:root{
  --bg:#EFEEE6;
  --surface:#FBFAF5;
  --surface-2:#F5F3EA;
  --ink:#1E2A3A;
  --ink-soft:#4A5568;
  --ink-faint:#7B8794;
  --line:rgba(30,42,58,0.16);
  --accent:#8C6423;
  --accent-soft:rgba(140,100,35,0.12);
  --teal:#2F5C52;
  --teal-soft:rgba(47,92,82,0.12);
  --warn:#8C3B27;
  --warn-soft:rgba(140,59,39,0.12);
  --shadow:rgba(30,42,58,0.10);
  --font-display:'Fraunces', Georgia, serif;
  --font-body:'Source Serif 4', Georgia, 'Times New Roman', serif;
  --font-mono:'IBM Plex Mono', ui-monospace, SFMono-Regular, Menlo, monospace;
}
@media (prefers-color-scheme: dark){
  :root:not([data-theme="light"]){
    --bg:#141A22; --surface:#1B222C; --surface-2:#212A35;
    --ink:#ECE9DF; --ink-soft:#ACB4BF; --ink-faint:#79828D;
    --line:rgba(236,233,223,0.16);
    --accent:#D7A75A; --accent-soft:rgba(215,167,90,0.16);
    --teal:#7FB0A2; --teal-soft:rgba(127,176,162,0.16);
    --warn:#E0937A; --warn-soft:rgba(224,147,122,0.16);
    --shadow:rgba(0,0,0,0.35);
  }
}
:root[data-theme="dark"]{
  --bg:#141A22; --surface:#1B222C; --surface-2:#212A35;
  --ink:#ECE9DF; --ink-soft:#ACB4BF; --ink-faint:#79828D;
  --line:rgba(236,233,223,0.16);
  --accent:#D7A75A; --accent-soft:rgba(215,167,90,0.16);
  --teal:#7FB0A2; --teal-soft:rgba(127,176,162,0.16);
  --warn:#E0937A; --warn-soft:rgba(224,147,122,0.16);
  --shadow:rgba(0,0,0,0.35);
}

*{box-sizing:border-box;}
html{background:var(--bg);}
body{background:var(--bg);color:var(--ink);font-family:var(--font-body);margin:0;}
h1,h2,h3{font-family:var(--font-display);color:var(--ink);text-wrap:balance;margin:0;}
p{font-family:var(--font-body);font-size:1.0625rem;line-height:1.72;color:var(--ink);margin:0;}
a{color:var(--accent);}

.page{max-width:46rem;margin:0 auto;padding:3rem 1.35rem 5.5rem;display:flex;flex-direction:column;gap:3.25rem;}
.page--wide{max-width:56rem;}

/* header / eyebrow */
.eyebrow{display:flex;justify-content:space-between;align-items:center;flex-wrap:wrap;gap:.5rem;font-family:var(--font-mono);font-size:.72rem;letter-spacing:.08em;text-transform:uppercase;color:var(--ink-faint);margin-bottom:1.1rem;}
.eyebrow-tag{color:var(--accent);font-weight:600;}
h1{font-weight:600;font-size:clamp(2.1rem,1.6rem + 2vw,3.15rem);line-height:1.08;letter-spacing:-.01em;margin:0 0 1.1rem;}
.lede{font-size:1.16rem;line-height:1.62;color:var(--ink-soft);max-width:38rem;margin:0;}
.back-link{display:inline-flex;align-items:center;gap:.4rem;font-family:var(--font-mono);font-size:.75rem;letter-spacing:.05em;text-transform:uppercase;color:var(--ink-faint);text-decoration:none;}
.back-link:hover{color:var(--accent);}

.toc{list-style:none;margin:0;padding:0;display:flex;flex-wrap:wrap;gap:.55rem;}
.toc a{display:inline-flex;align-items:center;gap:.4rem;font-family:var(--font-mono);font-size:.72rem;letter-spacing:.03em;color:var(--ink-soft);text-decoration:none;border:1px solid var(--line);border-radius:999px;padding:.4rem .8rem;background:var(--surface);transition:border-color .15s ease,color .15s ease;}
.toc a:hover{border-color:var(--accent);color:var(--accent);}
.toc .toc-num{font-weight:700;color:var(--accent);}

/* generic block rhythm */
.block > * + *,
.stage > * + *,
.phrase-pair > * + *,
.ladder-level > * + *,
.summary > * + *{margin-top:1.05rem;}
.block h2{font-size:clamp(1.5rem,1.3rem + .8vw,1.9rem);font-weight:600;margin:0 0 .2rem;line-height:1.2;}
.section-kicker{font-family:var(--font-mono);font-size:.75rem;letter-spacing:.06em;text-transform:uppercase;color:var(--ink-faint);margin-top:.3rem !important;}
.phrase-pair{padding-top:1.6rem;border-top:1px solid var(--line);}
.phrase-pair:first-of-type{border-top:none;padding-top:0;}
.phrase-pair h3{font-size:1.15rem;font-weight:600;margin:0;line-height:1.35;}

.value-list{list-style:none;margin:0;padding:0;display:flex;flex-direction:column;gap:.75rem;}
.value-list li{padding-left:1.3rem;position:relative;}
.value-list li::before{content:"";position:absolute;left:0;top:.6em;width:.5rem;height:.5rem;background:var(--accent);border-radius:2px;}
.reason-list{margin:0;padding-left:1.3rem;display:flex;flex-direction:column;gap:.65rem;}
.reason-list li::marker{font-family:var(--font-mono);color:var(--accent);font-weight:600;}

.callout{border-radius:10px;padding:1rem 1.2rem;background:var(--accent-soft);color:var(--ink);}
.callout strong{color:var(--ink);}
.callout--teal{background:var(--teal-soft);}
.callout--warn{background:var(--warn-soft);}

/* ladder levels (e.g. awareness ladder) */
.ladder-level{padding-top:2.1rem;border-top:1px solid var(--line);}
.ladder-level:first-of-type{border-top:none;padding-top:0;}
.ladder-level-head{display:flex;align-items:baseline;gap:.85rem;margin-bottom:.15rem;}
.ladder-num{font-family:var(--font-mono);font-size:1rem;font-weight:600;color:var(--surface);background:var(--accent);width:2.1rem;height:2.1rem;min-width:2.1rem;border-radius:50%;display:inline-flex;align-items:center;justify-content:center;}
.ladder-level-head h3{margin:0;font-size:1.2rem;font-weight:600;line-height:1.3;}

.spec{display:grid;grid-template-columns:8.5rem 1fr;gap:.5rem 1.2rem;margin:0;}
.spec dt{font-family:var(--font-mono);font-size:.68rem;letter-spacing:.05em;text-transform:uppercase;color:var(--ink-faint);padding-top:.2rem;}
.spec dd{margin:0;font-size:.96rem;line-height:1.6;color:var(--ink);}

.kpi-row{display:grid;grid-template-columns:1fr 1fr;gap:1rem;}
.kpi-row .callout{margin:0;font-size:.92rem;line-height:1.55;}
.kpi-row .tag{display:block;width:max-content;margin-bottom:.35rem;}

@media (max-width:640px){
  .spec{grid-template-columns:1fr;gap:.2rem 0;}
  .spec dt{padding-top:.6rem;}
  .kpi-row{grid-template-columns:1fr;}
}

.formula{border:1px solid var(--line);border-radius:14px;padding:1.7rem 1.9rem;text-align:center;background:var(--surface);margin:0;}
.formula figcaption{font-family:var(--font-mono);font-size:.7rem;letter-spacing:.09em;text-transform:uppercase;color:var(--accent);margin-bottom:.7rem;}
.formula blockquote{margin:0;font-family:var(--font-display);font-style:italic;font-weight:500;font-size:1.28rem;line-height:1.5;color:var(--ink);}

.tag{display:inline-block;font-family:var(--font-mono);font-size:.66rem;letter-spacing:.07em;text-transform:uppercase;font-weight:600;padding:.18rem .55rem;border-radius:999px;}
.tag--teal{background:var(--teal-soft);color:var(--teal);}
.tag--warn{background:var(--warn-soft);color:var(--warn);}
.tag--accent{background:var(--accent-soft);color:var(--accent);}
.tag--ghost{background:transparent;color:var(--ink-faint);padding-left:0;}

.donts{margin-top:1.4rem !important;}
.struck{font-style:italic;text-decoration:line-through;text-decoration-color:var(--warn);text-decoration-thickness:1.5px;color:var(--ink-soft);margin:.5rem 0 0;}

.quote{border-left:3px solid var(--teal);background:var(--teal-soft);border-radius:0 10px 10px 0;padding:.95rem 1.15rem;margin-top:1.1rem !important;}
.quote p{margin:.45rem 0 0;font-style:italic;}

/* objection-type cards (icon + accents + algorithm) */
.objection{padding-top:2.1rem;border-top:1px solid var(--line);}
.objection:first-of-type{border-top:none;padding-top:0;}
.objection > * + *{margin-top:1.05rem;}
.objection-head{display:flex;align-items:center;gap:.85rem;margin-bottom:.15rem;}
.objection-icon{width:2.4rem;height:2.4rem;min-width:2.4rem;border-radius:50%;display:flex;align-items:center;justify-content:center;}
.objection-icon svg{width:1.2rem;height:1.2rem;}
.objection-head h3{margin:0;font-size:1.25rem;font-weight:600;}
.objection h4{font-family:var(--font-mono);font-size:.72rem;letter-spacing:.06em;text-transform:uppercase;color:var(--ink-faint);font-weight:600;margin:0;}

/* illustrations */
.illustration{margin:0;display:flex;flex-direction:column;gap:.8rem;align-items:center;}
.illustration svg{width:100%;height:auto;display:block;}
.illustration figcaption{font-family:var(--font-mono);font-size:.78rem;line-height:1.5;letter-spacing:.01em;color:var(--ink-faint);text-align:center;max-width:34rem;}
.svg-label{font-family:var(--font-mono);letter-spacing:.05em;fill:var(--ink-faint);}
.svg-label--strong{fill:var(--teal);font-weight:600;}
.svg-label--sm{font-family:var(--font-mono);fill:var(--ink-soft);}
.svg-num{font-family:var(--font-mono);font-weight:600;fill:var(--surface);}

/* pillar / feature cards (e.g. "три кита") */
.pillars{list-style:none;margin:0;padding:0;display:grid;grid-template-columns:repeat(3,1fr);gap:1rem;}
.pillar-card{border:1px solid var(--line);background:var(--surface);border-radius:14px;padding:1.3rem 1.35rem 1.5rem;display:flex;flex-direction:column;gap:.9rem;}
.pillar-icon{width:2.4rem;height:2.4rem;border-radius:50%;background:var(--accent-soft);display:flex;align-items:center;justify-content:center;}
.pillar-icon svg{width:1.3rem;height:1.3rem;}
.pillar-card h3{font-size:1.05rem;font-weight:600;margin:0;}

.check-list{list-style:none;margin:0;padding:0;display:flex;flex-direction:column;gap:.5rem;}
.check-list li{padding-left:1.5rem;position:relative;font-size:.94rem;line-height:1.5;color:var(--ink-soft);}
.check-list li::before{content:"✓";position:absolute;left:0;top:0;color:var(--teal);font-weight:700;font-family:var(--font-mono);}

/* red-flag cards */
.redflags{list-style:none;margin:0;padding:0;display:grid;grid-template-columns:repeat(2,1fr);gap:1rem;}
.redflag-card{border:1px solid var(--warn);background:var(--warn-soft);border-radius:14px;padding:1.2rem 1.35rem 1.4rem;display:flex;flex-direction:column;gap:.7rem;}
.redflag-card h3{font-size:.95rem;font-weight:600;margin:0;color:var(--ink);}
.x-list{list-style:none;margin:0;padding:0;display:flex;flex-direction:column;gap:.5rem;}
.x-list li{padding-left:1.5rem;position:relative;font-size:.94rem;line-height:1.5;color:var(--ink-soft);}
.x-list li::before{content:"✕";position:absolute;left:0;top:0;color:var(--warn);font-weight:700;font-family:var(--font-mono);}

/* SPIN letter badges, reused as a legend, inline in headings, and inside scenario lines */
.spin-letter{width:2.2rem;height:2.2rem;min-width:2.2rem;border-radius:9px;display:inline-flex;align-items:center;justify-content:center;font-family:var(--font-mono);font-weight:700;font-size:1.05rem;color:var(--surface);}
.spin-letter[data-k="s"]{background:var(--accent);}
.spin-letter[data-k="p"]{background:var(--warn);}
.spin-letter[data-k="i"]{background:var(--warn);}
.spin-letter[data-k="n"]{background:var(--teal);}
.spin-letter--sm{width:1.7rem;height:1.7rem;min-width:1.7rem;font-size:.85rem;border-radius:7px;}

.spin-legend{list-style:none;margin:0;padding:0;display:grid;grid-template-columns:repeat(4,1fr);gap:.8rem;}
.spin-card{border:1px solid var(--line);background:var(--surface);border-radius:14px;padding:1rem 1.05rem 1.2rem;display:flex;flex-direction:column;gap:.55rem;}
.spin-card h4{margin:0;font-size:.92rem;font-weight:600;color:var(--ink);}
.spin-card p{margin:0;font-size:.85rem;line-height:1.5;color:var(--ink-soft);}

.spin-head{display:flex;align-items:center;gap:.75rem;margin-bottom:.15rem;}
.spin-head h3{margin:0;font-size:1.2rem;font-weight:600;}

.phrase-list{list-style:none;margin:0;padding:0;display:flex;flex-direction:column;gap:.55rem;}
.phrase-list li{padding-left:1.5rem;position:relative;font-style:italic;color:var(--ink);font-size:.97rem;line-height:1.55;}
.phrase-list li::before{content:"“";position:absolute;left:0;top:-.15em;font-size:1.5em;color:var(--accent);font-family:var(--font-display);font-style:normal;}

/* SPIN mini-scenarios */
.scenario{border:1px solid var(--line);background:var(--surface);border-radius:14px;padding:1.3rem 1.4rem 1.5rem;display:flex;flex-direction:column;gap:1rem;}
.scenario-title{font-family:var(--font-display);font-size:1.1rem;font-weight:600;margin:0;}
.scenario-lines{display:flex;flex-direction:column;gap:.75rem;}
.scenario-line{display:flex;gap:.8rem;align-items:flex-start;}
.scenario-line p{margin:0;font-style:italic;font-size:.97rem;line-height:1.55;color:var(--ink);}

@media (max-width:640px){
  .spin-legend{grid-template-columns:repeat(2,1fr);}
}

@media (max-width:640px){
  .pillars{grid-template-columns:1fr;}
  .redflags{grid-template-columns:1fr;}
}

/* stages */
.stage{padding-top:2.1rem;border-top:1px solid var(--line);}
.stage:first-of-type{border-top:none;padding-top:0;}
.stage-head{display:flex;align-items:baseline;gap:.85rem;margin-bottom:.15rem;}
.stage-num{font-family:var(--font-mono);font-size:.85rem;font-weight:600;color:var(--surface);background:var(--accent);width:1.85rem;height:1.85rem;min-width:1.85rem;border-radius:50%;display:inline-flex;align-items:center;justify-content:center;}
.stage-head h3{margin:0;font-size:1.2rem;font-weight:600;line-height:1.3;}

.dialogue{display:flex;flex-direction:column;gap:.7rem;background:var(--surface-2);border:1px solid var(--line);border-radius:12px;padding:1.05rem 1.25rem;}
.line{margin:0;line-height:1.62;font-size:1.02rem;}
.speaker{display:block;font-family:var(--font-mono);font-size:.66rem;letter-spacing:.08em;text-transform:uppercase;margin-bottom:.2rem;}
.line--m .speaker{color:var(--accent);}
.line--c .speaker{color:var(--ink-faint);}

.insight{background:var(--accent-soft);border-radius:10px;padding:.9rem 1.15rem;margin:0;font-size:.96rem;color:var(--ink-soft);line-height:1.6;}
.insight .tag{margin-right:.5rem;vertical-align:1px;}

.summary{background:var(--surface);border:1px solid var(--line);border-radius:16px;padding:2.1rem 2.2rem;}
.reframe-list{list-style:none;margin:0;padding:0;display:flex;flex-direction:column;gap:.7rem;}
.reframe-list li{display:flex;flex-wrap:wrap;align-items:center;gap:.55rem;font-size:1.02rem;}
.reframe-list .no{text-decoration:line-through;color:var(--ink-faint);}
.reframe-list .arrow{color:var(--ink-faint);}
.reframe-list .yes{color:var(--teal);font-weight:600;}

/* quiz */
.quiz-heading{display:flex;align-items:center;gap:.6rem;margin-bottom:.2rem;}
.quiz-heading h2{margin:0;}
.quiz > .lede{margin-top:.6rem;color:var(--ink-soft);font-size:1.02rem;}
.quiz-score{border:1px solid var(--line);background:var(--surface);border-radius:12px;padding:1.15rem 1.35rem;display:flex;flex-direction:column;gap:.3rem;margin-top:1.6rem;}
.score-label{font-family:var(--font-mono);font-size:.68rem;letter-spacing:.08em;text-transform:uppercase;color:var(--ink-faint);}
.score-value{font-family:var(--font-display);font-size:1.7rem;font-weight:600;color:var(--ink);}
.score-note{color:var(--ink-soft);font-size:.96rem;}
.score-sync{font-family:var(--font-mono);font-size:.7rem;letter-spacing:.04em;color:var(--ink-faint);}
.score-sync[data-state="ok"]{color:var(--teal);}
.score-sync[data-state="err"]{color:var(--warn);}

.quiz-list{display:flex;flex-direction:column;gap:1.15rem;margin:1.6rem 0 1.5rem;padding:0;}
.qcard{border:1px solid var(--line);border-radius:14px;padding:1.3rem 1.4rem 1.45rem;background:var(--surface);display:flex;flex-direction:column;gap:.85rem;}
.qlegend{display:flex;width:100%;justify-content:space-between;align-items:center;padding:0;font-family:var(--font-mono);font-size:.7rem;letter-spacing:.06em;text-transform:uppercase;color:var(--ink-faint);}
.qstatus{font-weight:600;}
.qcard.answered-right .qstatus{color:var(--teal);}
.qcard.answered-wrong .qstatus{color:var(--warn);}
.qtext{font-family:var(--font-body);font-size:1.06rem;font-weight:600;color:var(--ink);margin:0;line-height:1.5;}
.qopts{display:flex;flex-direction:column;gap:.55rem;}
.qopt{display:flex;gap:.65rem;align-items:flex-start;padding:.68rem .9rem;border:1px solid var(--line);border-radius:10px;background:var(--surface-2);cursor:pointer;transition:border-color .15s ease, background .15s ease;}
.qopt:hover{border-color:var(--accent);}
.qcard.is-checked .qopt{cursor:default;}
.qopt input[type="radio"]{width:18px;height:18px;min-width:18px;margin-top:.2rem;accent-color:var(--accent);}
.qopt input[type="radio"]:focus-visible{outline:2px solid var(--accent);outline-offset:2px;}
.qopt-text{font-size:.98rem;line-height:1.55;color:var(--ink);}
.qopt.is-correct{border-color:var(--teal);background:var(--teal-soft);}
.qopt.is-incorrect{border-color:var(--warn);background:var(--warn-soft);}
.qexplain{font-size:.93rem;color:var(--ink-soft);background:var(--surface-2);border-radius:8px;padding:.75rem .95rem;margin:0;line-height:1.55;}

.quiz-actions{display:flex;gap:.85rem;flex-wrap:wrap;align-items:center;}
.btn{font-family:var(--font-mono);font-size:.78rem;letter-spacing:.05em;text-transform:uppercase;padding:.8rem 1.5rem;border-radius:8px;border:1px solid transparent;cursor:pointer;}
.btn--primary{background:var(--ink);color:var(--bg);border-color:var(--ink);}
.btn--primary:hover{background:var(--accent);border-color:var(--accent);}
.btn--ghost{background:transparent;color:var(--ink);border-color:var(--line);}
.btn--ghost:hover{border-color:var(--ink);}
.btn:focus-visible{outline:2px solid var(--accent);outline-offset:2px;}
.btn:disabled{opacity:.55;cursor:default;}

/* course index (portal home) */
.course-list{list-style:none;margin:0;padding:0;display:flex;flex-direction:column;gap:.9rem;}
.course-card{display:flex;align-items:center;gap:1.1rem;border:1px solid var(--line);background:var(--surface);border-radius:14px;padding:1.1rem 1.3rem;text-decoration:none;transition:border-color .15s ease;}
.course-card:hover{border-color:var(--accent);}
.course-card[aria-disabled="true"]{opacity:.55;pointer-events:none;}
.course-num{font-family:var(--font-mono);font-size:.85rem;font-weight:600;color:var(--surface);background:var(--accent);width:2.1rem;height:2.1rem;min-width:2.1rem;border-radius:50%;display:inline-flex;align-items:center;justify-content:center;}
.course-card-body{display:flex;flex-direction:column;gap:.2rem;flex:1;}
.course-card-title{font-family:var(--font-display);font-size:1.15rem;font-weight:600;color:var(--ink);}
.course-card-desc{font-family:var(--font-body);font-size:.92rem;color:var(--ink-soft);}
.course-card-meta{font-family:var(--font-mono);font-size:.68rem;letter-spacing:.05em;text-transform:uppercase;color:var(--ink-faint);white-space:nowrap;}
.course-card-meta[data-state="done"]{color:var(--teal);}

/* admin table */
.table-wrap{overflow-x:auto;border:1px solid var(--line);border-radius:14px;background:var(--surface);}
table.progress{width:100%;border-collapse:collapse;font-size:.94rem;}
table.progress th,table.progress td{text-align:left;padding:.75rem 1rem;border-bottom:1px solid var(--line);white-space:nowrap;}
table.progress th{font-family:var(--font-mono);font-size:.68rem;letter-spacing:.06em;text-transform:uppercase;color:var(--ink-faint);font-weight:600;}
table.progress tr:last-child td{border-bottom:none;}
table.progress td.score-good{color:var(--teal);font-weight:600;font-variant-numeric:tabular-nums;}
table.progress td.score-bad{color:var(--warn);font-weight:600;font-variant-numeric:tabular-nums;}
table.progress td.score-mid{color:var(--ink);font-weight:600;font-variant-numeric:tabular-nums;}
.empty-note{color:var(--ink-faint);font-size:.95rem;padding:1.5rem;}

@media (max-width:640px){
  .page{padding:2.2rem 1.1rem 4rem;gap:2.5rem;}
  .summary{padding:1.6rem 1.4rem;}
  .course-card{flex-wrap:wrap;}
}
@media (prefers-reduced-motion: reduce){
  *{scroll-behavior:auto !important;transition:none !important;}
}