Negotiation as a challenge problem for virtual humans

Abstract

We argue for the importance of negotiation as a challenge problem for virtual human research, and introduce a virtual conversational agent that allows people to practice a wide range of negotiation skills. We describe the multi-issue bargaining task, which has become a de facto standard for teaching and research on negotiation in both the social and computer sciences. This task is popular as it allows scientists or instructors to create a variety of distinct situations that arise in real-life negotiations, simply by manipulating a small number of mathematical parameters. We describe the development of a virtual human that will allow students to practice the interpersonal skills they need to recognize and navigate these situations. An evaluation of an early wizard-controlled version of the system demonstrates the promise of this technology for teaching negotiation and supporting scientific research on social intelligence.