Related papers: A Dynamic Strategy Coach for Effective Negotiation
Understanding an opponent agent helps in negotiating with it. Existing works on understanding opponents focus on preference modeling (or estimating the opponent's utility function). An important but largely unexplored direction is…
Negotiation is a very common interaction between automated agents. Many common negotiation protocols work with cardinal utilities, even though ordinal preferences, which only rank the outcomes, are easier to elicit from humans. In this work…
Persuasion, as one of the crucial abilities in human communication, has garnered extensive attention from researchers within the field of intelligent dialogue systems. We humans tend to persuade others to change their viewpoints, attitudes…
Persuasion is an important and yet complex aspect of human intelligence. When undertaken through dialogue, the deployment of good arguments, and therefore counterarguments, clearly has a significant effect on the ability to be successful in…
A natural way to design a negotiation dialogue system is via self-play RL: train an agent that learns to maximize its performance by interacting with a simulated user that has been designed to imitate human-human dialogue data. Although…
To successfully negotiate a deal, it is not enough to communicate fluently: pragmatic planning of persuasive negotiation strategies is essential. While modern dialogue agents excel at generating fluent sentences, they still lack pragmatic…
In this article we study the impact of the negotiation environment on the performance of several intra-team strategies (team dynamics) for agent-based negotiation teams that negotiate with an opponent. An agent-based negotiation team is a…
Negotiation is a fundamental challenge for AI agents, as it requires an ability to reason strategically, model opponents, and balance cooperation with competition. We present the first comprehensive study that systematically evaluates how…
Grounding is the collaborative process of establishing mutual belief sufficient for a communicative goal. While static grounding maps language to a shared context, dynamic grounding requires agents to negotiate meaning across turns. Current…
We conducted an International AI Negotiation Competition in which participants designed and refined prompts for AI negotiation agents. We then facilitated over 180,000 negotiations between these agents across multiple scenarios with diverse…
Proactive dialogue system is able to lead the conversation to a goal topic and has advantaged potential in bargain, persuasion and negotiation. Current corpus-based learning manner limits its practical application in real-world scenarios.…
Salespeople frequently face the dynamic screening decision of whether to persist in a conversation or abandon it to pursue the next lead. Yet, little is known about how these decisions are made, whether they are efficient, or how to improve…
We propose a reinforcement learning-based approach to optimize conversational strategies for product recommendation across diverse industries. As organizations increasingly adopt intelligent agents to support sales and service operations,…
The next step for intelligent dialog agents is to escape their role as silent bystanders and become proactive. Well-defined proactive behavior may improve human-machine cooperation, as the agent takes a more active role during interaction…
Extensive work has been conducted both in game theory and logic to model strategic interaction. An important question is whether we can use these theories to design agents for interacting with people? On the one hand, they provide a formal…
An important aspect of developing conversational agents is to give a bot the ability to improve through communicating with humans and to learn from the mistakes that it makes. Most research has focused on learning from fixed training sets…
We consider the task of building a dialogue system that can motivate users to adopt positive lifestyle changes: Motivational Interviewing. Addressing such a task requires a system that can infer \textit{how} to motivate a user effectively.…
Service providers commonly provide only a fixed catalog of services to their clients. Both clients and service providers can benefit from service negotiation, in which a client makes a query for a specific service, and the provider counters…
Automated negotiation can be an efficient method for resolving conflict and redistributing resources in a coalition setting. Automated negotiation has already seen increased usage in fields such as e-commerce and power distribution in smart…
We present a novel bilateral negotiation model that allows a self-interested agent to learn how to negotiate over multiple issues in the presence of user preference uncertainty. The model relies upon interpretable strategy templates…