{
  "schemaVersion": "1.0",
  "name": "Influence authority library",
  "canonicalPage": "https://www.neuvottelija.com/influence/",
  "markdown": "https://www.neuvottelija.com/influence/index.md",
  "agentCorpus": "https://www.neuvottelija.com/llms-influence.txt",
  "editorialScope": "Source-grounded authority profiles separating claims, mechanisms, evidence, limitations, ethics, defence and Neuvottelija synthesis. Not substitutes for the original works.",
  "analysisFrame": [
    "core claim",
    "key concepts and mechanisms",
    "sources of power and unit of analysis",
    "evidence and evidential limits",
    "applications and tools",
    "blind spots and criticism",
    "ethical risks and defence",
    "connections to other authorities",
    "possible transfer into an original Influence Power model"
  ],
  "authorities": [
    {
      "id": "robert-cialdini",
      "name": "Robert B. Cialdini",
      "status": "pilot",
      "version": "1.0",
      "canonicalWorks": [
        "Influence: The Psychology of Persuasion",
        "Pre-Suasion: A Revolutionary Way to Influence and Persuade"
      ],
      "page": "https://www.neuvottelija.com/influence/robert-cialdini-influence-and-pre-suasion/",
      "markdown": "https://www.neuvottelija.com/influence/robert-cialdini-influence-and-pre-suasion/index.md",
      "coreClaim": "Influence maps recurring decision shortcuts that increase the probability of assent; pre-suasion maps how attention and context before a request shape receptivity.",
      "principles": [
        "reciprocity",
        "commitment and consistency",
        "social proof",
        "authority",
        "liking",
        "scarcity",
        "unity"
      ],
      "preSuasion": ["privileged moments", "channeled attention", "association", "context", "identity"],
      "evidenceBoundary": "A diagnostic taxonomy, not deterministic laws. Effects depend on context, culture, relationship, stakes, timing and cue credibility; individual demonstrations do not all carry equal evidential weight.",
      "ethicalTest": ["truth", "relevance", "proportionality", "reversibility"],
      "defence": ["Stop", "Separate", "Verify", "Reverse"],
      "relationshipToNegotiationPower": "Strongest overlap is Interaction and Dialogue Planning. New Negotiation Power adds alternatives, mandate, value creation, package design, team roles, implementation and the long-term Trust Account."
    },
    {
      "id": "miettinen-torkki",
      "name": "Sami Miettinen and Juhana Torkki",
      "status": "canonical-internal-theory",
      "canonicalWorks": ["Uusi neuvotteluvalta (WSOY, 2019)"],
      "page": "https://www.neuvottelija.com/guides/new-negotiation-power-framework/",
      "markdown": "https://www.neuvottelija.com/guides/new-negotiation-power-framework/index.md",
      "structuredCorpus": "https://www.neuvottelija.com/api/negotiation-framework.json",
      "coreClaim": "A high-performing negotiator combines Power, Analytics, Interaction and Principles and performs most cognitive work during Dialogue Planning before the live negotiation."
    }
  ]
}