Effects of Communicating Issue Priority for Preference Tradeoffs in Agent-Human Negotiations
8 Pages Posted: 27 Jul 2012
Date Written: July 26, 2012
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
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