Title
Bidding Support by the Pocket Negotiator Improves Negotiation Outcomes
Author
Aydoğan, Reyhan (TU Delft Interactive Intelligence; Özyeğin University)
Jonker, C.M. (TU Delft Interactive Intelligence; Universiteit Leiden) 
Contributor
Hadfi, Rafik (editor)
Ito, Takayuki (editor)
Arisaka, Ryuta (editor)
Aydoğan, Reyhan (editor)
Date
2023
Abstract
This paper presents the negotiation support mechanisms provided by the Pocket Negotiator (PN) and an elaborate empirical evaluation of the economic decision support (EDS) mechanisms during the bidding phase of negotiations as provided by the PN. Some of these support mechanisms are offered actively, some passively. With passive support we mean that the user only gets that support by clicking a button, whereas active support is provided without prompting. Our results show, that PN improves negotiation outcomes, counters cognitive depletion, and encourages exploration of potential outcomes. We found that the active mechanisms were used more effectively than the passive ones and, overall, the various mechanisms were not used optimally, which opens up new avenues for research. As expected, the participants with higher negotiation skills outperformed the other groups, but still they benefited from PN support. Our experimental results show that people with enough technical skills and with some basic negotiation knowledge will benefit most from PN support. Our results also show that the cognitive depletion effect is reduced by Pocket Negotiator support. The questionnaire taken after the experiment shows that overall the participants found Pocket Negotiator easy to interact with, that it made them negotiate more quickly and that it improves their outcome. Based on our findings, we recommend to 1) provide active support mechanisms (push) to nudge users to be more effective, and 2) provide support mechanisms that shield the user from mathematical complexities.
Subject
Bidding support
Experimental performance evaluation
Negotiation support
User experience analysis
To reference this document use:
http://resolver.tudelft.nl/uuid:b30d98dc-27e6-42fb-93f0-aa02d4fc617a
DOI
https://doi.org/10.1007/978-981-99-0561-4_4
Publisher
Springer, Singapore
Embargo date
2023-09-21
ISBN
978-981-99-0560-7
Source
Recent Advances in Agent-Based Negotiation: Applications and Competition Challenges
Event
13th International Workshop on Automated Negotiations, ACAN 2022 held in conjunction with 31st International Joint Conference on Artificial Intelligence, IJCAI 2022, 2022-07-22 → 2022-07-29, Vienna, Austria
Series
Studies in Computational Intelligence, 1860-949X, 1092
Bibliographical note
Green Open Access added to TU Delft Institutional Repository 'You share, we take care!' - Taverne project https://www.openaccess.nl/en/you-share-we-take-care Otherwise as indicated in the copyright section: the publisher is the copyright holder of this work and the author uses the Dutch legislation to make this work public
Part of collection
Institutional Repository
Document type
conference paper
Rights
© 2023 Reyhan Aydoğan, C.M. Jonker