Identify the powers of legitimacy

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Assignment:

Suppose you learn in March that you must make a trip in June. The trip is absolutely necessary for business; and, since it will occur during a busy travel season, you make your reservations immediately. You inquire about the lowest possible fares. You are told that those tickets would be nonrefundable;

However, you cannot accommodate any of the schedules for those low fares. You end up with a regular rate. The airline issues no paper tickets. You receive a confirmation in the mail within a couple of weeks and file it. A short time before the trip, a business conflict arises that necessitates cancellation of your trip. You call to request a refund. The airline representative advises you that your ticket is nonrefundable. You examine the confirmation slip and find no words to that effect.

How do you respond?
Is your first impulse to accept the situation? What powers are being used by the airline?
What powers are available to you? Can you identify the powers of legitimacy and persistence for your use?

Note: The powers of legitimacy, coercion, and situation power are being used by the airline representatives

Power is the capacity to influence others.

POWER-TYPES:

The power of legitimacy is that power derived from real, perceived, or imagined authority.
Title or position carries a form of legitimacy power often referred to as position power. This category includes positions, professional licenses and certifications, and degrees of education
Expertise power may be real or apparent expertise about the matter under negotiation.
Reward power is of varying levels. It can relate to emotions or tangible things.
Coercive power is the power to do something unpleasant or unwanted to another person. It is a power that is used in a competitive negotiation style. It may be the power to punish or embarrass.
The easiest way to understand referent power in the context of negotiation is to relate it to charisma. Referent power is closely associated with personality and personal style.

Reference no: EM133339744

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