@InProceedings{10.1007/978-981-16-0471-3_1,
author="G{\"u}ng{\"o}r, Onat
and {\c{C}}akan, Umut
and Aydo{\u{g}}an, Reyhan
and {\"O}zturk, Pinar",
editor="Aydo{\u{g}}an, Reyhan
and Ito, Takayuki
and Moustafa, Ahmed
and Otsuka, Takanobu
and Zhang, Minjie",
title="Effect of Awareness of Other Side's Gain on Negotiation Outcome, Emotion, Argument, and Bidding Behavior",
booktitle="Recent Advances in Agent-based Negotiation",
year="2021",
publisher="Springer Singapore",
address="Singapore",
pages="3--20",
abstract="Designing agents aiming to negotiate with human counterparts requires additional factors. In this work, we analyze the main elements of human negotiations in a structured human experiment. Particularly, we focus on studying the effect of negotiators being aware of the other side's gain on the bidding behavior and the negotiation outcome. We compare the negotiations in two settings where one allows human negotiators to see their opponent's utility and the other does not. Furthermore, we study what kind of emotional state expressed and arguments sent in those setups. We rigorously discuss the findings from our experiments.",
isbn="978-981-16-0471-3"
}