Human-to-agent automated negotiation has many potentials in a variety of applications. How to design an agent with equivalent persuasion capabilities with its human rivals is the key to the success of such systems but the research on this problem is still at its early stage. With the aim of improving agents' persuasion ability, this paper proposes to construct emotional agents and emotion-dependent persuasion actions in automated negotiation with multiple issues. First, a multi-issue evaluation function adjusted by the rival's reputation is constructed to determine whether emotional persuasion is needed. Then, by applying the Weber-Fechner Law, this paper proposes a method to measure an agent's emotion generated by evaluating the rival's proposal. Persuasion is categorized into four types and an emotion-based method is proposed for an agent to select a persuasion type. The selected persuasion type is further related to updating concessions, so that an agent can make concessions adaptive to both the rival's proposal and the focal agent's emotional state. Moreover, a series of numerical experiments on bilateral negotiation between agents are conducted to illustrate the proposed model and validate its effectiveness in improving negotiation efficiency. Theoretical and practical implications as well as limitations are discussed in the end.
The major public health emergencies (PHEs) represented by the COVID-19 pandemic, while posing a serious threat to human health, have led people to rethink about the harmonious relationship between humans and nature. It is worthy to explore whether and how the framework effect of event information can be used to turn crises into opportunities to promote public pro-environmental behavior (PEB). Through a pre-and post-test control experiment, this study took the COVID-19 pandemic as a case, to explore the effects of four PHE information frameworks on promoting PEB, coupled with two information loss–gain frameworks and two information content frameworks. The results showed that all four information frameworks contribute to the public PEB. However, there are differences: only the environmental gain information effect is significant for PEB in the private sphere. The environmental loss and health gain information are effective for PEB in organizations. However, in the public sphere, all four information frameworks significantly motivate PEB. Further factorial analysis revealed that the interaction between the information content and loss–gain framework was not significant, with the latter playing the dominant role. These findings provide a new approach to how to develop the information framework effect and turn crises into opportunities to promote public PEB in the context of major PHEs.
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