Effect of awareness of other side’s gain on negotiation outcome, emotion, argument, and bidding behavior
Type :
Conference paper
Publication Status :
Published
Access :
restrictedAccess
Abstract
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.
Source :
International Workshop on Agent-Based Complex Automated Negotiation ACAN 2019: Recent Advances in Agent-based Negotiation, Part of the Studies in Computational Intelligence book series (SCI,volume 958)
Date :
2021
Volume :
958
Publisher :
Springer
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