Everyday I cancel reservations for customers who don’t know when they are going to travel next. They will ultimately ask how much of a “credit” they are due and I have to tell them the value as it exists at the time of cancellation – I can’t say “I don’t know – you haven’t made up your mind yet”. I also explain that it’s a minimum $75(x how ever many time it applies) to reuse their credit plus tax, plus any additional difference in fare and taxes based on where ever you choose to fly next. Your next trip needs to be at least (the airfare) otherwise you will lose the difference, the taxes are adjusted based on where you travel next. Is that too hard to understand? The same refrain is used by everyone around me. I cannot effect how much the person at the other end is going to retain. The OP is granted 100% credibility that this type of discussion never took place, when I am convinced it did since I listen to it repeatedly every day. People retain what agrees to them and dismiss what does not – simple human nature.
I can't think of a more precise way of explaining you are losing the difference other than forfeit. If it's the fact that the principal is used in a business transaction at all then you are really saying that airlines have no say in how they run their business.
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