The effects of interplay between negotiation tactics and task complexity in software agent to human negotiations

作者：

Highlights：

• Negotiation experiments between human subjects and software agents reported.

• Agents used various concession-making tactics.

• Negotiation case featured purchase of a mobile phone plan.

• Simple casehad five issues, while complex case had ten issues to negotiate over.

• Results suggest significant effects of complexity and tactics on the outcomes.

摘要

•Negotiation experiments between human subjects and software agents reported.•Agents used various concession-making tactics.•Negotiation case featured purchase of a mobile phone plan.•Simple casehad five issues, while complex case had ten issues to negotiate over.•Results suggest significant effects of complexity and tactics on the outcomes.

论文关键词：Concession-making,Electronic negotiations,Experimental studies,Mechanism design,Multi-issue negotiations,Negotiations,Software agents

论文评审过程：Received 10 December 2016, Revised 19 September 2017, Accepted 19 September 2017, Available online 21 September 2017, Version of Record 5 October 2017.

论文官网地址：https://doi.org/10.1016/j.elerap.2017.09.007