Preference Modeling and Reasoning, Decision Making, Agent-based Negotiation, Coordination and Cooperation
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.
Bibtex info
@incollection{sanchez-anguix_intra-team_2014,
address = {Tokyo},
title = {Intra-{Team} {Strategies} for {Teams} {Negotiating} {Against} {Competitor}, {Matchers}, and {Conceders}},
isbn = {978-4-431-54758-7},
url = {https://doi.org/10.1007/978-4-431-54758-7_1},
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.},
booktitle = {Novel {Insights} in {Agent}-based {Complex} {Automated} {Negotiation}},
publisher = {Springer Japan},
author = {Sanchez-Anguix, Victor and Aydoğan, Reyhan and Julian, Vicente and Jonker, Catholijn M.},
editor = {Marsa-Maestre, Ivan and Lopez-Carmona, Miguel A. and Ito, Takayuki and Zhang, Minjie and Bai, Quan and Fujita, Katsuhide},
year = {2014},
doi = {10.1007/978-4-431-54758-7_1},
pages = {3--22},
}