Analyzing the Effects of Team Member's Solidarity Behavior in the Team Negotiation Environment

摘要

Nowadays, many researches have concentrated on team negotiation in various negotiation environments. Although the effectiveness of team negotiation has been proven, the effects of team member's solidarity behavior on the process and outcome of negotiation have not been explored yet. In this paper, the team negotiation problem and solidarity behavior pattern are modeled based on the team negotiation environment. The solidarity behavior is reflected in making a contribution to others. Moreover, the intra-team concession strategy would be considered in the negotiation process when the interest conflicts occur. In addition, an agent-based simulation approach is introduced to construct the experimental negotiation environment. The experiment results indicate that the concession strategy can be employed for dealing with conflicts efficiently. 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 varied utility standards. In summary, the positive significance of solidarity characteristic is verified, and various factors need to be comprehensively taken into account to reach an agreement efficiently in the negotiation process.