A DesignTheory for Human-Computer Negotiation Strategy
Mukun Cao, Melody Yihwa Kiang, Qing Hu · Journal of the Association for Information Systems · 2020
To meet the increasingly demand of automated human-computer negotiation for e-commerce transaction, in this study, guided by design science principles, we design a multi-strategy model, which implements four negotiation strategies (i.e., time-dependent, behavior-dependent, dynamic time-dependent, and impasse resolution) as the core of our software agent for negotiating with human buyers.The experimental results show that our model enables the software agent to outper- form its human counterpart and increases the settlement ratio.