Mastering the use of power of legitimacy in negotiations

This Skill Bit shows that leveraging the power of legitimacy through standards is an effective negotiation tactic that utilizes industry norms and benchmarks to establish a credible position. By emphasizing the importance of these standards, using recognized organizations, and employing quality certifications, a negotiator can demonstrate authority and build trust. Additionally, employing standard contract terms aligned with industry norms further solidifies legitimacy. This approach not only enhances credibility but also underscores a commitment to ethical and respectful negotiation practices.

Duration approx. 3 Min.

Tier: proficiency

A part of Power Dynamics in Negotiation: Strategies for Effective Influence course.