Legitimate power

Definition

Legitimate power is the authority a person holds due to their position within an organization or social structure, making them recognized and accepted as a leader by others. This type of power is often formalized through titles, roles, or rules, granting the individual the right to make decisions and direct others. It plays a crucial role in negotiations, as those with legitimate power can influence outcomes based on their recognized authority.

5 Must Know Facts For Your Next Test

1. Legitimate power is often derived from a formal position within an organization, such as a manager or team leader.
2. This type of power relies on the belief that the person in authority has the right to make demands and expect compliance.
3. Legitimate power can be enhanced through effective communication and demonstrating competence in decision-making.
4. In negotiations, legitimate power can create a sense of obligation for others to respect the authority of the individual in charge.
5. If misused, legitimate power can lead to resentment and a breakdown of trust between leaders and their followers.

Review Questions

• How does legitimate power influence the dynamics of negotiation between parties?
  • Legitimate power significantly impacts negotiation dynamics by establishing who has the authority to make decisions and set terms. When one party holds legitimate power, they may shape the negotiation process and dictate terms based on their recognized role. This influence can lead to an imbalance where the other party feels compelled to comply with requests or demands, affecting their bargaining position.
• Evaluate how legitimate power can be used effectively in a leadership role during negotiations.
  • Effective use of legitimate power in negotiations involves leveraging one's authority responsibly while maintaining trust and respect among team members. A leader should ensure that their decisions are justifiable and align with organizational goals, encouraging collaboration rather than dictating terms. By fostering open communication and demonstrating competence, leaders can enhance their legitimate power and create a more productive negotiation environment.
• Critically analyze the potential consequences of relying solely on legitimate power in negotiations.
  • Relying solely on legitimate power can lead to negative consequences such as diminished trust, reduced collaboration, and potential backlash from subordinates. If individuals perceive that decisions are being made unilaterally without consideration for input or fairness, it may result in resistance and lowered morale. A more effective approach is to combine legitimate power with other forms of influence, such as expert or reward power, fostering a more inclusive and cooperative negotiation atmosphere.

Related terms

coercive power: The ability to force someone to do something against their will by using threats or punishment.

reward power: The capability to offer positive incentives or rewards to influence others' behavior.

expert power: Influence that comes from having specialized knowledge or skills that are valued by others.