Intra-Team Strategies for Teams Negotiating Against Competitor, Matchers, and Conceders
It addresses the problem of improving negotiation outcomes for teams in multi-agent systems, but the work appears incremental as it builds on existing strategies and tools.
This paper analyzes the performance of intra-team strategies for negotiation teams when facing different opponent types, such as competitors, matchers, and conceders, and extends the Genius negotiation tool to support such team-based bilateral settings.
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.