A dynamic strategy coach for effective negotiation

Yiheng Zhou, He He, Alan W. Black, Yulia Tsvetkov

Research output: Chapter in Book/Report/Conference proceedingConference contribution

Abstract

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%.1

Original languageEnglish (US)
Title of host publicationSIGDIAL 2019 - 20th Annual Meeting of the Special Interest Group Discourse Dialogue - Proceedings of the Conference
PublisherAssociation for Computational Linguistics (ACL)
Pages367-378
Number of pages12
ISBN (Electronic)9781950737611
StatePublished - 2019
Event20th Annual Meeting of the Special Interest Group on Discourse and Dialogue, SIGDIAL 2019 - Stockholm, Sweden
Duration: Sep 11 2019Sep 13 2019

Publication series

NameSIGDIAL 2019 - 20th Annual Meeting of the Special Interest Group Discourse Dialogue - Proceedings of the Conference

Conference

Conference20th Annual Meeting of the Special Interest Group on Discourse and Dialogue, SIGDIAL 2019
CountrySweden
CityStockholm
Period9/11/199/13/19

ASJC Scopus subject areas

  • Computer Graphics and Computer-Aided Design
  • Computer Vision and Pattern Recognition
  • Human-Computer Interaction
  • Modeling and Simulation

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