Subjective effectiveness in agent-to-human negotiation: A frame x personality account

Yinping Yang*, Ya Hui Michelle See, Andrew J Ortony, Jacinth Jia Xin Tan

*Corresponding author for this work

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

7 Scopus citations

Abstract

This paper presents an empirical examination on the role of framing as a persuasion technique in agent-to-human negotiations. The primary hypothesis was that when a software agent frames the same offer in different ways it will have different consequences for a human counterpart's perceptions of the negotiation process and outcomes. A secondary hypothesis was that the subjective effectiveness of different frames will be influenced by the personality of the human counterpart. An experiment to test these hypotheses was conducted using a simulated software seller agent and a human buyer counterpart in a 4-issue negotiation task. The results demonstrated the influence of framing on human counterparts' judgments of subjective effectiveness-an influence that was moderated by the personality variable Need for Cognition. The findings illustrate the strategic impact of framing and personality on satisfaction in negotiation, suggesting that these variables should be taken into account in designing negotiating agents.

Original languageEnglish (US)
Title of host publicationArgumentation in Multi-Agent Systems - 6th International Workshop, ArgMAS 2009, Revised Selected and Invited Papers
Pages134-149
Number of pages16
DOIs
StatePublished - Dec 28 2010
Event6th International Workshop on Argumentation in Multi-Agent Systems, ArgMAS 2009 - Budapest, Hungary
Duration: May 12 2009May 12 2009

Publication series

NameLecture Notes in Computer Science (including subseries Lecture Notes in Artificial Intelligence and Lecture Notes in Bioinformatics)
Volume6057 LNAI
ISSN (Print)0302-9743
ISSN (Electronic)1611-3349

Other

Other6th International Workshop on Argumentation in Multi-Agent Systems, ArgMAS 2009
CountryHungary
CityBudapest
Period5/12/095/12/09

Keywords

  • Agent-to-human negotiation
  • Automated negotiation
  • Experiment
  • Frame
  • Need for cognition
  • Negotiation
  • Personality
  • Persuasion
  • Satisfaction

ASJC Scopus subject areas

  • Theoretical Computer Science
  • Computer Science(all)

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