团队与竞争者、匹配者和让步者谈判的团队内策略
Intra-Team Strategies for Teams Negotiating Against Competitor, Matchers, and Conceders
摘要：
在某些情况下，一群人可能需要作为谈判团队一起谈判，对抗另一方。与两个人之间的双边谈判不同，这种类型的谈判需要谈判团队采用团队内策略，以便做出团队决策并相应地与对手进行谈判。在开放的环境中，谈判对手的谈判策略和行为可能会有所不同，因此能够成功地与异质对手进行谈判至关重要。虽然一个对手可能会合作并随着时间的推移而让步，但另一个对手可能不会让步。本文分析了最近提出的团队内的策略，谈判团队对不同类别的对手：竞争对手，匹配，和让步的性能。此外，它还为双边谈判团队提供了谈判工具Genius的扩展。因此，这项工作促进了谈判团队的研究。
英文摘要：
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.
机构、总结、中文摘要均由AI分析而来，可能存在错误，请以论文正文为准。
