Biblio

Negotiation is a complex social interaction that encapsulates emotional encounters in human decision-making. Virtual agents that can negotiate with humans are useful in pedagogy and conversational AI. To advance the development of such agents, we explore the prediction of two important subjective goals in a negotiation – outcome satisfaction and partner perception. Specifically, we analyze the extent to which emotion attributes extracted from the negotiation help in the prediction, above and beyond the individual difference variables. We focus on a recent dataset in chat-based negotiations, grounded in a realistic camping scenario. We study three degrees of emotion dimensions – emoticons, lexical, and contextual by leveraging affective lexicons and a state-of-the-art deep learning architecture. Our insights will be helpful in designing adaptive negotiation agents that interact through realistic communication interfaces.

This paper builds on prior psychological studies that identify signals of trustworthiness between two human negotiators. Unlike prior work, the current work tracks such signals automatically and fuses them into computational models that predict trustworthiness. To achieve this goal, we apply automatic trackers to recordings of human dyads negotiating in a multi-issue bargaining task. We identify behavioral indicators in different modalities (facial expressions, gestures, gaze, and conversational features) that are predictive of trustworthiness. We predict both objective trustworthiness (i.e., are they honest) and perceived trustworthiness (i.e., do they seem honest to their interaction partner). Our experiments show that people are poor judges of objective trustworthiness (i.e., objective and perceived trustworthiness are predicted by different indicators), and that multimodal approaches better predict objective trustworthiness, whereas people overly rely on facial expressions when judging the honesty of their partner. Moreover, domain knowledge (from the literature and prior analysis of behaviors) facilitates the model development process.