The Effect of Virtual Agents' Emotion Displays and Appraisals on People's Decision Making in Negotiation
The Effect of Virtual Agents' Emotion Displays and Appraisals on People's Decision Making in Negotiation
复制标题
虚拟代理的情绪表现和评价对人们谈判决策的影响
DOI：
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发表时间：
2012
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：
C. D. Melo;P. Carnevale;J. Gratch
越来越多的证据表明，情绪表现会影响人们在谈判中的决策。然而，尽管人们对人工智能和人机交互作为解决人类和智能体之间分歧的手段越来越感兴趣，但情感在很大程度上被忽视了。我们探讨了如何在虚拟代理人的情感显示影响人的决策，在人类代理谈判。本文提出了一个实验（N=204），研究了虚拟代理人的喜悦，悲伤，愤怒和内疚的表现对人们的决定还价，接受或退出谈判，以及对人们的期望代理人的决定的影响。本文还提出了证据的机制，这种影响的基础上的评价理论的情绪，人们检索，从情绪显示，信息代理是如何评估正在进行的互动，并从这些信息，推断代理的意图，并达到自己的决定。我们讨论了智能虚拟代理的设计，可以有效地进行谈判的影响。
There is growing evidence that emotion displays can impact people's decision making in negotiation. However, despite increasing interest in AI and HCI on negotiation as a means to resolve differences between humans and agents, emotion has been largely ignored. We explore how emotion displays in virtual agents impact people's decision making in human-agent negotiation. This paper presents an experiment (N=204) that studies the effects of virtual agents' displays of joy, sadness, anger and guilt on people's decision to counteroffer, accept or drop out from the negotiation, as well as on people's expectations about the agents' decisions. The paper also presents evidence for a mechanism underlying such effects based on appraisal theories of emotion whereby people retrieve, from emotion displays, information about how the agent is appraising the ongoing interaction and, from this information, infer about the agent's intentions and reach decisions themselves. We discuss implications for the design of intelligent virtual agents that can negotiate effectively.