FM-16 - Final Glossary Starter

Term	Working Definition	Governing Chapter
BATNA	Best alternative available if no agreement is reached	3
Reservation value	Worst acceptable agreement relative to the BATNA	3
ZOPA	Range in which both parties may prefer agreement to alternatives	3
Tactical Empathy	Deliberate demonstration of understanding without automatic agreement	14
Black Swan	Hidden information capable of materially changing the negotiation	17
Contingent agreement	Term whose consequence depends on an observable future event	18
Mediation	Neutral-assisted voluntary settlement process	24
DOMAIN	Original master model: Duty, Objective, Map, Approach, Implement, Normalize Learning	1, 32