基于代理人的说服模式,让步取决于情感和时间信念
Jinghua Wu1, Ruiyang Cao1, Ya Zhang1
1School of management, China University of Mining and Technology - Beijing, Beijing, China.
PloS one
|September 25, 2025
概括
本研究介绍了适应性谈判代理的情感时间双过程框架. 它通过模拟情绪和时间压力来增强谈判的成功和公平性,从而导致更类似人类的人工智能系统.
科学领域:
- 人工智能的人工智能
- 计算社会科学 计算社会科学
- 行为经济学是一种行为经济学.
背景情况:
- 自动化谈判代理商在情感充满,时间有限的场景中缺乏人类的适应能力.
- 现有的模型往往无法充分捕捉谈判期间情绪和时间压力之间的相互作用.
研究的目的:
- 为智能谈判系统引入情感时间双流程框架.
- 提高自动化谈判代理人的适应能力和人性质.
- 改善谈判结果,包括成功率,共同效用和公平性.
主要方法:
- 整合了评估趋势框架与动态时间建模.
- 将情绪分解为愉快和确定性的维度,将它们映射到六种说服策略中.
- 开发了可变率时间函数来建模动态时间压力和依赖国家特许权更新模型.
主要成果:
- 与基准模型相比,拟议的框架显著提高了谈判成功率,共同效用和结果公平性.
- 纳入情绪因素,使双方之间的效用差异减少了28.55%.
- 动态时间功能提高了12.99%的谈判效率,而不影响公平或成功率.
结论:
- 情绪-时间双流程框架为开发更类似人类和适应性的智能谈判系统提供了理论基础.
- 情绪和时间动态的整合对于先进的自动化谈判至关重要.
- 该框架在优化谈判结果方面展示了实际的好处.
更多相关视频
11:51Combining Behavioral Endocrinology and Experimental Economics: Testosterone and Social Decision Making
Published on: March 2, 2011
15.6K
05:48The Adventures of Fundi Intervention Based on the Cognitive and Emotional Processing in Attention Deficit Hyperactive Disorder Patients
Published on: June 12, 2020
6.3K
相关概念视频
02:20Routes of Persuasion
68.5K
Persuasion is the process of changing our attitude toward something based on some kind of communication. Much of the persuasion we experience comes from outside forces. How do people convince others to change their attitudes, beliefs, and behaviors? What communications do you receive that attempt to persuade you to change your attitudes, beliefs, and behaviors?
68.5K
01:52Persuasion Strategies
43.0K
Researchers have tested many persuasion strategies, including the foot-in-the door and the door-in-the-face techniques, in a variety of contexts. Ultimately, the principles are effective in selling products and changing people’s attitude, ideas, and behaviors (Cialdini & Goldstein, 2004).
43.0K
00:52Social Proof
31.5K
Social proof is a form of persuasion based on comparison and conformity. People compare their behavior and actions to what others are doing and will change to conform to do what their peers do.
31.5K
01:29The Influence of Cognition on Affect
187
Cognition plays a pivotal role in shaping emotional experiences, as demonstrated by Schachter and Singer’s two-factor theory of emotion. According to this model, emotion arises from a combination of physiological arousal and cognitive interpretation. The body’s physiological response to stimuli is ambiguous and only gains emotional significance through cognitive labeling. For instance, an increased heart rate and adrenaline surge while standing near an attractive person may be...
187
01:25Motivational Bias
313
Cognitive bias results from limitations in thinking and information processing, leading to systematic errors in judgment. Conversely, motivational bias stems from personal desires or emotions, causing distortions in perception to align with self-interest. Motivational bias influences how individuals perceive and attribute causes to events, often shaped by personal needs, goals, and self-esteem preservation. This bias can distort judgment, leading to inaccurate assessments of success, failure,...
313
01:17Cognitive Theories: Lazarus Mediational Theory of Emotion
2.0K
Richard Lazarus' cognitive mediational theory highlights the pivotal role of cognitive appraisal in shaping emotional responses. According to this theory, the evaluation of a stimulus — based on personal values, goals, beliefs, and expectations — mediates the emotional response. This appraisal process is immediate and often occurs unconsciously, influencing the intensity and nature of the resulting emotion.
Cognitive Appraisal and Emotional Response
Lazarus proposed that...
Cognitive Appraisal and Emotional Response
Lazarus proposed that...
2.0K