A State Graph Model of Negotiation Considering Subjective Factors

Abstract

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.