Negotiation with the help of a negotiation agent
How the agent’s negotiation style affects trust
K. Penchev (TU Delft - Electrical Engineering, Mathematics and Computer Science)
C. Centeio Jorge – Mentor (TU Delft - Interactive Intelligence)
M.L. Tielman – Mentor (TU Delft - Interactive Intelligence)
R. Bidarra – Graduation committee member (TU Delft - Computer Graphics and Visualisation)
More Info
expand_more
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.
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.