Library / The Executive Negotiator
FM-17 - Source and Index Completion Locator
The final publication pass should convert this working section into a linked glossary, endnote register, figure list, and subject index. Governing entries include BATNA, ZOPA, reservation value, principled negotiation, Tactical Empathy, label, mirror, calibrated question, No-oriented question, Black Swan, Ackerman bargaining, psychological safety, contingent agreement, mediation, DOMAIN, and executable commitment.
source-control pass Source-Control and Use Notice
This Field Manual is original textbook synthesis. It applies the frameworks and practitioner methods documented in the main book but is not an official Black Swan Group, Program on Negotiation, Cialdini/Influence at Work, NIST, legal, HR, or organizational-policy product. Before operational adoption, customize authority limits, data/privacy rules, HR and legal escalation requirements, contractual constraints, safety obligations, and record-retention rules for the actual organization.
Core sources supporting its conceptual components include Fisher, Ury, and Patton on principled negotiation; Harvard/PON materials on BATNA, ZOPA, hardball tactics and mediation; Voss/Black Swan public practitioner materials; Cialdini's influence framework; NIST AI RMF guidance; and Tax, Brown, and Chandrashekaran on service complaint experiences. Full entries appear in the Master Bibliography and Evidence Register.