Analyzing Human Negotiation using Automated Cognitive Behavior Analysis: The Effect of Personality

AbstractIn this paper we study the influence of personality traits in negotiation by using a methodology for automated cognitive behavior analysis (ACBA). This methodology uses genetic programming (GP) for hypothesis generation and testing of human behavior with the goal of explaining the underlying mental structures guiding people’s actions during a task. ACBA iteratively generates programs - the hypotheses - capable of explaining the behavior exhibited by an individual during a multi-level, multi-issue, sequential bargaining task against an artificial agent. Our study focuses on the influence of the personality traits of social-value orientation (SVO) and Machiavellianism (Mach). The results show that by using ACBA, we are able to identify differences in the outcomes of programs emerging from GP that are consistent with the influences that different SVO and Mach profiles have in human negotiation behavior.

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