A negotiation support tool using emotional factors

Masahide Yuasa, Yoshiaki Yasumura, Katsumi Nitta

Research output: Contribution to conferencePaper

8 Citations (Scopus)

Abstract

In this paper, we introduce a new support tool for participants of negotiation through a computer network using emotional factors. The emotional factors are important in negotiation, since the participant's decision is affected by emotional factors such as their emotional disturbances, the impression of opponent's attitude and so on. In order to consider a negotiation strategy using emotional factors, we constructed a new state graph model. This model describes how participants' emotional status is affected by the opponent's proposal and the opponent's attitude. Base on this model, we made the negotiation support tool by which users exchange their proposal and their emotion by facial expression of an interface agent. This tool shows the user the proper action to take next by considering the opponent's proposal and the facial expression. We showed the availability of negotiation strategy using the state transition model by a computer simulation.

Original languageEnglish
Pages2906-2911
Number of pages6
Publication statusPublished - 2001 Dec 1
EventJoint 9th IFSA World Congress and 20th NAFIPS International Conference - Vancouver, BC, Canada
Duration: 2001 Jul 252001 Jul 28

Conference

ConferenceJoint 9th IFSA World Congress and 20th NAFIPS International Conference
CountryCanada
CityVancouver, BC
Period01/7/2501/7/28

ASJC Scopus subject areas

  • Computer Science(all)
  • Mathematics(all)

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    Yuasa, M., Yasumura, Y., & Nitta, K. (2001). A negotiation support tool using emotional factors. 2906-2911. Paper presented at Joint 9th IFSA World Congress and 20th NAFIPS International Conference, Vancouver, BC, Canada.