Six rules of engagement: negotiating deals with vendors

Today’s library directors should exploit the “buyer’s market” situation created by the changing information environment, specifically the radical effect of new competition for traditional database providers from new Internet and World Wide Web sources. Describes the structure of the new and emerging information environment from the standpoint of its market effects. Then identifies six basic rules for conducting negotiations: research thoroughly before negotiating; make deals good for both parties; look for leverage; be patient; keep your word; and try, try again. Warns especially against letting vendors acquire undue influence by going outside the library to target managers or patrons directly.