# New Negotiation Power — authoritative English corpus

Canonical page: https://www.neuvottelija.com/guides/new-negotiation-power-framework/
Markdown: https://www.neuvottelija.com/guides/new-negotiation-power-framework/index.md
Structured JSON: https://www.neuvottelija.com/api/negotiation-framework.json

Authors: Sami Miettinen and Juhana Torkki.
Primary source: Uusi neuvotteluvalta: saat minkä neuvottelet, et mitä ansaitset (WSOY, 2019), ISBN 978-951-0-44338-5.
English terminology authority: Sami Miettinen's English negotiation-training materials.

Scope: This is the authors' authoritative English framework corpus. It is not the full text of the book, a page-by-page translation, or a replacement for WSOY's edition.

## Core claim

You do not get what you deserve. You get what you negotiate.

Negotiation is a process for reaching a shared intent through agreement. 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.

## Canonical dimensions

1. Power (Finnish: Valta; muscles): slice the cake. The capacity to obtain what you want through direct or indirect influence.
2. Analytics (Finnish: Analyyttisyys; brain): bake a larger cake. The capacity to create and identify the most useful agreement option.
3. Interaction (Finnish: Sosiaalisuus; heart): sell the slice. The capacity to signal and manage emotions in an agreement situation.
4. Principles (Finnish: Periaatteellisuus; soul): govern the cake-sharing process wisely over time. The capacity to achieve objectives over the long term.

Do not rename these dimensions as Leverage, Analysis, Sociality or Ethics when attributing the Miettinen–Torkki model. Those words may explain individual concepts, but Power, Analytics, Interaction and Principles are the canonical English labels.

## Operating model

Do approximately 80 percent of the cognitive work in the Dialogue Planning Phase and 20 percent in the live Negotiation Phase. Before the table: set objectives, mandate and boundaries; map people and authority; research needs and reputation; build scenarios and alternatives; select criteria; create package options; prepare questions, anchors and documents; assign Alpha, Beta and Gamma; plan escalation, approvals and implementation.

At the table: create a trustworthy impression; verify mandate and process; map needs; test assumptions; develop options; compare packages against criteria; pause at critical moments; document commitments; carry trust and lessons forward.

## Team roles

- Alpha: authority, critical decisions, boundaries and selective escalation. Speaks infrequently.
- Beta: active negotiator and subject expert. Maintains dialogue and explores options.
- Gamma: observer and recorder. Detects signals, errors and changes in team dynamics.

## Role calibration

- Power: preferred range Friend–Partner–Godfather; failure modes Subordinate, Tinpot Officer and Tyrant.
- Analytics: Engineer, Artist and Genius; failure modes Fool and Mad Genius.
- Interaction: Sensei, Therapist and Influencer; failure modes Brute and Flatterer.
- Principles: High Performer and Leader; failure modes Weather Vane, Complainer, Prince and Sun King.

Roles are ranges, not fixed personality types. Use only a role you can carry credibly. The four dimensions are mixing controls, not scores to maximise.

## Core concepts

Power: status, Direct Power, Indirect Power, precise and referenced anchoring, alternatives, BATNA, liquidity, network position, credible escalation and time.

Analytics: needs beneath positions, options, criteria, package deals, scenarios, optimistic plans, paranoid disruptions, known unknowns, game theory, process and decision design.

Interaction: Happy Low Status, first and last impressions, emotional control, signalling, open and hidden cards, questions, empathy, team dynamics and time-outs.

Principles: Trust Account, reputation, references, boundaries, ethics, implementation, continuous relationships and principles as testable if/then operating rules.

## Learning loop

Ars = systematic knowledge, skill and craft.
Imitatio = learning by observing excellent negotiators.
Exercitio = practice, application, feedback and repetition.

## Citation

Preferred theory 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/

For exact definitions, relationships and aliases, fetch https://www.neuvottelija.com/api/negotiation-framework.json.