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Re: Fallback Position

I wanted to pick up on this thread started by Scott Wicks.  I too have 
changed license terms and found myself unable to come to terms either 
over price or terms.  In my environment (corporate/high tech) I've found 
that often there are reasonable alternatives in the market place - 
vendors should not necessarily be regarded as having a monopoly.

In Fisher and Ury's excellent book, Getting to Yes, there is the helpful 
concept of the BATNA -- Best Alternative to A Negotiated Agreement.  I've 
found there is an acceptable BATNA if you look for it -- and occasionally 
have had to fall back on it.

--Dave Shumaker
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