Negotiations with library materials vendors: preparation and tips

Negotiations with library materials vendors can have a significant impact on a library’s success in terms of service to its users and effective use of its financial resources. As such, it is important to review key points to consider in negotiations with vendors. These negotiation points have increased dramatically within the past ten years as vendors have developed new services well beyond just obtaining the material as quickly and as inexpensively as possible. This article describes how to prepare for negotiations (including what materials and service issues to address) primarily for the firm order relationship, but many of the principles also apply to all methods of acquisition. It also reviews the major negotiation points for the library to consider in making decisions regarding vendor choice and services.