Early Bird Discount through September 22:  ALPSP members $355.00; Non-members $495.00

Tutors:
Cara Kaufman, Managing Partner, Kaufman-Wills Group; Carol Richman, Director of Licensing, SAGE; Eric S Slater, Manager, Copyright Permissions & Licensing, American Chemical Society; Christine Gordon, Consultant

Overview:

This course provides executive training for effective negotiating when buying and selling products and services in the journal publishing industry.  Through presentations and interaction guided by knowledgeable tutors, journal publishing executives will review fundamentals of good negotiation skills, evaluate negotiation styles, and apply theories and skills learned to contract scenarios, ranging from commercial publishing and production services through consortia deals and technology purchases.  Case studies and workshops will enhance the learning experience and give attendees and tutors opportunities to interact and exchange ideas and approaches.

Program

• RFP 101:  How to prepare a Request for Proposal that increases your likelihood of getting what you need at the best price, and identifying a consultant and their purpose in the RFP and negotiation process through contract and renewals.
• Negotiating with aggregators.
• Case studies and examples of production service contracts and commercial publishing agreements, negotiated from both the vendor and publisher perspectives.
• Best practices in institutional licensing and consortia sales negotiations.
• Special session on technology purchases - mapping your needs and negotiating in unknown territory.
• Workshops applying best (and worst!) negotiation strategies.

Learning objectives:

Course attendees will review key skills in successful negotiating, understand when and how to hire a consultant to enable greater success, learn to effectively evaluate how much the bottom line matters (on either side of the deal) and foresee hidden expenses, develop abilities to manage vendor and customer expectations, and maintain relationships that produce benefits long after the contract is signed.
 
Who should attend:

This course is aimed at publishing executives and directors with experience in managing journal finance and operations. It is not suitable for senior editorial managers or vendors.

Location: American Chemical Society (ACS), 1155 Sixteenth Street, NW, Washington, DC 20036
This is located at 16th and M Streets near the Farragut West and McPherson Square metro stations (Blue and Orange lines) and Farragut North station (Red line).

Time:  9 a.m. - 5 p.m. (registration opens at 8:30 a.m.)

Workshop Fees (includes comprehensive course pack, continental breakfast, lunch, and coffee/snack breaks):

• Early Bird Discount through September 22:  ALPSP members $355.00; Non-members $495.00
• After September 22:  ALPSP members $395.00; Non-members $550.00