Charleston Seminar: Being Earnest with our Collections Saturday, Nov 8, 12:15 - 3:00 pm

1. Jill Grogg, jillgrogg@gmail.com
Negotiating Change

2. “One of the things I learnt when I was
negotiating was that until I changed myself, I
could not change others.”
Nelson Mandela

3. Seriously …
• Negotiating change of the magnitude required
for a shift from legacy to next gen systems
necessitates serious self-reflection and a
thorough understanding of communication.

4. Communication
• Understanding communication means
understanding negotiation
• Analyze and interpret noise
• Apply feedback loop

5. Modern day samurai
Ordered flexibility
“It embodies preparation, observation, poise,
timing, and readiness to act. That is, in this position,
the warrior is prepared to do whatever is necessary
given the actual situation. He is grounded in the
reality of the moment, observant and poised. Yet,
he can easily respond to changing circumstances.
He does not make up his mind to act until the
appropriate time; but, when he does act, he moves
decisively.”

6. Percentage of women in librarianship
1983: 87.3%
1993: 88.3%
2010: 82.8%
Source: Statistical Abstract of the United States (1983, 1993: Table 637; 2010: Table 616)

7. Women & Negotiation
Studies have found that women do
indeed behave differently from men
when they negotiate
Situational triggers:
–Ambiguous situations
–Negotiating for others
–When competition is high

8. Listen to the experts
• Doing your homework
• Options for mutual gain
• Avoid: Negative leverage

9. It’s not personal
It’s just business.

10. • Ashmore & Grogg. “The Art of Negotiation”
(three-article series), 2009, Searcher: The
Magazine for Database Professionals
• Ronald Shapiro & Mark Jankowski. The Power
of Nice
• Roger Fisher & William Ury. Getting to Yes
• Richard Shell. Bargaining for Advantage:
Negotiation Strategies for Reasonable People
• Donald Krause. The Book of Five Rings for
Executives