A negotiation support tool using emotional factors

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.