The The Power

Personal Persuasion:

of

Advancing the Academic Library Agenda from the Front Lines

Toolkit

Contents

1 2 5 9 16

Toolkits: What Are They? How Does One Use a Toolkit?

Power in Organizations: Personal Power, Persuasion, and Leadership for the Frontline Academic Librarian and Library Worker

During my ACRL presidential year, my vision was to prepare frontline librarians and other library workers for grassroots library advocacy. This would include developing their selfcondence and advocacy skills so they can advocate for their academic libraries on campuses, within academic departments and other campus units, within college and university faculty senate governance, and/ or within the library itself. To that end, this toolkit is designed to provide participants with the knowledge, skills, and abilities to integrate power and persuasion into the organization. This toolkit is a result of an initiative designed to empower all academic librarians and library workers with the following skills: Ability to dene their own personal power and a belief that they have power and inuence Knowledge that personal power is possible from the individual on the frontlines Ability to articulate how they can lead from the bottom or the front by determining how frontline librarians get permission to further the agenda; by identifying institutional mechanisms for individuals to deliver the message; and by identifying techniques for delivering the message Ability to advance the academic library agenda by helping them to reect on their own personal circles of inuence and the strategies that would be most persuasive. CAMILA A. ALIRE ACRL President, 20052006

Establishing the Message: The Academic Library Agenda and the Imperative to Advance the Academic Library Agenda

Persuasion: Denitions and Techniques

Best Practices/Lessons Learned

1727 Appendices
17 26
Appendix I Gathering Data to Support Messages/Training Content Appendix II Frontline Librarian and Library Worker Training Content

28

Resources

Association of College and Research Libraries, a division of the American Library Association, 2006.

Toolkits
What Are They? How Does One Use a Toolkit?
The term toolkit is used to describe a structure or set of information and content to be used for a specic purpose. Tools or content elements in the kit are designed to provide a target audience not only content, but also diverse techniques for delivering content to meet project or purpose goals. These goals can include: vision, goals, strategies, and action plans; denitions and fact sheets; target audience identication; environmental scans; methods for small group and interactive real-time and asynchronous communication; contacts and forums for the toolkit audience; time lines; best practices; pathnders; visuals such as owcharts, graphs, paradigms, and paradigm shifts; organization and individual selfassessments; tutorials; learning modules; case studies; research; and archives and links to other relevant resources. With the opportunity to deliver toolkits through dynamic Web environments, the design of living toolkits greatly increases the diversity, depth, use, and value of toolkit content. As education and training of frontline librarians expands from conference program training to programs and workshops throughout the states, this toolkit will be increased to include examples of: Content, in a variety of formats, prepared for individual institutions, states, etc. Best practices of processes for training frontline librarians Best practices of successes of frontline librarians in institutions Examples of academic library messages Case discussions of lessons learned as frontline librarians assess their current roles and rene, revise, and deliver messages

Specic strategies for the toolkit include the following:

Design basic and train-the-trainers content for academic librarians (learning module content to be presented through the toolkit as an advanced organizer, PowerPoint of content for delivery of message). Dene and provide content on personal power/the power of one and the personal power of professionals in the workplace (scenarios, case methods, self-assessments). Dene persuasion and the role of persuasion and presentation in advancing the agenda of the academic library (best practices, lessons learned). Identify and provide processes for nurturing and structuring mechanisms and networks in organizations for individuals to further the agenda and vision of the academic library and information environment (organizational self-assessments, best practices, paradigm shifts). Outline best practices and lessons learned on power and persuasion coming from the front lines in organizations in general and in library organizations (best practices, lessons learned). Provide content on power and persuasion and how these organizational elements relate to leadership from the front lines (learning module content presented through advanced organizers, PowerPoints). Design processes for how one leads from the bottom or the front (best practices). Establish processes for frontline librarians to gain permission to further the academic library agenda (best practices, scenarios).

Power in Organizations
Personal Power, Persuasion, and Leadership for the Frontline Academic Librarian and Library Worker
When researching power and/in organizations, there is much professional literature on achieving power, power and leadership, and power and inuence. Discussion of power in organizations, in general, focuses on: position power versus personal power; stages/types of power; steps for getting and keeping power; and how power is different in different types of organizations and with different people (gender, age, etc.) The researcher quickly nds out, however, that there isnt much out there connecting librarians to power. What does come up frequently is the connection of libraries to power, specically, school libraries, with their use of the word power in their national standards and their frequent use of knowledge is power and information is power. However, one should not jump to the conclusion that this means librarians in general or librarians other than school librarians dont have or seek power. Quite the contrary, many librarians constantly and consistently strive for power and to position themselves, their libraries, and, especially, access to their library resources and services in the legislative national arena as well as in the state, regional, local, and institutional legislative and many other arenas. The reality is that, although the study of power is important, few can expect to achieve positions of power and few employees ever nd themselves in positions where they can inuence the success of their organization by assuming power through their position or title. Many believe that using personal power is an avenue for inuencing the directions of organizations and focusing on personal power and inuence; specically, the technique of inuencing others by using persuasion techniques is recommended. Clearly, the primary responsibility for positioning the library within the institution typically rests with senior administration. In fact, when one reviews job descriptions, evaluation forms, communication plans, 2 and marketing plans, to name just a few documents, most of the language does not focus on frontline librarians responsibility for internal outreach for the express purpose of positioning the library and advocating for the library and library resources and services. Clearly, frontline librarians have articulated responsibilities for outreach that include outreach to/for: Decision-making groups such as curriculum groups, technology/Web groups, general planning, accreditation groups Discipline-specic faculty groups, including departments, divisions, task forces Faculty groups, including faculty senate Institutional standing committees such as academic deans meetings Institutional ad hoc committees such as new advising standards or registration issues Hiring groups Groups brought together for training

However, this outreach is usually specic to a task at hand, such as library assignments integrated into the curriculum, planning for a new campus library, establishing library budget needs, or bringing librarian issues to a decision forum such as a faculty senate. Thus, frontline librarians are not typically charged to advocate for the library internally in general or specically. Everyone within the institution must realize that, within the institution, general advocacy and specic task-oriented advocacy must take place for the library to be in the best possible position for planning, budgeting, leadership, and management. How might this be realized? Managers should assess the organizations documents to ensure that: Internal advocacy for the library within the institution is included in all position job descriptions with specicity as to roles and responsibilities and necessary competencies. Advocacy roles and responsibilities are evaluated in librarian and library worker evaluations. Goals statements, either departmental or individual, should include advocating for/

positioning the library within the umbrella institution. The librarys communication plan includes general goals for communicating the librarys message of services and resources as well as its role within the umbrella institution for all librarians and library workers. In addition, meeting agendas should include opportunities for consistent discussions on advocacy initiatives. The librarys marketing plan includes marketing, public relations, and publicity regarding internal messages and positioning of the library for librarians and library workers.

Professional development plans provide education and training opportunities for internal advocacy competencies/skills sets areas for all library employees. The librarys budget includes funding for internal advocacy for all librarians and library workers.

Taking their current roles and responsibilities, managers, librarians, and library workers should prepare specic scenarios for positioning themselves within their roles and responsibilities in the institution for inuencing through personal contact and internal advocacy.

When subject bibliographers communicate to the subject/disciplines faculty

Victor scheduled his usual appointments, e-mails, and blog postings for the history department and task force to discuss new subscriptions and purchases of materials for the coming school year and to provide training for new full-time and adjunct faculty for history collection development for the coming academic year. This year, however, his personal goals included outreach to faculty advocating for a 10 percent increase in the librarys overall budget to match the institutions 10 percent increase in students over the past three years. To begin this discussion and to educate and engage the history faculty, Victor pulled the data from the growing number of history students/classes, the increased cost of books and subscriptions, and the increased use of history resources. He revised his collection development letter and training materials to include the increased number of students (specically in history) and the librarys request for a 10 percent increase, and added a blog posting to point history faculty to the article on the librarys increased budget request that had been placed in the student newspaper. He invited faculty to post their history needs and support for library increases to the faculty blog.

When circulation desk library workers assist students with checking out materials and laptops
At the biweekly circulation desk meeting, the head of circulation included library worker/customer scripts on the agenda and led the discussion on where (in the customer scripts) library workers could insert the need for updated technology for checkout to customers. Appropriate comments to be inserted were discussed by staff, and they felt comfortable responding to complaints about older laptops by asking for student support to increase the librarys budget for technology, asking customers to complete suggestion forms if they felt the computers should be upgraded, and pointing out the student governments goals for advocating for a student technology fee for the library.

When librarians are delivering information literacy in the classroom

The reference librarians task force/department reviewed the librarys information literacy campaign for the coming year. The librarians discussed classroom visits for integrated instruction and decided for the upcoming academic budget year that they wanted to include an atypical, albeit brief, mention of other, more general library servicesspecically, checkout of technology with the goals, through advocacy, of increasing student/customer interest in and use of existing resources and garnering interest in the library Web sites online suggestion box and the in-library suggestion box. Follow-up to these activities is a workshop offered to student government ofcers and members where library services are outlined and needs addressed.

When librarians and library workers serve on college committees

Library managers designed an inventory of librarian and library worker service on committees in the institution. Committee members are asked to bring committee goals and workgroup plans for the upcoming year. All committee members are scheduled to meet with library administration to determine how committees/ workgroups might offer opportunities to get the work out about increased costs of library materials, increased enrollments with no increase in materials in three years, and the need for upgrading technology.

When middle managers discuss/design goals for the year for the management team
Middle managers meet to discuss their goals for the coming year and decide to create a goal for updating and designing a database of data to support advocacy initiatives for librarians and library workers that include: library support for student learning outcomes from the survery data from last year; usage statistics of online resources; and match of library resources to general education requirements. They also design an agenda for the rst all-library staff meeting of the fall term to cover training on advocating from the front lines, where they will unveil public service desk scripts and messages, data-driven advocacy content and communication, and presentation skills training.

Establishing the Message

The Academic Library Agenda and the Imperative to Advance the Academic Library Agenda
The messages of the academic library are as varied as academic institutions themselves. Most librarians would likely agree that the basic messages articulated in ACRLs Toolkit for Academic and Research Libraries are the key messages and include: College and research libraries are an essential part of the learning community. College and research libraries connect you with a world of knowledge. College and research libraries are investing in the future while preserving the past. Higher education: What is the educational product? How is it competitive? Who are partners to higher education, including nonprot/service and prot/business partners? Who are traditional/nontraditional customers? How do alumni gure in to the life of the institution/how might they be reached? What is the image of the organization and/or the educational product? Technology: Funding; institutional consistency; keeping up/keeping current/striving for cutting edge; integrating technology into the institution and instruction Guidelines/regulations: Keeping up/ integrating changing/new federal, state legislative content (FERPA, funding/taxing, ADA, HIPA, grant opportunities) Change/management: Managing educational change and change in general; redesigning organizations to meet needs of diverse employees/faculty in more/diverse locations; commitment to communication diversity of medium and consistency of message; human resources issues, including leadership and/or management skills Professional development/training/ continuing education: Balancing traditional content needs against current issues; funding; delivery of content Performance evaluation/assessment: New measures (outcomes, accountability) for federal, state, local assessment; employee performance Funding: Alternative revenue streams; maximizing resources and services; funding models for hybrid offerings, partnerships, etc. Competition: Distance/distributed learning; proprietary environments

However, the reality is that within institutions the academic library agenda (vision, mission, goals, outcomes, roles, etc.) vary dramatically and often. In addition, multiple messages may be delivered to multiple target audiences. Given these issues, therefore, what should take place is: The exploration of academic library messages The design of proles of target groups The identication of frontline individuals to deliver messages The design of processes to deliver messages including how to, getting permission, assessing success

The Exploration of Academic Library Messages

Institutions should begin with their umbrella institutions overarching statements such as the vision statement, the mission statements, goals, etc., then their own vision, mission statement, goals, etc., and, in addition, statements from partnership institutions and organizations. Moreover, a review of the education and nonprot world should take place to assess issues relevant to academic library messages. This general content assessment or scan for message elements should take place systematically and consistently, using environmental scanning. These categories to review or scan might include: 5

Assessing these statements, categories, and areas should take place to determine the following: What major directions are articulated in the educational environment? How might the library play a role in these directions, and what type of role (primary, secondary, supporting, integral, reactive, proactive, short term, long term)?

Does the message needed match a current direction/message of the library? If yes, how might the library articulate its support of direction with a current message? If no, how might the library articulate a support for the direction with a new message?

Message Examples Libraries are major players in the design of economic and efcient business models in support of new educational initiatives such as hybrid classes, community-based partnerships, and support for distributed learning. Funding for cutting edge library resources and services must keep pace with student enrollment. Librarians are educational partners in the delivery of instruction.

Growth of the number of library workers has not kept pace with the growth of classroom faculty, student enrollments, and support services customers. When looked at within the context of the growth of staff-supporting disciplines, libraries have not kept pace and have hired 33 percent fewer staff than other institutional services. Library instruction/information literacy outcomes are designed to assist in gathering critical, required data for the institutions student learning outcomes. Academic librariesresources, services, and personnelare vital economic partners in the institutions community partnerships. Libraries support workforce curriculum by delivering the resources critical to accreditation standards and guidelines.

Message Build-outs
Example Issue behind message: State requires student learning outcomes for instruction. Departments/disciplines are changing their curriculum objectives to learning outcomes. The library is revising its information literacy program using ACRL standards. Libraries need to position themselves as partners in preparing state outcomes documents. What is the message? Library instruction/information literacy outcomes are designed to assist in gathering critical, required data for the institutions student learning outcomes. Key points: New state outcomes are required. ACRL standards have valid outcomes. The librarys information literacy program is integrated into both general education and workforce programs We need our target audience to: Partner with us to design information literacy curriculum integrated outcomes; recognize our role/value in the state reporting process Action needed: Information literacy team needs to contact discipline-specic faculty/information literacy partners with relevant learning outcomes. Library managers need to review state reporting documents to see where library outcomes contribute. Librarians need to present to the faculty senate. Library representative needs to present to the curriculum committee. Library administration needs to take the results from the review of the state reporting document and submit a formal memo/alert to institutional administration/ofce of institutional effectiveness. Who is delivering the message? Information literacy team: leaders, librarians, managers, library administrators What is the best delivery method? Presentations (ppt, handouts) with data required from the state reporting document; completed library outcomes matched to disciplines in the format of the state reporting document What is the message time line? Frequency? State reporting document due by end of scal academic year, but faculty dont meet after July 1; library research and presentations need to be no later than April 15th; state reporting data, in format, need to be delivered no later than June 15th.

Message Build-outs
Example (continued) This is important to target groups because: Curriculum outcomes matched to student learning are now required. Rumor is that not all classroom objectives are available for rst reporting year/library outcomes are enhancement of data. Follow-up? Contacting ofce of institutional effectiveness one month before the due date; review of success of this years information literacy outcomes by August 1 for working with curriculum faculty for next years outcomes design Measuring success: If library outcomes are included in state-reported documents; if administration/relevant ofces are aware of use and value of library outcomes

The Design of Proles of Target Groups

Although libraries typically have target groups they identify, serve, work with, relate to, and market to, additional target groups are often identied when messages need to be delivered. Common target groups include trustees, friends, administrators, staff, faculty, students, and internal and external partners. In addition, groups can be identied to reect more different or more narrowly dened groups such as distance/ distributed learning students, distance/distributed learning faculty, rst-generation students, rst-year students, student government, early adopters/faculty, frontline/public service staff, discipline-specic faculty, faculty senate/senate ofcers, governmental relations staff, public information/public relations employees, etc. Target audiences are identied by asking and answering questions, such as: WHO is the target audience? WHERE is the target audience? Are they a newly identied group or a previously identied/contacted group? Contacted by the library? Contacted by other groups? WHAT are the benets of approaching/working with this target group? What can this group do for the library? Connecting target groups and messages includes asking and answering the following questions: WHAT is the message that matches the target audience? HOW can you ensure the message reaches this target audience? What is/are the best communication method(s) for conveying the message to the target audience? Why is this the best strategy for this target group? WHEN are target group message delivery time 7

lines? Are there frequency issues? Should the message be delivered once? Twice? WHAT are the funding issues of delivering the message? HOW much will be cost? HOW will you evaluate if the message is delivered successfully to the target group?

The Identication of Frontline Individuals to Deliver Messages

Identifying frontline individuals is a critical part of the success of delivering messages. It is important, however, to identify the individuals and then the degree to which they will be involved in creating a team with varying responsibilities and roles. Managers should complete a process to determine whose job/role it is and where the responsibilities need to be articulated, such as job descriptions and job evaluations. Sample Process 1. Managers meet to discuss messages, delivery methods, time lines, avenues, and venues currently available (such as committee/group roles/responsibilities). 2. Managers identify employee groups, positions responsibilities that are particularly relevant to this process (such as public service circulation and reference, committee appointments, regularly scheduled visits to departments/ disciplines). 3. Managers outline/match messages to venues/ delivery methods. 4. Managers discuss levels and types of participation, including elements such as: a. At circulation/public service desk all employees use the script/dialog at checkout. b. Librarians present at information literacy presentations, but not reference,

5. 6. 7. 8.

Managers bring employees from affected areas together for input on process and delivery. Groups meet/esh out process/product. (See message build-out example.) Groups deliver. Groups meet/assess success (based on outcomes/ success factors outlined in build-out).

6.

Assess/report back to managers (or with designated message process owners such as marketing/pr, a message committee, etc.)

The Design of Processes: Getting Permission

Although the expectation is that all managers and employees are on board with the processes, the reality is that not everyone can be involved in the discussion and design and delivery. In addition, for those on the front lines, it is also hopeful that not all messages come from the top and that employees, when used to the involvement of as many employees as possible, will come forward with their own ideas for individual or group message delivery. If a message comes from the front lines, employees should: 1. Share their ideas with their managers (or with designated message process owners such as marketing/pr, a message committee, etc.) Complete the message build-out form Submit the form in a timely manner (a period of time before delivery to allow time for approvals/any training necessary) When approved, organize/register for training, as needed Deliver

Finally, messages come from everywhere and can include: the library is a partner in the scholarly business of the institution and librarians offer the institutions primary instruction in technology required by the states general education standards, to name but a few areas. For additional substantive and critical information to assist in crafting the academic librarys message, the following toolkits should be used: Association of College and Research Libraries. Scholarly Communication Toolkit. Chicago: ALA, 2003, 2006. http://www.ala.org/ala/acrl/ acrlissues/scholarlycomm/scholarlycommunicatio ntoolkit/toolkit.htm. Accessed 3 March 2006. Association of College and Research Libraries. @your library Toolkit for Academic and Research Libraries. Chicago: ALA, 2003. http://www. ala.org/ala/pio/campaign/academicresearch/ academicresearch.htm. Accessed 2 March 2006. Ofce for Intellectual Freedom. Privacy Toolkit. Chicago: ALA, 2005. http://www.ala.org/ala/oif/ iftoolkits/toolkitsprivacy/privacy.htm. Accessed 28 February 2006. Ofce for Intellectual Freedom; Public Information Ofce; and the Washington Ofce. Libraries and the Internet. Chicago: ALA, 2003. http://www. ala.org/ala/oif/iftoolkits/litoolkit/Default2338. htm. Accessed 27 February 2006.

2. 3.

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Persuasion
Denitions and Techniques
Exerting power/personal inuence at work to advance the librarys agenda from the front lines includes persuading others to your point of view. The goals for persuading others includes, before or when decisions are being made: Getting individuals/groups attention and then getting them to listen to us Getting individuals/groups to think about things we want them to think about/consider in a positive way Getting individuals/groups to support part/all of our needs/requests Getting individuals/groups to carry our message to others Getting individuals/groups to carry forward our specic needs to others Persuasion is considered to be the most viable/possible approach when a number of elements are present. These elements include: The most successful messages delivered are those that convince others of a need and then support presentation and discussion of the need with data. If two messages must be delivered, one desirable and one not or less than desirable, the more desirable message should be presented rst. Message presentations should include repetition of the need and supporting data for the best learning and anticipated success and acceptance. Presenters should stress similarities rather than differences of those involved in discussions/ those you are trying to persuade. Both sides of the issue should be presented in discussions and during the presentation of pros and cons, the communicators favored viewpoint should be presented last as listeners (typically not familiar with an argument) remember the end better than the beginning or the middle. Closure or summary statements and conclusions should be stated explicitly. Presenters should stress the desirability of the argument to all groups involved. Messages that require the greatest amount of opinion change are likely to produce the most change. ~Carl I. Houland

So, What Is Persuasion?

Persuasion, considered to be both an art and a science, is the process of moving others by argument to a position or course of action either temporarily or permanently. A topic of research for many years, the study of persuasion includes: What the unique aspects or techniques of persuasion ARE Ways to increase the likelihood of someone saying yes to requests when they are asked Ways to get someone to not only say yes, but also say yes AND change their attitude to our request Ways to get others to say yes and change their perceptions Ways to get others to say yes and change their behavior

Six major principles of persuasion, based on Robert Cialdinis research, offer those building messages and persuasion principles and techniques signicant approaches to inuencing others from the front lines. These six basic principles include: 1. 2. 3. 4. 5. 6. Principle of Reciprocation Principle of Scarcity Principle of Authority Principle of Consistency Principle of Consensus Principle of Liking

Although the goal of any toolkit is to give users techniques to implement immediately, this toolkit strives to give you a wide variety of tips for persuading others and SIX specic techniques and how to use these six techniques in an academic library setting.

1. Principle of Reciprocation
Societies are based on this concept: I am obligated to give back to you the form of behavior that you gave to me. If you gave me a favor, I owe you a favor. In the context of obligation people say YES to those they owe. It works because groups that play by the rules of reciprocal exchange gain a competitive advantage. Members of a group can call on other members of the group because when they send resources, they arent sending them away. What you give is a credit. Individuals need to master the art of exchange. WHY? It sets the tone for partnerships to be formed. When in a situation one should always rst ask the question not what can you do for me (that comes later) but what can I do for you that will prepare the environment/situation for future exchange? In this process, the message and language and dialogue are important. When people say thank you for what youve given them, dont say dont think anything of it or YOU owe me one now! When people say thank you, say, I know that if the situation were reversed, youd do the same for me.

When you present an idea, explain what it is they will get from you (or what you offer) that they cant get anywhere else. Present, in your arguments/persuasion, the bundle of advantages they will get if they move in your direction. Data show that it is not enough to say what people will gain, people are more motivated by what they will lose. SO we explain the unique benets they stand to lose if they dont go your way. Many people avoid this because they think they are threatening others, but if individuals use neutral language in using the principle of scarcity, this message is easier to deliver. Example: People have had access to something, now they wont Rather than IF YOU DON'T think/vote my way, this is what will happen to you/your constituentsetc.

AND Scarcity works even better when you add the concept of "exclusive information. When you get a new piece of information/unpublished report available, if it supports what you want to argue, give it to the select people as soon as you can. SO Do you tell those people you are talking to/trying to persuade what they can gain or what they stand to lose if they dont support you? Tell them what they will lose and give them unique information to make your case and to help persuade them.

AND if you have two options to present to someone, do you rst present the more costly or the less costly? In the reciprocation process (reciprocation of concessions), start out with the larger favor AND relate it to concessions. Ask, If you cant do that (the bigger or rst favor), will you do this? Use this honestly. Ask for the larger rst and have other things you want waiting in the wings. THIS is an individuals moment of power. After someone says no to you, dont retreat.dont wait ask immediately for the second, typically lesser thing you want.

3. Principle of Authority
If an expert says it, it must be true. Everyone's perception is that the most powerful have knowledge and trustworthiness. SO we want them to realize your knowledge and we need to establish your trustworthiness and we want to present your idea as a credible one, one they can trust, and then convince them its the best for them. SO, before you present your strongest arguments as to why you are trying to persuade others, raise your weakness rst and then present your strongest points that are designed to outweigh/overwhelm the weaknesses. This establishes you (or your idea) rst as 10

2. Principle of Scarcity
Scarcity of commodities is a major persuasion factor for people. Research shows that the merits of something dont matter as much as context: people want what they cant have. How do you use the principle of scarcity to persuade?

trustworthy or credible (you told us your weakness or the weakness of the idea rst), then as an expert (or why the idea is so good).

4. Principle of Consistency
Consistency and commitment We want to persuade people to say yes to our message AND to identify if they have said yes to us in the past AND we want them to continue to support us by telling us verbally and to put their commitment to us in writing. Persuading people to say yes is not just the nod and smile; our goal is to include public commitment and, if we can, written commitment. Language that works is Rather than say we hope you will, you should say: Would you please? or When can you? or Can we count on your to?

The counselors working in the highschool to college program Members of the colleges accreditation committee The last six colleges who have gone through accreditation under the new standards

6. Principle of Liking
People can be persuaded and people like to say yes when: They are aware that others who are involved in the message are those whom they like and who are like them. They are complimented and thanked for supporting the message. They feel they are part of the whole that is working together for success.

Do the Principles of Persuasion Work the Same across Cultures?

Persuasion researchers such as Cialdini state that the principles work the same basically, but what works best is weighted differently among cultures. Examples of how different cultures and groups respond differently include: In the United States, people are best persuaded with RECIPROCATION. Has this person done me a favor lately? In Asian countries, people are best persuaded if the requestor has AUTHORITY and is connected to senior members of their small group? In Spain/Latin countries, people are best persuaded because of LIKING. Is this connected to my friends? In Germany, people are best persuaded if the request is CONSISTENT with the rules and regulations of the organization.

5. Principle of Consensus
One technique for persuading others is to try to get consensus or everyone agreeing that your message is best. You want those you are trying to persuade to think a lot of other people are doing this or saying yes; therefore, it must be the right thing to do. In order for consensus to occur, or in order for others to be persuaded, people have to identify with or relate to or understand the other people you are speaking of. Bringing in general names and general categories, such as all faculty or deans agree, doesnt work as well as saying similar or specic people (like them) who are signing on to your idea/request/saying yes. Examples of more specic groups could include: All English faculty in integrated instruction

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Library persuasion
How do these principles work in libraries?

1. RECIPROCATION
Societies are based on the concept: I am obligated to give back to you the form of behavior that you gave to me. If you gave me a favor, I owe you a favor. In the context of obligation, people say yes to those they owe. It works because groups that play by the rules of reciprocal exchange gain a competitive advantage. Members of a group can call on other members of the group because when they send resources, they arent sending them away. What you give is a credit. We need to master the art of exchange. WHY? It sets the tone for partnerships to be formed. Arguments for persuasion and reciprocation should have multiple opportunities for success, that is, those persuading should be ready with alternative requests if the rst request is not possible.

How might we use this?

Our libraries provide specic curriculum support for your students. Library resources support your disciplines accreditation requirements by providing Our librarians support new faculty in these ways Library resources provided the critical information for a successful grant application by The library gathered outcomes data for required general education requirements in three areas, including We need x dollars for xxx this coming academic year for full compliance. A second scenario provides fewer benets but meets basic requirements and includes It is a lesser amount but we could if necessary provide reduced services.

2. SCARCITY
Scarcity of commodities is a major persuasion factor for people. Research shows that the merits of something dont matter as much as context: people want what they cant have. How do you use this to persuade? When you present an idea, explain what it is they will get that they cant get anywhere else. Tell them the bundle of advantages they will get if they move in your direction. Data show it is not enough to say what people will gain, people more motivated by what they will lose, SO we explain the unique benets they stand to lose if they dont go your way.

How might we do this?

Dont only tell them what their area will gain if they fund us, tell them specically what they will lose and be specic. If the library doesnt get the full operating request, we will lose these resources (be specic) .lose access to the following and not just they will lose but targeted information as to what their specic constituents will lose, such as .the x department will lose .the students enrolled in . will no longer be able to

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2. SCARCITY (continued)
Many people avoid this because they think they are threatening others but use language that is neutral. Example: People have had access to something, now they wont. Rather than IF YOU DONT think/vote my way, this is what will happen to you/your constituents.etc. AND Scarcity works even better when you add the concept of exclusive information. When you get a new piece of information/ unpublished report available, if it supports what you want to argue, give it to the select people as soon as you can.

How might we do this?

Support persuasive arguments with data such as outcomes, strategic plans, accreditation documents tailored specically to their area of study/expertise.

Give them data that only they have or create unique data just for thema report that provides them with specialized information just for their discipline or department.

3. Principle of Authority
If an expert says it, it must be true. Everyones perception is that the most powerful have knowledge and trustworthiness. SO we want them to realize your knowledge and we need to establish your trustworthiness and we want to present your idea as a credible one, one they can trust, and then convince them its the best for them. SO before you present your strongest arguments as to why you are trying to persuade others, raise your weakness rst and tell them that your strongest points outweigh/overwhelm the weaknesses. If you and your ideas have strengths and weaknesses, present the weaknesses FIRST and your strengths SECOND. This establishes you (or your idea) rst as trustworthy or credible (you told us your weakness or the weakness of the idea rst), then as an expert (or why the idea is so good.)

How might we do this?

When delivering or asking for support/ persuading others to support your message, validate the credentials of your services and the credentials or expertise of the people presenting or attempting to persuade. If your expectation is that those whom you are trying to persuade are best persuaded by the principle of authority, match the presenter based on their credentials or expertise. This principle also works by sending individuals to persuade those who have served on the same committees and/or those who have had similar successes. Messages should be validated during the process of persuasion by separating the argument with the weaknesses rst and the strengths second, such as: The library is requesting additional money to support expanded hours, but the hours wont meet all the needs of the disciplinespecic faculty with the existing staff. During the persuasion arguments, those presenting should begin by stating what/who the hours wont serve rst, then close by highlighting what the library will be able to achieve and for whom with the additional funding.

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4. Principle of Consistency
Consistency and commitment We want to get people to say yes to us and to identify if they have done it in the past and we want them to continue to support us by telling us verbally and commitment in writing to telling us they will do it.

How might we do this?

Persuasive arguments for libraries and library workers for consistency include: Choosing frequent supporters of the library to carry the message. Asking them specically: We need to take our message to the task force and ask them to send e-mails or vote for library services requests in the master planning process or we need your vote when technology initiatives are placed in front of the tech committee. Can we count on you to vote for us? Will you send an e-mail to you colleagues in support of us? Will you be featured as a supporting faculty member when we put endorsements on our Web site?

Getting people to say yes is not just the nod and smile; our goal is to include public commitment and, if we can, written commitment. Language that works is Rather than say, we hope you will SAY would you please? or when can you?

Will you testify for us before the board by talking about your project and how library e-resources made it possible to do your project remotely?

5. Principle of Consensus
A lot of other people are doing it; therefore, it must be the right thing. People have to identify with or relate to or understand the other people you are speaking of. Bringing in general names and general categories doesnt work as well as saying people like them who are signing on to your idea/request/saying yes.

How might we do this?

All the English faculty with integrated instruction are supporting us in our request and are linking our Web page to their departmental Web pages. We would like the history faculty to link their pages as well. Can you speak to the history task force to request they support us? The tutors at the main campuses are attending our training to better assist their students in identifying appropriate research. They are also linking their Web sites to ours. Can you send an e-mail to your tutors requesting they attend training and link their pages to our resources? In reviewing the last six colleges accredited in this workforce area, they all worked with their libraries to design Web pages to match student outcomes to library resources. We need you to identify someone from workforce to work with us to design outcomes Web pages. Can you identify someone before the next workforce taskforce meeting?

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6. Principle of Liking
People like to say yes or people can be persuaded when: They are aware that others are involved whom they like and who are like them. They are complimented and thanked for doing a good job. They feel part of the whole that is working together for success.

How might we do this?

You have been chosen to carry this message because you have been so supportive of the library in the past and we are such admirers of your work on the Library Advisory Committee. We would like to feature your library support on the Web site, thanking you for your letter of endorsement. Please accept our invitation to speak to the library staff on the role/value of the library in the curriculum process. We are presenting this workshop to provide unique training to thank the student government ofcers who have supported us during the year in our quest for a technology fee. We would like to provide a basis for an ongoing dialog with student groups to continue the discussion for next years fee debate. We appreciate students using our libraries, and we like to support students in their need for print materials, online resources, and training in the use of materials and resources. Were glad you appreciate the laptop checkouts program. Do us a favor and complete this suggestion card or ll out our online suggestion card.

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Best Practices/Lessons Learned

Although this toolkit offers practical how-to advice on persuading and inuencing within institutions, the real strengths of a dynamic document are the lessons learned. It is hoped that, post workshops and use of the toolkit, frontline librarians and library workers will share stories and techniques that worked for them. What makes a best practice? 6. 1. Organizations identify areas of need, including areas such as choosing frontline employees, integrating processes into institutional resources, establishing messages, and/or persuading others as to the chosen message(s). Organizations assess the levels of and types of need. Design of the use of the toolkit area is completed and recorded. 4. The content of the librarys use of the toolkit is reviewed to extract condential information and generalized to be applicable to other organizations. Content added includes: Lessons learned, strengths, weaknesses, opportunities, and threats given design and delivery/choice of persuasion technique chosen. Content added includes: Recommendations for changing the process or criteria that need to be in place in order for things to work, such as size of institution, centralized versus decentralized, etc. Content is submitted to ACRL toolkit contact information. Content is formatted and added to the Best Practices toolkit section to be shared with other toolkit users.

5.

7. 8.

2. 3.

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Appendix I
Gathering Data to Support Messages/Training Content
Environmental scans assist in training frontline librarians and library workers in crafting messages and providing data and supporting documentation. 8. Performance expectations for students include prociency in computer literacy, and now computer literacy is accompanied by prociency expectations for technological awareness and technological uency. Funding challenges are increasing with critical, ongoing expensive investments needed and fewer resources to meet demands. These challenges force many to move to commercial products and/or consortial programs and/or offerings rather than investing in in-depth, substantive, and permanent changes in institutions. Distributed learning opportunities (distance, hybrid) are increasing the need for effective course-management systems and teaching strategies that utilize technology. Although higher education customer proles are changing, customers still need extensive support for both technology-driven (hardware, software, and courseware) and campus (more traditional) educational opportunities such as advising, testing, counseling, library, and student life. The student is seen as consumer, and there is a need for increased accessibility for those with special needs. Knowledge and information are growing rapidly and information doubles every four years. This growth in information dramatically impacts higher education and learning in general as hardware, software, textbooks, monographs, periodicals, and intellectual content must now be reviewed continuously for accuracy in content and matched to delivery. As content grows, there is a move to standardize content in reusable learning objects to be organized and stored in databases for use in the creation of customized learning experiences for specic needs. For-prot educational institutions are the fastest-growing sector in higher education. Academic accountability is paramount and accreditation and program approval is now and will continue to bebased on educational outcomes. Testing programs to assess outcomes and provide accountability are growing in number at both the local and national level.

9.

The 21st-century Higher Education Environment

Higher education today includes the classic halls of ivy, the research ivory tower academy, the thirty thousand seat lled public university institution, the bustling urban high-rise four-year diploma environment, the private alternative educational four-year retreat, and the wide variety of community college environments that house more than 60 percent (and growing) of the countrys freshman and sophomore population. What do all these diverse educational opportunities have in common? They are all movingsome slowlysome hurtlingtoward the future of education. They are characterized by some, if not all, of the trends below. 1. Student enrollments are growing to surpass the capacity of traditional infrastructures (community colleges at a higher rate). Proles of learners and teachers are changing. Clients and potential clients are shopping for education. Higher education (all employee levels) roles, motivation, and training needs are shifting. Program costs, workload, compensation, and instructional issues deter some from shifting from more traditional instructional programs to 21st-century instructional models Many higher education structures are changing to focus on design and implementation of programs and processes of academic accountability, competency outcomes, outsourcing, content standardizing, and adaptation to learner-consumer demands. The Internet and info tech devices are becoming more widespread in higher education/teaching and learning. Curriculum, both traditional and newer content, is being delivered in technological structures in either all or part of classes.
17

10.

11.

2. 3. 4. 5.

12.

6.

13. 14.

7.

15.

16.

17.

18.

Academic emphasis is shifting from course completion to competency with outcomesbased or employer-based competency a critical need for course completors or graduates. In many cases, certication is becoming more preferable than a degree, integrating applied or on-the-job experience into academic programs as a critical characteristic of higher education. Education is becoming more seamless between/among high school, college, and further studies. Home school movement leads to a home-college movement. Higher educational environments are blurring specically two- to four-year environments. Successful marketing of education and the educational product is critical to the success of nonprot higher education. Higher education is looking outside standard operating procedures and processes for outsourcing opportunities and partnerships with other colleges, universities, companies, and other kinds of institutions to share technology and to produce and deliver courses.

5. 6.

7. 8.

9.

10.

The 21st-century Higher Education Environment: Technology/Distance Learning Trends

Almost every higher education trend analysis focuses on technology and on distance learning. Some givens when looking at these trends include: retention issues, rampant costs for continually changing hardware and software, no clear management models, uneven support for distributed learning students, unclear measurement and accountability, problems with accreditation with course delivery, delivery of support resources, and faculty training and credentials. 1. By the end of 2005, the DL industry will be an $11 billion dollar business; in 2000, it was a $4.5 billion industry. Educause survey data state that a major higherend goal and the single most important IT issue confronting their campuses over the next two or three years is helping faculty integrate technology into their instruction. Funding challenges are considered the top institutional technology (IT) concern for higher education. Online learning was once thought to be an inexpensive way to increase revenue; however, recent analysis indicates that cost per student of a high-quality online learning program is the 18

11. 12.

13. 14.

15.

2.

16.

3.

17. 18.

4.

19.

same as or greater than the per-student cost of physical school. IT issues now include faculty development, support, and training. Models of managing DL programs are diverse and vary from institution to institution. They include, but are not limited to, centralized design and delivery, centralized coordination of training and scheduling with discipline-specic design of curriculum, outsourced services, and consortial course availability. DL programs are typically weak in student and curriculum support services. More courses, degrees, and educational programs are becoming available through distance-education programs. Distributed education will grow from ve percent of all higher education institutions in 1998 to 15 percent by 2002if the pattern holds out, by 2010, distributed education will be 40%50% or more of the educational environment. There is a huge growth in Internet usage. In 2003, Internet users are approximately 500 million worldwide and will almost double by 2005. Technological uency is now an outcome skill and a graduation requirement. (Gen Ed). Many courses require some aspect of technology, and some institutions are now requiring students to take at least one online course before they leave college. One-half of traditional campus programs will soon be available (alternatively or exclusively) online. Whereas some institutions establish their own DL programs, others are contracting with virtual environments, establishing articulation agreements with virtual environments while others are spinning off new virtual or online universities. Universities offering distance education are often perceived as modern and [technologically] competent, thus creating a competitive advantage. As many as half the students in online courses are from the traditional 18- to 25-year-old student cohort who normally take campusbased courses. The distinction between distance and local education is disappearing. Data show that most online students live in the local vicinity of the institution offering their course. Educause Traditional in-state, out-of-state, and international student distinctions are being

20. 21.

22.

23.

24.

25.

26.

eliminated, and the corresponding fee structures for the respective groups are breaking down. The need for effective course-management systems and Web services is growing. There is an increasing need for learning and teaching strategies that exploit the capabilities of technology. There is a critical need for research on teaching and learning and new technologies such as wireless, mobile laptop computing, personal digital assistants (PDAs), videoconferencing, videostreaming, virtual reality, and gaming environments and how they enhance distributed learning. Pedagogical research indicates that applying traditional teaching strategies at a distance often causes frustration. Early research indicates that DL classes cost more to teach because they take more time of a faculty member; hence, many DL classes are smaller and therefore less revenue generating. When conventional classroom methods are used to teach at a distance, they tend to be more unsuccessful than successful. The commercial section is stepping up with more education brokers.

and tenure was one of the least desirable characteristics of a twenty-rst-century university. Some faculty members are resisting technology integrated into the curriculum as well as technological course delivery. Many administrators and faculty members do not understand that teaching in the new educational arena must include a rethinking of pedagogy to match students, content, and presentation. Faculty members demand reduced workload and increased compensation for revising and designing curriculum for coursework, such as distance courses.

Students
Todays students are dramatically different in higher education environments today. They include the more typical 18- to 25-age-level students along with younger high school age students taking college level classes and the older adults entering or returning to college. Students take credit, noncredit classes, and continuing education classes packaged in yearlong, semester, four-week, eight-week, etc., classes, and classes in person or online and in person and online. Younger students/learners today differ from traditional college-age students in previous years. Specically students: Are practical, immediate (rather than longterm) problem solvers Are autonomous and relevancy-oriented: They have a need to know the rationale for what they are learning. Prefer doing to knowing, trial-and-error to logic, and typing to handwriting (no long manuals!) Are motivated by accessibility, connectedness, advancement, and external expectations Have seen rapid change in the past ten years (dog-year change) Are more used to change and fast-paced activities Have shorter attention spans Need more glitz to both attract and keep their attention even for shorter periods of time Blur lines between work and recreation and life Enjoy gaming, games of risk, and techtainment

Faculty
Faculty and staff roles are shifting or unbundling as instructional activities are given to a variety of professionals in the academy. There are now new/different levels and categories (many actual and many perceived) of faculty: tech versus nontech, classroom versus distance, hybrid, etc. Instructional teams now reach out beyond the classroom teaching team and include administrators, instructional designers, technologists, tutors, librarians, and instructors/facilitators of tech and nontech environments. Faculty members must be expert communicators with diverse methods of communication with the changing educational venues. There is a critical need for continuous faculty development, support, and training. Faculty tenure is being challenged, and there is concern for faculty performance when accountability and outcomes of curriculum are required. A recent Educause survey indicated that maintaining traditional faculty roles 19

 View technology as status and are involved in positioning for status, control, and feel that those involved in technology are getting the rewards Many think they know more about technology than they really do Dont value/often arent aware of tradition and traditional ways Have different work ethics Work differently/at different times Are learning on the surface Know contemporary (very current) factoids and often not facts/not historical ones Know popular culture and not culture Know more facts than content Are not truly self-directed but are not used to working with others or in teams, nor do they know how Need frame of reference more often than not (i.e., how does it relate to me/my job/my future?) Are trying to multitask and balance multiple work environments and family responsibilities Want variety in learning opportunities; their learning styles are exacerbated by contemporary society Many courses in general and especially technology-driven or delivered curriculum offerings are not accounting for diverse technology awareness and basic computer skills skill sets Still know less science and math Still cant write Still arent aware of the importance of research Need continuous work on the development of their critical thinking skills and therefore need extensive problem-based education Still need LOTS of attention, assessment, and feedback

Need more in-person learning structures Are self-directed but need reinforcement during the teaching and learning processes Are more rule-followers in learning Desire and follow instructions and use manuals Perceive themselves to be doers, using previous learning to achieve success as workers, parents, etc. Earn best when they perceive the outcomes of the learning process as valuable, contributing to their own development, work success, etc. Often have very different ideas about what is important to learn Are very different from each other. Adult learning groups are likely to be composed of persons of many different ages, backgrounds, education levels, etc. Perceive time itself differently than younger learners do, also are more concerned about the effective use of time Have a broad, rich experience base to which to relate new learning Learn more slowly than younger learners but learn just as well Are much more likely to reject or explain away new information that contradicts their beliefs Learn more directly linked to need, needs related to fullling their roles as workers, spouses, parents, etc., and coping with life changes (divorce, death of a loved one, retirement, etc.) Are more concerned about the immediate applicability of learning Are more often internally motivated (by the potential for feelings of worth, self-esteem, achievement, etc.) Have well-formed expectations, which, unfortunately, are sometimes negative because they are based on unpleasant past formal learning experiences

The 21st-century Academic Library

Academic libraries are playing a major role in this new higher educational environment by extending their reach and designing new reaches through strategic partnerships, collaborative relationships and mutually benecial alliances, and creative ventures. These activities update/change their image, share their expertise, and promote their services. In order to successfully partner, many libraries are assessing older mission and goals statements and designing broader vision, mission, and goals to match the changing institutional vision and to play a leadership role. Twentyrst-century changes in higher education environments 20

Older Adult Students/Learners

Older adult students/learners, an ongoing growing population, may be second- or third-career learners, rsttime learners, or be seeking certicates, formal education, or specic, targeted training or retraining; becoming more used to technology, but not as comfortable as younger learners Have longer-term goals Are motivated by income, need to retain, change employment Need more in-person social structures

are forcing librarians to rethink their vision and mission and institutional role, restructure their image or rebrand themselves, reposition themselves within higher education environment, and redistribute some expertise and energy into the broader community. Higher education libraries, among many other things, are: Expanding their roles of support for students, faculty, and staff and a role of assistance and support in partnerships and collaborations and in internal and external institutional enterprise activities Expanding their role, and the marketing of their role, in providing critical general

education, specialized instruction and workforce education, their service and expertise in research support, and their role as discipline/department liaisons Becoming increasingly involved in campuswide interdisciplinary programming and cross-departmental partnerships such as college orientation, career counseling Seeking techniques for expanding assessment and evaluation Trying to balance the traditional and the cutting edge

To better explain how we have changed and are continuing to change, it is best to view the library of today and tomorrow in a paradigm shift.

THEN
1. Most services available only when open

NOW
Many services available 24/7 Greatly expanded technology for individual patrons Patrons have dramatically different needs and dramatically diverse levels of learning and knowledge, often hard to identify and change rapidly. Patrons spend expanded time on library hardware with little or no note-taking and massive printing or copying. Expanded offerings on top of traditional, such as distant or virtual, classroom instruction (grant-driven, patron driven); training is a massive need/cant all be done one-on-one One workstation or network stations that multitask or many single stations congured differently or badly networked Patron needs change and must be assessed continuously Changes/needs occur anywhere from every month to every two to three months; ongoing reassessment is needed

2. Limited technology for individual use by public

3. Patrons have more easily identied needs and levels of learning and knowledge. Libraries could identify patterns and thus design services and resources to match patron needs. 4. Patrons send moderate time with print materials and indexes. Some reading and note-taking from materials and much copying. 5. Offer library instruction in traditional ways such as general or specialized tours and one-on-one, little classroom training or education (in public)

6. Single or individual product and productivity workstations

7.

Changes in patron needs are assessed and occur at least annually

8. Changes/needs in library services hardware, software are addressed and occur once a year or every 18 months

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THEN
9. Strong reliance (by public and staff) on print resources 10. Most things available in print, mainly holdings catalogs or indexes available electronically

NOW
Strong reliance on electronic and print (many patrons dont want print) Catalogs, indexes available electronically and much full text now available electronically and some things now available only electronically New services added on top of old services such as printing, downloading, basic computer skills such as keyboarding Additional/expanded categories relating primarily to hardware and software resources Planning very data driven, emphasis on strategic Rapid change in products drives more frequent updating/greater expenditures Greatly expanded technology for staff Now much time spent teaching tool or method of nding, etc. Reference all over the place: in person, on phone, over e-mail or bbs, virtual real time, virtual nonreal time Offer access to selective resources freely and available Now must instruct/teach for what we purchase/ access/rent and then selective resources now free Most nonlibrarians dont have a clue what we do, whats out there. Isnt everything free on the Internet?

11. Traditional services available, such as copying

12. Standard budget categories for buying, record keeping 13. Planning qualitative and quantitative

14. Planning for resources annual or biannual updates 15. Limited technology for staff 16. Not much time spent teaching the tool, rather locating and using content 17. Reference in person

18. Offer only those things we purchase

19. Offer use/instruction for only those things we purchase

20. Administrators/patrons had a moderate sense of what we were and what we offered.

22

THEN
21. Libraries bought/invested in resources/ asked for large sums of money less frequently than other areas.

NOW
Now ask for large sums of money, much equipment, technology replacement money, new systems and system support; ongoing requests for new and upgrade money. Noise! Equipment! One-on-one teaching of hardware/software, vying for seating and nding seats without computers at them! Patrons trying to use print materials and computers and nding no room next to computers.

22. Library a quiet place with individual seating for study

Librarians and Library Workers

Librarians must change as libraries change. Although librarians provide many more services (activities, resources) beyond reference, this chart refers primarily to the patron reference/information literacy interaction and related areas.

THEN
1. Librarians provided reference services and may have specialty areas.

NOW
Librarians now must provide a variety of kinds of reference AND specialize AND have many general areas in a wide variety of forms and formats. Teaching/helping patrons is now point-of-use, in-person, virtual, small group and large group in classroom in-person settings, for a wide variety of ages and levels and styles of learning. It can be both asynchronous and synchronous. Librarians now select, make accessible (in numerous forms and formats) AND create print and online documents, guides, and resources to meet patrons needs. Librarians and library professionals must maintain all traditional and also add 21stcentury toolbox for staff such as high-end productivity software (databases such as Access, spreadsheet, PowerPoint,) Web design ware (html, Java scripting, and other Webbased products).

2. Teaching or helping patrons use the library was point-of-use or in-person and some small group presentation primarily.

3. Librarians selected materials and created print material guides and handouts.

4. Librarians and library professionals needed to posses and maintain more traditional technology competencies such as knowledge of productivity software and basic instructional design such as overheads.

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5. Librarians and library professional development and continuing education was typically more library related.

Librarians and library professionals now must more broadly address education and training in hardware, software, teaching and learning, and general management issues and technology issues such as hardware setup and maintenance and networking. Continuing education and development has been expanded into train the trainer, individual learners, resident experts, and additional formats such as Web based, teleconferences, etc. Professional and learning and development is now continuous, ongoing, and now often more general. Librarians and library professionals now have more of a smaller team approach to general work functions with more team recommendations and decision making.

6. Continuing education has been delivered in more typical workshop setting and in traditional formats for learning.

7.

Professional development and learning has been sporadic, periodic, and often issue or product specic.

8. Librarians and library professionals have worked on committees and groups on some projects with some decision making.

9. Staff members have been working together in person on projects and committees. 10. Staff members are forced to share workspaces, hardware, and environments due to lack of money for adequate technology support.

Staff members also now work together virtually. Staff members now need their individual workstations (even though more workstations are networked) to be able to customize hardware and software to project, ergonomic, and intellectual needs. Librarians and library staff areand must continue to beproactive to showcase themselves and to identify and dene competitors.

11. Librarians and library staff are more reactive.

12. Librarians and library staff create PR for their services and activities. 13. Librarians and library staff justify needs with general goals and aggregate data.

Librarians and library staff must include themselves in marketing efforts. Librarians and library staff justify with general and targeted goals and outcomes statements. Usage data must be designed to match goal statements.

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14. Librarians and library staff used to keep a physical count, that is, a count of actual items in our collection owned.

Librarians and library staff still count physical ownership but must now count access to information or collections not owned, but subscribed to. So it is an in-person or tangible count and then a virtual count. Librarians and library staff now count inperson, call-in, and virtual usage both locally and remotely. Librarians and library staff now count inperson, call in, fax, e-mail, and Web based. Librarians and library staff now have many more things to count as well as usage categories, such as searching an item, searching and nding, or a hit. Librarians and library staff now still count how many purchased, but also use in general, types of use input and, in some cases, outcomes such as use of an online resource. Now there is a national decrease in some areas that we see locally and an increase in alternative uses/counts such as electronic resources, printing, use of interactive software, or tutorials.

15. Librarians and library staff used to only count use by in-person or door count and contact such as call-in. 16. Librarians and library staff used to count reference questions as in-person or by phone. 17. Librarians and library staff typically had few usage categories that seldom varied.

18. Librarians and library staff used to have only aggregate or input stats, that is, how many did we buy? How many were checked out?

19. Counts or statistics typically were steady or growing, or they grew at the same pace.

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Appendix II
Frontline Librarian and Library Worker Training Content
Staying in Control of One-on-One Discussions and Postpresentation Questions
The best way to make sure your message is heard is for you to be in control. Your goal should be deliver your key message at least three times. Skilled spokespeople can take virtually any question, answer it, and bridge back to their key message in 25 words or less. The following techniques are particularly useful with those who ask the toughest questions and expect answers and those who might have their own agenda or different goals. The best way to feel in control is to practice these techniques whenever possible until they come naturally. 1. Ask questions before you answer them. Clarify in advance the topics to be discussed and the target group. Ask if there are specic questions the target group member wants answered. If you do not feel qualied to address the issue or are uncomfortable with the approach, say so. Suggest other approaches. Refer them to subject experts or designated experts or managers. Take time to prepare. Use the time immediately before the visit to review the key message and anticipate questions. Never answer a question you dont fully understand. Say, Im not sure I understand the question, are you asking? Think before you answer. Dont rush. A pause can make you appear more thoughtful. You can also buy time by saying, Thats a good question or, Let me think about that and come back to it. Beware of leading questions. Some target group members may attempt to inuence your answer by asking something like Wouldnt you say followed by an idea for your agreement. Answer the questions briey followed by your own statement. resources? Isnt it true that many colleges are closing their library buildings in favor of online collections? Answer: Theres been some talk of that, but I dont think its likely. Libraries are as much a part of campus life as the student union. One of the things educators are relearning is that teaching is still done best face-to-face. One of the most important things librarians do is teach students how to be critical consumers of information. 6. 7. 8. Never repeat a negative. Keep your answers positive. Avoid one-word answers such as yes or no. Use every opportunity to make your point. Focus those asking questions by agging key thoughts with phrases such as Thats an excellent question or The important thing to remember is or The real issue here is. Stay on message. Use every question as an opportunity to bridge to your message.

9.

Preparing for Presentations/Speeches

1. Be prepared. Find out about your target group: who will be there, how many, any special interests or concerns about the library. Personalize your message for a particular group. Prepare answers for possible questions, especially the ones youd rather not answer, ahead of time. Follow the golden rule of public speaking: Tell your target group what you are going to tell them, then tell them, and then, in your conclusion, tell them what you told them. Its a good idea to have a written script (in large print) or notes to work from. It is not a good idea to read your remarks. The goal is to talk, not speak. Practice a conversational style of delivery that will allow you to look at your target group most of the time. Have a clear message and call to action. Stick to the key points of the message. Tell them why your message is important to them and what it is exactly that you want them to do. Tell stories, your own and others. Consider supporting data and stories. Use visual aids when appropriate. Cartoons, newspaper clippings, and charts help tell the

2.

2.

3.

3.

4.

4.

5.

5.

6. 7.

Example: Question: Why are you asking for money for extra print
26

8. 9. 10.

story. Practice using videotapes, overhead transparencies, or PowerPoint Presentation beforehand. Arrive early to check equipment. Let your enthusiasm show. Thats what sells your message. Keep your remarks about your message brief, about 20 minutes plus questions. Thank the group for being good listeners, the opportunity to speak, and their support. Be specic and ask them to complete specic tasks to assist you in carrying out your message.

the event/group/person/event or activity and the focus on the personal contact for inuence and persuasion. What general words/phrases do your target group members need to hear and recognize? What are the current hot topics? What might you hear? Specic phrases from the chosen message Supporting data for message elements Positive, neutral language

What should you avoid?

Frontline Librarian and Library Group Communication Questions

When acting as a frontline group and while putting together your team of advocates, individuals and group/team members should ask themselves the following questions: 1. 2. 3. 4. How do individuals or group members communicate formally? What are individual communication styles? How do they communicate when individuals are in a group? Do individuals act one way typically but need to change their style when communicating the message for the library? Are there preferred ways to communicate with specic target groups? What communication styles get target group member attention?

Red ag words and phrases Trendy terms that cant be supported by data/ facts An excess of qualitative words An excess of quantitative words

Specically dont over promise, dont under promise, dont promise! Avoid: Terms such as cost savings without proof that decisions save money Answering the question If you want this money, where should we get it/who should we take it away from? Answering the question How will we pay for xxx if we give you this money? Promises such as this is our last request Statements such as All we need is Characterization of your library or services and activities as all new or completely new, which might indicate that you arent achieving a balance. Always stress that you are striving to achieve a balance of resources and services in order to serve all target groups.

5.

Talking the Talk: Communicating with Your Target Groups

In determining when and how to talk, however, the two most important things are the match of the message to

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Resources
Association of College and Research Libraries. Scholarly Communication Toolkit. Chicago: ALA, 2003, 2006. http://www.ala.org/ala/acrl/ acrlissues/scholarlycomm/scholarlycommunicatio ntoolkit/toolkit.htm. Accessed 3 March 2006. Association of College and Research Libraries. @your library Toolkit for Academic and Research Libraries. Chicago: ALA, 2003. http://www. ala.org/ala/pio/campaign/academicresearch/ academicresearch.htm. Accessed 2 March 2006. Cetron, Marvin & Owen Davies. Special Report: 50 Trends Shaping the Future. Bethesda, MD: World Future Society, 2001, 2003. Cialdini, Robert B., Ph.D. Inuence: The Psychology of Persuasion. New York: William Morrow & Company, Inc., 1993. Cialdini, Robert B., Ph.D. Inuence: Science and Practice. New York: HarperCollins, 1993. The Chronicle of Higher Education. 2006. http:// chronicle.com/. Accessed 2001, 2002, 2003, 2004, 2005, 2006. Educause. http://www.educause.edu Houland, Carl I. The Principles of Persuasion. 1999. Available online from AMANet.org. http://www. amanet.org/editorial/principles.htm. Accessed 7 March 2006. Howell, Scott L. PhD, Peter B. Williams, M.S. & Nathan K. Lindsay, M.S. Thirty-two Trends Affecting Distance Education: An Informed Foundation for Strategic Planning. State University of West Georgia, Distance Education Center Online Journal of Distance Learning Administration, Volume VI, Number III, Fall 2003. http://www.westga.edu/~distance/ojdla/ fall63/howell63.html. Accessed 5 March 2006. Ofce for Intellectual Freedom. Privacy Toolkit. Chicago: ALA, 2005. http://www.ala.org/ala/oif/ iftoolkits/toolkitsprivacy/privacy.htm. Accessed 28 February 2006. Ofce for Intellectual Freedom, Public Information Ofce, and the Washington Ofce. Libraries and the Internet. Chicago: ALA, 2003. http://www. ala.org/ala/oif/iftoolkits/litoolkit/Default2338. htm. Accessed 27 February 2006. Todaro, Julie, B., Ph.D. Facilitating Groups. Workshop Handouts. Austin, Texas, 1999, 2001, 2005. Todaro, Julie B., Ph.D. The Power of Persuasion. Workshop Handouts. District 3 Meeting. Port Arkansas, 2004. Todaro, Julie B., Ph.D. Texas System Leadership Council. Workshop Handouts. Austin, Texas, 2002. United States Distance Learning Organization. Boston, Massachusetts: USDLA. Available online from http://www.usdla.org/. Accessed 10 March 2006.

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Toolkit written by Julie Todaro, member of the Grassroots Advocacy Toolkit Task Force

Grassroots Advocacy Toolkit Task Force

Co-Chairs Nancy A. Davenport President, Council on Library and Information Resources Patricia H. Smith Executive Director, Texas Library Association Members Lizbeth Bishoff Head, Ofce of Sponsored Programs University of ColoradoBoulder Brinley R. Franklin Member, Director of Library Services University of Connecticut Libraries Susan E. Stroyan University Librarian Illinois Wesleyan University Maureen Sullivan Consultant, Maureen Sullivan Associates Julie Todaro Dean, Library Services Austin Community College ACRL President, 20052006 Camila Alire Dean of Library Services University of New Mexico Staff Liaison David M. Connolly Program Ofcer, ACRL

Frontline librarians and library workers need the tools to develop their personal powers of persuasion to advance the agenda of the academic library. This publication provides basic content on persuasion, techniques for persuading others, applications of persuasion techniques for libraries and recommended processes and examples for persuading others within higher education environments.

A PDF of this toolkit is available from www.acrl.org/marketing. This toolkit is also available for purchase. Visit the ACRL publications catalog at http://www.ala.org/publications for complete details.

Changes in higher education are compelling librarians to reassess the vision, mission, and role of the academic library; to redene the image of the library; and to reposition the library as a key partner within the broader institutional community. We are already the acknowledged information professionals within our organizations. With an enhanced understanding of the dynamics of persuasion, we can more effectively advance student learning, increase our visibility, and positively inuence decisions affecting our future.
~ Patricia H. Smith Executive Director Texas Library Association

50 East Huron Street Chicago, IL 60611 www.acrl.org www.ala.org iv