Examining the impact of emotion and agency on negotiator behavior
Authors: 
Eugene Lee, Zachary McNulty, Alex Gentle, Prerak Tusharkumar Pradhan, Jonathan GratchAuthors Info & Claims
Eugene Lee, Zachary McNulty, Alex Gentle, Prerak Tusharkumar Pradhan, Jonathan GratchAuthors Info & ClaimsArticle No.: 28, Pages 1 - 3
Abstract
Virtual human expressions can shape user behavior [1, 2, 3], yet in negotiation, findings have been underwhelming. For example, human negotiators can use anger to claim value (i.e., extract concessions) [4], but anger has no effect when exhibited by a virtual human [5]. Other psychological work suggests that emotions can create value (e.g., happy negotiators can better discover tradeoffs across issues that "grow the pie"), but little research has examined how virtual human expressions shape value creation. Here we present an agent architecture and pilot study that examines differences between how the emotional expressions of human and virtual-human opponents shape value claiming and value creation. We replicate the finding that virtual human anger fails to influence value claiming but discover counter-intuitive findings on value creation. We argue these findings highlight the potential for intelligent virtual humans to yield insight into human psychology.
References
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Ruud Hortensius, Felix Hekele, and Emily S. Cross. 2018. The Perception of Emotion in Artificial Agents. IEEE Transactions on Cognitive and Developmental Systems 10, 4 (Dec. 2018), 852--864.
[2]
Celso M. de Melo, Jonathan Gratch and Peter J. Carnevale. 2014. Humans versus Computers: Impact of Emotion Expressions on People's Decision Making. IEEE Transactions on Affective Computing 6, 2 (Jul. 2014), 127--136.
[3]
Mauro de Gennaro, Eva G. Krumhuber and Gale Lucas. 2020. Effectiveness of an empathic chatbot in combating adverse effects of social exclusion on mood. Frontiers in psychology, 3061.
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Gerben A. Van Kleef, Carsten KW De Dreu and Antony SR Manstead. 2004. The interpersonal effects of anger and happiness in negotiations. Journal of personality and social psychology 86, 1, 57--76.
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Celso M. de Melo, Peter Carnevale and Jonathan Gratch. 2011. The effect of expression of anger and happiness in computer agents on negotiations with humans. The 10th International Conference on Autonomous Agents and Multiagent Systems-Volume 3 (May. 2011), 937--944.
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Johnathan Mell and Jonathan Gratch. 2016. IAGO: interactive arbitration guide online. Proceedings of the 2016 International Conference on Autonomous Agents & Multiagent Systems (May. 2016), 1510--1512.
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Leigh L. Thompson. 1991. Information exchange in negotiation. Journal of experimental social psychology 27, 2, 161--179.
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Elizabeth Ruth Wilson and Leigh L. Thompson. 2014. Creativity and negotiation research: The integrative potential. International Journal of Conflict Management 25, 4, 359--386.
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Peter JD Carnevale and Alice M. Isen. 1986. The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation. Organizational behavior and human decision Processes 37, 1, 1--13.
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- Examining the impact of emotion and agency on negotiator behavior
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Information & Contributors
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Published In
September 2022
234 pages
ISBN:9781450392488
DOI:10.1145/3514197
- General Chairs:
- Carlos Martinho,
- João Dias,
- Program Chairs:
- Joana Campos,
- Dirk Heylen
Copyright © 2022 Owner/Author.
Permission to make digital or hard copies of part or all of this work for personal or classroom use is granted without fee provided that copies are not made or distributed for profit or commercial advantage and that copies bear this notice and the full citation on the first page. Copyrights for third-party components of this work must be honored. For all other uses, contact the Owner/Author.
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Association for Computing Machinery
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Published: 06 September 2022
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IVA '22
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IVA '22: ACM International Conference on Intelligent Virtual Agents
September 6 - 9, 2022
Faro, Portugal
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IVA '22 Paper Acceptance Rate 21 of 51 submissions, 41%;
Overall Acceptance Rate 53 of 196 submissions, 27%
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