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International Workshop on Argumentation in Multi-Agent Systems

ArgMAS 2009: Argumentation in Multi-Agent Systems pp 134–149Cite as

Subjective Effectiveness in Agent-to-Human Negotiation: A Frame x Personality Account

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Part of the book series: Lecture Notes in Computer Science ((LNAI,volume 6057))

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.

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Author information

Authors and Affiliations

  1. Computational Cognition for Social Systems, Institute of High Performance Computing, Agency for Science, Technology, and Research (A*STAR), Singapore

    Yinping Yang, Ya Hui Michelle See & Andrew Ortony

  2. National University of Singapore, Singapore

    Ya Hui Michelle See & Jacinth Jia Xin Tan

  3. Northwestern University, Evanston, Illinois, USA

    Andrew Ortony

Authors
  1. Yinping Yang
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  2. Ya Hui Michelle See
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  3. Andrew Ortony
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  4. Jacinth Jia Xin Tan
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Editor information

Editors and Affiliations

  1. Dpt. of Computer Science, University of Liverpool, L69 3BX, Liverpool, UK

    Peter McBurney

  2. Faculty of Informatics, British University in Dubai, P.O. Box 502216, Dubai, UAE

    Iyad Rahwan

  3. Department of Computer & Information Science, Brooklyn College, City University of New York, 2900 Bedford Avenue, 11210, Brooklyn, NY, USA

    Simon Parsons

  4. LAMSADE, Université Paris 9 Dauphine, 75775, Paris Cedex 16, France

    Nicolas Maudet

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Yang, Y., See, Y.H.M., Ortony, A., Tan, J.J.X. (2010). Subjective Effectiveness in Agent-to-Human Negotiation: A Frame x Personality Account. In: McBurney, P., Rahwan, I., Parsons, S., Maudet, N. (eds) Argumentation in Multi-Agent Systems. ArgMAS 2009. Lecture Notes in Computer Science(), vol 6057. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-642-12805-9_8

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  • DOI: https://doi.org/10.1007/978-3-642-12805-9_8

  • Publisher Name: Springer, Berlin, Heidelberg

  • Print ISBN: 978-3-642-12804-2

  • Online ISBN: 978-3-642-12805-9

  • eBook Packages: Computer ScienceComputer Science (R0)

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