Transcript Slide 1

Emotion as Decision Engine:
Model of Emotion in Negotiation and Decision-Making
Bilyana Martinovski, Stockholm University, Sweden
Wenji Mao, Chinese Academy of Sciences, China
Introduction
Model of Emotion in Decision-Taking
Emotion is a complex phenomenon with cognitive and behavioral
aspects and manifestations. In this paper, we study the role of
emotion in negotiation and demonstrated in different ways how
emotion can be an engine of argumentation, driving the wagons of
rational thought.
The purpose of this paper is to present and operationalize a
model of emotion in negotiation (MEND), which reflects the
active role emotion plays in decision-making as a modifier of
Theory-of–Mind models, goals and strategies.
The model is based on empirical studies of empathy in
human interaction in different activities such as plea
bargains, simulated negotiations, doctor patient
consultations, and Human-Virtual Agent interactions.
Specific linguistic manifestations of emotional dominance (flattery,
sarcasm, ridicule, aggression etc.) and reciprocal adaptation
function as strategic means for negotiation with different levels of
awareness - from lexical choices to tones of voice and
paralinguistic expressions.
Based on there observations, the paper presents a model of
dynamic re-interpretation and re-contextualization of negotiation,
MEND (Modeling Emotion in Negotiation and Decision-making),
according to which emotions contribute to the changes of goals and
strategies during negotiation.
Phase 3 has arguments, which show RA and Theory-of Mind models.
It is applied and operationalized in a Virtual Agent’s cognitive
architecture for the purpose of enhancing artificial social
intelligence.
The purpose of the model is to aid understanding of the role of
emotion in negotiation but also to AI models of social intelligence.
Theory and Method
Evolution gave privilege to the limbic system: emotional
feedback is present in lower species, but other cortical
cognitive feedback is present only in higher species (Fuster
2003).
Conclusions
The operationalization of the model relates adjacent turns and
utterances to updates of Theory of Mind strategies, transactive and
interactive goals, tactics, and interpretations of emotion, either on
primary or on appraisal and coping level.
EE stands for Empathy Elicitation
Theory of Mind models of beliefs, goals, desires, memories and emotions
Emotion influences decision-taking on neurological level
(Damasio 1994) thus Appraisal Theory is insufficient for
design of such cognitive processes.
References
Damasio, A. (1994) Descartes’ Error: Emotion, Reason, and the Human Brain.
Putnam Publishing.
Fuster, J.M. (2003) Cortex and Mind: Unifying Cognition. Oxford University Press.
Goal-driven emotion models lack capacity for Theory-ofMind-based reasoning, which explains emotions, such as
empathy (Iacoboni 2005)
Gumperz, Johan. J. 1982. Discourse Strategies. Cambridge University Press.
“The procedure is one of reciprocal adaptation (RA) where
each participant gradually learns to adapt and to enter into
the other’s frame of reference.” (Gumperz 1982: 3)
Martinovski, B. & Mao, W. 2009. Emotion as an argumentation engine: Modeling
the role of emotion in negotiation. Group Decision and Negotiation Journal, 18,
235-259.
Iacoboni, M. (2005) Understanding others: imitation, language, empathy. In S.
Hurley and N. Chater (Eds) Perspectives on imitation: from cognitive
neuroscience to social science. Cambridge, MA: MIT Press.
Virtual Agent – Dr. Perez talking to Captain
EUROCOGSCI 20-25 MAY 2011, SOFIA, BULGARIA