Gregory E. Kersten, Ewa Roszkowska, and Tomasz Wachowicz How Well Agents Represent Their Principals’ Preferences: The Effect of Information Processing, Value Orientation, and Goals [w:] Szapiro Tomasz, Kacprzyk Janusz (eds.): Collective Decisions: Theory, Algorithms And Decision Support Systems, Studies in Systems, Decision, and Control, vol. 392, 2022, Cham, Springer, 264 p., ISBN 978-3-030-84999-3.

Abstract

There is an implicit assumption that the agents who negotiate on behalf of principals prepare for the negotiations. This study focuses on the negotiation preparation phase during which the agents are given information in both text and graphical forms, which unambiguously expresses their principal’s preferences. The analysis of data obtained from the online bilateral negotiation experiments shows that the majority of the agents make both ordinal and cardinal errors in the reconstruction of the principal’s preferences. It shows that the agents’ intrinsic motivation contributes to the errors and has a negative effect on their preparation. To determine how different types of motivation contribute to the agents’ inaccuracy, a hierarchical framework of the epistemic, social, and identity motivation is proposed. The framework is analyzed with a structural equation model (SEM) and the resulting model shows relations among the motivation types and between motivation and accuracy. The results show that the rational motivation system has a significant direct effect on social motivation (accommodating, competing, and collaborating intentions) and identity motivation (learning and substantive goals). The experiential motivational system has no significant effect on social motivation but it affects two goals of identity motivation (substantive and relational). The model also shows that only identity motivation has a direct effect on the accuracy of the preferences formulated by the agents in comparison with their principal’s preferences.

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https://link.springer.com/chapter/10.1007/978-3-030-84997-9_6