Negotiation with the help of a negotiation agent

How the agent’s negotiation style affects trust

Bachelor thesis (2023)

Authors

K. Penchev Electrical Engineering, Mathematics and Computer Science

Contributors

C. Centeio Jorge Interactive Intelligence - EEMCS (supervisor 1)
M.L. Tielman Interactive Intelligence - EEMCS (supervisor 1)
Rafael Bidarra Computer Graphics and Visualisation - EEMCS (supervisor 2)
Faculty
Electrical Engineering, Mathematics and Computer Science
Copyright: © 2023 Kostadin Penchev
Trust Negotiation agents Styles of negotiation
More Info
expand_more

Published Date

04-07-2023

Language

English

Reuse Rights

Other than for strictly personal use, it is not permitted to download, forward or distribute the text or part of it, without the consent of the author(s) and/or copyright holder(s), unless the work is under an open content license such as Creative Commons.

Faculty

Electrical Engineering, Mathematics and Computer Science

Abstract

Negotiation is a challenging process for people, which often results in suboptimal agreements between the negotiating parties. This issue leads to lost benefits that one of the negotiating parties could have obtained. To counteract this drawback artificially intelligent negotiation agents are developed. Their goal is to help negotiating parties increase the overall benefits from a negotiation. However, the main drawback of such agents is that people need to trust the agents in order to use them. In this research paper we investigate whether a negotiating agent with a hardliner negotiating style would be trusted more than a negotiating agent with a conceder negotiation style. We answer this question by conducting an user study, where we measure participants' trust in the two negotiation agents and compare the results. From the results we concluded that the assumption is correct for the sample group that participated in the user study.