Autonomous Agent that Provides Automated Feedback Improves Negotiation Skills
Autonomous Agent that Provides Automated Feedback Improves Negotiation Skills
复制标题
提供自动反馈的自主代理提高了谈判技巧
DOI：
10.1007/978-3-319-93846-2_41
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发表时间：
2018
期刊：
影响因子：
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通讯作者：
J. Gratch
中科院分区：
文献类型：
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作者：
S. Monahan;Emmanuel Johnson;Gale M. Lucas;James Finch;J. Gratch
研究发现，个人可以通过与虚拟代理人练习来提高他们的谈判能力[1，2]。为了使这些教学代理变得更加“智能”，系统应该能够提供关于谈判表现的反馈[3，4]。在这项研究中，我们研究了提供这种个性化反馈的影响。参与者首先与虚拟代理进行谈判。在这次谈判之后，参与者要么得到自动化的个性化反馈，要么没有。反馈基于协商原则[4]，并使用经过验证的方法[5]进行量化。然后，参与者完成了第二次平行谈判。我们的研究结果表明，与控制条件相比，参与者在第一次谈判后收到这样的反馈，表现出显着更大的改善，他们的第一个报价，让步曲线的强度，从而在谈判中的最终结果。
Research has found that individuals can improve their negotiation abilities by practicing with virtual agents [1, 2]. For these pedagogical agents to become more “intelligent,” the system should be able to give feedback on negotiation performance [3, 4]. In this study, we examined the impact of providing such individualized feedback. Participants first engaged in a negotiation with a virtual agent. After this negotiation, participants were either given automated individualized feedback or not. Feedback was based on negotiation principles [4], which were quantified using a validated approach [5]. Participants then completed a second, parallel negotiation. Our results show that, compared to the control condition, participants who received such feedback after the first negotiation showed a significantly greater improvement in the strength of their first offer, concession curve, and thus their final outcome in the negotiation.