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

  • Victor Sanchez-Anguix
  • Reyhan Aydoğan
  • Vicente Julian
  • Catholijn M. Jonker
Chapter
Part of the Studies in Computational Intelligence book series (SCI, volume 535)

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.

Keywords

Agreement technologies Collective decision making Negotiation teams 

Notes

Acknowledgements

One part of this research is supported by TIN2011-27652-C03-01 and TIN2012-36586-C03-01 of the Spanish government. Other part of this research is supported by the Dutch Technology Foundation STW, applied science division of NWO and the Technology Program of the Ministry of Economic Affairs; the Pocket Negotiator project with grant number VICI-project 08075 and the New Governance Models for Next Generation Infrastructures project with NGI grant number 04.17. We would also like to thank Tim Baarslag due to his helpful and valuable comments and feedback about Genius.

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Copyright information

© Springer Japan 2014

Authors and Affiliations

  • Victor Sanchez-Anguix
    • 1
  • Reyhan Aydoğan
    • 2
  • Vicente Julian
    • 1
  • Catholijn M. Jonker
    • 2
  1. 1.Departamento de Sistemas Informáticos y ComputaciónUniversitat Politècnica de ValènciaValenciaSpain
  2. 2.Interactive Intelligence GroupDelft University of TechnologyDelftThe Netherlands

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