How is 'legitimacy' defined in the context of negotiation?

In the context of negotiation, 'legitimacy' is defined as adherence to fairness, established rules, or recognized standards. This concept plays a critical role in negotiations because it helps ensure that the process is viewed as fair and just by all parties involved. When decisions and actions are grounded in legitimacy, they are more likely to be accepted and respected, fostering trust between the parties. This perception of legitimacy can significantly impact the willingness of participants to reach a consensus and can help in maintaining long-term relationships after the negotiation.

Legitimacy in negotiations often involves relying on objective criteria, such as legal standards, industry norms, or mutual agreements, rather than personal biases or manipulative tactics. When all parties feel that the negotiation is being conducted fairly and in accordance with accepted practices, they are more likely to engage openly and work collaboratively towards a resolution.