Advertisement
Published in:
2017 | OriginalPaper | Chapter
Fixed-pie Lie in Action
Authors : Zahra Nazari, Gale Lucas, Jonathan Gratch
Published in: Intelligent Virtual Agents
Publisher: Springer International Publishing
Activate our intelligent search to find suitable subject content or patents.
Select sections of text to find matching patents with Artificial Intelligence. powered by
Select sections of text to find additional relevant content using AI-assisted search. powered by
Negotiation is a crucial skill for socially intelligent agents. Sometimes negotiators lie to gain advantage. In particular, they can claim that they want the same thing as their opponents (i.e., use a “fixed-pie lie”) to gain an advantage while appearing fair. The current work is the first attempt to examine effectiveness of this strategy when used by agents against humans in realistic negotiation settings. Using the IAGO platform, we show that the exploitative agent indeed wins more points while appearing fair and honest to its opponent. In a second study, we investigated how far the exploitative agents could push for more gain and examined their effect on people’s behavior. This study shows that even though exploitative agents gained high value in short-term, their long-term success remains questioned as they left their opponents unhappy and unsatisfied.