Tuesday, August 02, 2005

The Personal Face of Negotiation - Human vs. Computer?

Does it make a difference if you think you're interacting with a computer or a real person? The short answer is yes. In this study from Princeton, test subjects were more likely to reject unfair offers when they thought they were dealing with human partners in the 'Ultimatum Game', than when they thought they were just interacting with a computer. And in the 'Prisoner Game', people were more likely to make choices to cooperate when they thought they were interacting with a real person. Very interesting areas were important for this - for neuro-afficionados (APC, PCC,STS)- suggesting cognitive-analytic (theory of mind), emotional, and 'mirroring' components to the human interactions.

On a practical level, when you're dealing with people you know, you can expect that they are expecting you to be fair. When you're dealing with someone you know, you might have a greater opportunity for cooperative work together, but also greater possibility of disappointment and rejection if they think you're being selfish.

People vs Computers fmri
FamilyFun: Parenting : Negotiating with Kids
Business Negotiating Lesson
Business Negotiation Articles
Behavioral & Neuroeconomics MIT OCW
Superior Temporal Sulcus and Intention (abstract only)
Posterior Cingulate and Emotional Valence pdf
Mind Reading, Mirror Neurons, STS
Anterior Paracingulate Cortex abstract only

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