Whom should I persuade during a negotiation? An approach based on social influence maximization

Autores
Monteserin, Ariel José; Amandi, Analia Adriana
Año de publicación
2015
Idioma
inglés
Tipo de recurso
artículo
Estado
versión publicada
Descripción
During a negotiation, an agent must make several key decisions in order to achieve a profitable agreement. When the negotiation is carried out in a social context, agents can use persuasion, besides the traditional exchange of concessions. To carry out the persuasion and make concessions, the agents must employ resources that are usually scarce. For this reason, the agents should carefully decide which opponent they should persuade to maximise their profit, especially when the negotiation involves multiple parties. To make this decision, we propose that the agents should persuade the opponents with a high influence on the other agents involved in the negotiation. Therefore, we represent a negotiation context as a social influence maximization problem and solve it under a model that learns how influence flows in a network by analyzing historical information. This allows an agent to determine what opponents exert the highest influence. Finally, the agent uses this information to decide which opponent to persuade during the negotiation. Experimental results showed that the agreement rate increased when agents applied this approach.
Fil: Monteserin, Ariel José. Consejo Nacional de Investigaciones Científicas y Técnicas. Centro Científico Tecnológico Conicet - Tandil. Instituto Superior de Ingeniería del Software. Universidad Nacional del Centro de la Provincia de Buenos Aires. Instituto Superior de Ingeniería del Software; Argentina
Fil: Amandi, Analia Adriana. Consejo Nacional de Investigaciones Científicas y Técnicas. Centro Científico Tecnológico Conicet - Tandil. Instituto Superior de Ingeniería del Software. Universidad Nacional del Centro de la Provincia de Buenos Aires. Instituto Superior de Ingeniería del Software; Argentina
Materia
Influence Maximization
Intelligent Agents
Negotiation
Social Influence
Trust
Nivel de accesibilidad
acceso abierto
Condiciones de uso
https://creativecommons.org/licenses/by-nc-sa/2.5/ar/
Repositorio
CONICET Digital (CONICET)
Institución
Consejo Nacional de Investigaciones Científicas y Técnicas
OAI Identificador
oai:ri.conicet.gov.ar:11336/50573
Acceder
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spelling Whom should I persuade during a negotiation? An approach based on social influence maximizationMonteserin, Ariel JoséAmandi, Analia AdrianaInfluence MaximizationIntelligent AgentsNegotiationSocial InfluenceTrusthttps://purl.org/becyt/ford/1.2https://purl.org/becyt/ford/1During a negotiation, an agent must make several key decisions in order to achieve a profitable agreement. When the negotiation is carried out in a social context, agents can use persuasion, besides the traditional exchange of concessions. To carry out the persuasion and make concessions, the agents must employ resources that are usually scarce. For this reason, the agents should carefully decide which opponent they should persuade to maximise their profit, especially when the negotiation involves multiple parties. To make this decision, we propose that the agents should persuade the opponents with a high influence on the other agents involved in the negotiation. Therefore, we represent a negotiation context as a social influence maximization problem and solve it under a model that learns how influence flows in a network by analyzing historical information. This allows an agent to determine what opponents exert the highest influence. Finally, the agent uses this information to decide which opponent to persuade during the negotiation. Experimental results showed that the agreement rate increased when agents applied this approach.Fil: Monteserin, Ariel José. Consejo Nacional de Investigaciones Científicas y Técnicas. Centro Científico Tecnológico Conicet - Tandil. Instituto Superior de Ingeniería del Software. Universidad Nacional del Centro de la Provincia de Buenos Aires. Instituto Superior de Ingeniería del Software; ArgentinaFil: Amandi, Analia Adriana. Consejo Nacional de Investigaciones Científicas y Técnicas. Centro Científico Tecnológico Conicet - Tandil. Instituto Superior de Ingeniería del Software. Universidad Nacional del Centro de la Provincia de Buenos Aires. Instituto Superior de Ingeniería del Software; ArgentinaElsevier Science2015-05info:eu-repo/semantics/articleinfo:eu-repo/semantics/publishedVersionhttp://purl.org/coar/resource_type/c_6501info:ar-repo/semantics/articuloapplication/pdfapplication/pdfapplication/pdfhttp://hdl.handle.net/11336/50573Monteserin, Ariel José; Amandi, Analia Adriana; Whom should I persuade during a negotiation? An approach based on social influence maximization; Elsevier Science; Decision Support Systems; 77; 5-2015; 1-200167-9236CONICET DigitalCONICETenginfo:eu-repo/semantics/altIdentifier/doi/10.1016/j.dss.2015.05.003info:eu-repo/semantics/altIdentifier/url/https://www.sciencedirect.com/science/article/pii/S0167923615000974info:eu-repo/semantics/openAccesshttps://creativecommons.org/licenses/by-nc-sa/2.5/ar/reponame:CONICET Digital (CONICET)instname:Consejo Nacional de Investigaciones Científicas y Técnicas2025-10-22T11:57:48Zoai:ri.conicet.gov.ar:11336/50573instacron:CONICETInstitucionalhttp://ri.conicet.gov.ar/Organismo científico-tecnológicoNo correspondehttp://ri.conicet.gov.ar/oai/requestdasensio@conicet.gov.ar; lcarlino@conicet.gov.arArgentinaNo correspondeNo correspondeNo correspondeopendoar:34982025-10-22 11:57:48.72CONICET Digital (CONICET) - Consejo Nacional de Investigaciones Científicas y Técnicasfalse
dc.title.none.fl_str_mv Whom should I persuade during a negotiation? An approach based on social influence maximization
title Whom should I persuade during a negotiation? An approach based on social influence maximization
spellingShingle Whom should I persuade during a negotiation? An approach based on social influence maximization
Monteserin, Ariel José
Influence Maximization
Intelligent Agents
Negotiation
Social Influence
Trust
title_short Whom should I persuade during a negotiation? An approach based on social influence maximization
title_full Whom should I persuade during a negotiation? An approach based on social influence maximization
title_fullStr Whom should I persuade during a negotiation? An approach based on social influence maximization
title_full_unstemmed Whom should I persuade during a negotiation? An approach based on social influence maximization
title_sort Whom should I persuade during a negotiation? An approach based on social influence maximization
dc.creator.none.fl_str_mv Monteserin, Ariel José
Amandi, Analia Adriana
author Monteserin, Ariel José
author_facet Monteserin, Ariel José
Amandi, Analia Adriana
author_role author
author2 Amandi, Analia Adriana
author2_role author
dc.subject.none.fl_str_mv Influence Maximization
Intelligent Agents
Negotiation
Social Influence
Trust
topic Influence Maximization
Intelligent Agents
Negotiation
Social Influence
Trust
purl_subject.fl_str_mv https://purl.org/becyt/ford/1.2
https://purl.org/becyt/ford/1
dc.description.none.fl_txt_mv During a negotiation, an agent must make several key decisions in order to achieve a profitable agreement. When the negotiation is carried out in a social context, agents can use persuasion, besides the traditional exchange of concessions. To carry out the persuasion and make concessions, the agents must employ resources that are usually scarce. For this reason, the agents should carefully decide which opponent they should persuade to maximise their profit, especially when the negotiation involves multiple parties. To make this decision, we propose that the agents should persuade the opponents with a high influence on the other agents involved in the negotiation. Therefore, we represent a negotiation context as a social influence maximization problem and solve it under a model that learns how influence flows in a network by analyzing historical information. This allows an agent to determine what opponents exert the highest influence. Finally, the agent uses this information to decide which opponent to persuade during the negotiation. Experimental results showed that the agreement rate increased when agents applied this approach.
Fil: Monteserin, Ariel José. Consejo Nacional de Investigaciones Científicas y Técnicas. Centro Científico Tecnológico Conicet - Tandil. Instituto Superior de Ingeniería del Software. Universidad Nacional del Centro de la Provincia de Buenos Aires. Instituto Superior de Ingeniería del Software; Argentina
Fil: Amandi, Analia Adriana. Consejo Nacional de Investigaciones Científicas y Técnicas. Centro Científico Tecnológico Conicet - Tandil. Instituto Superior de Ingeniería del Software. Universidad Nacional del Centro de la Provincia de Buenos Aires. Instituto Superior de Ingeniería del Software; Argentina
description During a negotiation, an agent must make several key decisions in order to achieve a profitable agreement. When the negotiation is carried out in a social context, agents can use persuasion, besides the traditional exchange of concessions. To carry out the persuasion and make concessions, the agents must employ resources that are usually scarce. For this reason, the agents should carefully decide which opponent they should persuade to maximise their profit, especially when the negotiation involves multiple parties. To make this decision, we propose that the agents should persuade the opponents with a high influence on the other agents involved in the negotiation. Therefore, we represent a negotiation context as a social influence maximization problem and solve it under a model that learns how influence flows in a network by analyzing historical information. This allows an agent to determine what opponents exert the highest influence. Finally, the agent uses this information to decide which opponent to persuade during the negotiation. Experimental results showed that the agreement rate increased when agents applied this approach.
publishDate 2015
dc.date.none.fl_str_mv 2015-05
dc.type.none.fl_str_mv info:eu-repo/semantics/article
info:eu-repo/semantics/publishedVersion
http://purl.org/coar/resource_type/c_6501
info:ar-repo/semantics/articulo
format article
status_str publishedVersion
dc.identifier.none.fl_str_mv http://hdl.handle.net/11336/50573
Monteserin, Ariel José; Amandi, Analia Adriana; Whom should I persuade during a negotiation? An approach based on social influence maximization; Elsevier Science; Decision Support Systems; 77; 5-2015; 1-20
0167-9236
CONICET Digital
CONICET
url http://hdl.handle.net/11336/50573
identifier_str_mv Monteserin, Ariel José; Amandi, Analia Adriana; Whom should I persuade during a negotiation? An approach based on social influence maximization; Elsevier Science; Decision Support Systems; 77; 5-2015; 1-20
0167-9236
CONICET Digital
CONICET
dc.language.none.fl_str_mv eng
language eng
dc.relation.none.fl_str_mv info:eu-repo/semantics/altIdentifier/doi/10.1016/j.dss.2015.05.003
info:eu-repo/semantics/altIdentifier/url/https://www.sciencedirect.com/science/article/pii/S0167923615000974
dc.rights.none.fl_str_mv info:eu-repo/semantics/openAccess
https://creativecommons.org/licenses/by-nc-sa/2.5/ar/
eu_rights_str_mv openAccess
rights_invalid_str_mv https://creativecommons.org/licenses/by-nc-sa/2.5/ar/
dc.format.none.fl_str_mv application/pdf
application/pdf
application/pdf
dc.publisher.none.fl_str_mv Elsevier Science
publisher.none.fl_str_mv Elsevier Science
dc.source.none.fl_str_mv reponame:CONICET Digital (CONICET)
instname:Consejo Nacional de Investigaciones Científicas y Técnicas
reponame_str CONICET Digital (CONICET)
collection CONICET Digital (CONICET)
instname_str Consejo Nacional de Investigaciones Científicas y Técnicas
repository.name.fl_str_mv CONICET Digital (CONICET) - Consejo Nacional de Investigaciones Científicas y Técnicas
repository.mail.fl_str_mv dasensio@conicet.gov.ar; lcarlino@conicet.gov.ar
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score 12.982451

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