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Subjective Perceptions in Wartime Negotiation

机译：战时谈判中的主观看法

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摘要

The prevalence of negotiation in social interaction has motivated researchers to develop virtual agents that can understand, facilitate, teach and even carry out negotiations. While much of this research has analyzed how to maximize the objective outcome, there is a growing body of work demonstrating that subjective perceptions of the outcome also play a critical role in human negotiation behavior. People derive subjective value from not only the outcome, but also from the process by which they achieve that outcome, from their relationship with their negotiation partner, etc. The affective responses evoked by these subjective valuations can be very different from what would be evoked by the objective outcome alone. We investigate such subjective valuations within human-agent negotiation in four variations of a wartime negotiation game. We observe that the objective outcomes of these negotiations are not strongly correlated with the human negotiators' subjective perceptions, as measured by the Subjective Value Index. We examine the game dynamics and agent behaviors to identify features that induce different subjective values in the participants. We thus are able to identify characteristics of the negotiation process and the agents' behavior that most impact people's subjective valuations in our wartime negotiation games.
机译：社会互动谈判的普遍性有动力开发能够理解，促进，教导甚至进行谈判的虚拟代理商。虽然这项研究的许多研究已经分析了如何最大限度地提高目标结果，但越来越多的工作体位表明了对结果的主观看法也在人类谈判行为中发挥着关键作用。人们不仅从他们与谈判伙伴的关系中实现了结果的过程中的主观价值，而且来自他们与他们的谈判伙伴的关系等。这些主观估值所引起的情感反应可能与被引起的东西非常不同单独的目标结果。我们在战时谈判游戏的四种变体中调查人类代理协商中的这种主观估值。我们遵守这些谈判的客观成果与人类谈判者的主观感知与主观价值指数衡量的谈判的主观感知并不强烈相关。我们检查游戏动态和代理行为，以识别诱导参与者中不同主观值的功能。因此，我们能够识别谈判过程的特征和代理人的行为，这些行为大多数影响我们战时谈判游戏中的人的主观估值。

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