Effect of awareness of other side’s gain on negotiation outcome, emotion, argument, and bidding behavior

Name: Effect of awareness of other side’s gain on negotiation outcome, emotion, argument, and bidding behavior
Author: Güngör, Onat, Çakan, Umut, Aydoğan, Reyhan, Öztürk, P.

İsim	Effect of awareness of other side’s gain on negotiation outcome, emotion, argument, and bidding behavior
Yazar	Güngör, Onat, Çakan, Umut, Aydoğan, Reyhan, Öztürk, P.
Basım Tarihi:	2021
Basım Yeri	- Springer
Konu	Argument, Bidding behavior, Emotion, Gain awareness, Human negotiator, Negotiation
Tür	Belge
Dil	İngilizce
Dijital	Evet
Yazma	Hayır
Kütüphane:	Özyeğin Üniversitesi
Demirbaş Numarası	978-981160470-6
Kayıt Numarası	f8192d35-3116-4eb5-91f5-c88aa1809cec
Lokasyon	Computer Science
Tarih	2021
Notlar	TÜBİTAK
Örnek Metin	Designing agents aiming to negotiate with human counterparts requires additional factors. In this work, we analyze the main elements of human negotiations in a structured human experiment. Particularly, we focus on studying the effect of negotiators being aware of the other side’s gain on the bidding behavior and the negotiation outcome. We compare the negotiations in two settings where one allows human negotiators to see their opponent’s utility and the other does not. Furthermore, we study what kind of emotional state expressed and arguments sent in those setups. We rigorously discuss the findings from our experiments.
DOI	10.1007/978-981-16-0471-3_1
Cilt	958

Kaynağa git Özyeğin Üniversitesi

Aramaya Dön

Özyeğin Üniversitesi

Kaynağa git

Effect of awareness of other side’s gain on negotiation outcome, emotion, argument, and bidding behavior

Yazar Güngör, Onat, Çakan, Umut, Aydoğan, Reyhan, Öztürk, P.

Basım Tarihi 2021

Basım Yeri - Springer

Konu Argument, Bidding behavior, Emotion, Gain awareness, Human negotiator, Negotiation

Tür Belge

Dil İngilizce

Dijital Evet

Yazma Hayır

Kütüphane Özyeğin Üniversitesi

Demirbaş Numarası 978-981160470-6

Kayıt Numarası f8192d35-3116-4eb5-91f5-c88aa1809cec

Lokasyon Computer Science

Tarih 2021

Notlar TÜBİTAK

Örnek Metin Designing agents aiming to negotiate with human counterparts requires additional factors. In this work, we analyze the main elements of human negotiations in a structured human experiment. Particularly, we focus on studying the effect of negotiators being aware of the other side’s gain on the bidding behavior and the negotiation outcome. We compare the negotiations in two settings where one allows human negotiators to see their opponent’s utility and the other does not. Furthermore, we study what kind of emotional state expressed and arguments sent in those setups. We rigorously discuss the findings from our experiments.

DOI 10.1007/978-981-16-0471-3_1

Cilt 958