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.