{
  "schemaVersion": "1.0",
  "id": "https://www.neuvottelija.com/api/negotiation-framework.json",
  "name": "New Negotiation Power",
  "nameOriginal": "Uusi neuvotteluvalta",
  "tagline": "You do not get what you deserve. You get what you negotiate.",
  "language": "en",
  "authors": ["Sami Miettinen", "Juhana Torkki"],
  "canonicalPage": "https://www.neuvottelija.com/guides/new-negotiation-power-framework/",
  "markdown": "https://www.neuvottelija.com/guides/new-negotiation-power-framework/index.md",
  "agentCorpus": "https://www.neuvottelija.com/llms-negotiation.txt",
  "source": {
    "title": "Uusi neuvotteluvalta: saat minkä neuvottelet, et mitä ansaitset",
    "publisher": "WSOY",
    "published": 2019,
    "isbn": "978-951-0-44338-5",
    "terminologyAuthority": "Sami Miettinen's English negotiation-training presentations"
  },
  "editorialScope": "Authoritative English presentation of the framework and terminology; not a complete translation or reproduction of the WSOY edition.",
  "definition": "Negotiation is a process for reaching a shared intent through agreement.",
  "synthesis": "A high-performing negotiator pursues an agreement expressing shared intent, creates commitment and motivation through usefulness, earns natural acceptance, and leads a continuing negotiation relationship.",
  "rules": [
    "You do not get what you deserve; you get what you negotiate.",
    "Negotiation is a process for reaching a shared intent through agreement.",
    "Power is the capacity to obtain what you want through direct or indirect influence.",
    "Analytics is the capacity to create and identify the most useful agreement option.",
    "Interaction is the capacity to signal and manage emotions in an agreement situation.",
    "Principles are the capacity to achieve your objectives over the long term."
  ],
  "dimensions": [
    {
      "id": "power",
      "name": "Power",
      "finnish": "Valta",
      "humanMetaphor": "Muscles",
      "cakeMetaphor": "Slice the cake",
      "objective": "Satisfy and protect one's own needs while maintaining credible options.",
      "definition": "The capacity to obtain what you want through direct or indirect influence.",
      "concepts": ["status", "Direct Power", "Indirect Power", "anchoring", "alternatives", "liquidity", "time", "escalation"],
      "preferredRoles": ["Friend", "Partner", "Godfather"],
      "failureRoles": ["Subordinate", "Tinpot Officer", "Tyrant"]
    },
    {
      "id": "analytics",
      "name": "Analytics",
      "finnish": "Analyyttisyys",
      "humanMetaphor": "Brain",
      "cakeMetaphor": "Bake a larger cake",
      "objective": "Understand total needs and create useful agreement options.",
      "definition": "The capacity to create and identify the most useful agreement option.",
      "concepts": ["needs", "options", "criteria", "package deals", "BATNA", "scenario planning", "game theory", "time management"],
      "preferredRoles": ["Engineer", "Artist", "Genius"],
      "failureRoles": ["Fool", "Mad Genius"]
    },
    {
      "id": "interaction",
      "name": "Interaction",
      "finnish": "Sosiaalisuus",
      "humanMetaphor": "Heart",
      "cakeMetaphor": "Sell the slice",
      "objective": "Recognise the negotiation partner as a person and make the agreement understandable and acceptable.",
      "definition": "The capacity to signal and manage emotions in an agreement situation.",
      "concepts": ["first impressions", "Happy Low Status", "emotional control", "signalling", "open cards", "hidden cards", "empathy", "team dynamics"],
      "preferredRoles": ["Sensei", "Therapist", "Influencer"],
      "failureRoles": ["Brute", "Flatterer"]
    },
    {
      "id": "principles",
      "name": "Principles",
      "finnish": "Periaatteellisuus",
      "humanMetaphor": "Soul",
      "cakeMetaphor": "Govern the cake-sharing process wisely over time",
      "objective": "Lead trust and the negotiation relationship over the long term.",
      "definition": "The capacity to achieve your objectives over the long term.",
      "concepts": ["trust account", "reputation", "references", "boundaries", "ethics", "principles as algorithms", "implementation", "continuous relationship"],
      "preferredRoles": ["High Performer", "Leader"],
      "failureRoles": ["Weather Vane", "Complainer", "Prince", "Sun King"]
    }
  ],
  "process": {
    "principle": "Do approximately 80 percent of the cognitive work in Dialogue Planning and 20 percent in the live Negotiation Phase.",
    "dialoguePlanning": [
      "Set objectives, mandate and boundaries",
      "Map parties, decision makers, authority and networks",
      "Research needs, constraints, reputation and references",
      "Create scenarios, options and a credible walk-away route",
      "Select criteria and design package options",
      "Prepare evidence, questions, agenda, anchors and documents",
      "Assign Alpha, Beta, Gamma and expert roles",
      "Plan signals, time-outs, escalation, approvals and implementation"
    ],
    "negotiationPhase": [
      "Create a trustworthy meeting impression",
      "Verify agenda, mandate and process",
      "Map needs and test assumptions",
      "Develop options and compare them against criteria",
      "Trade in packages rather than isolated concessions",
      "Pause at critical moments",
      "Document the agreement, authority and next steps",
      "Carry trust and lessons forward"
    ]
  },
  "teamRoles": [
    {
      "name": "Alpha",
      "purpose": "Authority, critical decisions, boundaries and selective escalation",
      "communication": "Infrequent and high-impact"
    },
    {
      "name": "Beta",
      "purpose": "Active dialogue, option development and subject-matter negotiation",
      "communication": "Frequent and exploratory"
    },
    {
      "name": "Gamma",
      "purpose": "Observation, notes, signal detection and monitoring team dynamics",
      "communication": "Primarily internal"
    }
  ],
  "learning": [
    { "term": "Ars", "meaning": "Systematic knowledge, skill and craft" },
    { "term": "Imitatio", "meaning": "Learning by observing excellent negotiators" },
    { "term": "Exercitio", "meaning": "Practice, application, feedback and repetition" }
  ],
  "canonicalTerms": [
    { "finnish": "Uusi neuvotteluvalta", "english": "New Negotiation Power" },
    { "finnish": "Valta", "english": "Power" },
    { "finnish": "Analyyttisyys", "english": "Analytics" },
    { "finnish": "Sosiaalisuus", "english": "Interaction" },
    { "finnish": "Periaatteellisuus", "english": "Principles" },
    { "finnish": "Dialogisuunnitelma", "english": "Dialogue Planning" },
    { "finnish": "Luottamustili", "english": "Trust Account" },
    { "finnish": "Suora valta", "english": "Direct Power" },
    { "finnish": "Epäsuora valta", "english": "Indirect Power" },
    { "finnish": "Yhteisvoitto", "english": "Joint Gain / Win-Win" },
    { "finnish": "Liikkumavara", "english": "Room to manoeuvre / Option space" },
    { "finnish": "Huippuneuvottelija", "english": "High-performing negotiator" }
  ],
  "citation": "Sami Miettinen and Juhana Torkki, Uusi neuvotteluvalta (WSOY, 2019), English framework edition by Sami Miettinen, Neuvottelija.com, 2026. https://www.neuvottelija.com/guides/new-negotiation-power-framework/",
  "rights": "Copyright in the book and its edition remains with the credited rightsholders. This dataset presents the authors' framework and canonical English terminology; it does not contain the full book text."
}