Principles of Negotiation

This article summarizes a presentation given at the 2015 North Carolina Serials Conference by Derrik Hiatt and Lesley Jackson. The talk focused on principles useful when conducting license negotiations that Hiatt and Jackson discovered through their own experiences as electronic resource management librarians and, in Jackson's case, as an EBSCO representative. These principles cover a variety of concepts, but all seek to frame negotiation as an interpersonal relationship based on mutual need instead of the antagonistic, intimidating process that it can become.