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

Onat Güngör*, Umut Çakan, Reyhan Aydoğan, Pinar Özturk

*Corresponding author for this work

Research output: Chapter in Book/Conference proceedings/Edited volumeConference contributionScientificpeer-review

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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.

Original languageEnglish
Title of host publicationRecent Advances in Agent-based Negotiation - Formal Models and Human Aspects
EditorsReyhan Aydoğan, Takayuki Ito, Ahmed Moustafa, Takanobu Otsuka, Minjie Zhang
PublisherSpringer
Pages3-20
Number of pages18
ISBN (Print)9789811604706
DOIs
Publication statusPublished - 2021
Event12th International Workshop on Automated Negotiations, ACAN 2019 held in conjunction with International Joint Conference on Artificial Intelligence, IJCAI 2019 - Macao, Macao
Duration: 10 Aug 201913 Aug 2019

Publication series

NameStudies in Computational Intelligence
Volume958
ISSN (Print)1860-949X
ISSN (Electronic)1860-9503

Conference

Conference12th International Workshop on Automated Negotiations, ACAN 2019 held in conjunction with International Joint Conference on Artificial Intelligence, IJCAI 2019
CountryMacao
CityMacao
Period10/08/1913/08/19

Keywords

  • Argument
  • Bidding behavior
  • Emotion
  • Gain awareness
  • Human negotiator
  • Negotiation

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