Human-Agent Negotiations: The Impact Agents’ Concession Schedule and Task Complexity on Agreements Vahidov, Rustam Kersten, Gregory Yu, Bo 2016-12-29T00:14:51Z 2016-12-29T00:14:51Z 2017-01-04
dc.description.abstract Employment of software agents for conducting negotiations with online customers promises to increase the flexibility and reach of the exchange mechanism and reduce transaction costs. Past research had suggested different negotiation tactics for the agents, and had used them in experimental settings against human negotiators. This work explores the interaction between negotiation strategies and the complexity of the negotiation task as represented by the number of negotiation issues. Including more issues in a negotiation potentially allows the parties more space to maneuver and, thus, promises higher likelihood of agreement. In practice, the consideration of more issues requires higher cognitive effort, which could have a negative effect on reaching an agreement. The results of human–agent negotiation experiments conducted at a major Canadian university revealed that there is an interaction between chosen strategy and task complexity. Also, when competitive strategy was employed, the agents' utility was the highest. Because competitive strategy resulted in fewer agreements the average utility per agent was the highest in the compromising–competitive strategy.
dc.format.extent 9 pages
dc.identifier.doi 10.24251/HICSS.2017.050
dc.identifier.isbn 978-0-9981331-0-2
dc.language.iso eng
dc.relation.ispartof Proceedings of the 50th Hawaii International Conference on System Sciences
dc.rights Attribution-NonCommercial-NoDerivatives 4.0 International
dc.subject human-agent negotiations
dc.subject software agents
dc.subject strategies
dc.subject concessions
dc.subject multi-attribute utility
dc.subject experiments
dc.subject task complexity
dc.title Human-Agent Negotiations: The Impact Agents’ Concession Schedule and Task Complexity on Agreements
dc.type Conference Paper
dc.type.dcmi Text
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