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Modèle de négociation collaborative basé sur la relation interpersonnelle de dominance

Abstract : The rise of work in affective computing sees the emergence of various research questions to study agent / human interactions. Among them raises the question of the impact of interpersonal relations on the strategies of communication. Human/agent interactions usually take place in collaborative environments in which the agent and the user share common goals. The interpersonal relations which individuals create during their interactions affects their communications strategies. Moreover, individuals who collaborate to achieve a common goal are usually brought to negotiate. This type of negotiation allows the negotiators to efficiently exchange information and their respective expertise in order to better collaborate. The objective of this thesis is to study the impact of the interpersonal relationship of dominance on collaborative negotiation strategies between an agent and a human. This work is based on studies from social psychology to define the behaviours related to the manifestation of dominance in a negotiation. We propose a collaborative negotiation model whose decision model is governed by the interpersonal relation of dominance. Depending on its position in the dominance spectrum, the agent is able to express a specific negotiation strategy. In parallel, the agent simulates an interpersonal relationship of dominance with his interlocutor. To this aim, we provided the agent with a model of theory of mind that allows him to reason about the behaviour of his interlocutor in order to predict his position in the dominance spectrum. Afterwards, the agent adapts his negotiation strategy to complement the negotiation strategy detected in the interlocutor. Our results showed that the dominance behaviours expressed by our agent are correctly perceived by human participants. Furthermore, our model of theory of mind is able de make accurate predictions of the interlocutor behaviours of dominance with only a partial representation of the other's mental state. Finally, the simulation of the interpersonal relation of dominance has a positive impact on the negotiation: the negotiators reach a good rate of common gains and the negotiation is perceived comfortable which increases the liking between the negotiators.
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  • HAL Id : tel-02097087, version 1

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Lydia Ould Ouali. Modèle de négociation collaborative basé sur la relation interpersonnelle de dominance. Intelligence artificielle [cs.AI]. Université Paris-Saclay, 2018. Français. ⟨NNT : 2018SACLS470⟩. ⟨tel-02097087⟩

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