Legitimate power

Definition

Legitimate power refers to the authority that an individual or organization has to make decisions and enforce rules, which is accepted and recognized by others. This type of power is often derived from a formal position or role within an organization, making it a crucial aspect of effective leadership and negotiation. It can greatly influence how negotiations are conducted, as parties recognize and respect the power holder's authority in the negotiation process.

5 Must Know Facts For Your Next Test

1. Legitimate power is often tied to formal positions such as managers, team leaders, or elected officials who have the authority to make decisions.
2. This type of power is built on social norms and agreements that recognize someone's right to lead or command within a specific context.
3. In negotiations, having legitimate power can create an imbalance if one party holds more recognized authority than the other, influencing outcomes.
4. Legitimate power can be challenged if the authority figure is perceived as unfit or if their actions do not align with the expectations of those they lead.
5. While legitimate power is important, it is often most effective when combined with other forms of power, such as expert or referent power, to gain trust and cooperation.

Review Questions

• How does legitimate power impact the dynamics of negotiation between parties?
  • Legitimate power impacts negotiation dynamics by establishing a recognized authority that can influence decision-making. When one party holds legitimate power, the other party may feel compelled to concede to their demands, believing that the authority figure has the right to enforce rules or make final decisions. This can create an imbalance in negotiations, where the side with legitimate power has an advantage in achieving favorable outcomes.
• In what ways can legitimate power be both beneficial and detrimental during negotiations?
  • Legitimate power can be beneficial during negotiations as it provides clear leadership and direction, helping parties reach agreements more efficiently. However, it can also be detrimental if the authority figure abuses their power or fails to consider the perspectives of others involved. When legitimate power is misused, it can lead to resentment, decreased trust, and even conflict among negotiating parties.
• Evaluate the relationship between legitimate power and other forms of influence in successful negotiations.
  • The relationship between legitimate power and other forms of influence is critical for successful negotiations. While legitimate power establishes a framework for authority, incorporating other types of influence—such as expert knowledge or personal rapport—can enhance effectiveness. A negotiator with legitimate power who also demonstrates expertise and builds rapport with counterparts is likely to achieve more positive outcomes than someone relying solely on their positional authority. This combination fosters collaboration and encourages mutual respect among negotiating parties.

Related terms

authority: The right or power to give orders, make decisions, and enforce obedience.

influence: The capacity to have an effect on the character, development, or behavior of someone or something.

negotiation: A discussion aimed at reaching an agreement between two or more parties.