Giving advice in negotiation using physiological information

The authors propose a method for giving advice to participants of negotiation using physiological information. We apply Newcomb´s A-B-X model (Isamu Saito, 1987) as a human relation model to negotiation. Based on the model, we adopt the user´s preference of a proposal, an impression of an opponent´s attitude and a degree of the user´s emotional disturbance in the advice generating tool. We measure the user´s perspiration and pulse rate to extract the user´s emotional disturbance. The tool learns the relation between the user´s preferences and the advice. The experimental results show that the tool can improve the quality of advice