تقرير
A Dynamic Strategy Coach for Effective Negotiation
| العنوان: | A Dynamic Strategy Coach for Effective Negotiation |
|---|---|
| المؤلفون: | Zhou, Yiheng, He, He, Black, Alan W, Tsvetkov, Yulia |
| سنة النشر: | 2019 |
| المجموعة: | Computer Science |
| مصطلحات موضوعية: | Computer Science - Computation and Language |
| الوصف: | Negotiation is a complex activity involving strategic reasoning, persuasion, and psychology. An average person is often far from an expert in negotiation. Our goal is to assist humans to become better negotiators through a machine-in-the-loop approach that combines machine's advantage at data-driven decision-making and human's language generation ability. We consider a bargaining scenario where a seller and a buyer negotiate the price of an item for sale through a text-based dialog. Our negotiation coach monitors messages between them and recommends tactics in real time to the seller to get a better deal (e.g., "reject the proposal and propose a price", "talk about your personal experience with the product"). The best strategy and tactics largely depend on the context (e.g., the current price, the buyer's attitude). Therefore, we first identify a set of negotiation tactics, then learn to predict the best strategy and tactics in a given dialog context from a set of human-human bargaining dialogs. Evaluation on human-human dialogs shows that our coach increases the profits of the seller by almost 60%. Comment: In Proceedings of SigDial 2019 |
| نوع الوثيقة: | Working Paper |
| الوصول الحر: | http://arxiv.org/abs/1909.13426Test |
| رقم الانضمام: | edsarx.1909.13426 |
| قاعدة البيانات: | arXiv |
| الوصف غير متاح. |