Effect of Awareness of Other Side’s Gain on Negotiation Outcome, Emotion, Argument, and Bidding Behavior

Effect of Awareness of Other Side’s Gain on Negotiation Outcome, Emotion, Argument, and Bidding Behavior

Güngör, Onat (Özyeğin University)
Çakan, Umut (Özyeğin University)
Aydoğan, Reyhan (TU Delft Interactive Intelligence; Özyeğin University)
Özturk, Pinar (Norwegian University of Science and Technology (NTNU))

Aydoğan, Reyhan (editor)
Ito, Takayuki (editor)
Moustafa, Ahmed (editor)
Otsuka, Takanobu (editor)
Zhang, Minjie (editor)

2021

Designing agents aiming to negotiate with human counterparts requires additional factors. In this work, we analyze the main elements of human negotiations in a structured human experiment. Particularly, we focus on studying the effect of negotiators being aware of the other side’s gain on the bidding behavior and the negotiation outcome. We compare the negotiations in two settings where one allows human negotiators to see their opponent’s utility and the other does not. Furthermore, we study what kind of emotional state expressed and arguments sent in those setups. We rigorously discuss the findings from our experiments.

Argument
Bidding behavior
Emotion
Gain awareness
Human negotiator
Negotiation

http://resolver.tudelft.nl/uuid:5e6a4fc3-d3c3-4fd3-ac61-196f1a70493f

https://doi.org/10.1007/978-981-16-0471-3_1

Springer

9789811604706

Recent Advances in Agent-based Negotiation - Formal Models and Human Aspects

12th International Workshop on Automated Negotiations, ACAN 2019 held in conjunction with International Joint Conference on Artificial Intelligence, IJCAI 2019, 2019-08-10 → 2019-08-13, Macao, Macao

Studies in Computational Intelligence, 1860-949X, 958

Institutional Repository

conference paper

© 2021 Onat Güngör, Umut Çakan, Reyhan Aydoğan, Pinar Özturk