Decision-making with emotional factors 
MONOPOLY agents.(click to enlarge)
The emotional factors are important in negotiation, since the
participant's decision is affected by emotional factors such as their
emotional disturbances, the impression of the opponent's attitude. In order
to consider a negotiation strategy using emotional factors, we constructed a
new state graph model. This model describes how participants' emotional
status is affected by the opponent's proposal and the opponent's attitude.
Negotiation is a process to reach an agreement by exchanging
participant's proposals each other. In recent years, several software tools
to support negotiation through Internet have been developed. These tools
support participants by giving advice based on the only utility value, using
Game Theory or Operating Research method.
However, we often select the next proposal using not only the utility
value but also various kinds of factors in practice. For example, the
feeling against the opponent or the emotional disturbance.
Therefore, in order to support decision making in negotiation, we made
the new model including emotional factors. Based on the new model, we made
the negotiation support tool which gives users the advice about the next
action, considering not only the opponent's proposal but his/her emotion.
(Yuasa[2000])
There are some researches of the emotion in negotiation. Leigh Thompson's
research identifies some perspectives(the rational negotiator, the positive
negotiator , and the irrational negotiator) on the role of emotion at the
bargaining. According to Deutsch, if two negotiators feel positively toward
each other, they are likely to come to the agreement.
In addition, we use MONOPOLY game as study of negotiation. We think that the
MONOPOLY game will be new platform to study multi-agent, AI,
decision-making, negotiation, argumentation, Human-Interface, and so on. (We
will make the MONOPOLY server site and suggest protocol to play with many
players.)
I think that: it's important for us to consider the emotional factors
such as what we can't computerise. We have to think, image or create what we
can't computerise.
The reports for reference
M.Yuasa, T.Tanaka, Y.Yasumura, K.Nitta, `An Online ADR System Using a Tool for
Animated Agents', SICE Annual Conference, 2003.
M. Yuasa, Y. Yasumura, K. Nitta, `Negotiation Support Tool Using Emotional
Factors', IFSA-NAFIPS 2001 Conference Proceedings, 2001.7 (pdf)
(ps)
M. Yuasa, Y. Yasumura, K. Nitta, `Giving Advice in Negotiation Using
Physiological Information',IEEE SMC2000, 2000 (pdf)
(ps)
Y. Yasumura, K. Oguchi, K. Nitta: `Negotiation Strategy of Agents in the
MONOPOLY Game', CIRA2001 Conference Proceedings, 2001.
Osamu Hasegawa and Katsuhiko Sakaue: `CG Tool for Constructing
Anthropomorphic Interface Agents', Proc. IJCAI-97 WS (W5), ANIMATED
INTERFACE AGENTS, pp.23-26, Nagoya, 1997-8
