{"@context":"http://iiif.io/api/presentation/3/context.json","id":"https://lyrasis.aviaryplatform.com/iiif/s756d5rp1v/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 class teaches core concepts and competencies for negotiation. Grounded in published research, we will explore critical concepts and practical methods of negotiation based on real-world situations: how to tailor your tactics for a range of scenarios, leverage data to make your case, craft persuasive arguments, understand your own negotiating styles, and think creatively to overcome stalemates and achieve win-win-win outcomes. We will touch on ethics in negotiations and how race, gender, and other aspects of identity can play out. We will cover negotiations involving vendors, bosses, and other stakeholders. This class will be interactive, using chat and polling to enhance learning.\u003c/p\u003e\r\n\u003cp\u003ePrevious versions of this class were taught through Lyrasis Learning in 2024 and 2025.\u003c/p\u003e\r\nLearning Outcomes\r\n\u003cp\u003eBy the end of this class, students will be able to:\u003c/p\u003e\r\n\u003cp\u003eDescribe fundamental concepts and tactics in negotiation.\u003cbr\u003eEvaluate their own styles and tendencies as a negotiator.\u003cbr\u003eNegotiate effectively in various library-based situations.\u003c/p\u003e"]}},{"label":{"en":["Date"]},"value":{"en":["2026-05-14"]}},{"label":{"en":["Language"]},"value":{"en":["English"]}}],"summary":{"en":["\u003cp\u003eThis class teaches core concepts and competencies for negotiation. Grounded in published research, we will explore critical concepts and practical methods of negotiation based on real-world situations: how to tailor your tactics for a range of scenarios, leverage data to make your case, craft persuasive arguments, understand your own negotiating styles, and think creatively to overcome stalemates and achieve win-win-win outcomes. We will touch on ethics in negotiations and how race, gender, and other aspects of identity can play out. We will cover negotiations involving vendors, bosses, and other stakeholders. This class will be interactive, using chat and polling to enhance learning.\u003c/p\u003e\r\n\u003cp\u003ePrevious versions of this class were taught through Lyrasis Learning in 2024 and 2025.\u003c/p\u003e\r\n\u003ch2\u003eLearning Outcomes\u003c/h2\u003e\r\n\u003cp\u003eBy the end of this class, students will be able to:\u003c/p\u003e\r\n\u003cp\u003eDescribe fundamental concepts and tactics in negotiation.\u003cbr /\u003eEvaluate their own styles and tendencies as a negotiator.\u003cbr /\u003eNegotiate effectively in various library-based situations.\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/000/309/103/small/GMT20260514-180021_Recording_1760x900.mp4_1778789214.jpg?1778789215","type":"Image","format":"image/jpeg"}],"items":[{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103","type":"Canvas","label":{"en":["Media File 1 of 1 - GMT20260514-180021_Recording_1760x900.mp4"]},"duration":3856.24,"width":640,"height":360,"thumbnail":[{"id":"https://d9jk7wjtjpu5g.cloudfront.net/collection_resource_files/thumbnails/000/309/103/small/GMT20260514-180021_Recording_1760x900.mp4_1778789214.jpg?1778789215","type":"Image","format":"image/jpeg"}],"items":[{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/content/1","type":"AnnotationPage","items":[{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/content/1/annotation/1","type":"Annotation","motivation":"painting","body":{"id":"https://aviary-p-lyrasis.s3.wasabisys.com/collection_resource_files/resource_files/000/309/103/original/GMT20260514-180021_Recording_1760x900.mp4?1778789213","type":"Video","format":"video/mp4","duration":3856.24,"width":640,"height":360},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103","metadata":[]}]}],"annotations":[{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744","type":"AnnotationPage","label":{"en":["Transcript [Transcript]"]},"items":[{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/1","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"No, no","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=0.0,2.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/2","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Perfect.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2.0,4.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/3","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Hi, everyone. Welcome to today's Lyricist Learning webinar, Negotiation for Library Workers Concepts and Competencies. My name is Sam Eddington. I'm the program leader for Lyricist Learning. I'm excited to welcome you to today's presentation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=4.0,18.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/4","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"A couple of logistical notes before we begin. You will see that Shania has put her contact information in the chat. She will be our tech support today. She is wonderful.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=18.0,30.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/5","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"If you experience any technical difficulties at all, please either send her a direct message there in the chat or call her at the telephone number that she will provide, and she will get you up and running absolutely as quickly as possible.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=30.0,47.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/6","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We have the automated captions enabled. If you need or want to use the captions","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=47.0,56.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/7","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The button is on the bottom of your screen. If you don't see it immediately, it will be an option under the 3 dots labeled more.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=56.0,65.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/8","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We are recording today's session.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=65.0,68.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/9","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You will be sent a","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=68.0,71.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/10","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"link to the recording within a few days after the session. It will also contain the slides. So no need to worry about that.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=71.0,80.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/11","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"When you close out of today's meeting. A survey will pop up. It's very short, I promise","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=80.0,110.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/12","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"New England chapter. He has published and presented widely, including for us, and received the Library Journal Reviewer of the Year Award, the NASIG Horizon Award, and the Charleston Conference Up and Comer Award. Please join me in welcoming Michael","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=139.0,157.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/13","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Thanks so much for that warm introduction, Sam, and thanks so much to everyone for taking the time to be here and learn all about negotiation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=157.0,167.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/14","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So as Sam said, I'm Michael Rodriguez, and I'm delighted to present today about negotiation for library workers concepts and competencies. So today we're really going to hone in on the applications of negotiation for librarians and library workers","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=167.0,183.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/15","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But we're going to try to make the discussion inclusive of a wide range of","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=183.0,188.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/16","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"literature scenarios, and work contexts. So what you'll learn today, you'll be able to apply in the workplace, but my hope is that you'll be able to apply what you've learned to all facets of your life moving forward.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=188.0,206.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/17","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So let's take a few moments to do introductions. Sam did a wonderful job introducing me. I don't know if I have much to add to that. But in the chat, please share a few things about yourselves. Your name, what you do for work, and","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=206.0,223.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/18","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"What you negotiate. Who do you negotiate with? What kinds of things do you negotiate for? This is optional, but I'm really curious, what is at the forefront of your mind when you signed up for this class? So please go ahead and put these three items into the chat if you would. And in meanwhile, I'll try to answer from my own perspective","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=223.0,247.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/19","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"what I negotiate. So I have about a dozen years of experience negotiating with vendors on behalf of libraries. So I negotiated with vendors on behalf of the University of Connecticut. I had the privilege of participating in Neural and Center for Research Libraries Negotiation committees while I was at UConn","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=247.0,269.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/20","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And then I came to Lyricist, where really a foundational part of the work of a strategist and content scholarly communication initiatives is negotiating with vendors, educating, advocacy, and so on. Negotiating pricing, negotiating licensing, negotiating new business models. But I think fundamentally negotiating relationships and serving as","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=269.0,294.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/21","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"that connective tissue between providers of content and libraries.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=294.0,301.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/22","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And of course, I negotiated my personal life as well. I actually discovered that I enjoyed negotiation when I bought my first car, and sat in the dealership until I got a… I think it was a. 7% APR rate","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=301.0,317.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/23","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So that made me… that sort of opened my eyes to the possibilities of negotiation. If you ask for things, and if you ask for them persistently, you do have a chance of getting them. And that was a revelation for me at that time in my life, and I've","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=317.0,333.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/24","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I haven't looked back.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=333.0,336.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/25","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So let me take a moment and look through chat","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=336.0,340.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/26","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Excellent, lovely to see sort of a wide range of experiences with negotiation. So folks who have never negotiated in a formal context in the past, folks who have negotiated lots of vendor licenses. I see e-resources librarians and others","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=340.0,358.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/27","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"in the house","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=358.0,361.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/28","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Edward, you negotiate with your children. Excellent. That's a really important point that we'll get into later. Negotiation happens in all facets of one's life.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=361.0,373.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/29","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Excellent. Laura, great to see you. Thanks for coming. Negotiating with cats. Yes, that is the ultimate relationship management situation there. Oh, two cat negotiators, I love it. Okay, wonderful.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=373.0,391.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/30","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"This is great. So, really good spread of experiences and responsibilities on this call today.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=391.0,399.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/31","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So we're a fairly small group, so I think we'll try to keep it fairly interactive. And let's start out, with a Zoom poll. So on a scale of 5 to 1, with 5 being the most confident and 1 being the least confident.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=399.0,416.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/32","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"How confident do you currently feel in your own negotiation skills? So 5 being very confident, one being not at all confident. So let's give folks maybe 15 seconds or so to to click on","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=416.0,430.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/33","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"the relevant number here","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=430.0,437.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/34","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And I can't vote on Zoom polls, so I'm not swaying the percentages in any direction.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=437.0,449.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/35","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"How confident do you currently feel in your negotiation skills?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=449.0,455.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/36","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Excellent. Let's go ahead and close the poll and display the results.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=455.0,464.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/37","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"This is very representative of where I think most of us are at. And not just librarians, but anybody in the workplace or in society. Some of us feel that we are really uncomfortable negotiating, and we'll talk about that","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=464.0,481.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/38","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Some folks have done negotiating but don't really feel well trained in negotiation methods or concepts. It's just sort of something you do as part of your job, but not necessarily something that you've had the time to think deeply about","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=481.0,498.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/39","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And then some of us are on the more confident end, where we feel that we're up to negotiating in most situations, but interestingly, in this group, none of us felt entirely very confident in our negotiation skills. I love the humility and self-awareness there, and we'll see if we can't get a couple of folks in that","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=498.0,520.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/40","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"top category by the end of today's conversation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=520.0,525.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/41","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So my goal today is to help you become more confident and versatile negotiators in libraries and life. So part of what we're going to do today is try to start thinking critically about negotiation as a set of concepts and competencies. So not just something that you do, but something that has established research and literature behind it and sets of discrete skills that you can develop through practice and training.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=525.0,553.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/42","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We'll explore various negotiation styles, we'll dig into research-based best practices that we can draw on throughout negotiation processes, and we'll start to think about ethical negotiations and the influence of personal identity on","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=553.0,569.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/43","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"negotiation outcomes and how negotiators respond to you.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=569.0,574.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/44","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So feel free at any time type in the chat, raise your hand if you want to chime in verbally. You can ask questions. You can share comments in the chat. I'm going to try to have some Q\u0026A time at the end, but please feel free to ask questions throughout. I love the engagement and the interaction.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=574.0,595.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/45","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So this is a quote from a famous book that we'll talk about. It's called Getting to Yes by Roger Fisher and William Rye. And it really, for me, captures the essential nature of negotiation","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=595.0,611.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/46","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The quote is, like it or not, you are a negotiator. Everyone negotiates something every day. So you may not think of yourself as a negotiator. It may not be part of your identity, it may not be something that is written into your job description, but you do negotiate routinely even when you don't realize that. Whether it's negotiating a million dollar deal with a big corporation or giving up household chores with your significant other or buying a new car or trying to get your cat to do something it doesn't want to do","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=611.0,640.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/47","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That's all a form of negotiation. And learning how to negotiate creatively and empathetically and with intent","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=640.0,649.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/48","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It's an important skill in all of your relationships inside or outside of the workplace.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=649.0,657.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/49","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Now, that being said, negotiation is uncomfortable for many people, for many reasons, for many valid reasons, I'll add. Negotiation can feel distasteful because it's kind of Machiavellian and manipulative at first glance. Like","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=657.0,675.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/50","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"persuading people to do something that may be against their best interests, or something they don't want to do.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=675.0,683.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/51","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Your experiencing negotiation at a conceptual level as something that is rooted in business and diplomacy and law and law enforcement. So there's connotations there, perhaps, of aggression and exploitation","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=683.0,702.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/52","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"If you look at the folks who have historically practiced negotiation as a discipline and researched it and written about it, it's an awful lot of elite white men. It's a lot of businessmen and academics at places like Wharton School and Harvard, these sort of elite institutions","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=702.0,720.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/53","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And that is a big contrast with librarianship, right? Where librarianship is fundamentally a profession about helping and serving others. We have an ethic of care and helpfulness. There are some interesting gender dynamics here, too. 80% of librarians are white women","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=720.0,739.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/54","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And white women feel societal pressure to perform femininity in ways that can be problematic for successful negotiation and can influence perceptions about you in ways that can be challenging as a negotiator","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=739.0,756.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/55","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And many of us, it's a personality thing, too. As an introvert, I don't necessarily seek out conflict on a daily basis. And many of us do feel that's what negotiation is, that we're creating conflict when we ask for what we want.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=756.0,775.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/56","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I will say there is more and more attention in the negotiation literature to parallel disciplines like conflict resolution, mediation, communication, psychology that don't sort of come with that perceptual burden.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=775.0,790.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/57","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But I think it's incumbent on us to sort of move through this discomfort, acknowledge that it's uncomfortable, and move through it, because it is an essential skill for us to develop and have.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=790.0,806.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/58","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And we'll talk a lot about how to do that.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=806.0,810.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/59","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So what is negotiation? Kind of a fundamental question, right? So what is negotiation? Take a moment, please, and enter a definition into the chat for me. It doesn't have to be a complete definition, just a couple of words. When you hear the word negotiation, what do you think of? What","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=810.0,830.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/60","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"What is negotiation?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=830.0,838.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/61","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Give and take, Michelle, excellent. Yeah. Yeah, negotiation is very much an exchange, right? An exchange of information and communication.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=838.0,850.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/62","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Coming to a mutual decision or agreement. Excellent, Laura. Reaching a middle ground. Interesting. Yeah, I mean, compromise and sort of finding the happy medium is often the outcome of negotiation. And we'll talk a little bit about ways to build off that definition.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=850.0,870.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/63","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah, and Haley, finding agreeable terms to both parties, or at the very least terms that both parties can live with and that they feel serve their interests more than not coming to a deal at all.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=870.0,884.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/64","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Oh, that's a great observation. Two of you are mentioning the word conversation. And I really like that because that is","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=884.0,895.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/65","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"what negotiation fundamentally is. It's back and forth communication. It's a social activity. And it's designed, as you pointed out, to reach an agreement where you and the other side have some interests that are shared and others that are opposed.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=895.0,910.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/66","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And this concept is important because if all your interests are aligned, you won't have to negotiate, right? I want to buy your product, you want to sell it to me, but I want to pay less for it, and you want me to pay more for it, is a very sort of primitive example of that idea of","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=910.0,926.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/67","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"of that mix of shared and conflicting interests.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=926.0,932.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/68","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So what is the desired outcome of negotiation? Why do we negotiate? Let's go ahead and put a few words in chat to try to understand or define what the desired outcome of negotiation is.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=932.0,953.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/69","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Emily, get what I want. Yes, yeah, I mean, that's one of the key reasons why we entered into a negotiation to improve our positions, to advance our own interests in some shape or form","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=953.0,969.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/70","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Maximize the value of our resources. Live with better. That's a great phrase.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=969.0,978.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/71","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah, and then Hayley getting at this notion of fairness, right? That comes up a lot in library negotiations in particular, which are sort of very","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=978.0,989.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/72","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Can be very cut and dried and focusing on things like pricing.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=989.0,994.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/73","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Kathleen, I really like that. Minimize harm to the relationship. Yeah, and that's something we're going to come back to in the very next slide.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=994.0,1004.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/74","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So typically a desirable outcome of a negotiation consists of an agreement that meets the legitimate interests of each side to the extent possible, resolves conflicting interests fairly, is durable, and takes community interests into consideration","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1004.0,1019.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/75","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"These are both quotes from that book, Getting to Yes, that I mentioned earlier, and is sort of a foundational text in the field.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1019.0,1030.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/76","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So a couple of things to highlight here is the notion of durability and community interest. So as Kathleen sort of indicated in the chat, a lot of negotiations are very transactional","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1030.0,1046.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/77","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It's like buying a car, right? You don't really care about having a sustained, positive working relationship with a car salesperson, right? You're never going to see that person again, most likely. But if you're working with a vendor or a fellow library, or a consortium","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1046.0,1064.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/78","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You're going to be working with that company and with those people in various capacities for much of your working life. So the relationship and the community interests are actually an important part of the equation in that situation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1064.0,1083.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/79","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So let's talk a little bit about some three negotiation frameworks. And I love digging into these. So negotiation really started out as a","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1083.0,1094.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/80","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"discipline in the 1970s, 60s, 70s, and really hit its heyday in the 80s when the business of America was business, right? There was business literature everywhere, and a lot of that was on negotiation, and a really representative example of attitudes from that period is this book by Erb Cohen called You Can Negotiate Anything, How to Get What You Want","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1094.0,1116.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/81","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And this was very much sort of the wolf of Wall Street or Wall Street sort of understanding of negotiation, where it's very transactional, it's very aggressive, you charge in, you hold your positions, you stake your claims, you hold your ground","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1116.0,1133.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/82","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Choose your sports or military analogies, right? And then about a decade or so later, that picture became much more nuanced with the publication of books like Getting to Yes, Negotiating Agreement Without Giving In by Roger Fisher and William Ride, I mentioned earlier","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1133.0,1151.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/83","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And this was very much talking about win-win negotiation. This idea that my success does not need to equate to your failure, that together we can collaborate to do something that benefits both of us, in the case of a win-win","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1151.0,1169.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/84","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"win negotiation has broader community benefits as well","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1169.0,1175.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/85","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So Fisher and Rye really highlighted these five concepts here to help us negotiate. The first is separating the people from the problem. So don't make negotiations personal. It's not about the people","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1175.0,1190.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/86","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Involved, it's about the problem that the people are trying to solve together.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1190.0,1195.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/87","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Focus on interest, not positions. This is an interesting nuance. So positions would be","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1195.0,1205.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/88","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Something along the lines of the vendor insists on a 5% price increase. I insist on a 0% increase. And those are our positions. But what are our actual interests underlying those positions","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1205.0,1222.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/89","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"In my case, I might be facing budgetary challenges as a library, or I might be seen declining usage of the product, and I need to shift to an area that faculty are asking for. In the vendor's case, they may be coming up against","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1222.0,1239.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/90","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Pressures to close sales in order to hit their bonus for that quarter. So those sort of underlying interests actually drive a lot of positions. And good negotiators focus on those interests and try to understand them and identify them and don't focus solely on arguing pro and","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1239.0,1262.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/91","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"based on the positions. Third here, inventing options for mutual gain. We'll dig into this a bit further, but this is the idea of being creative when you negotiate, of not looking exclusively at the two items that were initially laid on the table","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1262.0,1278.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/92","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But thinking creatively about how to make the agreement more beneficial for everyone involved. So, for example.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1278.0,1287.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/93","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"perhaps one of my interests is expanding the content available to my institution. So perhaps the vendor could invent an option for mutual gain by proposing","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1287.0,1298.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/94","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Expanded access in return for a 3% increase or something along those lines. Again, sort of very reductive analogies, but being creative as negotiators and being willing to think outside the box. Insisting on using objective criteria. So again, sort of,","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1298.0,1317.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/95","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Trying to use data and facts to underlie your arguments. And knowing your backup plan, what happens if negotiation fails? What do I do then? What are my alternatives? What are my foul fallbacks? So really understanding what your situation is and sort of what happens if the negotiation fails","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1317.0,1339.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/96","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"or you're unable to get to a place of mutual agreement.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1339.0,1344.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/97","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I will say that win-win isn't always possible, right? And we see this in diplomacy sometimes. If you're negotiating against someone whose interests are fundamentally opposed to yours or who isn't acting in good faith, sometimes you just need a solution that both sides can live with and not something that you can celebrate as a success.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1344.0,1369.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/98","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Pragmatic negotiation. So, this is a really great book by Michael Wheeler called The Art of Negotiation, and he takes a very sort of pragmatic and practical approach to negotiation, where he talks about negotiation as improvisation, where it's dynamic and interactive.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1369.0,1387.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/99","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Where you have to improvise agreement and sort of manage the chaos of a negotiation process. He emphasizes setting strategic directions, but also being nimble. So know where you want to go, but be flexible about how you get there","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1387.0,1404.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/100","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Highlighting the importance of awareness, self-awareness, and situational awareness, and we'll dig more into these concepts. And continuous learning, like, no matter how many years of experience you have as a negotiator, no matter","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1404.0,1421.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/101","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"How many","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1421.0,1423.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/102","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"times you have negotiated, we can always learn something. especially about ourselves.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1423.0,1431.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/103","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And this concept of negotiation as improvisation is really interesting. And there's a couple of sports and musical analogies here that I can point to. So much of what happens on stage or on the court","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1431.0,1448.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/104","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"is a result of preparation. It's being aware of your strengths and weaknesses, and sort of where you tend to gravitate to in terms of your negotiating style.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1448.0,1461.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/105","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It's about But it's also about improvising and sort of having that skill and that foundational skill set that you can improvise based on. So I often point to jazz as a really good analogy here. So jazz is a social activity","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1461.0,1478.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/106","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It's about responding to others in the moment and keeping up with changes and initiating your own changes. So it looks very improvised, a scene from the outside, but they're able to","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1478.0,1494.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/107","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"To make the music and the improvisation seamless because of their extensive preparation and skill development, because they have that foundational underlying musical proficiency. And the same with folks playing basketball. WNBA season is starting again, so I've been watching","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1494.0,1512.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/108","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And it looks chaotic on the court, right? It's like 10 people running around bumping into each other and heaving the ball in the direction of a basket","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1512.0,1522.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/109","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And what amateurs like me don't understand is that there's these… there's a lot of underlying plans that go into each one of those, into each one of the","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1522.0,1537.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/110","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"into each possession. So from the outside, it may seem chaotic, but underlying that is the preparation, the skill, and planning.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1537.0,1549.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/111","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Bargaining styles. So I highly recommend this book, Bargaining for Advantage by G. Richard Shell. It actually has a really good self-assessment in the back of the book if you're interested in learning more about your own personal bargaining style.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1549.0,1566.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/112","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But he talks about 5 styles that we see reflected in negotiation. So the accommodating style where we're","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1566.0,1575.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/113","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"where the person tends to","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1575.0,1580.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/114","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"focus on preserving the relationship, rather than","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1580.0,1584.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/115","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"seeking what they want. The avoiding style, and this is basically conflict avoidance, where you try not to negotiate unless you absolutely have to. Collaborating style, where you try to… where it's about problem solving together","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1584.0,1601.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/116","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Competing style, which is competitive, right? Where it's the person takes the approach of seeking to win and to dominate the bargaining process. And the compromising style, where your goal is to get the negotiation done and sort of meet in the middle and move on","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1601.0,1621.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/117","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So each of these come with different advantages and disadvantages, and this book really digs deeply into each of those, and we'll sort of inform the rest of what we talk about today.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1621.0,1637.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/118","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Michael Wheeler, on the other hand, talks about negotiation styles","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1637.0,1643.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/119","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Rather than bargaining styles. And for him, it's an interesting shift. So here he draws a contrast between claiming value and creating value. So this idea of, let's say you're negotiating over a pie","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1643.0,1660.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/120","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And claiming value is trying to get a bigger piece of the pie.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1660.0,1666.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/121","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"trying to claim advantage for yourself. And creating values, sort of that notion of expanding the pie, of making the pie bigger, so that you may not get a bigger slice, but everyone's slice will be bigger. So creating value and claiming value can coexist, but can sometimes be in tension with each other as well.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1666.0,1688.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/122","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So that tension between sort of getting the maximum possible in the agreement versus recognizing and capitalizing on opportunities to expand the pie. Empathizing with others is understanding the motivations and feelings of other parties, which is critical in negotiation","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1688.0,1706.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/123","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And then asserting one's interests, where you assert your interests and your point of view and are advocating for yourself.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1706.0,1717.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/124","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So here's a question for all of you, and feel free to type into the chat for this. In a negotiation, when can creating value be more effective than claiming value?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1717.0,1745.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/125","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah, Justin, creating a framework for a future relationship, absolutely. So yeah, that's really leaning into the creating value piece where your goal is not simply to get a better deal at this moment, but to build a healthy working relationship long term","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1745.0,1764.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/126","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And Michelle, yeah, when you participate in a vendor pilot for some reason that maybe gives you better pricing or better support, but also benefits the vendor, right? Because they're able to improve their product based on your expertise and insights.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1764.0,1784.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/127","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Aaron, that's a really great comment. So when the outcome benefits libraries in the community, and not just yourself. So broadening that notion of the pie to include more stakeholders than your own institution","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1784.0,1801.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/128","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah, and that's a really great sort of community-minded way of approaching the value proposition.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1801.0,1809.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/129","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So definitely to several of your points, when there are opportunities to collaborate to increase the total value of the relationship","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1809.0,1818.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/130","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That's a great opportunity to create value together. If the negotiation isn't purely transactional, right? The other opportunity is when there's a lot of variables and you can trade. So I often go to the example of a read and publish agreement in this context, where","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1818.0,1834.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/131","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Libraries are purchasing not just access to content, but the right to publish content open access for free with that publisher. In a subscription agreement, there can be some cut and dried elements, right? That we've the profession has negotiated for 30 years","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1834.0,1851.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/132","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"In a publishing agreement, there are all these new variables that we need to negotiate. How many articles can be published under what licenses, in what time frame, in which journals, by which authors. There are all these new variables that we can use to","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1851.0,1869.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/133","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"to trade with the publisher in order to create that value","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1869.0,1877.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/134","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So this is where I fall on the creating value versus claiming value and the empathy and assertiveness quadrant. So, unsurprisingly, I tend to, if you know me, I tend to lean toward creating value and empathy. So, which is very good in a consortial context, right? Because you're navigating an awful lot of complexity and a lot of variables","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1877.0,1901.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/135","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But that is definitely something I need to be mindful of, is that I","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1901.0,1907.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/136","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I need to recognize situations where asserting one's interests and claiming value are more effective negotiation methods and need to be able to engage in those styles just as effectively as I can empathize and create value.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1907.0,1928.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/137","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So this is, so sort of thinking about this and taking the yellow self-assessment that's in the back of Michael Wheeler's book is actually a really nice way to sort of improve one's self-awareness about where you tend to lean on this quadrant","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1928.0,1947.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/138","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So here's an interesting scenario for folks.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1947.0,1951.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/139","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So let's say you're negotiating a new contract with a vendor and your supervisor asks to join the meeting with the vendor.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1951.0,1958.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/140","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You get along with your supervisor, but you'd rather negotiate solo, because that's what you've always done. Should you ask your supervisor to sit this one out","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1958.0,1968.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/141","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"What do you all think?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1968.0,1982.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/142","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It's a tricky one.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1982.0,1986.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/143","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yes, there is a comment that says yes, ask them to sit it out. Yeah, I'd love to know your thinking behind that.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1986.0,1999.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/144","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Haley, yeah, coordinate with supervisors. You're on the same page. Excellent.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=1999.0,2005.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/145","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And Maggie, similar comment can be helpful to have another person, but define roles of each person in the negotiation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2005.0,2014.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/146","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah, and someone can play a backup role as well, so you may take lead on the negotiation, but sometimes it's really helpful to have a team-based negotiation so you can take a pause, and someone else can step in while you collect your thoughts","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2014.0,2030.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/147","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Or while you think for a moment about how to respond. So it can be very helpful to have team-based negotiations. But as folks said, it's important to define each team member's role in the negotiation. You don't want folks jumping in","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2030.0,2051.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/148","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Without context or contradicting each other, it's important to resolve any internal differences ahead of time. And there can absolutely be strengths in numbers, especially if different members of your negotiating team have special expertise, or if they will play a role in implementation. So if you're negotiating with an LSP provider, you should absolutely have your systems and metadata librarians in the room","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2051.0,2075.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/149","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Or at least part of the negotiation, because they are the subject matter experts. In the case of a supervisor, let's say this person is a director or associate dean, someone along those lines, that signals to the vendor your commitment to the negotiation, the fact that this negotiation is getting high level attention","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2075.0,2097.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/150","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And they may be more responsive as a result. It can also be really helpful to bring in a new person if the negotiation isn't going well. Maybe you and the vendor are butting heads, and you're starting to veer into that personal","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2097.0,2112.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/151","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"into those personal responses, rather than being purely interest-driven. So having a new person along can really help break up problematic dynamics that have developed during the negotiation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2112.0,2125.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/152","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah, yeah, as folks are saying. And it can also be good too just to have someone along who compliments your negotiation style","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2125.0,2137.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/153","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So for example, if you tend to be an avoiding, if your style tends to be avoiding or compromising, bring along someone who is maybe a little bit more competitive competing or someone who is more comfortable asserting their interests than you are","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2137.0,2153.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/154","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So sort of think about how your negotiation team can balance out those different","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2153.0,2162.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/155","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Those different skills and needs. And Kathleen, that's a great point of what is the context of all this? Yeah","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2162.0,2172.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/156","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I'm very context-driven, so I like to take some time to really think through all the variables and implications before making a decision that changes the dynamic of negotiation, right? Bringing along your director.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2172.0,2189.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/157","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So a couple of key acronyms here. So many of you will have heard the term BATNA, which refers to best alternative to a negotiated agreement. So this is your walk away point. If this negotiation does not result","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2189.0,2205.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/158","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"In a","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2205.0,2208.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/159","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"agreement","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2208.0,2209.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/160","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"What happens? What are my alternatives? And what is my best alternative? It's often helpful to think about your best alternative rather than your WATNA, your worst alternative. Because worst alternatives can be paralyzing. But keep them in mind as well","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2209.0,2226.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/161","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Focus on your BATNA, but keep your WATNA in mind, too.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2226.0,2232.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/162","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Zone of possible agreement or ZOPA. So this is the range in a negotiation in which two or more parties can find common ground. So in the context of the price increase negotiation that I mentioned earlier, where I'm asking for 0% and the other party is asking for 5","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2232.0,2252.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/163","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The zone of possible agreement is probably somewhere into 2 to 4% range in reality.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2252.0,2259.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/164","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But you don't know that necessarily. So a lot of the initial conversations in a negotiation might be about finding out the boundaries of the ZOPA, of what that other party can agree to.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2259.0,2275.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/165","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"This is called the reservation price. It's the minimum price that a seller will accept or the highest price that a buyer is willing to pay.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2275.0,2287.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/166","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Okay, so let's do something fun and play a video about negotiation featuring Michael Scott from The Office, who is negotiating the sale of his paper company startup to David Wallace, the CFO of Dunder Mifflin and Michael's former boss.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2287.0,2308.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/167","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Michael, in order to expedite these negotiations, we are prepared to make your very generous offer. And we are prepared to reject that offer.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2308.0,2318.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/168","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Michael, you haven't even heard. Never accept their first offer. What is your second offer?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2318.0,2323.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/169","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"$ 12,000.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2323.0,2326.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/170","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Are you kidding me? That is insultingly low. I don't even want to hear what your first offer was.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2326.0,2333.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/171","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So A, the office is awesome, but B, this is actually a really good portrayal of a negotiation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2333.0,2342.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/172","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"the 1st offer and who should make the first offer is actually a really contested point in the negotiation literature. Making the 1st offer anchors the negotiation, because all the subsequent counter offers are going to be based on that first offer","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2342.0,2357.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/173","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So it can give you an advantage to make the first offer, but only if you know what the ZOPA is, right? So if you make an offer that is off the table and to the point of being insulting, then that can change the dynamic of the negotiation into sort of more of a negative","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2357.0,2376.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/174","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"negative interaction. So it's important to understand the zone of possible agreement before making a first offer.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2376.0,2385.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/175","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Why do you hear","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2385.0,2387.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/176","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Here's the situation. Your company is four weeks old. I know this business. I know what suppliers are charging. I know you can't be making very much money. I don't know how your prices are so low, but I know it can't keep up that way","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2387.0,2402.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/177","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I'm sure you're scared, probably in debt. It's the best offer you're going to get.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2402.0,2408.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/178","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So David Wallace here has clearly done his research, right? He understands the economics of paper companies. He knows, based on his industry expertise, his research, his preparation that Michael is not making money and that his current prices that are undercutting Dunder Mifflin's prices are not sustainable","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2408.0,2427.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/179","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"In the long term, you also notice the body language going on and the nonverbal cues that are happening where","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2427.0,2437.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/180","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Where characters are like glancing at each other and trying to steer others away from making certain points. That underscores the point around team negotiations, that you need to sort of have a shared understanding before coming to the bargaining table as a group","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2437.0,2456.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/181","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So that you don't accidentally undercut each other or create confusion in the conversation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2456.0,2463.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/182","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Oops","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2463.0,2466.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/183","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Michael, in order? No","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2466.0,2471.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/184","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Oh my god.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2471.0,2472.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/185","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"What about you","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2472.0,2476.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/186","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You're probably in debt. Here we are. It's the best offer you're going to get.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2476.0,2482.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/187","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I'll see your situation and I'll raise you a situation. Your company is losing clients left and right. You have a stockholder meeting coming up and you're going to have to explain to them why your most profitable branch","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2482.0,2494.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/188","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Is bleeding","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2494.0,2496.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/189","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So they may be looking for a little change in the CFO. So I don't think I need to wait out to under Mifflin. I think I just have to wait out you.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2496.0,2507.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/190","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Okay, now I don't know that I can get this. I do have to go to the board for approval","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2507.0,2513.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/191","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"has about$ 60,000","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2513.0,2521.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/192","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"67.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2521.0,2524.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/193","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Notice Michael's poker face here. That's a clever tactic, like, don't reveal what you're thinking in your facial expressions, unless you're trying to do that to improve your position in a negotiation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2524.0,2538.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/194","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"A couple of other interesting things here. So David Wallace is framing the offer tentatively. He is not saying that this is my offer. He's saying he's going to have to go to the board to get approval. So he's hedging his bets, right? And he's","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2538.0,2556.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/195","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"He's not making a definitive yes or no. And you'll see vendors do that all the time and libraries need to do that too, because it gives you time to think and reconsider if necessary.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2556.0,2568.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/196","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And also, like Michael's response to David Wallace, where it was not about","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2568.0,2576.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/197","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That is under… that is going to the underlying interests, right? Yes, it's Thunder Mifflin's position that they want to buy the company for as little as possible in order to eliminate a competitor and and regain their profit margin","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2576.0,2592.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/198","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But that is not David Wallace's goal. David Wallace's goal is to make sure that he keeps his job. And the fact that Michael zeroed in on that instantly gave him a competitive advantage at the negotiation table.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2592.0,2609.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/199","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We're gonna have to talk enough. Please take the room","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2609.0,2617.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/200","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We are outside","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2617.0,2619.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/201","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Take time","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2619.0,2624.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/202","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Oh my God.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2624.0,2627.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/203","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We are so","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2627.0,2629.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/204","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Rich","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2629.0,2632.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/205","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I guess$ 60,000 was worth more at the time than it is today. But that also reflects a really good point. That we touched on is that it's okay to pause during a negotiation and regroup","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2632.0,2650.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/206","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It's okay to say, let's come back to that later. Or I'll have to take that internally and we'll discuss it and get back to you.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2650.0,2660.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/207","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So yeah, those all sort of illustrated principles and tactics that you can use in negotiation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2660.0,2670.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/208","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Oh yes, and Kathleen, that's absolutely what the auto salesperson did too, right? Like their boss has to approve everything and probably in reality, they're just stepping to the back to get a drink of water much of the time. But it sort of allows them to pause, regroup","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2670.0,2689.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/209","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"put pressure on you. It's a clever strategy, although goodness knows auto sales, people overuse it","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2689.0,2697.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/210","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So we talked to you a little bit about this already, making the first offer. And how it depends on your read of the zone of possible agreement and the extent of your preparation. What you want to do here is avoid Brian Epstein's mistake. So Brian Epstein was the manager of the Beatles back in the 60s","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2697.0,2715.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/211","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And he made the mistake of walking into Hollywood, into a music studio","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2715.0,2722.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/212","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"No, it was a Hollywood studio. Yeah, because they were making the movie Heart Day's Night. So he made the mistake of walking into a meeting with studio executives and saying, I think you should know the boys and I will not settle for anything less than 7.5% of profits.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2722.0,2739.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/213","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Great. Like he's coming in, he's confident, he's making the offer. He's being firm about it. Problem was the studio was willing to pay up to 25% of profits to the Beatles. And so of course the studio readily agreed to an offer that was three or four times lower than their willingness to pay, and the Beatles were out vast sums of money","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2739.0,2763.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/214","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So that's the important thing. The first offer is important, but it depends on your read of the ZOPA and the extent to which you've prepared.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2763.0,2774.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/215","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So I'll skip over most of these slides because they're sort of ways that you can prepare for negotiations. And I think a lot of this is going to be familiar to folks. So doing your research in advance, not just on the product, but also on the company","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2774.0,2789.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/216","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And, like, what strategic motivation… directions is the company going in? What kind of financial pressures might they be under? What is the relationship of the company to your library in the past? So I love going through and reading old emails and old licenses","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2789.0,2805.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/217","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Before ever opening a negotiation. I also like talking to people in the community. So tap your peer networks. Talk to folks who have previously negotiated with this company, take a look at how well the product conforms to industry standards because you can point to a lack of accessibility as a reason for paying less","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2805.0,2829.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/218","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Look at comparable products, and that can tie into your BATNA as well. Like, if I cannot reach an agreement with ProQuest, should I… do I have the option of switching my databases to EBSCO or Gale, for example?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2829.0,2843.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/219","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And look at data too. So how can data support your position, your arguments, but also how can it undermine it? So has your enrollment changed in recent years? What are the usage patterns like? Is there a lot of","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2843.0,2859.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/220","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"content in the resource that is available in your other subscription resources. So doing that research is critically important.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2859.0,2867.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/221","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Preparing for the negotiation, so collaborating with folks at your institution to figure out what the goals are of the negotiation and prioritize them. So is our goal… is our fundamental goal a lower price? Is it better license terms? If so, which license terms","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2867.0,2886.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/222","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Which license terms are most important to us, where can we potentially trade with the vendor? So figuring out all of that, not necessarily cutting set in stone ahead of time, but enough so you sort of know what you're going in with.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2886.0,2903.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/223","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And mapping out your internal process, like are there, what is your timeline? How many weeks in advance does your procurement need to review a license? Figure out who is going to be on your team in the negotiations.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2903.0,2919.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/224","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And then communicate that to the to your counterpart and sort of lay it out there so that you're all on the same page about constraints and timelines. And playing out potential scenarios is important, too. So if I do end up walking away or failing to reach agreement","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2919.0,2938.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/225","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"What happens then? And who do I need to talk to? What preparations do I need to potentially","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2938.0,2945.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/226","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Start making in order to preempt any harm as a result of needing to walk away.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2945.0,2953.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/227","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Lauren Suskind has this great quote that I just keep going back to. So he's a professor at MIT and author of a negotiation book called Good for You, Great for Me. And he has this great line, write their victory speech.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2953.0,2969.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/228","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Put yourself in… here's empathy. Put yourself in your counterpart's shoes and understand what arguments would make sense for them to do what you want. What would motivate them to say yes","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2969.0,2984.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/229","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And what would enable them to take your agreement to their bosses and say, hey, we got a good deal. Write their victory speech","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2984.0,2996.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/230","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Navigating the meeting","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=2996.0,3000.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/231","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We'll skip through some of these, but I think selecting the right meeting modality is important. So email versus phone versus Zoom versus in-person actually does have, I think, a very material effect on the negotiation and how it unfolds. Watching for nonverbal cues, just as we did with the Michael Scott video. I like to start negotiations at a high level, so talk about sort of long term","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3000.0,3026.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/232","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"big picture goals and objectives and aspirations, and don't dive straight into the nitty-gritty details. Getting any agreements in writing as well.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3026.0,3040.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/233","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Building rapport. So this gets","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3040.0,3045.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/234","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"This doesn't get as much, I think, recognition as it deserves, but there was this really interesting study by Janice Nadler that found that subjects, test subjects who engaged in five minutes of small talk over the phone prior to participating in a negotiation simulation via email","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3045.0,3062.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/235","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We're four times more likely to reach a beneficial agreement and feel good about the process than test subjects who started negotiating immediately.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3062.0,3074.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/236","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So it's important not to let your, like, personal relationship with a vendor rep influence what you're prepared to concede in the negotiation, but it actually is important to take some time to build rapport, to build trust, to build a sense of your shared humanity","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3074.0,3091.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/237","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Prior to entering into a business negotiation, especially if the relationship is an important part of that sort of long-term desired outcome.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3091.0,3106.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/238","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So we'll skip through a couple of these slides. You'll get the deck later and we'll be able to review these at your leisure. So part of negotiating is negotiating how to negotiate.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3106.0,3120.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/239","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Managing your feelings and recognizing that negotiations evoke strong feelings of anger, frustration, irritation, fear, anxiety. So really taking some time to figure out your emotional responses and game out how you want to respond","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3120.0,3140.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/240","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And getting into your ideal emotional state prior to a negotiation, so… I've known colleagues who, before negotiation, will go for a long walk, just to clear their heads and sort of reset. I've known colleagues who will","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3140.0,3157.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/241","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Do a quick workout, like jumping jacks or something like that, just to sort of feel more accelerated and confident. So thinking about how you respond to those moments of tension and finding ways to respond in a in a productive and way that advances your success is is important in any negotiation, and don't feel bad if you have","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3157.0,3185.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/242","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"If you experience feelings of anxiety or because every one of us does going into any negotiation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3185.0,3195.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/243","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"A few words here about gender in negotiation. So gender is not a reliable predictor of negotiation behavior or outcomes. Women are just as effective negotiators as men. But there's a couple of","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3195.0,3211.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/244","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"social biases that confront women that men are not subject to. So women are under, of course, under pressure to","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3211.0,3222.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/245","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"sort of perform femininity. So, being an assertive negotiator can result in social backlash. There's a number of ways to address that. So, for example, you can make the process less ambiguous. Apparently, that does have an","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3222.0,3240.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/246","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"a way of reducing bias against women who negotiate. Framing the negotiation or thinking about negotiation as being on behalf of others rather than oneself can be very effective in reducing bias as well","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3240.0,3257.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/247","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So that works to our advantage when we're negotiating on behalf of a library or a community of users, right? Because we're not negotiating on behalf of ourselves.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3257.0,3270.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/248","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And there's this really great resource by Hannah Riley Bowles called Negotiate Well that goes into a lot of depth into how gender plays out in different complex ways in negotiation. And Linda Babcock is","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3270.0,3288.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/249","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Wrote this really excellent book a number of years ago about","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3288.0,3294.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/250","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"successful women negotiators. So I recommend those 2 resources as well. There's also a lot of gender implications for men in negotiation, too. There's a study by Jenny Huang and Corin Lowe that found that men tend to","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3294.0,3310.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/251","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"face social pressure to perform negotiation with other male negotiators. So they may act aggressively, or","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3310.0,3321.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/252","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"lean into the asserting their own interests side of things, because they feel this pressure to perform masculinity, and that does not lead to good negotiation outcomes, right? Because you end up in this sort of head-butting situation","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3321.0,3337.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/253","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Where you're not able to move forward productively and build a relationship. So gender plays out in some interesting and complex ways in negotiation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3337.0,3348.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/254","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Unfortunately, there is not a lot of literature on negotiation for members of other groups sort of beyond cisgender men and cisgender women. There's not a lot of literature on negotiation outcomes or biases around black men and women, Asian American men or women, or LGBTQ plus folks","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3348.0,3369.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/255","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"There is a really interesting literature review I'd encourage folks to take a look at by Allison Elias that I've linked to here. But again, the picture is complex, and there just isn't research. All the research in the past has happened with white men","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3369.0,3385.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/256","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And later on with white women as well, but there just isn't a lot of analysis on intersectionality, unfortunately.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3385.0,3397.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/257","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So we're coming close to the top of the hour, so I want to skip a couple of these exercises and just touch very briefly on ethics in negotiation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3397.0,3408.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/258","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Basically, don't lie. Deception is risky and questionable. And expect the same of the people you're negotiating with.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3408.0,3422.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/259","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So I'd like to conclude with a call to action and I always try to include some sort of call to action at the end of all presentations and workshops.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3422.0,3434.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/260","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So my first suggestion would be to practice. If you don't negotiate on a regular basis already, seek out many low-stakes situations to ask for what you want and persuade others to say yes. This could be as simple as asking, hey, can I skip the line because I'm in a hurry?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3434.0,3454.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/261","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Or to your partner, would you be able to do the dishes tonight? I'm exhausted from work.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3454.0,3462.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/262","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"low-stakes ways where you're not putting a lot of pressure on the other person, and if you hear no, it doesn't, have a negative effect on you. This is a technique that Sarah Fetterman, a professor at, I believe, the University of California system","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3462.0,3478.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/263","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"talks a lot about in transformative negotiation, where she's working with folks from low income backgrounds, immigrants, people who are not socialized necessarily to ask for what they want. And she really has highlighted the importance","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3478.0,3495.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/264","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"practicing as a way to become more confident and comfortable and","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3495.0,3502.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/265","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And just more successful as a negotiator.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3502.0,3506.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/266","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Learning. So, reading some of the literature on negotiation, I've linked to a number of books and articles in these slides that you're very welcome to take a look at, to request via interlibrary loan or borrow from your library","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3506.0,3522.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/267","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And you can also watch negotiators in action so as to feel more prepared. So if, for example, you've negotiated plenty of subscription agreements, but you've never negotiated read and publish agreement","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3522.0,3536.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/268","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"sit in on a colleague at another institution who's negotiating one of those. Watch other negotiators in action, and that can really help you feel more confident and more prepared, but also gives you a good sense of where you can improve as a negotiator.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3536.0,3552.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/269","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And then the third bullet point here, I think, is reflection. So take time to think critically about yourself as a negotiator, and solicit feedback from your colleagues. So do an after-action review after negotiation. Ask your team, so what could I have","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3552.0,3568.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/270","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"What could I have done better? What could have happened differently?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3568.0,3572.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/271","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And I've actually seen folks who are very successful just starting a workbook where they jot down reflections and thoughts following a negotiation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3572.0,3582.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/272","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So reflection, learning, and practice are critical parts of becoming a more confident and more versatile negotiator.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3582.0,3591.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/273","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I've linked here to some learning resources","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3591.0,3595.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/274","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"For your convenience later on. And I'd like to wrap up the webinar with just a quick final Zoom poll. So having attended this webinar, how confident do you currently feel in your negotiation skills? Let's go ahead and launch the poll","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3595.0,3621.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/275","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And we'll give folks a few minutes to think about this.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3621.0,3626.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/276","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"As the poll comes up","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3626.0,3635.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/277","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah, and Hayley, I'm looking at chat. So I think there are definitely a couple of ideas around negotiation through email correspondence. I usually only negotiate sort of very low stakes things exclusively via email, because I think the face-to-face or Zoom or call phone call even is really important","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3635.0,3655.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/278","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But as","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3655.0,3658.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/279","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But I generally encourage, like, if it's a contentious issue, draft an email and sit on it","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3658.0,3665.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/280","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And make sure that the tone doesn't be seen as escalating the situation. So that will be important for sure. Yes, the slides will be made available, so they'll be sent out along with the recording to everyone who registered","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3665.0,3682.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/281","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And Healy, thanks for the goblin tool suggestion. That's great. I need to look up that.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3682.0,3688.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/282","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So I see the poll is up, so go ahead and on a rating of one to five, indicate how confident you currently feel in your negotiation skills. So five would be very confident and one would be not at all confident.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3688.0,3705.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/283","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I know we're a couple minutes over, so thanks so much everyone for staying to the bitter end.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3705.0,3716.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/284","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And certainly I'm happy to hang out a bit further if they're a bit later if there are any questions.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3716.0,3728.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/285","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Feel free to pop those questions into chat if you do have any.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3728.0,3734.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/286","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And Shania, I think we can go ahead and close the poll and display the results.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3734.0,3740.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/287","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Awesome. Oh yeah, so definitely some good movement up, which is excellent. Still no one in the very top category of very confident, but that's okay. I would be shocked if a one hour webinar was able to make that drastic a difference in","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3740.0,3758.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/288","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"and confidence and comfort levels. I am hoping to do a more extended webinar series later this year in the fall. So keep an eye out for an announcement about that, and we'll be able to take several hours in that series to dig into negotiation processes","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3758.0,3779.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/289","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"and strategies.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3779.0,3782.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/290","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But in the meantime, thank you so much for attending this webinar. And if you have any thoughts or questions that we weren't able to get to today, please do email me. My email address is on the slide. I'll also put it in chat for everyone, and I'm happy to serve as an informal resource for anyone who","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3782.0,3805.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/291","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Going through a particularly complex or challenging negotiation or who just wants some tips or tricks or reading suggestions on aspects of negotiation that are important to them","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3805.0,3821.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/292","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I mean, library negotiation Book Club would be amazing, Haley, thank you. Sam, we might have to do this.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3821.0,3830.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/293","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Hey, I am all for a good idea","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3830.0,3834.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/294","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Thank you very much, Michael, really appreciate you being here, presenting this information. Thank you, everyone who's here. You will receive the","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3834.0,3844.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/295","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"email with that","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3844.0,3846.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/296","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"recording and the slides. And I hope you'll have a wonderful day.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3846.0,3849.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103/transcript/93744/annotation/297","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Thanks so much","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3589/collection_resources/170274/file/309103#t=3849.0,3857.0"}]}]}]}