Transactions of the Institute of Systems, Control and Information Engineers
Online ISSN : 2185-811X
Print ISSN : 1342-5668
ISSN-L : 1342-5668
A State Graph Model of Negotiation Considering Subjective Factors
Masahide YUASAYoshiaki YASUMURAKatsumi NITTA
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2001 Volume 14 Issue 9 Pages 439-446


In this paper, for decision support in negotiation through a computer network, we propose a state graph model considering subjective factors. This model shows that participants evaluate proposals by considering not only the utility value but also the opponent's attitude. To verify this model, we examine negotiation in which participants exchange proposals with facial expression. The experimental results show that facial expressions affect opponent's behaviors. In addition, we measured participants' perspiration in the negotiation to identify participant's mental state. The results indicate that the state graph model in negotiation is valid.

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