Effects of Communicating Issue Priority for Preference Tradeoffs in Agent-Human Negotiations

8 Pages Posted: 27 Jul 2012

See all articles by Yinping Yang

Yinping Yang

affiliation not provided to SSRN

Horacio Falcao

INSEAD - Decision Sciences

Nuno Delicado

Pluris Pte. Ltd.

Andrew Ortony

affiliation not provided to SSRN

Date Written: July 26, 2012

Abstract

This study explores the consequences of a software agent volunteering one of its issue priorities and inviting its human counterpart to reciprocate in order to obtain preference tradeoffs in a multi-issue e-commerce negotiation scenario. Results indicated that while the agent followed the same negotiation strategy algorithm, agent-human dyads achieved better agreement rate and joint outcomes, and the human negotiators experienced more positive post-negotiation affect when the agent volunteered to communicate an issue priority than when it didn’t. The findings have implications for automated negotiation research and practice.

Keywords: Automated Negotiation, Preference Tradeoff, Multi-issue Negotiation, Agent-human Negotiation, Software Agents, Negotiation Outcome, e-commerce

Suggested Citation

Yang, Yinping and Falcao, Horacio and Delicado, Nuno and Ortony, Andrew, Effects of Communicating Issue Priority for Preference Tradeoffs in Agent-Human Negotiations (July 26, 2012). INSEAD Working Paper No. 2012/71/DS. Available at SSRN: https://ssrn.com/abstract=2117894 or http://dx.doi.org/10.2139/ssrn.2117894

Yinping Yang

affiliation not provided to SSRN

Horacio Falcao (Contact Author)

INSEAD - Decision Sciences ( email )

United States

Nuno Delicado

Pluris Pte. Ltd. ( email )

197 Greenwood Avenue
287098
Singapore

Andrew Ortony

affiliation not provided to SSRN

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