Team negotiation based on solidarity behavior: A concession strategy in the team

Abstract

Nowadays, the effectiveness of team negotiation in team negotiation environment has attracted extensive attention. However, solidarity behavior reflected in making contributions to others may influence the negotiation process and outcome. In this paper, how solidarity behavior affects the negotiation process and improves the negotiation performance is discussed. Team negotiation strategy related to solidarity behavior is modeled, and the agent-based simulation approach is applied for constructing the team negotiation environment. The experiment results indicate that the concession strategy is efficient to deal with interest conflicts. With respect to the concession strategy, there are two ways for selecting beneficiary to accept the contribution: The deviation-maximum way and the increment-maximum way. The two ways may result in different negotiation performance when the team members have different preference distributions including the homogeneous preference and the heterogeneous preference. Moreover, concession extent also affects the outcome of negotiation. In summary, the effects of team member's solidarity behavior on the process and outcome of negotiation are verified, and various factors need to be comprehensively considered to reach an agreement efficiently in team negotiation.