The need for a female perspective in designing agent-based negotiation support

Proceedings of the 22nd ACM International Conference on Intelligent Virtual Agents Pub Date : 2022-09-06 DOI:10.1145/3514197.3549691

Katja Bouman, I. Lefter, L. Rook, Catherine Oertel, C. Jonker, Frances M. T. Brazier

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Abstract

This study investigates whether an agent-based Negotiation Training System (NTS) can teach women Strategic Empathy - a recently introduced negotiation strategy based on perspective taking - and whether this can improve their negotiation performance. Developed and tested through an interaction-based real-time experiment was a NTS that integrated instructions on how to utilize Strategic Empathy. Women in the experimental group showed significantly higher levels of perspective-taking compared to the control group, and their understanding and use of Strategic Empathy increased over time. Also, a significant positive effect was found of Strategic Empathy on women's self-efficacy. No significant positive effect was found of Strategic Empathy on persistence. The high cognitive load of the experiment and a lack of intrinsic motivation may have caused this finding. Overall, this work demonstrates the applicability of using NTS to teach Strategic Empathy, and its effectiveness for enhancing women's self-efficacy in salary negotiations.

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在设计基于代理的谈判支持时，女性视角的必要性

本研究调查了基于代理的谈判培训系统(NTS)是否可以教授女性战略同理心——一种最近引入的基于视角的谈判策略——以及这是否可以提高她们的谈判表现。通过一项基于互动的实时实验，开发并测试了一个整合了如何利用策略共情的指导的NTS。实验组女性的换位思考能力明显高于对照组，她们对策略共情的理解和使用也随着时间的推移而增加。策略共情对女性自我效能感有显著的正向影响。策略共情对持久性没有显著的正向影响。实验的高认知负荷和缺乏内在动机可能导致了这一发现。综上所述，本研究证明了运用NTS教学策略共情的适用性，以及其对提高女性薪酬谈判自我效能感的有效性。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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Proceedings of the 22nd ACM International Conference on Intelligent Virtual Agents

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