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 Prosecutor Transaction goals: Determining Crime/Character 00:05:47 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)

VR Negotiation Training

Help patients 0 Here 1 Elsewhere 2 Provisions 3 Sovereign 4 Not move 11 Move safely 21 Move close 22 Safe place 23 Doctor’s Plan

Succeed: win war 0 Move clinic 1 Win doctor 2 Help patients 3 Offer provisions 31 Move to base 11 Move downtown 12 Threaten doctor 13 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

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