Worked Walkthrough: build a fallback ladder
Build a fallback ladder that preserves BATNA clarity and gives negotiators options.
The team has one preferred clause but no approved fallback sequence, so every counterparty push creates a fresh internal negotiation. Fallback ladder: opening, trade, floor, approver Treating flexibility as improvisation. Improvised concessions often give away risk without receiving value. Before Our position is no termination for convenience. Please push back. After Opening: no termination for convenience during the initial term. Fallback 1: termination after year one with 60 days' notice. Fallback 2: termination after six months if customer pays committed fees and non-cancelable costs. Floor: no termination before implementation fees and third-party commitments are covered; CFO approval required below floor.…
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