@inproceedings{5e6a4fc3d3c34fd3ac61196f1a70493f,
title = "Effect of Awareness of Other Side{\textquoteright}s Gain on Negotiation Outcome, Emotion, Argument, and Bidding Behavior",
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{\textquoteright}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{\textquoteright}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.",
keywords = "Argument, Bidding behavior, Emotion, Gain awareness, Human negotiator, Negotiation",
author = "Onat G{\"u}ng{\"o}r and Umut {\c C}akan and Reyhan Aydoğan and Pinar {\"O}zturk",
year = "2021",
doi = "10.1007/978-981-16-0471-3_1",
language = "English",
isbn = "9789811604706",
series = "Studies in Computational Intelligence",
publisher = "Springer",
pages = "3--20",
editor = "Reyhan Aydoğan and Takayuki Ito and Ahmed Moustafa and Takanobu Otsuka and Minjie Zhang",
booktitle = "Recent Advances in Agent-based Negotiation - Formal Models and Human Aspects",
note = "12th International Workshop on Automated Negotiations, ACAN 2019 held in conjunction with International Joint Conference on Artificial Intelligence, IJCAI 2019 ; Conference date: 10-08-2019 Through 13-08-2019",
}