Abstract
The increasing prevalence of human-computer negotiation has made it a critical area of research. This paper investigates whether negotiating with a computer agent systematically shifts a person's social preferences. We specifically addressed two questions: (1) Do individual differences, measured by Social Value Orientation (SVO) and the Thomas-Kilmann Conflict Model, significantly affect negotiation outcomes? (2) Do individual differences and engagement during the process influence the subsequent stability of the participant's SVO? We conducted an experiment in which human participants acted as buyers negotiating the purchase of a laptop with automated computer agents acting as sellers. Our results demonstrate that participants' individual differences are a significant predictor of negotiation outcomes. Furthermore, we found that both the participants’ individual differences and their level of engagement had statistically significant effects on the stability of their Social Value Orientation following the negotiation.
Keywords:
- Keyword: human-computer negotiation
- Keyword: Social Value Orientation
- Keyword: Thomas Kilmann Instruments
- Keyword: engagement
- Keyword: Social Value Orientation stability
How to Cite:
Liu, Y. & Siddiqui, R., (2025) “The Experimental Effect of Computer-mediated Negotiation on Subsequent Social Decision-making”, Journal of Intelligent and Sustainable Systems (JISS) 1(1).