A COMPUTATIONAL MODEL OF COLLABORATIVE NEGOTIATION BASED ON THE INTERPERSONAL RELATION OF DOMINANCE Presented by : • Lydia OULD OUALI [LIMSI-CNRS / UPSUD] Directors : • Nicolas Sabouret [LIMSI-CNRS / UPSUD] • Charles Rich [CS / WPI]
CONTEXT: CONVERSATIONAL AGENTS REA AlwaysOn Smith et al 10 Bickmore et al 02 Sidner et al 14 Partner Companion Tardis Sabouret et al 15 Lea Potdevin 18 Agents SimCoach Tutor Guide Rizzo et al 11 sociaux … Alice SimSensei 2 Glas et al 16 DeVault et al 14
CONTEXT: CONVERSATIONAL AGENTS TASK ORIENTED INTERACTION Rethink robotics Nurses collaborating with MIT Nao Robot COLLABORATIVE NEGOTIATION INTERPERSONAL RELATIONSHIP [Lewicki et al 11 , Wollkind et al 04] [Tiedens 03] Impact of interpersonal relation Facilitate mutual understanding on the negotiation Agreement making Generation of new ideas Focus on DOMINANCE 3
PROBLEMATIC Interpersonal relation of Decisional model DOMINANCE based on behaviors of dominance COLLABORATIVE NEGOTIATION 4
PLAN Concept of dominance and state of art 1 Computational model of collaborative negotiation 2 Decisional model controlled by dominance behaviors 3 Study and validation: perception of dominance in negotiation 4 Analyze of the partner: Model of ToM 5 Study and validation : complementarity vs similarity 6 7 Conclusion and perspectives 5
CONTEXT: CONCEPT OF DOMINANCE Interpersonal relation Interpersonal relation Social status Social status DOMINANCE Personality trait Personality trait 6
CONTEXT: CONCEPT OF DOMINANCE Interpersonal relation Interpersonal relation Social status Social status DOMINANCE Personality trait Personality trait [ Emmons & McAdams 91] • Individual trait • Ability to exert power • Want to control others 7 • Desire of celebrity
CONTEXT: CONCEPT OF DOMINANCE Interpersonal relation Interpersonal relation Social status Social status DOMINANCE Personality trait Personality trait Position in social hierarchy [Liska 90] Legitimate expression of power and dominance Vested dominance: Birth order, kinship or privileges e.g: college professor, judge, or corporate president 8 Earned dominance: Based on relational or social skill
CONTEXT: CONCEPT OF DOMINANCE Interpersonal relation Interpersonal relation Social status Social status DOMINANCE Personality trait Personality trait Ability to exert power [Burgoon & Dunbar 98] Power: Ability to influence the behavior of another person [Burgoon et al 98] Control attempts by one individual are accepted by the interactional partner [Burgoon & Dunbar 98] 9
CONTEXT: EXPRESSION OF DOMINANCE Verbal behaviors Verbal behaviors Non-verbal behaviors Non-verbal behaviors Speech frequency , interruption kinesic cues [Posture, body movement, gestures, facial expressions] Communication strategies Initiate interaction and behaviors 1. Direct strategies 2. Indirect strategies High vocal tone and frequency Facial expression 10
CONTEXT: EXPRESSION OF DOMINANCE Kinesics cues [Beeet al 10 ; Strassmann et al 16] Vocal control Posture, body movement, gestures [Bee et al 10] Turn taking, interruption, amplitude, disfluencies Gaze orientation Strategic [Gebhard et al 08 ; Bee et al 10] Non Non Verbal Verbal visual dominance ratio, gaze behavior verbal verbal behaviors behaviors behaviors behaviors s Vocal tone and frequency Style of ommunication [Gebhard et al 14] [Frieze et McHugh 92] • Direct communication Facial expressions [Ravenet et al 15] • Indirect communication 11
NEGOTIATION STRATEGY: BEHAVIORS OF DOMINANCE BEHAVIOURS OF DOMINANCE IN NEGOTIATION Level of demand and concession [Dedreu et al 95] 1 Dominance is associated to a high level of demand and a low level of concessions SUBMISSIVE 2 Self vs other [Fiske 93, DeDreu et al 95] DOMINANT Dominant individuals are self-centered and only interested in satisfying their own preferences. 3 Lead of the negotiation [Dedreu & VanKleef 04] Dominant individuals tends to make the first move Control of the flow of the negotiation 12
MODEL OF COLLABORATIVE NEGOTIATION: DECISION BASED ON BEHAVIOR OF DOMINANCE Implementation of principles of dominance behaviors in a conversational agent 13
OVERVIEW OF THE MODEL OF NEGOTIATION 1 Mental model Mental model Pow Preferences 3 Pow Pow Preferences 2 Model of the other Decisional Decisional model model Mental model Adaptation Pow Preferences Decisional Communication model Utterance Self Utterance other 14
NEGOTIATION DOMAIN: MODEL BASED ON PREFERENCES Mental model Pow Preferences Communication Utterance Self Utterance other 15
MENTAL MODEL: PREFERENCES French Domain model Domain model Preferences Preferences 1 Goal choose an option Italian [ eg : Restaurant] • Binary relation of 0.83 Mexican Indian preferences Option = {C 1 , C 2 , …, C n } 0.66 0.66 Eg : Restaurant = {cuisine, • Partial order Price, ambiance} Chinese Criterion = {v 1 , v 2 , …, v n } Score of satisfaction Sat[v] Eg : Cuisine = {Indian, 0.5 Inverse of the number of Korean French, Italian, …} ancestors 0.33 Japanese 0.16 16
Computational model MENTAL MODEL: COMMUNICATION Mental model Share preferences Negotiation Shared preferences I like v Other’s I don’t like v Share a preference preferences State Preference[X] Ask for a preference Utterance Self Ask Preference[X] Utterance other 17
Computational model MENTAL MODEL: COMMUNICATION Mental model Share preferences Negotiation Shared P : Open, T : Accepted, R : Rejeted Proposals Make a proposal Share a preference Propose[X] State Preference[X] Reject a proposal Ask for a preference Reject[X] Utterance Self Ask Preference[X] Accept a proposal Utterance other Accept[X] 18
NEGOTIATION STRATEGY: BEHAVIORS OF DOMINANCE BEHAVIOURS OF DOMINANCE IN NEGOTIATION Level of demand and concession [Dedreu et al 95] 1 Dominance is associated to a high level of demand and a low level of concessions 2 Self vs other [Fiske 93, DeDreu et al 95] Dominant individuals are self-centered and only interested in satisfying their own preferences. 3 Lead of the negotiation [Dedreu & VanKleef 04] Dominant individuals tends to make the first move Control of the flow of the negotiation 19
MENTAL MODEL: SATISFIABILITY [LEVEL OF DEMAND] Power Preferences 1 Initial value of dominance : POW [O,1] French 1 S: Set of satisfiable values 0.7 Italian 0.83 Communication Mexican Indian 0.66 0.66 Express the liking Chinese of the agent 0.5 [StatePreference] Korean 0.33 Japanese 0 20 0.16
MENTAL MODEL: SATISFIABILITY [LEVEL OF DEMAND] Power Preferences 1 French Initial value of dominance : POW [O,1] 1 S: Set of satisfiable values Italian 0.6 0.83 Communication Mexican Indian 0.66 0.66 Express the liking Chinese of the agent 0.5 [StatePreference] Korean 0.33 Japanese 0 21 0.16
MENTAL MODEL: SATISFIABILITY [LEVEL OF DEMAND] Power Preferences 1 French Initial value of dominance : POW [O,1] Values the 1 agent like Italian 0.6 0.83 Communication Mexican Indian 0.66 0.66 I like French cuisine Chinese Values the agent 0.5 I don’t like Korean Korean doesn’t like cuisine 0.33 Japanese 0 22 0.16
MENTAL MODEL: ACCEPTABILITY [CONCESSION] Power Preferences 1 French Initial value of dominance : POW [O,1] 1 Italian 0.6 0.83 Communication Mexican Indian 0.66 0.66 Express Proposals Chinese [Propose] 0.5 [Accept] Korean [Reject] 0.33 Japanese 0 23 0.16
MENTAL MODEL: ACCEPTABILITY [CONCESSION] Power Preferences 1 Acceptable French Initial value of dominance : POW [O,1] values 1 2. Acceptability Italian 0.6 0.83 Self[pow,t] Mexican Indian pow a τ 0.66 0.66 pow b Concessions Chinese 0.5 Korean 0.33 t Japanese 0 24 0.16
MENTAL MODEL: DECISION ABOUT PROPOSALS [SELF VS OTHER] Implementation: Choose the value of a proposal Take into account self preferences and other preferences 1 - self self 1 - self self High-dominance Low-dominance 25
MENTAL MODEL: UTTERANCE CHOICE [LEAD OF DIALOGUE] Decision rules Define a priority in the choice of the utterance Negotiation acts Information acts (AskPreference) (Propose, CounterPropose) High-dominance Low-dominance 26
MENTAL MODEL: UTTERANCE CHOICE Agent A Dominant Pow(A) = 0.9, Agent B Submissive Pow(B) = 0.4 A: "I don't like French restaurants." A: "Let's go to a Chinese restaurant." B: "I don't like Chinese restaurants, let's choose B: "Do you like Korean restaurants?" something else." A: "Let's go to a cheap restaurant." A: "Let's go to the Shanghai. It's a quiet, cheap Chinese restaurant on the south side." B: "Okay, let's go to a cheap restaurant." B: "Do you like Italian restaurants?" A: "Let's go to a restaurant on the south side." A: "I don't like Italian restaurants." B: "Okay, let's go to a restaurant on the south side." B: "Do you like French restaurants?" A: "Let's go to the Shanghai. It's a quiet, cheap Chinese A: "Let's go to the Shanghai. It's a quiet, cheap restaurant on the south side." Chinese restaurant on the south side." B: "Do you like French restaurants?" B: "Okay, let's go to the Shanghai restaurant.“ 27
Recommend
More recommend
