Identifying culture and leveraging cultural differences for negotiation agents

Brian Ziebart*, Miroslav Dudík, Geoff Gordon, Katia Sycara, Wendi Adair, Jeanne Brett

*Corresponding author for this work

Research output: Chapter in Book/Report/Conference proceedingConference contribution

3 Scopus citations

Abstract

Enabling computational agents to efficiently aid or automate negotiations with humans requires a recognition and understanding of differences in negotiation behavior. One important dimension of these differences is based on the cultures of the negotiators. In this work, we investigate two tasks needed to enable culturally-sensitive computational negotiation agents: (1) the identification of negotiators' cultures from observed negotiation transcripts; and (2) the prediction of culturally-based differences in negotiation outcomes. We employ negotiation data collected from negotiators of varying cultures in a multi-issue negotiation scenario to investigate these tasks.

Original languageEnglish (US)
Title of host publicationProceedings of the 45th Annual Hawaii International Conference on System Sciences, HICSS-45
PublisherIEEE Computer Society
Pages618-627
Number of pages10
ISBN (Print)9780769545257
DOIs
StatePublished - Jan 1 2012
Event2012 45th Hawaii International Conference on System Sciences, HICSS 2012 - Maui, HI, United States
Duration: Jan 4 2012Jan 7 2012

Publication series

NameProceedings of the Annual Hawaii International Conference on System Sciences
ISSN (Print)1530-1605

Other

Other2012 45th Hawaii International Conference on System Sciences, HICSS 2012
CountryUnited States
CityMaui, HI
Period1/4/121/7/12

ASJC Scopus subject areas

  • Engineering(all)

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