Can a Negotiator Build a Tough Impression Without Chatting? —— Implicit Power and its Influence on Human-Computer Negotiation
Can a Negotiator Build a Tough Impression Without Chatting? —— Implicit Power and its Influence on Human-Computer Negotiation
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Date
2023-01-03
Authors
Liu, Yushan
Vahidov, Rustam
Saade, Raafat
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4097
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Abstract
In this paper, we studied the influence of implicit power in an e-commerce setting where humans negotiated with computer agents. Implicit power is defined as a kind of perceived power gained indirectly through offer exchange. In much of the past research, power was always considered to be expressed directly through chat or natural language communications during negotiation. We suggest that there is another mode of expressing power other than chat: implicitly influencing. Specifically, we designed an experiment where several aspects of implicit power were studied: anchoring, agent profile image, and experiment subjects’ personality. In our experiment, the subjects negotiated the purchase of a laptop with computer agents acting as sellers. The result suggested that implicit power indeed influenced the negotiation result.
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Keywords
Human-Computer Interaction in the Digital Economy,
anchoring,
human-computer negotiation,
implicit power,
individual difference,
profile image
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10
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Proceedings of the 56th Hawaii International Conference on System Sciences
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Attribution-NonCommercial-NoDerivatives 4.0 International
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