Fixed-pie Lie in Action
Fixed-pie Lie in Action
复制标题
行动中的固定馅饼谎言
DOI：
10.1007/978-3-319-67401-8_38
复制
发表时间：
2017
影响因子：
4.6
通讯作者：
J. Gratch
中科院分区：
文献类型：
--
作者：
Zahra Nazari;Gale M. Lucas;J. Gratch
协商是社会智能代理的关键技能。有时候谈判者说谎是为了获得优势。特别是，他们可以声称他们想要的东西和他们的对手一样（即，使用“固定馅饼谎言”）以获得优势，同时显得公平。目前的工作是第一次尝试检查这种策略的有效性时，使用的代理人对人类在现实的谈判环境。使用IAGO平台，我们表明，剥削代理确实赢得更多的积分，同时出现公平和诚实的对手。在第二项研究中，我们调查了剥削代理人可以在多大程度上推动更多的收益，并检查了他们对人们行为的影响。这项研究表明，尽管剥削代理人在短期内获得了很高的价值，但他们的长期成功仍然受到质疑，因为他们让对手不高兴和不满意。
Negotiation is a crucial skill for socially intelligent agents. Sometimes negotiators lie to gain advantage. In particular, they can claim that they want the same thing as their opponents (i.e., use a “fixed-pie lie”) to gain an advantage while appearing fair. The current work is the first attempt to examine effectiveness of this strategy when used by agents against humans in realistic negotiation settings. Using the IAGO platform, we show that the exploitative agent indeed wins more points while appearing fair and honest to its opponent. In a second study, we investigated how far the exploitative agents could push for more gain and examined their effect on people’s behavior. This study shows that even though exploitative agents gained high value in short-term, their long-term success remains questioned as they left their opponents unhappy and unsatisfied.