Intra-Team Strategies for Teams Negotiating Against Competitor, Matchers, and Conceders

TL;DR

This paper evaluates intra-team negotiation strategies against various opponent types and extends the Genius negotiation tool to support team negotiations, enhancing research capabilities in multi-party negotiation scenarios.

Contribution

It analyzes the performance of recent intra-team strategies against different opponent behaviors and extends the Genius tool for team negotiations.

Findings

Strategies perform variably against different opponent types

Extended Genius supports team negotiations in bilateral settings

Provides insights into intra-team decision-making dynamics

Abstract

Under some circumstances, a group of individuals may need to negotiate together as a negotiation team against another party. Unlike bilateral negotiation between two individuals, this type of negotiations entails to adopt an intra-team strategy for negotiation teams in order to make team decisions and accordingly negotiate with the opponent. It is crucial to be able to negotiate successfully with heterogeneous opponents since opponents' negotiation strategy and behavior may vary in an open environment. While one opponent might collaborate and concede over time, another may not be inclined to concede. This paper analyzes the performance of recently proposed intra-team strategies for negotiation teams against different categories of opponents: competitors, matchers, and conceders. Furthermore, it provides an extension of the negotiation tool Genius for negotiation teams in bilateral settings. Consequently, this work facilitates research in negotiation teams.