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Empirical Studies inComputer-MediatedInterest-Based Negotiations
Sohan D’souzaMSc IT, 2009British University in Dubai
Study Focus
Bilateral repeated negotiation under incomplete information
Strategic role of goal information Effect of goal revelation on human
negotiation strategy
Consider this …
What if …
Then maybe …
Contributions Design of interest-based protocol for
incomplete goal information, goal inquiry and goal revelation
First study to investigate outcomes and human use of goal revelation in task settings
Comparison of human negotiation strategies between position- and interest-based negotiation
Significance
For Multi-Agent Systems For Decision Support Systems For Cognitive Science For Psychology
Topics in Negotiation
Issues and Outcomes Task Dependency Distributive vs. Integrative Position-based vs. Interest-based Multi-Agent System vs. Human
Related Work Interest-based negotiation specific to
domains (Loewenstein et al., 1989) Pre-negotiation goal framing
(Loewenstein and Brett, 2007) Position-based agent vs. human
negotiations (Lin et al. 2008; Bosse and Jonker, 2005)
Human caution with information privacy (Heiskanen et al., 2001)
Colored Trails - Platform
Multiplayer client-server platform Board of colored tiles Traversal by expending colored chips Icons representing players and goals GUI and decision support tool for
human players
Colored Trails – Relevance
Tiles analogous to different tasks Chips as different resources or
abilities used to complete tasks Traversal route represents candidate
task sequence towards goal Multiple paths to goal possible Information on opponents can be
hidden or revealed
Protocol Design - PBN
Proposer A
Responder B
Responder A
Proposer B
MAKE PROPOSAL
MAKE PROPOSAL
REJECT
ACCEPT
REJECT
ACCEPT
Position-based Negotiation (PBN) Protocol
Turn-based play
Rejections switch roles
Protocol Design - IBN
Proposer A
MAKE PROPOSAL
REJECT
ACCEPT
REJECT
ASK FOR GOAL
MAKE PROPOSAL
ASK FOR GOAL
Responder B
Responder A
Proposer B
ACCEPT
REVEAL GOAL
Interest-based Negotiation (IBN) Protocol
Can ask for goal only in response to offer
Can reveal goal only when asked
Game Setup
5x5 tile layout, 7 chips assigned At most one player can independently
reach their goal Chip assignment allows for at least
one player to get to goal by trading Only one shortest path possible Scoring function favors resource
conservation and gives partial credit
Experimental Setup
Masks and GUI changes to control information visibility and actions
Single game settings pool shared across both negotiation protocols
4 communication minutes per game, else default to existing assignment
Each player anonymously plays each other player once, in both initial roles
Results - Performance
Average benefit for players in IBN/PBN conditions for different number of goal revelations (significant difference in bold)
Average benefit for players in IBN/PBN conditions for different player dependencies (significant difference in bold)
Results - Agreement
Pair-wise agreement ratio
Agreement frequencies by task dependency
Results – Goal Revelation
Independent Dependent Both
Goal Revelations 16 (27%) 43 (73%) 59 (100%)
Revelation/Solicitation 16/26 (62%) 43/50 (86%) 59/76 (78%)
Goal revelation distribution and frequency
Discussion
Adapted platform robust and flexible Humans show unexpected trust in
volunteering goals when asked Self-sacrifice observed on the part of
independent players Possible cautionary generosity on the
part of dependent players
Future Work
Comparing to games with initially complete information
Allowing players to reveal goals without being asked
Allowing more than one shortest path Removing anonymity and having
repeated games between players Building classifiers using the data
Conclusions Asked, humans generally reveal goals Both altruistic and satisficing
outcomes observed in IBN Agreement likelihood and social
benefit higher in IBN Strategic benefit of goal information
varies with task dependency Precedent for future work on goal
revelation in mediated IBN scenarios