Saying YES! the cross-cultural complexities of favors and trust in human-agent negotiation

Johnathan Mell; Gale Lucas; Jonathan Gratch; Avi Rosenfeld

doi:10.1109/acii.2015.7344571

Saying YES! the cross-cultural complexities of favors and trust in human-agent negotiation

Johnathan Mell
, Gale Lucas
, Jonathan Gratch
, Avi Rosenfeld

University of Southern California
Jerusalem College of Technology

Research output: Chapter in Book/Report/Conference proceeding › Conference contribution › peer-review

5 Scopus citations

Abstract

Negotiation between virtual agents and humans is a complex field that requires designers of systems to be aware not only of the efficient solutions to a given game, but also the mechanisms by which humans create value over multiple negotiations. One way of considering the agent's impact beyond a single negotiation session is by considering the use of external ledgers across multiple sessions. We present results that describe the effects of favor exchange on negotiation outcomes, fairness, and trust for two distinct cross-cultural populations, and illustrate the ramifications of their similarities and differences on virtual agent design.

Original language	English
Title of host publication	2015 International Conference on Affective Computing and Intelligent Interaction, ACII 2015
Publisher	Institute of Electrical and Electronics Engineers Inc.
Pages	194-200
Number of pages	7
ISBN (Electronic)	9781479999538
DOIs	https://doi.org/10.1109/acii.2015.7344571
State	Published - 2 Dec 2015
Externally published	Yes
Event	2015 International Conference on Affective Computing and Intelligent Interaction, ACII 2015 - Xi'an, China Duration: 21 Sep 2015 → 24 Sep 2015

Publication series

Name	2015 International Conference on Affective Computing and Intelligent Interaction, ACII 2015

Conference

Conference	2015 International Conference on Affective Computing and Intelligent Interaction, ACII 2015
Country/Territory	China
City	Xi'an
Period	21/09/15 → 24/09/15

Bibliographical note

Publisher Copyright:
© 2015 IEEE.

Funding

This work was supported by the National Science Foundation under grant ISS-1211064 and the U.S. Army. Any opinion, content or information

Funders	Funder number
National Science Foundation	ISS-1211064
U.S. Army

Keywords

affective computing
cultural differences
intelligent systems

Access to Document

10.1109/acii.2015.7344571

Cite this

Mell, J., Lucas, G., Gratch, J., & Rosenfeld, A. (2015). Saying YES! the cross-cultural complexities of favors and trust in human-agent negotiation. In 2015 International Conference on Affective Computing and Intelligent Interaction, ACII 2015 (pp. 194-200). Article 7344571 (2015 International Conference on Affective Computing and Intelligent Interaction, ACII 2015). Institute of Electrical and Electronics Engineers Inc.. https://doi.org/10.1109/acii.2015.7344571

Mell, Johnathan ; Lucas, Gale ; Gratch, Jonathan et al. / Saying YES! the cross-cultural complexities of favors and trust in human-agent negotiation. 2015 International Conference on Affective Computing and Intelligent Interaction, ACII 2015. Institute of Electrical and Electronics Engineers Inc., 2015. pp. 194-200 (2015 International Conference on Affective Computing and Intelligent Interaction, ACII 2015).

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title = "Saying YES! the cross-cultural complexities of favors and trust in human-agent negotiation",

abstract = "Negotiation between virtual agents and humans is a complex field that requires designers of systems to be aware not only of the efficient solutions to a given game, but also the mechanisms by which humans create value over multiple negotiations. One way of considering the agent's impact beyond a single negotiation session is by considering the use of external ledgers across multiple sessions. We present results that describe the effects of favor exchange on negotiation outcomes, fairness, and trust for two distinct cross-cultural populations, and illustrate the ramifications of their similarities and differences on virtual agent design.",

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Mell, J, Lucas, G, Gratch, J & Rosenfeld, A 2015, Saying YES! the cross-cultural complexities of favors and trust in human-agent negotiation. in 2015 International Conference on Affective Computing and Intelligent Interaction, ACII 2015., 7344571, 2015 International Conference on Affective Computing and Intelligent Interaction, ACII 2015, Institute of Electrical and Electronics Engineers Inc., pp. 194-200, 2015 International Conference on Affective Computing and Intelligent Interaction, ACII 2015, Xi'an, China, 21/09/15. https://doi.org/10.1109/acii.2015.7344571

Saying YES! the cross-cultural complexities of favors and trust in human-agent negotiation. / Mell, Johnathan; Lucas, Gale; Gratch, Jonathan et al.
2015 International Conference on Affective Computing and Intelligent Interaction, ACII 2015. Institute of Electrical and Electronics Engineers Inc., 2015. p. 194-200 7344571 (2015 International Conference on Affective Computing and Intelligent Interaction, ACII 2015).

Research output: Chapter in Book/Report/Conference proceeding › Conference contribution › peer-review

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Mell J, Lucas G, Gratch J, Rosenfeld A. Saying YES! the cross-cultural complexities of favors and trust in human-agent negotiation. In 2015 International Conference on Affective Computing and Intelligent Interaction, ACII 2015. Institute of Electrical and Electronics Engineers Inc. 2015. p. 194-200. 7344571. (2015 International Conference on Affective Computing and Intelligent Interaction, ACII 2015). doi: 10.1109/acii.2015.7344571

Saying YES! the cross-cultural complexities of favors and trust in human-agent negotiation

Abstract

Publication series

Conference

Bibliographical note

Funding

Keywords

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