Affective Negotiation Support Systems
Affective Negotiation Support Systems
Joost Broekensa*, Catholijn M. Jonkera and John-Jules Ch. Meyerb a MMI, TU Delft, Mekelweg 4, 2628 CD, Delft, The Netherlands
Computer Science, Utrecht University, Padualaan 14, 3584CH, Utrecht, The Netherlands
b
Abstract. Negotiation is a process in which two or more parties aim to reach a joint agreement. As such negotiation involves rational decision making about options and issues. However, negotiation also involves social interaction and dilemmas as well as personal preferences and opinions. Negotiation is a multifaceted process in which affect plays a critical role, a role confirmed in recent empirical studies. In this position paper we first argue that affect is an important issue to consider when developing a negotiation support system. We do so by giving a strategic overview of some of the most important findings in the affect-cognition and affect-negotiation literature. Second, we show in a structured manner during which phases in the negotiation process what emotion-related concepts play a major role, as well as discuss more concrete affect-related support functions an affective negotiation support system could offer. Third, we analyze the feasibility of these functions by reviewing currently available affective computing technologies, such as affect measurement, emotion modeling, emotion expression, emotional reasoning, and emotional agents.
Keywords: Affect, Negotiation, Negotiation Support Systems, Affective Computing, Review
1. Introduction
Negotiation is a process in which two or more parties aim to reach a joint agreement regarding an exchange of goods and services. As such, negotiation involves rational decision making about options and issues. For example, given the choice between two car deals, one has to decide about price, model, color, warrantee, etc. Listing and weighing these car-related issues can be seen as a rational process for coming up with a combined value for each
Joost Broekensa*, Catholijn M. Jonkera and John-Jules Ch. Meyerb a MMI, TU Delft, Mekelweg 4, 2628 CD, Delft, The Netherlands
Computer Science, Utrecht University, Padualaan 14, 3584CH, Utrecht, The Netherlands
b
Abstract. Negotiation is a process in which two or more parties aim to reach a joint agreement. As such negotiation involves rational decision making about options and issues. However, negotiation also involves social interaction and dilemmas as well as personal preferences and opinions. Negotiation is a multifaceted process in which affect plays a critical role, a role confirmed in recent empirical studies. In this position paper we first argue that affect is an important issue to consider when developing a negotiation support system. We do so by giving a strategic overview of some of the most important findings in the affect-cognition and affect-negotiation literature. Second, we show in a structured manner during which phases in the negotiation process what emotion-related concepts play a major role, as well as discuss more concrete affect-related support functions an affective negotiation support system could offer. Third, we analyze the feasibility of these functions by reviewing currently available affective computing technologies, such as affect measurement, emotion modeling, emotion expression, emotional reasoning, and emotional agents.
Keywords: Affect, Negotiation, Negotiation Support Systems, Affective Computing, Review
1. Introduction
Negotiation is a process in which two or more parties aim to reach a joint agreement regarding an exchange of goods and services. As such, negotiation involves rational decision making about options and issues. For example, given the choice between two car deals, one has to decide about price, model, color, warrantee, etc. Listing and weighing these car-related issues can be seen as a rational process for coming up with a combined value for each
References: Ambient Intelligence. Journal of Ambient Intelligence and Smart Environments, 1(1): 5-14, 2009. Journal, 14(2): 161-179, 1998. Journal of Ambient Intelligence and Smart Environments, 1(1): 1-4, 2009. Conflict. Journal of Applied Social Psychology, 20(5): 368384, 1990. Quarterly, 47(4): 644-675, 2002. multiparty negotiation. Journal of Experimental Social Psychology, 44(4): 993-1002, 2008. Study of the Family_Winner System. Artificial Intelligence and Law, 13(2): 233-271, 2005. Comput.-Hum. Interact., 12(2): 293-327, 2005. 24(1): 45-62, 1994. and Secure Negotiations in Multi-Agent Systems. pages 1025. 2005. Bradley, M.M. and P.J. Lang, Measuring emotion: the SelfAssessment Manikin and the Semantic Differential. Journal of Behav Ther Exp Psychiatry, 25: 49-59, 1994.