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

Title	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.
Publication Date:	2021
Publication Place	- Springer
Subject	Argument, Bidding behavior, Emotion, Gain awareness, Human negotiator, Negotiation
Type	Document
Language	English
Digital	Yes
Manuscript	No
Library:	Özyeğin University
Library Asset ID	978-981160470-6
Record ID	f8192d35-3116-4eb5-91f5-c88aa1809cec
Library Location	Computer Science
Date	2021
Notes	TÜBİTAK
Sample Text	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

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Özyeğin University

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.

Publication Date 2021

Publication Place - Springer

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

Type Document

Language English

Digital Yes

Manuscript No

Library Özyeğin University

Library Asset ID 978-981160470-6

Record ID f8192d35-3116-4eb5-91f5-c88aa1809cec

Library Location Computer Science

Date 2021

Notes TÜBİTAK

Sample Text 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