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!