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Women’s Negotiation Support System—As Affected by Personal Appearance Versus Use of Language

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Advances in Affective and Pleasurable Design

Part of the book series: Advances in Intelligent Systems and Computing ((AISC,volume 483))

Abstract

In this study, we investigate the influence of Kawaii appearance on persuasiveness within the context of a negotiation, and propose a support system for advising women on their negotiation approach—with a focus on the negotiator’s Kawaii appearance. As a result of this experiment, we were able to obtain the multiple regression equation indicating the importance of the three language factors (euphemistic, honorific and sympathy expressions) for impressions made during negotiations. Based on this multiple regression equation, we constructed a system which automatically suggests negotiation sentences appropriate for creating a certain desired impression. Our system is expected to be able to recommend the optimal negotiation sentences based on the user’s personal and situational factors (such as Kawaii appearance, use of language, age, and relationship to the negotiation counterpart).

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Acknowledgments

This work was supported by JSPS KAKENHI Grant-in-Aid for Challenging Exploratory Research Grant Number 15K12127.

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Authors and Affiliations

  1. The University of Electro-Communications, Chofugaoka, Chofu-Shi, Tokyo, 182-8585, Japan

    Kohei Suzuki, Hikari Tamada, Ryuichi Doizaki & Maki Sakamoto

  2. Pallas Global Enterprise, 1-8-24 Rokucho, Adachi-Ku, Tokyo, 121-0073, Japan

    Yumi Hirahara

Authors
  1. Kohei Suzuki
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  2. Hikari Tamada
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  3. Ryuichi Doizaki
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  4. Yumi Hirahara
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  5. Maki Sakamoto
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Corresponding author

Correspondence to Maki Sakamoto .

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Editors and Affiliations

  1. School of Industrial Design, CarletonUniversity, Ottawa, Ontario, Canada

    WonJoon Chung

  2. Department of Industrial Design, University of Illinois at Urbana Champai, Champaign, IL, USA

    Cliff Sungsoo Shin

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Suzuki, K., Tamada, H., Doizaki, R., Hirahara, Y., Sakamoto, M. (2017). Women’s Negotiation Support System—As Affected by Personal Appearance Versus Use of Language. In: Chung, W., Shin, C. (eds) Advances in Affective and Pleasurable Design . Advances in Intelligent Systems and Computing, vol 483. Springer, Cham. https://doi.org/10.1007/978-3-319-41661-8_22

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  • DOI: https://doi.org/10.1007/978-3-319-41661-8_22

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  • Publisher Name: Springer, Cham

  • Print ISBN: 978-3-319-41660-1

  • Online ISBN: 978-3-319-41661-8

  • eBook Packages: EngineeringEngineering (R0)

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