Empirical Studies in Computer-Mediated Interest-Based Negotiations

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The British University in Dubai (BUiD)
Negotiations in which participants exchange o ers based on their chosen positions can be extended to include dialogue about their interests. Revelation of negotiators' interests allows them to make more acceptable o ers and perhaps propose possible alternative approaches toward each other's interests, both of which may result in mutually and individually beneficial outcomes. However, it can also expose their strategies, and possibly their dependencies on other negotiators toward the achievement of their goals. Revealing this information can leave them vulnerable to extortion or retribution, but it can also be used to gain sympathy or build a relationship of trust and reciprocity.This dissertation studies human behaviour and performance upon introducing options for goal inquiry and revelation into mediated-protocol negotiation scenarios. Empirical studies were conducted by having human players negotiate over an alternating o er protocol and an interest-based bargaining protocol, on a platform specially adapted for this purpose. The analysis of data from these experiments revealed interesting patterns in the human use of goal revelation,and its effects on individual and social outcomes and likelihood of agreement. The design of the experiments and the development of the experimentation platform lay the groundwork for the further study of goal revelation in mediated negotiations with humans.
negotiations, human behaviour, mediated-protocol