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

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

3. # 9 Mix It Up 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

4. # 8 Don’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. # 7 Check Your Content Closet  Don’t buy content you already have Why this happens: Multiple: Subscriptions Vendors Nobody knows what is being spent Decentralized organizations

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

7. # 5 Everybody Needs Something Your SideTheir Side 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 Meet sales quota Bonus New personnel New relationships Most favored supplier & customer contract clauses Economics of publishing

8. # 4 Don’t Let Price Bulldoze Interests  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

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. # 2 Heading For A Breakdown?  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

11. # 1 Learn 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 2 nd Avenue South, Suite 208 Kirkland, Washington 98033 Bus/cell: 425.241.4632 Business & Product Development Content Licensing & Digital Rights Management