Technology‐Driven Alteration of Nonverbal Cues and its Effects on Negotiation

Baten, Raiyan Abdul; Hoque, Ehsan

doi:10.1111/nejo.12347

Cited by 12 publications

(5 citation statements)

References 13 publications

(11 reference statements)

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“…We can already nd certain software that purposedly alters or replace our appearance or our voice, which is the case of deepfakes and can be implemented for negotiations (Baten and Hoque, 2021;Boothby, Cooney, and Schweitzer, 2023). A deepfake is a manipulation of content, either visual or auditory, or both, based on deep learning (Kietzmann et al, 2020;Verdoliva, 2020;Mirsky and Lee, 2021).…”

Section: Negotiator Misrepresentationmentioning

confidence: 99%

Videoconference buyer-seller negotiations: a systematic literature review

Prat

2023

Preprint

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Negotiations performed through videoconference have traditionally been studied in comparison to other communication media such as face-to-face, audio channels, or instant messaging. In this systematic literature review, we aim at gathering all empirical studies of buyer-seller negotiations performed synchronously by two people using a video system, analyzing the variables studied and the technological evolution of video negotiations. We develop a framework to classify the relevant variables, dividing them into negotiation, communication, and technological variables, and also in objective or subjective variables. We find that there are mixed or inconclusive results concerning negotiation variables such as economic outcomes, negotiation time, satisfaction, power, or trust. Technological variables like screen size, hardware and software used or user familiarity with technology show the evolution of videoconferencing and are very different among studies, which hinders its comparability. Emerging technologies involving extended reality or artificial intelligence may change the game in the negotiation world.

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Section: Negotiator Misrepresentationmentioning

confidence: 99%

Videoconference buyer-seller negotiations: a systematic literature review

Prat

2023

Preprint

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“…Especially salespeople using online tools have been facing difficulties conveying credibility to their customers, which is considered essential for business [5]. Business tools such as Zoom and Teams have proven useful and functional, on the other hand, people may unintentionally use nonverbal cues, which are not used in face-to-face communication, in ways that widen the communication gap between face-to-face and online [6]. Therefore, the effect of nonverbal cues used in online tools should be considered [7].…”

Section: Introductionmentioning

confidence: 99%

Gender Differences in the Effects of Online Visual and Audio Combinations on Credibility

Yashiro,

Haruyama,

Shirasaka

2024

International Journal of Service and Knowledge Management

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Since the COVID-19 pandemic occurred, salespeople using online tools have been facing difficulties conveying credibility to their customers, which is considered essential for business. This study focused on the combination of visual and audio cues, not individual cues, and evaluated salesperson credibility from a gender difference perspective. Each male and female salesperson gave a business presentation using Zoom with eight patterns of visual and audio combinations: three kinds of still images as visual (Name only /Profile photo with no expression/Profile photo with a smile) x two kinds of voices as audio (Dull/Bright) and two kinds of videos (with no facial expression and dull voice/ with facial expressions and bright voice), and his /her credibility was evaluated by participants from a customer perspective. As a result, it suggests that the female salesperson decreases her credibility significantly using the "Name" & dull voice" combination and that visual cues are significant factors in conveying credibility. In the case of the male salesperson, it suggests that any visual images with a bright voice mostly increase his credibility and that audio cues are significant factors. The findings from this study indicate the potential for further improving salesperson credibility in online communication by gender.

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“…While this poses a threat to society 6 , deepfake offers an increased control over content and realism that can be of added-value for experimental and psychological research 9,10 . For instance, others have discussed the use of deepfake for the study of human behaviors (e.g., video corpus development 10 , negotiation studies 11 ), to support learning and well-being 7 , or to protect personal identity (deidenti cation of patients 12,13 ).…”

Section: Introductionmentioning

confidence: 99%

Gaze, Nod, and Smile for Success. A Deepfake-Based Study on Facial Expressiveness and Social Outcomes

Renier,

Shubham,

Vijay

et al. 2023

Preprint

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Artificial intelligence (AI)-generated media is used in entertainment, art, education, and marketing. AI-generated faces or facial expressions using deepfake-based technologies might also contribute to nonverbal behavior studies. As a proof of concept, in this research, we test the replicability of past results regarding the positive effects of facial expressiveness (e.g., gazing, nodding, and smiling) on social outcomes. Because the facial expressions when listening to someone (i.e., nonverbal immediacy) encompass several behaviors that are typically related (i.e., smiling while nodding), the effect of combinations of these behaviors is challenging to study. We thus test the effect of facial expressiveness (gazing, nodding, and smiling vs. none) on first impression judgements in a job interview setting using AI-generated experimental video material. We measure how competent, warm, and favorably independent observers (n = 823) perceive the targets (n = 159) showing AI-generated facial expressions. Our results replicate past research showing that the more targets are facially expressive, the more they are perceived favorably. Apart from supporting evidence of the importance of facial expressiveness for conveying a positive impression, we show the benefits of relying on AI-generated experimental video material for the study of nonverbal behavior.

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Technology‐Driven Alteration of Nonverbal Cues and its Effects on Negotiation

Cited by 12 publications

References 13 publications

Videoconference buyer-seller negotiations: a systematic literature review

Videoconference buyer-seller negotiations: a systematic literature review

Gender Differences in the Effects of Online Visual and Audio Combinations on Credibility

Gaze, Nod, and Smile for Success. A Deepfake-Based Study on Facial Expressiveness and Social Outcomes

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