Fixed-Pie Lie in Action

Abstract

Negotiation is a crucial skill for socially intelligent agents. Sometimes negotiators lie to gain advantage. In particular, they can claim that they want the same thing as their opponents (i.e., use a fixed-pie lie) to gain an advantage while appearing fair. The current work is the first attempt to examine effectiveness of this strategy when used by agents against humans in realistic negotiation settings. Using the IAGO platform, we show that the exploitative agent indeed wins more points while appearing fair and honest to its opponent. In a second study, we investigated how far the exploitative agents could push for more gain and examined their effect on peoples behavior. This study shows that even though exploitative agents gained high value in short-term, their long-term success remains questioned as they left their opponents unhappy and unsatisfied.

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Document Details

Document Type
Technical Report
Publication Date
Aug 26, 2017
Accession Number
AD1158628

Entities

People

  • Gale Lucas
  • Jonathan Gratch
  • Zahra Nazari

Organizations

  • University of Southern California

Tags

DTIC Thesaurus Topics

  • Agreements
  • Artificial Intelligence
  • Autonomous Agents
  • Contrast
  • Deception
  • Electronic Commerce
  • Game Theory
  • Information Exchange
  • Intelligent Agents
  • Multiagent Systems
  • Negotiations
  • Perception
  • Platforms
  • United States
  • United States Government
  • User Interface
  • Web Browsers

Readers

  • Game Theory.
  • Military History of the United States in the 20th Century.
  • Strategic Security Studies