Negotiation as a challenge problem for virtual humans

Gratch, J., DeVault, D., Lucas, G. M. and Marsella, S. (2015) Negotiation as a challenge problem for virtual humans. In: 15th International Intelligent Virtual Agents Conference (IVA 2015), Delft, The Netherlands, 26-28 Aug 2015, pp. 201-215. (doi: 10.1007/978-3-319-21996-7_21)

Full text not currently available from Enlighten.


We argue for the importance of negotiation as a challenge problem for virtual human research, and introduce a virtual conversational agent that allows people to practice a wide range of negotiation skills. We describe the multi-issue bargaining task, which has become a de facto standard for teaching and research on negotiation in both the social and computer sciences. This task is popular as it allows scientists or instructors to create a variety of distinct situations that arise in real-life negotiations, simply by manipulating a small number of mathematical parameters. We describe the development of a virtual human that will allow students to practice the interpersonal skills they need to recognize and navigate these situations. An evaluation of an early wizard-controlled version of the system demonstrates the promise of this technology for teaching negotiation and supporting scientific research on social intelligence.

Item Type:Conference Proceedings
Additional Information:First published in Lecture Notes in Computer Science 9238: 201-215
Glasgow Author(s) Enlighten ID:Marsella, Professor Stacy
Authors: Gratch, J., DeVault, D., Lucas, G. M., and Marsella, S.
College/School:College of Medical Veterinary and Life Sciences > School of Psychology & Neuroscience
ISSN (Online):0302-9743

University Staff: Request a correction | Enlighten Editors: Update this record