An experimental study of software agent negotiations with humans

• Published in: Decision Support Systems Vol. 66; pp. 135 - 145
• Main Authors: Vahidov, Rustam, Kersten, Gregory, Saade, Raafat
• Format: Journal Article
• Language: English
• Published: Amsterdam Elsevier B.V 01.10.2014; Elsevier; Elsevier Sequoia S.A
• Subjects: Applied sciences; Automation; Computer programs; Computer science; control theory; systems; Computer systems and distributed systems. User interface; Data processing. List processing. Character string processing; Decision analysis; Decision support systems; Decision theory. Utility theory; Electronic commerce; Electronic negotiations; Electronics; Exact sciences and technology; Experimental studies; Human; Intelligent agents; Mathematical analysis; Memory organisation. Data processing; Negotiations; Operational research and scientific management; Operational research. Management science; Software; Software agents; Software–human negotiations; Studies; Software–human negotiations; Electronic negotiations; Software agents; Experimental studies; Data analysis; Decision support system; Decision making; Experimental study; Intelligent agent; Multiagent system; Sales; Cooperation; Bargaining; Software―human negotiations; Man machine relation
• ISSN: 0167-9236; 1873-5797
• DOI: 10.1016/j.dss.2014.06.009

Electronic negotiations allow participants to negotiate online and use analytical support tools in making their decisions. Software agents offer the possibility of automating negotiation process using these tools. This paper aims at investigating the prospects of agent-to-human negotiations using experiments with human subjects. Various types of agents have been configured using the following tactics: individualistic, neutral, yielding, yielding-then-individualistic, and absolute tit-for-tat. These agents were paired up with human counterparts for negotiating product sale. A set of hypotheses has been proposed involving the performance of agents, as well as humans in terms of objective, as well as subjective measures. Overall, the findings speak in favor of agent-managed negotiations. •An experiment in software agent – human negotiations is described.•Agents employed different negotiation tactics.•The negotiation case involving purchase of a computer was used.•Subjects were university students.•Overall, software agents outperformed human negotiators.