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Persuasive negotiation for autonomous agents: A rhetorical approach

Persuasive negotiation for autonomous agents: A rhetorical approach
Persuasive negotiation for autonomous agents: A rhetorical approach
Persuasive negotiation occurs when autonomous agents exchange proposals that are backed up by rhetorical arguments (such as threats, rewards, or appeals). The role of such rhetorical arguments is to persuade the negotiation opponent to accept proposals more readily. To this end, this paper presents a rhetorical model of persuasion that defines the main types of rhetorical particles that are used and that provides a decision making model to enable an agent to determine what type of rhetorical argument to send in a given context and how to evaluate rhetorical arguments that are received. The model is empirically evaluated and we show that it is effective and efficient in reaching agreements.
9-17
Ramchurn, S.D.
1d62ae2a-a498-444e-912d-a6082d3aaea3
Jennings, N. R.
ab3d94cc-247c-4545-9d1e-65873d6cdb30
Sierra, C.
3f8f6400-5899-4871-8b30-7f84a52ec9fa
Ramchurn, S.D.
1d62ae2a-a498-444e-912d-a6082d3aaea3
Jennings, N. R.
ab3d94cc-247c-4545-9d1e-65873d6cdb30
Sierra, C.
3f8f6400-5899-4871-8b30-7f84a52ec9fa

Ramchurn, S.D., Jennings, N. R. and Sierra, C. (2003) Persuasive negotiation for autonomous agents: A rhetorical approach. IJCAI Workshop on Computational Models of Natural Argument, Acapulco, Mexico. pp. 9-17 .

Record type: Conference or Workshop Item (Paper)

Abstract

Persuasive negotiation occurs when autonomous agents exchange proposals that are backed up by rhetorical arguments (such as threats, rewards, or appeals). The role of such rhetorical arguments is to persuade the negotiation opponent to accept proposals more readily. To this end, this paper presents a rhetorical model of persuasion that defines the main types of rhetorical particles that are used and that provides a decision making model to enable an agent to determine what type of rhetorical argument to send in a given context and how to evaluate rhetorical arguments that are received. The model is empirically evaluated and we show that it is effective and efficient in reaching agreements.

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Published date: 2003
Venue - Dates: IJCAI Workshop on Computational Models of Natural Argument, Acapulco, Mexico, 2003-01-01
Organisations: Agents, Interactions & Complexity

Identifiers

Local EPrints ID: 258541
URI: http://eprints.soton.ac.uk/id/eprint/258541
PURE UUID: e762b712-e47a-43e0-a95d-a0a52c2b5e98
ORCID for S.D. Ramchurn: ORCID iD orcid.org/0000-0001-9686-4302

Catalogue record

Date deposited: 14 Nov 2003
Last modified: 25 Mar 2020 01:29

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Contributors

Author: S.D. Ramchurn ORCID iD
Author: N. R. Jennings
Author: C. Sierra

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