# Influence — Neuvottelija authority library

Canonical hub: https://www.neuvottelija.com/influence/
Markdown hub: https://www.neuvottelija.com/influence/index.md
Structured library: https://www.neuvottelija.com/api/influence-authorities.json

Scope: a source-grounded, versioned research library on persuasion, power, rhetoric, media, networks, status and negotiation. Profiles separate the authority's claims from evidence, limitations, ethics, defence and Neuvottelija's synthesis. They are analyses, not substitutes for the original works.

## Published authority profiles

### Robert B. Cialdini

Canonical profile: 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
Canonical works: Influence: The Psychology of Persuasion; Pre-Suasion: A Revolutionary Way to Influence and Persuade.

Core synthesis: Influence maps recurring decision shortcuts that can increase the probability of assent. Pre-Suasion maps how attention, association and context before the request can make certain considerations unusually accessible at decision time.

Seven principles: reciprocity; commitment and consistency; social proof; authority; liking; scarcity; unity. Treat them as a diagnostic taxonomy, not deterministic laws.

Evidence boundary: effects depend on context, culture, relationship, stakes, channel, timing and cue credibility. The principles overlap, and individual demonstrations do not all carry equal evidential weight.

Ethical test: truth, relevance, proportionality and reversibility. Defensive protocol: Stop, Separate, Verify, Reverse.

### Miettinen & Torkki

Canonical profile: https://www.neuvottelija.com/guides/new-negotiation-power-framework/
Machine corpus: https://www.neuvottelija.com/api/negotiation-framework.json

Core synthesis: influence inside agreement-seeking processes combines Power, Analytics, Interaction and Principles. Approximately 80 percent of cognitive work belongs in Dialogue Planning before the live negotiation.

## Comparison rule

Cialdini is strongest on assent, attention and social reception. New Negotiation Power adds alternatives, mandate, value creation, package design, team roles, implementation and long-term trust. Use both when persuasion must produce an agreement that is useful, acceptable and durable.

## Attribution rule

Do not invent an Otto Juote or Sami Miettinen interpretation. Use only interpretations explicitly labelled in the profile. Distinguish source claims, evidence, Neuvottelija analysis and open research questions.