In this issue... |
 Quantum2 Web Sessions
SLA Annual Conference News, Baltimore
Quantum2 Topic of the Month
|
Quantum2 Web Sessions
|
| The following Quantum2 Web sessions are being
offered through December 2006. Our second series
of related sessions revolves around marketing and
include basic marketing concepts, as well as more
advanced sessions on branding and negotiation. The
sessions in this series will be offered twice in
one day to accommodate various time zones. The World Clock will
convert the hours to match your local time.
| Linking
Information Services to Compelling Financial
Events |
| July 20, 2006 |
| New York 9:00 am |
| London 2:00 pm | |
|
| Communicating
Your Message |
| August 24, 2006 |
| New York 2:00 pm |
| London 7:00 pm | |
|
| Measuring
Impact: Cost Justification for Information
Services |
| September 21, 2006 |
| New York 9:00 am |
| London 2:00 pm | |
| September 21, 2006 |
| New York 2:00 pm |
| London 7:00 pm |
|
|
| Defining
the Value of Information: Beyond ROI |
| October 19, 2006 |
| New York 9:00 am |
| London 2:00 pm | |
| October 19, 2006 |
| New York 2:00 pm |
| London 7:00 pm |
|
|
| Negotiation
Skills for the Information Professional |
| November 19, 2006 |
| New York 2:00 pm |
| London 7:00 pm | |
|
| Transforming
Information Services: A Paradigm Shift |
| Aug. 24, 2006 |
| New York 9:00 am |
| London 2:00 pm | |
|
As always, your suggestions for workshop topics are welcomed. Also, if you know a friend or colleague who would benefit from Quantum2, please encourage them to sign up today.
 Regards,
Betty Jo Hibberd
Senior Manager
North America
IPMD, Dialog
|
 Quantum2 Highlights
A newsletter of the Dialog leadership development program for information professionals
Dear Quantum2 Member...
This month we report back on our activities at
the SLA annual conference held in Baltimore. And
this month’s topic is on negotiation tactics.
SLA Conference News
The 2006 SLA Annual Conference for Dialog and Thomson
Scientific meant highlighting a range of new services
and enhanced products, along with the annual offering
of sponsored events and a Quantum2 Continuing Education
(CE) workshop.
Our Quantum2 CE workshop offering this year was
Achieving Operational Excellence: Best Practice for
Information Services.
Honored at SLA during our Quantum2 InfoStar networking
reception were four new InfoStars in North America.
The InfoStar award is given to information professionals
whose creativity and innovation in raising the level
of their services within their organizations are
inspirational to others. The 2006 recipients are:
- Dr. Thomas J. Froehlich, director,
Information Architecture and Knowledge Management
Program, Kent State University (Kent, OH), recognized
for his vision to foresee the value of an interdisciplinary
program encompassing three specific emerging disciplines:
Information Architecture (IA), Information Use
(IU), and Knowledge Management (KM), and then to
create a graduate degree for a Master of Science
in Information Architecture and Knowledge Management
(IAKM).
- Karen O. Lehman, team leader,
Electronic Information Center 3600, U.S. Patent
and Trademark Office ( Alexandria, VA) honored
for her enthusiastic and inspirational leadership,
which has allowed her to create a high-performing
team that increased their search requests by 350
percent since 2000.
- Ginger R. DeMille, senior
patent information specialist, ASRC Aerospace Corporation
for the U.S. Patent and Trademark Office ( Alexandria,
VA), praised for her creativity, initiative, and
communication skills as an effective spokesperson,
searcher and trainer.
- Kelley Martin, law librarian,
Sterne Kessler Goldstein & Fox , a leading
intellectual property law firm, (Washington, DC)
honored for her leadership in single-handedly managing
the information needs of her organization and empowering
her broad audience to use strategic electronic
resources on desktops through the firm.
“The achievements of this year's winners
are a result of their passion for understanding the
unique informational needs of their respective organizations,” said
Libby Trudell, senior vice president of information
professional market development. “Each of them
has demonstrated the drive and enthusiasm it takes
to effect change through information services.”
As part of its Quantum2 program that offers professional
education and career development services to information
professionals worldwide, Dialog annually designates
recipients of its InfoStar Awards in various regions
around the world.
View additional comments at: http://www.dialog.com/pressroom/2006/infostars_061206.shtml.
And watch for upcoming biographies at http://quantum.dialog.com/.
Quantum2 Topic of the
Month
Negotiation Tactics
Whether we realize it or not, as information professionals
we negotiate all the time--allocating resources,
determining exact requirements for a specific project,
or establishing a new product or service. It seems
easy for some of us, while others view the process
as a source of conflict to be resisted and avoided
if possible. Although it’s always better to
view negotiation as a collaboration rather than a
competition, the savvy information professional learns
to recognize various negotiation tactics and handle
them accordingly. Here are six different tactics
that you might see, their characteristics, what can
be gained and how to respond.
Tactic |
Characteristics |
Why |
Response |
Highball/Lowball |
Makes either a
low offer or demands high price |
To determine if
other party understands the marketplace |
Be prepared; say
you know it’s unreasonable and that you
want a fair negotiation |
Delays/Time
Pressure |
Delaying decision
or
Requiring quick decision |
To force acceptance |
If because of
real fears, show sincere concern, but if just
pressure, give a deadline
If rushing you, insist on more time |
Stonewall |
Refuses to negotiate
or be flexible |
Hopes to intimidate
or frustrate into making a decision |
Maintain composure;
openly review proposition & justify fairness;
question willingness to negotiate & say
concerned about reaching agreement; remain
firm on offer |
Bad Temper |
Acts angry |
To intimidate
and force acceptance |
Remain calm and
do not get upset; listen and allow to finish
complaining; show genuine concern using a sympathetic
tone; emphasize willingness to address other
party’s needs; if can’t control
situation, request a break to regain composure |
Split
the Difference |
One negotiator
asks the other to come half way and offers
same; |
Happens near end
when seems no other agreement is possible |
Only accept if
meets objectives and limits; otherwise provide
reasons why not and request explore other options |
Good guy/Bad
guy
|
2 individuals
on same side behave in opposite manner: one
is unreasonable, while other seems to be your
ally
|
Creates situation
where you may agree with more reasonable party
|
Go along: ask
to speak with “good guy” alone;
then tell him you find the “bad guy” behavior
unacceptable and are ready to walk out of the
negotiation
|
Watch for our new session on negotiation skills
to be released in the fall of 2006.
|