2010
DOI: 10.3233/ais-2010-0065
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Affective negotiation support systems

Abstract: Negotiation is a process in which two or more parties aim to reach a joint agreement. As such negotiation involves rational decision making about options and issues. However, negotiation also involves social interaction and dilemmas as well as personal preferences and opinions. Negotiation is a multifaceted process in which affect plays a critical role, a role confirmed in recent empirical studies. In this position paper we first argue that affect is an important issue to consider when developing a negotiation… Show more

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Cited by 37 publications
(14 citation statements)
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“…This configures the Explicit Mood Assumption module. Several other research works have been carried out to detect student's mood explicitly [5].…”
Section: Explicit and Implicit Mood Assumptionmentioning
confidence: 99%
“…This configures the Explicit Mood Assumption module. Several other research works have been carried out to detect student's mood explicitly [5].…”
Section: Explicit and Implicit Mood Assumptionmentioning
confidence: 99%
“…Alternatively, Broekens et al (2010) suggested an "affective" eNS that is designed to aid negotiators in managing their own emotions, comprehending and reacting to the emotions expressed by their counterpart adequately, and guiding negotiators in using emotions strategically. The authors also suggest affective support tailored to different negotiation phases.…”
Section: Discussionmentioning
confidence: 99%
“…The virtual agent communicates in natural speech, recorded by a professional voice actor. In negotiation support, emotions play an important role [1]. The virtual agent expresses three basic emotions as feedback to the trainee's selected response option.…”
Section: Validity Of the Virtual Reality Training Systemmentioning
confidence: 99%