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首页> 外文期刊>Library technology reports >Negotiating with Content Vendors: An Art or a Science?
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Negotiating with Content Vendors: An Art or a Science?

机译：与内容供应商进行谈判：一门艺术还是一门科学？

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摘要

Libraries spend millions of dollars to purchase huge amounts of content and sophisticated technology to fulfill their mission. Some deal with hundreds of vendors every year, others with only a few. All of these vendors are crucial to positive user experiences of library content and services. But the scale of library scope and budget does not necessarily impact the efficiency of the vendor negotiation process. This article examines the need for a more documented negotiation process, with specific review points and measurement concepts illustrating the opportunities in making vendor negotiations yield more value for the library organization. We will examine some of the economic value components and motivations from the vendor side of the negotiation process and how those drivers impact customers' buying patterns but may also lead to opportunities. In addition, we will explore and explain at a high level some of the business models vendors employ and how they may impact sale price and, in turn, purchasing behavior. The article will take a "commercial approach" to the purchasing of library-oriented content and technology. It will examine business models, components of negotiations for content or technology, commercial drivers, and economic value arguments that are part of every negotiation but not always recognized. My opinions are based on more than two decades of experience in the information industry as a line employee, senior executive, manager, and founder of various information and technology businesses.
机译：图书馆花费数百万美元来购买大量的内容和先进的技术来完成其任务。有些每年与数百家供应商打交道，有些则只有少数几家。所有这些供应商对于图书馆内容和服务的积极用户体验至关重要。但是图书馆范围和预算的规模并不一定会影响供应商谈判过程的效率。本文探讨了需要更多文档化的谈判过程的需求，并通过具体的回顾点和衡量概念说明了使供应商谈判为图书馆组织带来更多价值的机会。我们将研究谈判过程中卖方方面的一些经济价值成分和动机，以及这些驱动因素如何影响客户的购买方式，但也可能带来机会。此外，我们将在较高级别上探索和解释供应商采用的一些商业模式，以及它们如何影响售价以及购买行为。本文将采用“商业方法”来购买面向图书馆的内容和技术。它将检查业务模型，内容或技术的谈判组成部分，商业驱动力以及经济价值论点，这些都是每个谈判的一部分，但并不总是被认可。我的观点是基于在信息产业中超过二十年的经验，他是各种信息和技术业务的直属员工，高级主管，经理和创始人。

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