Abstract
Negotiation support systems (NSSs) aim to assist people during the complex process of negotiation. We argue that having a shared mental model of the negotiation task enables and enhances the collaboration between the human negotiator and the NSS. This paper presents an analysis of negotiation that results in a set of concepts that a shared mental model of the user and the NSS should contain. Discrepancies between the individual mental models can arise for various reasons, such as the constructive nature of preferences. Explanation can increase user understanding of the NSS’s reasoning, allowing the user to detect and resolve discrepancies. We therefore propose using explanation to achieve and maintain sharedness. We present a framework that provides a means to generate content for such explanations, where we focus on the mental models of user and opponent preferences.
This is a preview of subscription content, log in via an institution to check access.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Preview
Unable to display preview. Download preview PDF.
References
Harvard Business Essentials: Negotiation. Harvard Business School Publishing Corporation, Boston (2003)
Amgoud, L., Dimopoulos, Y., Moraitis, P.: A unified and general framework for argumentation-based negotiation. In: Proceedings of the 6th International Joint Conference on Autonomous Agents and Multiagent Systems, pp. 1–8. ACM Press, New York (2007)
Cannon-Bowers, J., Salas, E., Converse, S.: Shared mental models in expert decision making teams. In: Current Issues in Individual and Group Decision Making, pp. 221–246 (1993)
Hindriks, K., Jonker, C.: Creating human-machine synergy in negotiation support systems: towards the pocket negotiator. In: Proceedings of the 1st International Working Conference on Human Factors and Computational Models in Negotiation, pp. 47–54. ACM, New York (2008)
Lim, B., Klein, K.: Team mental models and team performance: A field study of the effects of team mental model similarity and accuracy. Journal of Organizational Behavior 27(4), 403–418 (2006)
Mastenbroek, W.: Negotiating as emotion management. Theory, Culture & Society 16(4) (1999)
Mathieu, E., Heffner, T., Goodwin, G., Salas, E., Cannon-Bowers, J.: The influence of shared mental models on team process and performance. The Journal of Applied Psychology 85(2), 273–283 (2000)
Moulin, B., Irandoust, H., Bélanger, M., Desbordes, G.: Explanation and argumentation capabilities: Towards the creation of more persuasive agents. Artificial Intelligence Review 17(3), 169–222 (2002)
Pu, P., Chen, L.: Trust-inspiring explanation interfaces for recommender systems. Knowledge-Based Systems 20(6), 542–556 (2007)
Roth-Berghofer, T., Richter, M.: On explanation. Künstliche Intelligenz 22(2), 5–7 (2008)
Thompson, L.: The mind and heart of the negotiator. Pearson Prentice Hall, NJ (2005)
Tintarev, N., Masthoff, J.: A survey of explanations in recommender systems. In: ICDE 2007 Workshop on Recommender Systems and Intelligent User Interfaces, pp. 801–810 (2007)
Ye, L., Johnson, P.: The impact of explanation facilities on user acceptance of expert systems advice. MIS Quarterly 157–172 (1995)
Author information
Authors and Affiliations
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2011 Springer-Verlag Berlin Heidelberg
About this paper
Cite this paper
van de Kieft, I., Jonker, C.M., van Riemsdijk, M.B. (2011). Explaining Negotiation: Obtaining a Shared Mental Model of Preferences. In: Mehrotra, K.G., Mohan, C.K., Oh, J.C., Varshney, P.K., Ali, M. (eds) Modern Approaches in Applied Intelligence. IEA/AIE 2011. Lecture Notes in Computer Science(), vol 6704. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-642-21827-9_13
Download citation
DOI: https://doi.org/10.1007/978-3-642-21827-9_13
Publisher Name: Springer, Berlin, Heidelberg
Print ISBN: 978-3-642-21826-2
Online ISBN: 978-3-642-21827-9
eBook Packages: Computer ScienceComputer Science (R0)