research-article

An experimental study of software agent negotiations with humans

Authors:

Rustam Vahidov,

Gregory Kersten,

Raafat SaadeAuthors Info & Claims

Decision Support Systems, Volume 66, Issue C

Pages 135 - 145

https://doi.org/10.1016/j.dss.2014.06.009

Published: 01 October 2014 Publication History

Abstract

Electronic negotiations allow participants to negotiate online and use analytical support tools in making their decisions. Software agents offer the possibility of automating negotiation process using these tools. This paper aims at investigating the prospects of agent-to-human negotiations using experiments with human subjects. Various types of agents have been configured using the following tactics: individualistic, neutral, yielding, yielding-then-individualistic, and absolute tit-for-tat. These agents were paired up with human counterparts for negotiating product sale. A set of hypotheses has been proposed involving the performance of agents, as well as humans in terms of objective, as well as subjective measures. Overall, the findings speak in favor of agent-managed negotiations. An experiment in software agent - human negotiations is described.Agents employed different negotiation tactics.The negotiation case involving purchase of a computer was used.Subjects were university students.Overall, software agents outperformed human negotiators.

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Cited By

Mania JMiedema FBrowne RBroekens JOertel C(2020)Towards Understanding the Effect of Voice on Human-Agent NegotiationProceedings of the 20th ACM International Conference on Intelligent Virtual Agents10.1145/3383652.3423896(1-8)Online publication date: 20-Oct-2020
https://dl.acm.org/doi/10.1145/3383652.3423896
Iovine ANarducci FSemeraro G(2020)Conversational Recommender Systems and natural languageDecision Support Systems10.1016/j.dss.2020.113250131:COnline publication date: 1-Apr-2020
https://dl.acm.org/doi/10.1016/j.dss.2020.113250
Thiemann DHesse FKozlov M(2019)The benefits of collaboration in computer-mediated preference exchange in teamsComputers in Human Behavior10.1016/j.chb.2019.02.03297:C(24-34)Online publication date: 1-Aug-2019
https://dl.acm.org/doi/10.1016/j.chb.2019.02.032
Show More Cited By

An experimental study of software agent negotiations with humans
1. Human-centered computing
  1. Human computer interaction (HCI)

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cover image Decision Support Systems

Decision Support Systems Volume 66, Issue C

October 2014

196 pages

ISSN:0167-9236

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Copyright © Elsevier B.V.

Publisher

Elsevier Science Publishers B. V.

Netherlands

Publication History

Published: 01 October 2014

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Cited By

Mania JMiedema FBrowne RBroekens JOertel C(2020)Towards Understanding the Effect of Voice on Human-Agent NegotiationProceedings of the 20th ACM International Conference on Intelligent Virtual Agents10.1145/3383652.3423896(1-8)Online publication date: 20-Oct-2020
https://dl.acm.org/doi/10.1145/3383652.3423896
Iovine ANarducci FSemeraro G(2020)Conversational Recommender Systems and natural languageDecision Support Systems10.1016/j.dss.2020.113250131:COnline publication date: 1-Apr-2020
https://dl.acm.org/doi/10.1016/j.dss.2020.113250
Thiemann DHesse FKozlov M(2019)The benefits of collaboration in computer-mediated preference exchange in teamsComputers in Human Behavior10.1016/j.chb.2019.02.03297:C(24-34)Online publication date: 1-Aug-2019
https://dl.acm.org/doi/10.1016/j.chb.2019.02.032
Vahidov R(2018)Using Human Photographs to represent Software agents in Human to Agent NegotiationsProceedings of the 4th International Conference on Frontiers of Educational Technologies10.1145/3233347.3233368(102-105)Online publication date: 25-Jun-2018
https://dl.acm.org/doi/10.1145/3233347.3233368
Vahidov RSaade RYu B(2017)The effects of interplay between negotiation tactics and task complexity in software agent to human negotiationsElectronic Commerce Research and Applications10.1016/j.elerap.2017.09.00726:C(50-61)Online publication date: 1-Nov-2017
https://dl.acm.org/doi/10.1016/j.elerap.2017.09.007
Vahidov RSaade RYu BIshida TSadeh NLee JCasalegno FKim WKim SYang S(2016)Effects of negotiation tactics and task complexity in software agentProceedings of the 18th Annual International Conference on Electronic Commerce: e-Commerce in Smart connected World10.1145/2971603.2971620(1-5)Online publication date: 17-Aug-2016
https://dl.acm.org/doi/10.1145/2971603.2971620
Carbonneau RVahidov R(2016)A Multi-attribute bidding strategy for a single-attribute auction marketplaceExpert Systems with Applications: An International Journal10.1016/j.eswa.2015.08.03943:C(42-50)Online publication date: 1-Jan-2016
https://dl.acm.org/doi/10.1016/j.eswa.2015.08.039
Baarslag THendrikx MHindriks KJonker C(2016)Learning about the opponent in automated bilateral negotiationAutonomous Agents and Multi-Agent Systems10.1007/s10458-015-9309-130:5(849-898)Online publication date: 1-Sep-2016
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(2015)Whom should I persuade during a negotiation? An approach based on social influence maximizationDecision Support Systems10.1016/j.dss.2015.05.00377:C(1-20)Online publication date: 1-Sep-2015
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