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Top 10 Tips

Top 10 Tips. Negotiating & Licensing Digital Content Agreements. Gail Dykstra Dykstra Research. Numbers Price Point Be Creative. Who are real users? Make a low-ball offer Set a per/user cap Differentiate use Guess, test & change. # 10 License From Strength & Confidence.

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Top 10 Tips

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  1. Top 10 Tips Negotiating & Licensing Digital Content Agreements Gail Dykstra Dykstra Research

  2. Numbers Price Point Be Creative Who are realusers? Make a low-ball offer Set a per/user cap Differentiate use Guess, test & change # 10License From Strength & Confidence

  3. If the content is … Seldom used Mission critical Specialized and/or niche Key data Make the license… Transactional Site license Per/seat license Simultaneous user # 9 Mix It Up

  4. # 8Don’t Debate “Value” • “Value Proposition ” is a vendor’s phrase • As a buyer, focus on “price” & “cost” • Be clear about priorities Best content for users & best use of budget

  5. Don’t buy content you already have Why this happens: Multiple: Subscriptions Vendors Nobody knows what is being spent Decentralized organizations # 7 Check Your Content Closet

  6. Everything changes Specifications Situations People Jobs So, make the document fit the need Letter of Agreement Formal Proposal RFP Response Email Catalog # 6 Get It In Writing

  7. # 5 Everybody Needs Something Your Side Their Side • Meet sales quota • Bonus • New personnel • New relationships • Most favored supplier & customer contract clauses • Economics of publishing • Public accountability • Corporate role • Budget process • Network/consortia buying • Need to integrate technology • Need to find support & budget • Cuts in budget for serials or paper copy

  8. Sharpen Your Pencil Price Too High? Success is 50 /50 economics & emotion Spread the Pain Create new business Use new funding model & formula Add users to lower per unit cost # 4 Don’t Let Price Bulldoze Interests

  9. # 3 It’s Business • Don’t be romanced • Give to get respect, trust & fairness • Global business & small world • Team is on side & on track • Help lawyers weigh liability & history

  10. Negotiations aren’t going well? Make changes to attitude, process or players Negotiate the process Separate person from process Give a little & make your point Never get mad # 2Heading For A Breakdown?

  11. # 1Learn 100 Lessons - Not 10 Tips • Listen • Talk to others & learn from mistakes • Practice • Ask questions • Try something new • Trust your instincts

  12. More Information “Licensing Electronic Content,” Article by Gail Dykstra and Corilee Christou in Encyclopedia of Library and Information Science (ELIS) New York: Marcel Dekker, Inc. 2002 (nyp) Licensing Digital Content: A Practical Guide for Librarians. Lesley Ellen Harris. Chicago:ALA, 2002 DYKSTRA RESEARCH Gail.dykstra@dykstraresearch.com 410 2nd Avenue South, Suite 208 Kirkland, Washington 98033 Bus/cell: 425.241.4632 Business & Product Development Content Licensing & Digital Rights Management

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