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Interactive Technology-Mediated Group Decision, Negotiation and Emotion
Bilyana Martinovski
Webbkonferens, GU 2009
Observation
‘In the process of creating the virtual community and the virtual inhabitants, it became evident that all human cognitive activities and processes are heavily dependent of what we colloquially call emotions.’ Hudlicka, 2003
Question
How is the relation between emotion, group decision, negotiation, and interactive technology studied by contemporary IT research?
More Questions
Is it possible to negotiate and take decisions without emotion?
How do emotions affect conflict as a decision making process?
How do theories of emotion relate to empirical observations of negotiation?
How is cognitive load related to emotions in collaboration design?
How does language affect emotion and outcome of negotiation?
More Questions
What emotions are characteristic of success or failure in negotiation?
Can tracing of emotions in negotiation predict the outcomes?
How are emotions related to ethics of negotiation and communication?
How can interactive technology contribute to the modeling of cognition in negotiation?
What methodology is suitable for the study of emotion in negotiation?
Group Decision and Negotiation GDN
Business negotiation
Conflict solving
Bargaining
Task management meetings
Discussions
Interactive Technology IT
Online business negotiation support software
Group decision support
Legal decision support
Conflict resolution negotiation
Interaction goals: Emotional Attack of ProsecutorTransaction goals: Determining Crime/Character00:05:47
Prosecutor: He has ub a: one prior. (0.3) conviction in this jurisdiction with thee uhm (0.8) sheriff's office, of of interestinly enough. u:v striking a public officer and of disturbing peace.
Defense: Will you knock it off. ((disgusted tone)) (0.5) You wanna make a federal case out of this¿
Prosecutor: N:o, [I I just] think [that that i]t's it's not uh this uh=
Defense: [ ˙h h h ] [ h h m ]
Prosecutor: =happy go lucky chap's uh first (1.0) encounter with uh um (1.8)
QuickTime™ and aSorenson Video 3 decompressorare needed to see this picture.
VR Negotiation Training
Help patients0
Here1
Elsewhere2
Provisions3
Sovereign4
Not move11
Move safely21
Move close22
Safe place23
Doctor’s Plan
Succeed: win war0
Move clinic1
Win doctor2
Help patients3
Offer provisions31
Move to base11
Move downtown12
Threaten doctor13
Captain’s Plan
Emotion Steer Decisions
Some emotions stimulate negotiation e.g.
empathy
Others - suffocate negotiation e.g. disgust
All emotions open a door to uncertainty in relations and negotiation.
Ethics
The indefinability and uncertainty elements in real life or in online negotiations may stimulate or suffocate the negotiation but they provide an opportunity for the ethical, for a reexamination of values and goals in the relation between the Self and the Other.
Methods IT, GDN and Emotion Cognitive modeling Discourse analysis AI testing Content analysis Subsequent multidimensional scaling Impression rating Graph modeling for conflict resolution
Dyadic e-negotiation
Hines, Murphy, Weber and Kersten, 2009
assent-oriented wording of relations and actions, such as inclusive we-expressions and linguistic formulations of positive emotions, can be used to predict successful negotiations, which seem to be more economical in time and cognitive effort than failed e-negotiations.
Greissmair and Koeszegi 2009
Factual statements (i.e. not only explicit emotional utterance) do convey emotion and that the wording of factual statements can create differentiation in emotional connotation.
Emotions evolve differently in successful and failed negotiations.
Ex. underlining cooperation despite conflict of interests brings about positive emotions, which then influence success of negotiation.
Greissmair and Koeszegi, 2009
Cognitive and emotional processing go parallel in web discourse, which contradicts the more common view that emotional content is delayed when task-related information has to be conveyed.
Words Matter
Mizukami et al., 2009
bad discussions characterized by lack of empathy choice of object of counter-arguments and treatment
of minority opinions during a discussion influence the distinction between reasonable and unreasonable disagreement
communication checklist of a good discussion activeness of the floor multi-direction and unification of discussion relationship and sincerity of participants development and sophistication of discussion.
Management and Representation of Emotion in Conflict
Obeidi, Kilgour and Hipel , 2009
international negotiation fear and anger play a strong role in conflicts, where
parties build wrong models of each other’s mental and emotional states
Graph Model technique for representation of decision making by adding a module of awareness tracking for each decision maker and thus integrate the idea of subjective perception
Operationalization of Emotion- Based Model of Argumentation
Martinovski and Mao, 2009
Theory-of-Mind aspects of the decision makers’ mental models of each other
Theoretical model with an analysis of empathy in interaction
THANKS!