Human-Computer Negotiations: A Systematic Evaluation of the Effects of Timespan, Tactic, and Search Mechanism

Abstract

Artificial Intelligence and Computer Agents are having a substantial impact on our everyday lives. The current paper focuses on the prospects of humans negotiating with computer agents in e-commerce settings. We conducted experiments where the subjects negotiated the purchase of mobile plans with computer agents acting as sellers. Three time-based negotiation tactics and two search mechanisms were employed in synchronous vs. asynchronous sessions. The results suggest that computer agents’ negotiation tactics and search mechanisms have significant effects on both the subjective and objective outcomes of the negotiations, while timespan has marginal effects on the agreement rate of the negotiation.