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Persuasion with Limited Sight.

Alex Lascarides1, Markus Guhe1

  • 1School of Informatics, University of Edinburgh, 10 Crichton Street, Edinburgh, EH8 9AB Scotland UK.

Review of Philosophy and Psychology
|March 19, 2019
PubMed
Summary

Human players in complex games can be influenced by describing potential outcomes of alternative actions. This study shows that mentioning future possibilities increases the acceptance of trade offers deviating from a player's strategy in Settlers of Catan.

Keywords:
Complex gamesHuman study of persuasionManipulating preferences

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Area of Science:

  • Behavioral economics
  • Game theory
  • Cognitive psychology

Background:

  • Humans often play complex games with vast decision trees, yet how they strategize with limited perspectives is poorly understood.
  • Limited perspectives in game strategy can be susceptible to manipulation by highlighting potential outcomes of alternative choices.

Purpose of the Study:

  • To investigate if human players in complex games can be manipulated into changing their strategy by presenting potential outcomes of alternative moves.
  • To analyze the effect of outcome descriptions on trade offer acceptance in The Settlers of Catan.

Main Methods:

  • Experimental study involving human participants playing The Settlers of Catan.
  • Manipulation of trade offers by including descriptions of potential future game states.
  • Analysis of trade offer acceptance rates based on whether outcome descriptions were provided.

Main Results:

  • Human players' decisions in complex games can be influenced by information about potential outcomes.
  • In The Settlers of Catan, trade offers deviating from a player's stated strategy were more likely to be accepted when accompanied by a description of what the offer could lead to.
  • Negotiation outcomes in games with inherent uncertainty are particularly susceptible to such framing effects.

Conclusions:

  • Human decision-making in complex strategic games is not always purely rational and can be swayed by framing and outcome-based information.
  • The limited perspective of human players offers a vulnerability that can be exploited through strategic information disclosure.
  • Understanding these cognitive biases is crucial for both game design and the study of human strategic behavior.