Analyzing Human Negotiation using Automated Cognitive Behavior Analysis: The Effect of Personality

Sequeira, P. and Marsella, S. (2018) Analyzing Human Negotiation using Automated Cognitive Behavior Analysis: The Effect of Personality. In: 40th Annual Cognitive Science Society Meeting, Madison, WI, USA, 25-28 Jul 2018, pp. 1055-1060.

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Publisher's URL: https://mindmodeling.org/cogsci2018/papers/0209/index.html

Abstract

In this paper we study the influence of personality traits in negotiation by using a methodology for automated cognitive behavior analysis (ACBA). This methodology uses genetic programming (GP) for hypothesis generation and testing of human behavior with the goal of explaining the underlying mental structures guiding people’s actions during a task. ACBA iteratively generates programs - the hypotheses - capable of explaining the behavior exhibited by an individual during a multi-level, multi-issue, sequential bargaining task against an artificial agent. Our study focuses on the influence of the personality traits of social-value orientation (SVO) and Machiavellianism (Mach). The results show that by using ACBA, we are able to identify differences in the outcomes of programs emerging from GP that are consistent with the influences that different SVO and Mach profiles have in human negotiation behavior.

Item Type:Conference Proceedings
Additional Information:This work was supported in part by the Air Force Office of Scientific Research, under FA9550-14-1-0364.
Status:Published
Refereed:Yes
Glasgow Author(s) Enlighten ID:Marsella, Professor Stacy
Authors: Sequeira, P., and Marsella, S.
College/School:College of Medical Veterinary and Life Sciences > Institute of Neuroscience and Psychology

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