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Under some circumstances, a group of individuals may need to negotiatetogether as a negotiation team against another party. Unlike bilateralnegotiation between two individuals, this type of negotiations entails to adoptan intra-team strategy for negotiation teams in order to make team decisionsand accordingly negotiate with the opponent. It is crucial to be able tonegotiate successfully with heterogeneous opponents since opponents'negotiation strategy and behavior may vary in an open environment. While oneopponent might collaborate and concede over time, another may not be inclinedto concede. This paper analyzes the performance of recently proposed intra-teamstrategies for negotiation teams against different categories of opponents:competitors, matchers, and conceders. Furthermore, it provides an extension ofthe negotiation tool Genius for negotiation teams in bilateral settings.Consequently, this work facilitates research in negotiation teams.

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