A Negotiation Support Tool Using Emotional Factors
M. Yuasa, Yoshio Yasumura, Kenichi Nitta · 2006
Abstract Buyeis utility due In this paper, we introduce a new support tool for par-ticipants of negotiation through a computer network using emotional factors. The emotional factors are im-portant in negotiation, since the participant’s decision is affected by emotional factors such as their emotion-al disturbances, the impression of opponent’s attitude and so on. In order to consider a negotiation strate-gy using emotional factors, we constructed a new state graph model. This model describes how participants’ emotional status is affected by the opponent’s propos-al and the opponent’s attitude. Based on this model, we made the negotiation support tool by which users exchange their proposal and their emotion by facial ex-pression of an interface agent. This tool shows the user the proper action to take next by considering the oppo-nent’s proposal and the facial expression. We showed the availability of negotiation strategy using the state transition model by a computer simulation.