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

Conference paper (2021)

Authors

Onat Güngör Özyeğin University
Umut Çakan Özyeğin University
Reyhan Aydoğan Özyeğin University, Interactive Intelligence - EEMCS
Pinar Özturk Norwegian University of Science and Technology (NTNU)
Research Group
Interactive Intelligence (EEMCS) (TU Delft)
Copyright: © 2021 Onat Güngör, Umut Çakan, Reyhan Aydoğan, Pinar Özturk
DOI: https://doi.org/10.1007/978-981-16-0471-3_1
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Published Date

2021

Language

English

Reuse Rights

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Faculty

Electrical Engineering, Mathematics and Computer Science

Department

Intelligent Systems

Research Group

Interactive Intelligence

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.

Files

ACAN2019HumanAgentNego_3_.pdf
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