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

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      Proceedings of the 32nd International BCS Human Computer Interaction Conference (HCI)

      Human Computer Interaction Conference

      4 - 6 July 2018

      Human computer interaction, Affective computing, Social signal processing, Emotion, Negotiation, Non-verbal communication, Controlled experiment, Training

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          Abstract

          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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          Most cited references 24

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          “On feeling good and getting your way: Mood effects on negotiator cognition and bargaining strategies,”

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            “Thin slices of negotiation: Predicting outcomes from conversational dynamics within the first 5 minutes,”

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              “Unfairness, anger, and spite: Emotional rejections of ultimatum offers,”

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                Author and article information

                Contributors
                Conference
                July 2018
                July 2018
                : 1-8
                Affiliations
                Brunel University London Department of Computer Science
                Article
                10.14236/ewic/HCI2018.191
                © Shumskaya. Published by BCS Learning and Development Ltd. Proceedings of British HCI 2018. Belfast, UK.

                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/

                Proceedings of the 32nd International BCS Human Computer Interaction Conference
                HCI
                32
                Belfast, UK
                4 - 6 July 2018
                Electronic Workshops in Computing (eWiC)
                Human Computer Interaction Conference
                Product
                Product Information: 1477-9358BCS Learning & Development
                Self URI (journal page): https://ewic.bcs.org/
                Categories
                Electronic Workshops in Computing

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