{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2026,3,13]],"date-time":"2026-03-13T08:56:45Z","timestamp":1773392205614,"version":"3.50.1"},"publisher-location":"Cham","reference-count":34,"publisher":"Springer International Publishing","isbn-type":[{"value":"9783319219950","type":"print"},{"value":"9783319219967","type":"electronic"}],"license":[{"start":{"date-parts":[[2015,1,1]],"date-time":"2015-01-01T00:00:00Z","timestamp":1420070400000},"content-version":"tdm","delay-in-days":0,"URL":"https:\/\/www.springernature.com\/gp\/researchers\/text-and-data-mining"},{"start":{"date-parts":[[2015,1,1]],"date-time":"2015-01-01T00:00:00Z","timestamp":1420070400000},"content-version":"vor","delay-in-days":0,"URL":"https:\/\/www.springernature.com\/gp\/researchers\/text-and-data-mining"}],"content-domain":{"domain":["link.springer.com"],"crossmark-restriction":false},"short-container-title":[],"published-print":{"date-parts":[[2015]]},"DOI":"10.1007\/978-3-319-21996-7_21","type":"book-chapter","created":{"date-parts":[[2015,7,31]],"date-time":"2015-07-31T16:20:01Z","timestamp":1438359601000},"page":"201-215","update-policy":"https:\/\/doi.org\/10.1007\/springer_crossmark_policy","source":"Crossref","is-referenced-by-count":49,"title":["Negotiation as a Challenge Problem for Virtual Humans"],"prefix":"10.1007","author":[{"given":"Jonathan","family":"Gratch","sequence":"first","affiliation":[]},{"given":"David","family":"DeVault","sequence":"additional","affiliation":[]},{"given":"Gale M.","family":"Lucas","sequence":"additional","affiliation":[]},{"given":"Stacy","family":"Marsella","sequence":"additional","affiliation":[]}],"member":"297","published-online":{"date-parts":[[2015,8,1]]},"reference":[{"key":"21_CR1","unstructured":"Thompson, L.L., Hastie, R: Judgement tasks and biases in negotiation. National Institute for Dispute Resolution (1990)"},{"issue":"4","key":"21_CR2","doi-asserted-by":"publisher","first-page":"509","DOI":"10.1111\/j.1571-9979.2008.00201.x","volume":"24","author":"H Movius","year":"2008","unstructured":"Movius, H.: The effectiveness of negotiation training. Negot. J. 24(4), 509\u2013531 (2008)","journal-title":"Negot. J."},{"key":"21_CR3","unstructured":"Lin, R., Oshrat, Y., Kraus, S.: Investigating the benefits of automated negotiations in enhancing people\u2019s negotiation skills. In: 8th International Conference on Autonomous Agents and Multiagent Systems (2009)"},{"issue":"11","key":"21_CR4","doi-asserted-by":"publisher","first-page":"685","DOI":"10.1177\/0037549706075542","volume":"82","author":"M Core","year":"2006","unstructured":"Core, M., et al.: Teaching negotiation skills through practice and reflection with virtual humans. Simulation 82(11), 685\u2013701 (2006)","journal-title":"Simulation"},{"key":"21_CR5","series-title":"Lecture Notes in Computer Science","doi-asserted-by":"publisher","first-page":"218","DOI":"10.1007\/978-3-642-33197-8_23","volume-title":"Intelligent Virtual Agents","author":"J Broekens","year":"2012","unstructured":"Broekens, J., Harbers, M., Brinkman, W.-P., Jonker, C.M., Van den Bosch, K., Meyer, J.-J.: Virtual reality negotiation training increases negotiation knowledge and skill. In: Nakano, Y., Neff, M., Paiva, A., Walker, M. (eds.) IVA 2012. LNCS, vol. 7502, pp. 218\u2013230. Springer, Heidelberg (2012)"},{"key":"21_CR6","volume-title":"The Sciences of the Artificial","author":"H Simon","year":"1969","unstructured":"Simon, H.: The Sciences of the Artificial. MIT Press, Cambridge (1969)"},{"key":"21_CR7","doi-asserted-by":"publisher","first-page":"103","DOI":"10.1207\/S15327965PLI1302_01","volume":"13","author":"J Blascovich","year":"2002","unstructured":"Blascovich, J., et al.: Immersive virtual environment technology as a methodological tool for social psychology. Psychol. Inq. 13, 103\u2013124 (2002)","journal-title":"Psychol. Inq."},{"issue":"1","key":"21_CR8","doi-asserted-by":"publisher","first-page":"531","DOI":"10.1146\/annurev.ps.43.020192.002531","volume":"43","author":"PJ Carnevale","year":"1992","unstructured":"Carnevale, P.J., Pruitt, D.G.: Negotiation and mediation. Ann. Rev. Psychol. 43(1), 531\u2013582 (1992)","journal-title":"Ann. Rev. Psychol."},{"key":"21_CR9","first-page":"298","volume-title":"Experimental Social Psychology","author":"HH Kelley","year":"1972","unstructured":"Kelley, H.H., Schenitzki, D.P.: Bargaining. In: McClintock, C. (ed.) Experimental Social Psychology, pp. 298\u2013337. Holt, Rinehart, and Winston, New York (1972)"},{"key":"21_CR10","doi-asserted-by":"publisher","first-page":"73","DOI":"10.1016\/j.artint.2012.09.004","volume":"198","author":"T Baarslag","year":"2013","unstructured":"Baarslag, T., et al.: Evaluating practical negotiating agents: Results and analysis of the 2011 international competition. Artif. Intell. 198, 73\u2013103 (2013)","journal-title":"Artif. Intell."},{"issue":"1","key":"21_CR11","doi-asserted-by":"publisher","first-page":"57","DOI":"10.1037\/0022-3514.86.1.57","volume":"86","author":"GA Van Kleef","year":"2004","unstructured":"Van Kleef, G.A., De Dreu, C.K.W., Manstead, A.S.R.: The interpersonal effects of anger and happiness in negotiations. J. Pers. Soc. Psychol. 86(1), 57\u201376 (2004)","journal-title":"J. Pers. Soc. Psychol."},{"issue":"5","key":"21_CR12","doi-asserted-by":"publisher","first-page":"504","DOI":"10.1177\/0146167297235006","volume":"23","author":"KM O\u2019Connor","year":"1997","unstructured":"O\u2019Connor, K.M., Carnevale, P.J.: A nasty but effective negotiation strategy: misrepresentation of a common-value issue. Pers. Soc. Psychol. Bull. 23(5), 504\u2013515 (1997)","journal-title":"Pers. Soc. Psychol. Bull."},{"issue":"7","key":"21_CR13","doi-asserted-by":"crossref","first-page":"540","DOI":"10.1017\/S1930297500001704","volume":"5","author":"M Dehghani","year":"2010","unstructured":"Dehghani, M., et al.: Sacred values and conflict over Iran\u2019s nuclear program. Judgm. Decis. Making 5(7), 540\u2013546 (2010)","journal-title":"Judgm. Decis. Making"},{"issue":"3","key":"21_CR14","doi-asserted-by":"publisher","first-page":"384","DOI":"10.1006\/obhd.1997.2743","volume":"72","author":"KM O\u2019Connor","year":"1997","unstructured":"O\u2019Connor, K.M.: Groups and solos in context: the effects of accountability on team negotiation. Organ. Behav. Hum. Decis. Process. 72(3), 384\u2013407 (1997)","journal-title":"Organ. Behav. Hum. Decis. Process."},{"issue":"46","key":"21_CR15","doi-asserted-by":"publisher","first-page":"19720","DOI":"10.1073\/pnas.1009625107","volume":"107","author":"MA Bhatt","year":"2010","unstructured":"Bhatt, M.A., et al.: Neural signatures of strategic types in a two-person bargaining game. Proc. Natl. Acad. Sci. 107(46), 19720\u201319725 (2010)","journal-title":"Proc. Natl. Acad. Sci."},{"key":"21_CR16","doi-asserted-by":"publisher","first-page":"155","DOI":"10.2307\/1907266","volume":"18","author":"JF Nash Jr","year":"1950","unstructured":"Nash Jr., J.F.: The bargaining problem. Econometrica: J. Econometric Soc. 18, 155\u2013162 (1950)","journal-title":"Econometrica: J. Econometric Soc."},{"key":"21_CR17","doi-asserted-by":"crossref","unstructured":"Park, S., et al.: Mutual behaviors during dyadic negotiation: Automatic prediction of respondent reactions. In: 2013 Humaine Association Conference on Affective Computing and Intelligent Interaction (ACII) (2013) IEEE","DOI":"10.1109\/ACII.2013.76"},{"key":"21_CR18","unstructured":"Li, R., Curhan, J., Hoque, M.E.: Predicting video-conferencing conversation outcomes based on modeling facial expression synchronization. In: The 11th IEEE International Conference on Automatic Face and Gesture Recognition. IEEE: Ljublijana, Slovenia (2015)"},{"key":"21_CR19","unstructured":"Khooshabeh, P., et al.: Negotiation strategies with incongruent facial expressions of emotion cause cardiovascular threat. In: 35th annual meeting of the Cognitive Science Society, Berlin, Germany (2013)"},{"key":"21_CR20","unstructured":"de Melo, C., Carnevale, P.J., Gratch, J.: The effect of expression of anger and happiness in computer agents on negotiations with humans. In: The Tenth International Conference on Autonomous Agents and Multiagent Systems, Taipai, Taiwan (2011)"},{"key":"21_CR21","unstructured":"Mell, J., Lucas, G., Gratch, J.: An effective conversation tactic for creating value over repeated negotiations. In: 14th International Conference on Autonomous Agents and Multiagent Systems, Istanbul, Turkey (2015)"},{"issue":"1","key":"21_CR22","doi-asserted-by":"publisher","first-page":"143","DOI":"10.5087\/dad.2011.107","volume":"2","author":"D DeVault","year":"2011","unstructured":"DeVault, D., Sagae, K., Traum, D.: Incremental interpretation and prediction of utterance meaning for interactive dialogue. Dialogue Discourse 2(1), 143\u2013170 (2011)","journal-title":"Dialogue Discourse"},{"issue":"3","key":"21_CR23","doi-asserted-by":"publisher","first-page":"493","DOI":"10.1037\/0022-3514.91.3.493","volume":"91","author":"JR Curhan","year":"2006","unstructured":"Curhan, J.R., Elfenbein, H.A.: What do people value when they negotiate? Mapping the domain of subjective value in negotiation. J. Pers. Soc. Psychol. 91(3), 493\u2013512 (2006)","journal-title":"J. Pers. Soc. Psychol."},{"key":"21_CR24","unstructured":"Rosenfeld, A., et al.: NegoChat: a chat-based negotiation agent. In: 13th International Conference on Autonomous Agents and Multi-agent Systems, Paris, France (2014)"},{"key":"21_CR25","doi-asserted-by":"crossref","unstructured":"Hindriks, K.V., Jonker, C.M.: Creating human-machine synergy in negotiation support systems: towards the pocket negotiator. In: Proceedings of the 1st International Working Conference on Human Factors and Computational Models in Negotiation. ACM (2008)","DOI":"10.1145\/1609170.1609176"},{"issue":"3","key":"21_CR26","first-page":"289","volume":"19","author":"JM Kim","year":"2009","unstructured":"Kim, J.M., et al.: BiLAT: a game-based environment for practicing negotiation in a cultural context. Int. J. Artif. Intell. Educ. 19(3), 289\u2013308 (2009)","journal-title":"Int. J. Artif. Intell. Educ."},{"key":"21_CR27","series-title":"Lecture Notes in Computer Science (Lecture Notes in Artificial Intelligence)","doi-asserted-by":"publisher","first-page":"117","DOI":"10.1007\/978-3-540-85483-8_12","volume-title":"Intelligent Virtual Agents","author":"D Traum","year":"2008","unstructured":"Traum, D., Marsella, S.C., Gratch, J., Lee, J., Hartholt, A.: Multi-party, multi-issue, multi-strategy negotiation for multi-modal virtual agents. In: Prendinger, H., Lester, J., Ishizuka, M. (eds.) IVA 2008. LNCS (LNAI), vol. 5208, pp. 117\u2013130. Springer, Heidelberg (2008)"},{"issue":"2","key":"21_CR28","doi-asserted-by":"publisher","first-page":"269","DOI":"10.1016\/0004-3702(95)00103-4","volume":"86","author":"B Grosz","year":"1996","unstructured":"Grosz, B., Kraus, S.: Collaborative plans for complex group action. Artif. Intell. 86(2), 269\u2013357 (1996)","journal-title":"Artif. Intell."},{"key":"21_CR29","series-title":"Lecture Notes in Computer Science","doi-asserted-by":"publisher","first-page":"368","DOI":"10.1007\/978-3-642-40415-3_33","volume-title":"Intelligent Virtual Agents","author":"A Hartholt","year":"2013","unstructured":"Hartholt, A., Traum, D., Marsella, S.C., Shapiro, A., Stratou, G., Leuski, A., Morency, L.-P., Gratch, J.: All together now. In: Aylett, R., Krenn, B., Pelachaud, C., Shimodaira, H. (eds.) IVA 2013. LNCS, vol. 8108, pp. 368\u2013381. Springer, Heidelberg (2013)"},{"key":"21_CR30","series-title":"Lecture Notes in Computer Science (Lecture Notes in Artificial Intelligence)","doi-asserted-by":"publisher","first-page":"243","DOI":"10.1007\/11821830_20","volume-title":"Intelligent Virtual Agents","author":"J Lee","year":"2006","unstructured":"Lee, J., Marsella, S.C.: Nonverbal behavior generator for embodied conversational agents. In: Gratch, J., Young, M., Aylett, R.S., Ballin, D., Olivier, P. (eds.) IVA 2006. LNCS (LNAI), vol. 4133, pp. 243\u2013255. Springer, Heidelberg (2006)"},{"key":"21_CR31","unstructured":"Thiebaux, M., et al., SmartBody: behavior realization for embodied conversational agents. In: International Conference on Autonomous Agents and Multi-Agent Systems, Portugal (2008)"},{"key":"21_CR32","unstructured":"DeVault, D., Mell, J., Gratch, J.: Toward Natural Turn-Taking in a Virtual Human Negotiation Agent. In: AAAI Spring Symposium on Turn-taking and Coordination in Human-Machine Interaction. AAAI Press, Stanford, CA (2015)"},{"key":"21_CR33","unstructured":"de Melo, C., Carnevale, P.J., Gratch, J.: Humans vs. Computers: The Effect of Perceived Agency on People\u2019s Decision Making. University of Southern California (2013)"},{"key":"21_CR34","doi-asserted-by":"crossref","unstructured":"Nazari, Z., Lucas, G., Gratch, J.: Opponent modeling for virtual human negotiators. In: W.-P. Brinkman et al. (eds.) IVA 2015, LNAI(LNCS), vol. 9238, pp. 39\u201349. Springer, Heidelberg","DOI":"10.1007\/978-3-319-21996-7_4"}],"container-title":["Lecture Notes in Computer Science","Intelligent Virtual Agents"],"original-title":[],"language":"en","link":[{"URL":"https:\/\/link.springer.com\/content\/pdf\/10.1007\/978-3-319-21996-7_21","content-type":"unspecified","content-version":"vor","intended-application":"similarity-checking"}],"deposited":{"date-parts":[[2023,2,21]],"date-time":"2023-02-21T05:52:02Z","timestamp":1676958722000},"score":1,"resource":{"primary":{"URL":"https:\/\/link.springer.com\/10.1007\/978-3-319-21996-7_21"}},"subtitle":[],"short-title":[],"issued":{"date-parts":[[2015]]},"ISBN":["9783319219950","9783319219967"],"references-count":34,"URL":"https:\/\/doi.org\/10.1007\/978-3-319-21996-7_21","relation":{},"ISSN":["0302-9743","1611-3349"],"issn-type":[{"value":"0302-9743","type":"print"},{"value":"1611-3349","type":"electronic"}],"subject":[],"published":{"date-parts":[[2015]]},"assertion":[{"value":"1 August 2015","order":1,"name":"first_online","label":"First Online","group":{"name":"ChapterHistory","label":"Chapter History"}}]}}