Subjective effectiveness in agent-to-human negotiation: A frame x personality account

• Main Authors: YANG, Yinping, SEE, Ya Hui M., ORTONY, Andrew, TAN, Jacinth Jia Xin
• Format: text
• Language: English
• Published: Institutional Knowledge at Singapore Management University 2010
• Subjects: Frame; Negotiation; Satisfaction; Personality; Need for Cognition; Persuasion; Agent-to-human negotiation; Automated negotiation; Experiment; Psychology
• Online Access: https://ink.library.smu.edu.sg/soss_research/2736; https://ink.library.smu.edu.sg/context/soss_research/article/3993/viewcontent/50caacca06f0328bc51b8c1c562ba2f31053.pdf
• Institution: Singapore Management University

This paper presents an empirical examination on the role of framing as a persuasion technique in agent-to-human negotiations. The primary hypothesis was that when a software agent frames the same offer in different ways it will have different consequences for a human counterpart’s perceptions of the...