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Reasoning and Arguments in Negotiation. Developing a Formal Model

Authors:
Mare Koit

Keywords: reasoning; beliefs; negotiation; argument; dialogue system

Abstract:
Our aim is to develop a model of negotiation where two participants present arguments for/against of doing an action. The choice of an argument depends, on one hand, on the beliefs about the positive and negative aspects of doing the action and the needed resources, and on the other hand, on the result of reasoning affected by these beliefs. The model is based on the analysis of human-human negotiations (in this paper, we consider telemarketing calls). A limited version of the model is implemented as a dialogue system. The computer attempts to influence the reasoning of the user by its arguments in order to convince the user to make a decision.

Pages: 17 to 22

Copyright: Copyright (c) IARIA, 2022

Publication date: April 24, 2022

Published in: conference

ISSN: 2308-4197

ISBN: 978-1-61208-950-8

Location: Barcelona, Spain

Dates: from April 24, 2022 to April 28, 2022