Negotiation Skills Training Intervention Based on Automated Recognition of Human Emotion and Non-Verbal Behaviour

This research explores the effect of ‘social signals’ feedback intervention based on automated recognition of affect and non-verbal behaviours within the context of negotiation skills training. The work uses several off-the-shelf technologies; Sociometric badges, iMotions Biometric Research Platform and Nemesysco Layered Voice Analysis, to recognise and analyse emotional expressions, vocal emotions and body movement. A controlled experiment compared standard negotiation skills feedback to feedback augmented with emotion and sensor-based social skills evaluation to explore whether negotiation performance and use of social signals vary depending on feedback condition. The study focusses on paired-negotiation tasks with three conditions: control (standard feedback) vs. two experimental conditions; one where both negotiators in the pair received the augmented feedback; one where only one of the pair received the augmented feedback. We collect objective and subjective measures of negotiation performance, and emotion and social signals data in order to test the following hypotheses: H1: measurable changes in social signals will be evident following training in negotiation skills; changes will be greater in those who receive social signals feedback & H2: training using social signals feedback will result in differences in negotiation outcomes (measured objectively and subjectively).

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Nicole Shumskaya

Conference

Publication date: July 2018

Publication date (Print): July 2018

Pages: 1-8

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[0001]Brunel University London Department of Computer Science

Article

DOI: 10.14236/ewic/HCI2018.191

SO-VID: e45ef8f6-d0cd-4eaa-b9bd-56560169943a

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This work is licensed under a Creative Commons Attribution 4.0 Unported License. To view a copy of this license, visit http://creativecommons.org/licenses/by/4.0/

Conference name: Proceedings of the 32nd International BCS Human Computer Interaction Conference

Conference acronym: HCI

Conference number: 32

Conference location: Belfast, UK

Conference date: 4 - 6 July 2018

Conference sponsor: Electronic Workshops in Computing (eWiC)

Conference theme: Human Computer Interaction Conference

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1477-9358 BCS Learning & Development

Self URI (article page): https://www.scienceopen.com/hosted-document?doi=10.14236/ewic/HCI2018.191

Self URI (journal page): https://ewic.bcs.org/

REFERENCES

A. Pentland Honest signals?: how they shape our world MIT Press 2008
T. L. ChartrandJ. A. Bargh “The chameleon effect: The perception–behavior link and social interaction,” J. Pers. Soc. Psychol. 76 6 893 910 1999
R. S. Lazarus Emotion & Adaptation 1 1991
P. Ekman “An argument for basic emotions,” Cogn. Emot. 6 3–4 169 200 May 1992
R. R. Cornelius “Theoretical approaches to emotion,” Work. Speech Emot. 2000
W. James “What is an Emotion?,” Mind 9 34 188 205 1884
J. R. Averill “A constructivist view of emotion,” R. PlutchikH. Kellerman, Eds. New York Academic Press 1980 305 339
P. Ekman “Darwin, Deception, and Facial Expression,” Ann. N. Y. Acad. Sci. 1000 1 205 221 2003
A. OrtonyG. L. CloreA. Collins Cognitive structure emotions | Cognition 1990
J. PosnerJ. A. RussellB. S. Peterson “The circumplex model of affect: An integrative approach to affective neuroscience, cognitive development, and psychopathology,” Dev. Psychopathol. 17 3 715 734 2005
K. BoehnerR. DePaulaP. DourishP. Sengers “How Emotion is Made and Measured,” Int. J. Hum.-Comput. Stud. 65 4 275 291 Apr. 2007
M. Argyle Bodily communication 2013
L. LuM. Argyle “TV watching, soap opera and happiness,” Gaoxiong Yi Xue Ke Xue Za Zhi 9 9 501 7 1993
N. AmbadyR. Rosenthal “Thin slices of expressive behavior as predictors of interpersonal consequences: A meta-analysis,” Psychol. Bull. 111 2 256 274 1992
M. Buchanan “Behavioural science: Secret signals,” Nature 457 7229 528 530 2009
A. Pentland “Social signal processing,” IEEE Signal Process. Mag. 24 4 108 111 2007
M. Pantic “Social Signal Processing: The Research Agenda,” Vis. Anal. Humans 511 538 2011
I. PoggiF. D‟ErricoA. Vinciarelli “Social signals: from theory to applications,” 2012
A. VinciarelliH. SalaminM. Pantic “Social signal processing: Understanding social interactions through nonverbal behavior analysis,” Comput. Vis. 2009
H. Raiffa The Art and Science of Negotiation Cambridge, USA, USA Belknap Press of Harward University Press 1982
R. B. Cialdini Influence: The Psychology of Persuasion New York, NY, NY Quill 1984
C. Guthrie “Principles of Influence in Negotiation,” Marquette Law Rev. 87 829 838 2004
N. GueguenC. JacobA. Martin “Mimicry in Social Interaction : Its Effect on Human Judgment and Behavior,” Eur. J. Soc. Sci. 8 2 253 259 2009
M. Stel “Effects of a priori liking on the elicitation of mimicry,” Exp. Psychol. 57 6 412 418 2010
N. J. GoldsteinS. J. MartinR. Cialdini Yes!: 50 Scientifically Proven Ways to Be Persuasive New York, NY Simon and Schuster 2008
K. Goman The Silent Language of Leaders: How Body Language Can Help-or Hurt-How You Lead. New York, NY John Wiley & Sons 2011
M. N. DavidsonL. Greenhalgh “The role of emotion in negotiation: The impact of anger and race,” Res. Negot. Organ. 7 3 26 1999
B. Barry “The tactical use of emotion in negotiation,” Res. Negot. Organ. 7 7 93 124 1999
K. G. AllredJ. S. MallozziF. MatsuiC. P. Raia “The influence of anger and compassion on negotiation performance,” Organ. Behav. Hum. Decis. Process. 70 3 175 187 1997
R. A. BaronS. P. FortinR. L. FreiL. A. HauverM. L. Shack “Reducing organizational conflict: the role of socially-induced positive affect,” Int. J. Confl. Manag. 1 2 133 152 1990
J. P. Forgas “On feeling good and getting your way: Mood effects on negotiator cognition and bargaining strategies,” J. Pers. Soc. Psychol. 74 3 565 577 1998
M. M. PillutlaJ. K. Murnighan “Unfairness, anger, and spite: Emotional rejections of ultimatum offers,” Organ. Behav. Hum. Decis. Process. 68 3 208 224 1996
G. A. Van KleefC. K. W. De DreuA. S. R. Manstead “The Interpersonal Effects of Anger and Happiness in Negotiations,” J. Pers. Soc. Psychol. 86 1 57 76 2004
S. KopelmanA. S. RosetteL. Thompson “The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations,” Organ. Behav. Hum. Decis. Process. 99 1 81 101 Jan. 2006
T. KimA. ChangL. HollandPentlandA. Sandy “Meeting mediator: Enhancing group collaborationusing sociometric feedback” ACM 457 466 12-Jan-2016
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E. ErdfelderF. FaulA. Buchner “GPOWER: A general power analysis program,” Behav. Res. Methods, Instruments, Comput. 28 1 1 11 1996

Comments

Comment on this article

[1] A. Pentland Honest signals?: how they shape our world MIT Press 2008

[2] T. L. ChartrandJ. A. Bargh “The chameleon effect: The perception–behavior link and social interaction,” J. Pers. Soc. Psychol. 76 6 893 910 1999

[3] R. S. Lazarus Emotion & Adaptation 1 1991

[4] P. Ekman “An argument for basic emotions,” Cogn. Emot. 6 3–4 169 200 May 1992

[5] R. R. Cornelius “Theoretical approaches to emotion,” Work. Speech Emot. 2000

[6] W. James “What is an Emotion?,” Mind 9 34 188 205 1884

[7] J. R. Averill “A constructivist view of emotion,” R. PlutchikH. Kellerman, Eds. New York Academic Press 1980 305 339

[8] P. Ekman “Darwin, Deception, and Facial Expression,” Ann. N. Y. Acad. Sci. 1000 1 205 221 2003

[9] A. OrtonyG. L. CloreA. Collins Cognitive structure emotions | Cognition 1990

[10] J. PosnerJ. A. RussellB. S. Peterson “The circumplex model of affect: An integrative approach to affective neuroscience, cognitive development, and psychopathology,” Dev. Psychopathol. 17 3 715 734 2005

[11] K. BoehnerR. DePaulaP. DourishP. Sengers “How Emotion is Made and Measured,” Int. J. Hum.-Comput. Stud. 65 4 275 291 Apr. 2007

[12] M. Argyle Bodily communication 2013

[13] L. LuM. Argyle “TV watching, soap opera and happiness,” Gaoxiong Yi Xue Ke Xue Za Zhi 9 9 501 7 1993

[14] N. AmbadyR. Rosenthal “Thin slices of expressive behavior as predictors of interpersonal consequences: A meta-analysis,” Psychol. Bull. 111 2 256 274 1992

[15] M. Buchanan “Behavioural science: Secret signals,” Nature 457 7229 528 530 2009

[16] A. Pentland “Social signal processing,” IEEE Signal Process. Mag. 24 4 108 111 2007

[17] M. Pantic “Social Signal Processing: The Research Agenda,” Vis. Anal. Humans 511 538 2011

[18] I. PoggiF. D‟ErricoA. Vinciarelli “Social signals: from theory to applications,” 2012

[19] A. VinciarelliH. SalaminM. Pantic “Social signal processing: Understanding social interactions through nonverbal behavior analysis,” Comput. Vis. 2009

[20] H. Raiffa The Art and Science of Negotiation Cambridge, USA, USA Belknap Press of Harward University Press 1982

[21] R. B. Cialdini Influence: The Psychology of Persuasion New York, NY, NY Quill 1984

[22] C. Guthrie “Principles of Influence in Negotiation,” Marquette Law Rev. 87 829 838 2004

[23] N. GueguenC. JacobA. Martin “Mimicry in Social Interaction : Its Effect on Human Judgment and Behavior,” Eur. J. Soc. Sci. 8 2 253 259 2009

[24] M. Stel “Effects of a priori liking on the elicitation of mimicry,” Exp. Psychol. 57 6 412 418 2010

[25] N. J. GoldsteinS. J. MartinR. Cialdini Yes!: 50 Scientifically Proven Ways to Be Persuasive New York, NY Simon and Schuster 2008

[26] K. Goman The Silent Language of Leaders: How Body Language Can Help-or Hurt-How You Lead. New York, NY John Wiley & Sons 2011

[27] M. N. DavidsonL. Greenhalgh “The role of emotion in negotiation: The impact of anger and race,” Res. Negot. Organ. 7 3 26 1999

[28] B. Barry “The tactical use of emotion in negotiation,” Res. Negot. Organ. 7 7 93 124 1999

[29] K. G. AllredJ. S. MallozziF. MatsuiC. P. Raia “The influence of anger and compassion on negotiation performance,” Organ. Behav. Hum. Decis. Process. 70 3 175 187 1997

[30] R. A. BaronS. P. FortinR. L. FreiL. A. HauverM. L. Shack “Reducing organizational conflict: the role of socially-induced positive affect,” Int. J. Confl. Manag. 1 2 133 152 1990

[31] J. P. Forgas “On feeling good and getting your way: Mood effects on negotiator cognition and bargaining strategies,” J. Pers. Soc. Psychol. 74 3 565 577 1998

[32] M. M. PillutlaJ. K. Murnighan “Unfairness, anger, and spite: Emotional rejections of ultimatum offers,” Organ. Behav. Hum. Decis. Process. 68 3 208 224 1996

[33] G. A. Van KleefC. K. W. De DreuA. S. R. Manstead “The Interpersonal Effects of Anger and Happiness in Negotiations,” J. Pers. Soc. Psychol. 86 1 57 76 2004

[34] S. KopelmanA. S. RosetteL. Thompson “The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations,” Organ. Behav. Hum. Decis. Process. 99 1 81 101 Jan. 2006

[35] T. KimA. ChangL. HollandPentlandA. Sandy “Meeting mediator: Enhancing group collaborationusing sociometric feedback” ACM 457 466 12-Jan-2016

[36] J. R. CurhanA. Pentland “Thin slices of negotiation: Predicting outcomes from conversational dynamics within the first 5 minutes,” J. Appl. Psychol. 92 3 802 811 2007

[37] E. ErdfelderF. FaulA. Buchner “GPOWER: A general power analysis program,” Behav. Res. Methods, Instruments, Comput. 28 1 1 11 1996

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