202.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/321","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So let's say a vendor's.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2202.0,2203.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/322","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The lowest possible price increase a vendor will accept is 1%.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2203.0,2210.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/323","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The highest possible price increase. The library will accept is 5%.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2210.0,2215.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/324","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Well, your Zopa is somewhere between one and 5%.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2215.0,2220.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/325","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And where you that ultimately lands where that number ultimately lands is going to be part of the negotiation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2220.0,2227.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/326","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Right? So it's finding that common ground within the zone of possible.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2227.0,2233.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/327","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Now, obviously a challenge here is that we don't necessarily know what the other person's Zopa.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2233.0,2241.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/328","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We don't know what their zone of possible agreement is.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2241.0,2245.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/329","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So what we.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2245.0,2246.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/330","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I would say","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2246.0,2249.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/331","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Is most important. Here is is the preparation part and the understanding part. So talking to colleagues talking to other libraries and consortia, figuring out what kinds of price increases they have been able to negotiate.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2249.0,2265.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/332","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And then translating that into your context so that you can make potentially make an initial offer. That is.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2265.0,2274.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/333","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Perhaps not 1%.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2274.0,2276.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/334","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But is probably going to be closer.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2276.0,2280.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/335","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"To their walkway point than to your walkaway point.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2280.0,2288.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/336","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So here's the question.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2288.0,2291.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/337","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"A kind of","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2291.0,2292.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/338","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Gave way to answer a little bit. But should you make the 1st offer during the negotiation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2292.0,2301.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/339","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"What do you think?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2301.0,2302.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/340","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And I shouldn't say there's no right or wrong answer. There's.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2302.0,2308.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/341","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And there's a answer that I lean toward.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2308.0,2311.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/342","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But it's very situational in some ways. So.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2311.0,2315.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/343","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Should you make the 1st offer?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2315.0,2317.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/344","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We're in a negotiation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2317.0,2319.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/345","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"What do you think?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2319.0,2331.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/346","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah, exactly.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2331.0,2333.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/347","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah, she led. It really does depend on the context.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2333.0,2338.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/348","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It depends, as as our copyright lawyer friends tell us.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2338.0,2342.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/349","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah, Teresa, I get that all the time. Whenever I make a low 1st offering, it's accepted. I wonder if I should have offered less.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2342.0,2350.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/350","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah. So in that context, I, I usually think of a price that I would be pleased with.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2350.0,2355.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/351","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And then offer a price that I would be slightly more pleased with.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2355.0,2362.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/352","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And and that's often a really good","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2362.0,2364.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/353","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Point of.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2364.0,2365.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/354","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"A good point of coming together around.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2365.0,2373.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/355","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah, so in this context, I think.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2373.0,2378.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/356","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"If you have a good idea of what the zone of possible agreement looks like, you want to be the 1st to put a number on the table.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2378.0,2386.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/357","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"If you have a really good sense of what the.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2386.0,2388.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/358","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Of of what the other side is is potential, is prepared to give.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2388.0,2393.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/359","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That's when you make the 1st offer.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2393.0,2396.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/360","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And you want to put that number on the on your preferred end of the Zoba. So closer to that one that is your","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2396.0,2403.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/361","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That is your preferred outcome.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2403.0,2408.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/362","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But when you have no idea what the sopa is, then you need to learn that in the negotiating table before making an offer. And you need to sort of set some groundwork and and have some conversations ahead of time.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2408.0,2421.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/363","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So I would say, as as Sheila says, it really depends. If you have a good sense going in you can definitely make the 1st offer, but sometimes it's good to see what the 1st offer is on from the others. From the other side. Quote unquote.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2421.0,2435.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/364","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And a respond to that offer.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2435.0,2439.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/365","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I will say there is","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2439.0,2441.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/366","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"There's this thing called the 1st Mover Advantage, where the first.st","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2441.0,2446.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/367","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Person. The 1st offer really.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2446.0,2449.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/368","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Is the linchpin on which all subsequent parts of negotiation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2449.0,2456.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/369","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So be thoughtful sort of about.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2456.0,2461.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/370","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"About making 1st offers. Because if you let the other side make the 1st offer, typically that's going to end up being the starting point for all the negotiations down road.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2461.0,2472.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/371","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2472.0,2473.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/372","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You want to be.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2473.0,2477.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/373","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You want to make sure to analyze the situation and see if you should make the 1st offer in order to anchor the negotiation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2477.0,2489.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/374","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Next question.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2489.0,2490.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/375","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Do people tend to negotiate harder to one, keep things they already have.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2490.0,2495.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/376","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Or 2.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2495.0,2496.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/377","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Gain new things of equal or greater value.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2496.0,2507.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/378","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah. And while you're answering that question, Rachel, definitely, I feel like vendors always make the 1st offer, because I'm negotiating, based on the price they've presented. Yeah. And that's the vendors almost automatically have the 1st mover advantage. In some ways.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2507.0,2526.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/379","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But I there opportunities, particularly when it comes to licensing and to those value creation pieces.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2526.0,2534.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/380","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"To start out.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2534.0,2535.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/381","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"By reframing the whole conversation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2535.0,2538.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/382","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So rather than saying, All right, I know you're gonna come in at a 5% increase. And I'm ultimately gonna settle at a 3% increase reluctantly.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2538.0,2548.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/383","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"There might be ways there to sort of rethink how we're framing the negotiation. Say, you know what? I'm not comfortable with a 3% price increase. I want to read and publish agreement for that, or I want a content upgrade for that, or my Fte has significantly decreased this last year. So I need a price reduction to reflect that.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2548.0,2568.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/384","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So there's sort of ways.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2568.0,2573.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/385","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Reset or reframe that retain the 1st mover advantage for the library.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2573.0,2582.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/386","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Okay, so do people tend to negotiate, harder, to keep things they already have, or to gain new things of equal or greater value.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2582.0,2591.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/387","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yes, most folks are saying number one keep things they already have, and you're right.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2591.0,2595.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/388","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"There's this well known psychological concept, called the endowment effect.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2595.0,2602.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/389","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Where people.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2602.0,2604.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/390","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Regardless of of context.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2604.0,2606.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/391","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Value things more if they already possess them.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2606.0,2610.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/392","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2610.0,2611.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/393","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Ha! Hardly reluctant sometimes to trade those things in return for different things, even when those things are of a ostensibly greater value.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2611.0,2621.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/394","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So this is something to keep an eye on in your own negotiations as a person. Just to have some self awareness around.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2621.0,2629.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/395","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And and be willing to potentially.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2629.0,2634.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/396","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Trade things that you already have for things that are ultimately going to be more beneficial.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2634.0,2640.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/397","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So this isn't. This is something just to keep in mind, I think, as as a natural human tendency, that all of us are subject to.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2640.0,2648.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/398","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"As as Sarah says, people don't like change.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2648.0,2655.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/399","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Okay. So negotiating how to negotiate is actually important.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2655.0,2663.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/400","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"There is.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2663.0,2664.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/401","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Plenty of of research to show that folks make.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2664.0,2667.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/402","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Judgments or assessments of of counterparts, of.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2667.0,2672.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/403","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Of other people.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2672.0,2674.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/404","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Within.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2674.0,2675.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/405","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"A second of meeting them.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2675.0,2676.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/406","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So it's this sort of so engaging is the who of negotiation it's about who you are, how you're presenting yourself, and what and what your role is.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2676.0,2688.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/407","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And what that relationship is is going to look like.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2688.0,2692.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/408","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And then framing is the what of negotiation? It's the way that the parties define the tasks, so are we partnering.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2692.0,2699.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/409","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Are we resolving a conflict? Are we haggling.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2699.0,2703.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/410","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Are we just trying to get this thing out of the way so we can move on with our lives.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2703.0,2709.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/411","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It. This is the what of negotiating. It's how we frame.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2709.0,2713.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/412","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The thing that we're trying to reach agreement on.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2713.0,2716.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/413","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And then norm is the how of negotiation. It's the way to parties. Set the tone and the pace of the process and defined task at hand.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2716.0,2728.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/414","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So how might you respond when your counterpart issues an ultimatum.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2728.0,2735.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/415","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"During a negotiation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2735.0,2738.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/416","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"How would you respond to that.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2738.0,2742.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/417","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"What would be sort of your default response, setting aside.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2742.0,2748.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/418","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Like individual","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2748.0,2751.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/419","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The circumstances, or what the situation is.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2751.0,2769.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/420","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Beata says if it's reasonable, I would accept it.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2769.0,2773.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/421","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Absolutely.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2773.0,2776.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/422","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Walk walk away.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2776.0,2780.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/423","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Citing the bottle from taken. There you go, Sam.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2780.0,2783.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/424","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Oh, Danno, I might ask to take a break. I like where you're going. With that same with Sally's answer. It would not answer right away, if possible.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2783.0,2796.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/425","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"By time. Yup, that's right.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2796.0,2800.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/426","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Determine if it's feasible.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2800.0,2803.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/427","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I think that's fair. I mean, some folks may be your best case. Scenario.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2803.0,2808.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/428","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So sort of as as you're suggesting here. Perhaps, Howard, don't let the tone.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2808.0,2814.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/429","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Of the message distract you from what the message says.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2814.0,2821.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/430","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah, so this is great. So you're all you all have got this.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2821.0,2829.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/431","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So this is really about","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2829.0,2835.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/432","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"How you respond.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2835.0,2837.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/433","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"To an ultimatum right and.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2837.0,2841.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/434","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Frankly.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2841.0,2842.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/435","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Sometimes the best option is to ignore.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2842.0,2845.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/436","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Just don't even react to it. Move on.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2845.0,2849.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/437","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"If it is a true ultimatum, they will come back to it. They will insist on it, and they will explain it to you.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2849.0,2855.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/438","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But oftentimes ultimatums are issued as.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2855.0,2861.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/439","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Negotiate as a negotiation tactic intended to pressure you into accepting a suboptimal outcome.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2861.0,2866.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/440","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And you don't need to react.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2866.0,2869.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/441","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And oftentimes not reacting to it, can throw off the other side enough to create an opening.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2869.0,2875.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/442","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The other thing you can do like. If you have to respond, you can reframe it. You can say you know what I understand.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2875.0,2880.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/443","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Given where things are today, this would be really difficult for you to do. I get that.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2880.0,2886.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/444","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It gives the other side and out without losing face, and it makes the ultimatum.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2886.0,2892.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/445","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Dependent on circumstances, and then you can come back to that point later on.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2892.0,2898.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/446","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah, so buying time. Essentially.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2898.0,2901.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/447","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Can be really helpful and and can help test. If this is actually a walkaway point for the other side.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2901.0,2908.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/448","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And there's other techniques that you can use. So","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2908.0,2911.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/449","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"There these","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2911.0,2915.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/450","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"There's a range of moves that you can use. So one of them is a naming.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2915.0,2920.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/451","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And a couple of you have highlighted. This is when you say.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2920.0,2924.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/452","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You know, that's that's.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2924.0,2927.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/453","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"An ultimatum. I don't appreciate that. That's not a constructive way to do business. So, calling it out.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2927.0,2933.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/454","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"There's also diverting moves where you sort of change the topic of conversation and re steer the discussion elsewhere.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2933.0,2942.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/455","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"There's correcting moves which are pretty similar to to diverting to naming moves. But in correcting moves, you basically are saying.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2942.0,2951.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/456","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Well, that's not technically the case, because X.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2951.0,2955.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/457","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So you're correcting the ultimatum.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2955.0,2957.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/458","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"By showing that it's wrong headed, or based on false information.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2957.0,2962.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/459","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"There's interrupting moves where you can sort of.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2962.0,2968.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/460","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Deflect the conversation, and there's questioning moves where you can ask.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2968.0,2972.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/461","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2972.0,2974.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/462","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Why, why do you feel that way.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2974.0,2977.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/463","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And and just probe, until the counterpart unpacks their reasoning behind, issuing the ultimatum.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2977.0,2984.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/464","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So yeah, there's there's different ways that you can approach this. But I think a great way is","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2984.0,2993.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/465","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Acknowledging it and moving on, or just simply ignoring it and moving on, because if it is a true ultimatum, they will come back to this.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=2993.0,3004.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/466","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We don't necessarily need to take it seriously the 1st time they say it.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3004.0,3012.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/467","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So knowing yourself. So this is sort of important things to bear in mind as a negotiator, and and we'll speed walk through these, because I know we only have a few minutes left.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3012.0,3022.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/468","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But I think it's important to emphasize that no one's born an expert negotiator. Right? And it's important for you to to know your strengths and weaknesses and preferences, and to draw on the expertise of others. So I'm an empathetic person. Maybe I need an assertive person on my negotiation team. I know everything about licensing, but I know nothing about metadata.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3022.0,3046.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/469","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Or systems integration. So maybe I draw on the expertise of someone else.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3046.0,3051.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/470","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And taking some time after negotiation, to conduct an after action review, to sit down, talk to your peers, and think about how to negotiation went, and what you might have done differently. And I like even starting a reflective workbook. If this is a skill that you're meaningfully committed to improving. Really taking the time to self, reflect.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3051.0,3073.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/471","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And think about","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3073.0,3076.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/472","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"How to strengthen and build those skills.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3076.0,3079.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/473","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Doing your research. So this is the preparation piece. Whenever I go into a negotiation with a vendor, really understanding the products involved, the company involved.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3079.0,3091.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/474","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And the network and the data involved. So with products, I want to understand what content is in play, what the license terms look like, are there competing products? Are there? Potential value adds that I could negotiate alongside.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3091.0,3105.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/475","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Traditional things, like pricing.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3105.0,3107.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/476","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Wh. Who is the company I'm working with? Are they.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3107.0,3112.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/477","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Do they have shareholders? Do they have a compliance department?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3112.0,3118.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/478","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Have they been losing money recently, and are desperate to drive sales? Have they been acquired by a.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3118.0,3124.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/479","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"A private equity firm, that is, has a mandate to increase revenue like, what does all that look like? What is the context in which to negotiation is happening, and then benchmarking with others. So tapping into those peer networks.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3124.0,3138.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/480","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Talking to colleagues at other institutions talking to your consortia.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3138.0,3143.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/481","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And comparing what you're given to industry standards. So when looking at a license, I I can certainly go through and and negotiate that easily enough.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3143.0,3154.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/482","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But it really helps in the negotiation to be able to point out to.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3154.0,3158.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/483","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Model license agreements that have been widely adopted among libraries like the neural license or the California Digital Library license and sort of tying your asks to industry standards and really understanding that if the data involved so the student enrollment the usage, the publication activity, conduct your overlap analysis for aggregator databases.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3158.0,3183.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/484","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Whatever data you can gather to understand the context and be able to craft arguments.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3183.0,3188.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/485","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Is really invaluable to have going into a negotiation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3188.0,3196.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/486","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Planning to prioritize.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3196.0,3198.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/487","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3198.0,3201.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/488","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"This again speaks to the preparation piece, but also to the need for you to early on collaborate with stakeholders, with your Dean, your faculty, your subject matter, librarians.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3201.0,3212.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/489","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Work with them to identify and prioritize your goals. Going into a negotiation is your primary goal to save money.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3212.0,3219.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/490","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Is your primary goal to expand access.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3219.0,3222.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/491","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Content.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3222.0,3224.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/492","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Is your primary goal.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3224.0,3226.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/493","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"To transition to an open access business model.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3226.0,3230.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/494","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And then figure out what your goals are, and sort of rank them and map out what your internal process looks like, who you have to talk to.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3230.0,3240.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/495","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"What your timelines are, who your team members are, and so on.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3240.0,3244.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/496","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Playing out potential scenarios. So making sure you know your Batna.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3244.0,3249.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/497","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And testing assumptions. I think that's.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3249.0,3252.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/498","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That's really important.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3252.0,3255.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/499","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And and just.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3255.0,3257.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/500","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Every now and then taking a look at a partnership or a vendor relationship with fresh eyes.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3257.0,3263.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/501","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And making sure you're not operating under assumptions that are maybe less applicable now than they used to be like. Even something as simple as scrutinizing. Well, do we really need this thing anymore?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3263.0,3272.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/502","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Maybe I don't need to negotiate a 1% price increase. Maybe I just need to cancel this.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3272.0,3278.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/503","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So it's sort of interrogating those assumptions and making sure to try to disambiguate the situation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3278.0,3286.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/504","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So this is a really interesting tool called conjoint analysis for calculating tradeoffs.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3286.0,3295.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/505","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Essentially what you can do here, and this is an example of what it might look like for a salary negotiation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3295.0,3301.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/506","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3301.0,3303.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/507","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Break out your variables, and you assign a numerical value to each variable. And that helps you figure out how to prioritize those. So in this case I'm a new employee. I have the option of working in these 4 cities, working remotely this part portion of the time, and receiving this amount of travel, funding.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3303.0,3323.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/508","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So I list those out on a spreadsheet, and then I assign dollar values to each of those.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3323.0,3329.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/509","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So my best case scenario is working from Westchester, where I live.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3329.0,3334.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/510","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Working fully, remotely, and getting travel, funding.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3334.0,3341.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/511","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"My worst case scenario. Sorry folks who live in Scranton. I had to think of some city in Pennsylvania.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3341.0,3348.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/512","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Working from Scranton no remote work and receiving 0 funding. So this lets me really analyze the trade offs of the different packages that I could get beyond salary, but it lets me sort of at a glance figure out the value of each of these variables to me.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3348.0,3370.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/513","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And this can be done on the back of an envelope. This doesn't need to be a sophisticated analysis, but I think it can be helpful.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3370.0,3377.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/514","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"When thinking through these things.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3377.0,3381.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/515","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So in this context, there's a comparative component.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3381.0,3385.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/516","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So conjoint analysis here. So I.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3385.0,3388.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/517","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So the employee. The relative value to me as an employee of working in Westchester is $20,000.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3388.0,3395.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/518","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But this doing this would cost my employer $40,000.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3395.0,3400.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/519","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Whereas working in.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3400.0,3404.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/520","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Let's say, in in Lancaster, Pennsylvania. That has value to me of $10,000, but it would still cost my employer $5,000.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3404.0,3414.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/521","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So what would be the best location for me to work.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3414.0,3417.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/522","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Both for me.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3417.0,3418.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/523","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And for my employer.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3418.0,3422.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/524","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Does anyone have a guess here?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3422.0,3425.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/525","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Which of these locations would be optimal for both myself and my employer.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3425.0,3432.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/526","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"In this hypothetical scenario.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3432.0,3450.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/527","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Lancaster's a good guess, Carolyn Rachel, right on Pittsburgh. Yes.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3450.0,3454.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/528","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Pittsburgh.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3454.0,3456.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/529","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah. So I would gain 15,000, which is a good amount of money right?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3456.0,3461.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/530","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But my employer would not lose any money. It's cost neutral to them, so that would be a great compromise where I get.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3461.0,3471.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/531","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Like close to my desired value.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3471.0,3474.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/532","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But my employer doesn't lose anything either.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3474.0,3479.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/533","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Lancaster.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3479.0,3480.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/534","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Thanks, Kalida, that's my that's my English pronunciation kicking in.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3480.0,3487.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/535","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So yeah, so this is really a nice way. Come, join. Analysis is a really nice way for doing like a back of the hand calculation of optimal outcomes and and reducing it to like numerical values.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3487.0,3501.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/536","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So finding leverage is also really important. There's this great quote out there of.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3501.0,3508.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/537","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It's important to write their victory speech for them.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3508.0,3513.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/538","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So, making the business case for them to say Yes.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3513.0,3515.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/539","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And making the case for them to be able to take back to their organization and say, Hey, we won. Look how great this deal is.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3515.0,3524.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/540","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So this notion of of really selling what you want the outcome to be is quite important.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3524.0,3535.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/541","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Navigating the meeting, so I know we have only a couple of minutes, and folks please feel free to to hop off if you need to.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3535.0,3542.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/542","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I just want to power through these remaining slides, so navigating to meetings. So I think it's really important to listen actively and embrace. You don't need to talk to fill in.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3542.0,3555.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/543","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Space.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3555.0,3557.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/544","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Oftentimes, if you remain silent, the other person will do that, and they'll make concessions without you're even asking them to.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3557.0,3563.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/545","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Monitoring body language. So I think it's really interesting to watch through negotiation of like when people lean back when they flinch, when their eyebrows go up.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3563.0,3576.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/546","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That can be really informative.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3576.0,3582.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/547","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And how you.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3582.0,3583.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/548","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Negotiate.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3583.0,3586.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/549","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So interestingly, there's this study out there that has shown that negotiators who engage in 5 min of small talk over the phone prior to participating in a negotiation via email.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3586.0,3599.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/550","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We're 4 times more likely to reach a beneficial agreement.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3599.0,3605.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/551","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And feel good about the process.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3605.0,3607.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/552","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Then subjects who didn't try to build rapport.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3607.0,3611.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/553","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So when going into a negotiation, it may feel awkward. It may feel superficial.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3611.0,3617.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/554","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But trying to take a few minutes to get to know the other person.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3617.0,3621.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/555","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Find something in their zoom background to comment on.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3621.0,3626.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/556","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Find some sort of connection you have to that person. Oh, I remember you from X Conference.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3626.0,3631.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/557","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Just find a way to sort of lightly personalize a relationship.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3631.0,3637.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/558","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And that has been documented.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3637.0,3639.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/559","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"To.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3639.0,3641.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/560","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Improve negotiation outcomes and improve how folks feel about the process.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3641.0,3647.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/561","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"To getting there.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3647.0,3652.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/562","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And just really quickly. So what can you do ahead of a negotiation to put yourself in an ideal emotional state? I mean, we all go into a negotiations with anxiety, feeling, tension.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3652.0,3665.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/563","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That's completely understandable.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3665.0,3668.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/564","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So, I think, rather than try to calm yourself down, it can be valuable to get excited.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3668.0,3674.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/565","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Redirect those nervous into a feeling of excitement and enthusiasm. I will actually go out for.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3674.0,3681.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/566","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"For a run or a bike ride, or something like that the morning ahead of a negotiation. Just so I can sort of have that smooth energy feeling throughout the day where I'm feeling energized, but not to the point of feeling.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3681.0,3696.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/567","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah, trusting in your prep and sort of working through negotiation in your mind.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3696.0,3702.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/568","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Preparation can be really helpful.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3702.0,3705.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/569","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And and sort of.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3705.0,3708.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/570","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Calming those nerves.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3708.0,3713.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/571","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So how can gender influence? Negotiation approaches and outcomes.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3713.0,3720.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/572","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"This is a complex question and a complex answer.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3720.0,3725.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/573","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It's really important to say upfront.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3725.0,3727.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/574","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Gender is not a reliable predictor of negotiation. It's often stereotyped as like a masculine thing, and it really is not, and it really should not be.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3727.0,3738.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/575","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So men and women, their outcomes and approaches to.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3738.0,3744.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/576","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Tend to be.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3744.0,3748.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/577","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Tend to be similar, insofar, as the outcomes tend to be pretty consistent.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3748.0,3753.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/578","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Now, women do run the risk of social backlash when they negotiate. That's been well established. And and thankfully, there's studies that indicate that that risk of social backlash is decreasing. But it is out there.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3753.0,3767.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/579","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And that bias can be reduced by making the process less ambiguous. This is really interesting. This is something Harvard researchers like Hannah Riley Bowles have established.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3767.0,3779.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/580","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That making the process ambiguous, making clear what is negotiable, how to negotiate, and who the parties are, particularly in like a salary. Negotiation context, for example, can really backlash against women who negotiate.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3779.0,3798.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/581","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So that's that disambiguating the process is really beneficial.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3798.0,3803.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/582","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"For everybody.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3803.0,3805.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/583","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The other point to make here is that women may achieve better outcomes when negotiating on behalf of others.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3805.0,3812.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/584","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So when the negotiation is reframed that I'm not negotiating on my behalf for me. But I'm negotiate on behalf of my member libraries, or my research community, or my colleagues.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3812.0,3825.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/585","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"This reduces the the social backlash.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3825.0,3828.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/586","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And also facilitates better outcomes.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3828.0,3832.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/587","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"There's this really great set of resources by Hannah Riley Bowles that I've linked to here, and and will be shared in the slides.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3832.0,3840.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/588","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I will say that there's unfortunately research on negotiating as transgender or non-binary. And that's a gap in the research that really needs to be filled, and and I believe.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3840.0,3850.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/589","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Is the subject of of research. Currently.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3850.0,3855.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/590","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Okay. So I think that brings us to the end. I wanted to highlight a handful of resources here. So these 4 books are really just.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3855.0,3864.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/591","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Super valuable works to understand that larger world of negotiation and a different frameworks and strategies that have been developed around it.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3864.0,3876.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/592","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Colleagues from Indiana University and other libraries have been developing educational resource.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3876.0,3884.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/593","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Called the O'neal Project.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3884.0,3887.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/594","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Which is intended to teach skills for academic librarians.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3887.0,3892.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/595","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That project is in progress. It's been funded by the Imls.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3892.0,3896.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/596","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And I would definitely encourage you, and and taking advantage of it.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3896.0,3904.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/597","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Once it's in, once it's been fully created.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3904.0,3908.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/598","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And I'd also like to highlight this documentary film. It's freely available and legally available on Youtube. And I've linked to it here.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3908.0,3914.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/599","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But it's a documentary on labor union in Canada, between united auto workers and general motors.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3914.0,3923.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/600","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And between the Canadian and American branches of Uaw.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3923.0,3928.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/601","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And it's really interesting to watch and just slow it down and watch the negotiations happening.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3928.0,3933.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/602","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And and sort of the the tactics and the preparation and intentionality that Bob White, the Union negotiator, brings to to what he does.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3933.0,3946.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/603","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So with that I'll pause for for any thoughts or questions. I apologize for running over, and and thank you for for sticking with me for so long.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3946.0,3957.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/604","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But I'll be happy to take any questions or thoughts in the chat.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3957.0,3975.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/605","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You've got a question in the QA. Michael. What resources would you recommend regarding the role of race in negotiations and intersexuality?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3975.0,3988.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/606","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That's a great question, and thank you for that.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3988.0,3993.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/607","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"There is. There's a fair number of resources on on race and in negotiation. That's something that has been examined more.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=3993.0,4002.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/608","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"More extensively.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4002.0,4005.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/609","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I would recommend this. The reading list. My apologies. I'll stop screen sharing for for just a moment. But there's a really great reading list put out by Harvard University.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4005.0,4018.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/610","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That covers a wide range of negotiation topics.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4018.0,4023.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/611","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So I would definitely consider that list, and I'll pop it into chat as soon as it loads in my browser.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4023.0,4032.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/612","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The other thing I would suggest is the transformative book that I referenced earlier.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4032.0,4038.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/613","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That's a really interesting reframing of negotiation, because the author, who's a professor of peace studies at a university in California.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4038.0,4047.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/614","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"She looks at negotiation in a wide range of social contacts, so she looks at it from a criminal justice context.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4047.0,4055.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/615","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"From a community organizing context.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4055.0,4059.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/616","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And really does a great job of pulling negotiation out of the business, setting.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4059.0,4063.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/617","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And and putting it into the.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4063.0,4066.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/618","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Into more social, more economic, and socially diverse settings.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4066.0,4071.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/619","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And one of the things she unpacks is that intersectionality and the role of race and class in negotiation. I would recommend for sure.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4071.0,4083.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/620","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You've got one more question.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4083.0,4086.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/621","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"What are your practices for communicating details of negotiations to library, staff, and other campus stakeholders?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4086.0,4094.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/622","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Also an excellent question. Thank you. And I can see the Q. And A. Now. So thanks, Sam.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4094.0,4100.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/623","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah, so I,","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4100.0,4102.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/624","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It depends a lot of times folks.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4102.0,4106.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/625","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Don't really care. They're just interested in in knowing that you're working on it. And then, knowing what the outcomes are.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4106.0,4116.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/626","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But I think in the case of library staff and stakeholders, who are perhaps more directly impacted and and have interest.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4116.0,4125.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/627","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I think it's often a good idea.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4125.0,4128.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/628","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"To give quick updates during all staff meetings.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4128.0,4131.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/629","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Say you have a big negotiation with a major commercial.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4131.0,4136.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/630","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Lots of folks are interested in it. Take 5 min at a all staff meeting, for example, to share an update.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4136.0,4143.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/631","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And that's a great way, I think, to to keep it uppermost in folks's minds.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4143.0,4148.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/632","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"In in sort of a low stakes, low key way, and really also highlighting the the work that you're doing as a negotiator, and the value that you're bringing to the library and academic community by leading these negotiations.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4148.0,4163.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/633","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So I think they're they're different ways to do it. But.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4163.0,4167.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/634","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I would say, it depends on the level of interest and and impact.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4167.0,4172.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/635","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But certainly sharing occasional updates at all staff meetings, all staff email updates, maybe keeping.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4172.0,4181.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/636","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"A lib guide page somewhere up to date, with negotiation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4181.0,4186.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/637","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Those are all very very viable ways to to share out that information.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4186.0,4194.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/638","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah. And Teresa highlights. It's also nice to celebrate successful negotiations with colleagues. Yeah, it builds morale. It makes you feel that you're really having a meaningful impact.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4194.0,4206.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/639","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"On your community.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4206.0,4209.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/640","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"No thanks. Thomas.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4209.0,4212.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/641","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah, sometimes it's nice just to have a static page somewhere in the library intranet, or on a lib guide that you can keep up to date with sort of high level details for negotiations.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4212.0,4228.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/642","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And Sally thanks for that really thoughtful comment. Yes.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4228.0,4232.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/643","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"As a woman I I feel like I should not be too empathetic. Sally's sharing with us I get taken advantage of, but being aggressive is not really who I am, and can also cause backlash. So it's it's a conundrum, for sure.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4232.0,4247.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/644","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And I think.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4247.0,4250.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/645","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"In that context. The the notion of creating value, I think, can be.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4250.0,4255.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/646","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Can be a really valuable way to to thread that needle. This notion of creating value is something that.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4255.0,4262.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/647","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Is really being increasingly centered by negotiation experts and scholars, because.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4262.0,4269.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/648","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Our environment. It's so complex. Now, they're almost always to expand the pie.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4269.0,4284.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/649","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah, that's right, Teresa. I think, sharing your negotiation work with your upper administration is really valuable. It shows it. Review. It shows the value of staff in in ways that.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4284.0,4298.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/650","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Administrators can understand, like in in numerical ways.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4298.0,4305.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/651","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So yeah, that that can be really a powerful tool. And and I.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4305.0,4310.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/652","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Well, often I'll I'll talk freely about negotiation, and like one on ones with supervisors and with my dean when I worked in a library. And also just","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4310.0,4321.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/653","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Even in conversations with faculty, because faculty like to know that you're advocating on their behalf, and that you're doing so in creative and constructive but powerful ways. So even talking to.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4321.0,4337.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/654","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Even outside the context of an open access agreement or some sort of transformative deal. Talking to your faculty about a negotiation work can be a really great way to.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4337.0,4349.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/655","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"To center the expertise and influence of your library and a view as a library staff member.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4349.0,4363.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/656","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Right, any last thoughts or questions from anyone. And again, thank you so much for for staying 12 min over. I should have made this an hour and a half webinar.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4363.0,4379.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/657","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"All right. Thank you so much. Everyone.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4379.0,4381.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/658","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Have a great rest of your day, and","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4381.0,4385.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025/transcript/68595/annotation/659","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And if you're taking Friday off, enjoy it a long weekend.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3587/collection_resources/131517/file/246025#t=4385.0,4396.0"}]}]}]}