Recently computer scientists at USC Institute of Technologies (ICT) set out to assess under what conditions humans would employ deceptive negotiating tactics. Through a series of studies, they found that whether humans would embrace a range of deceptive and sneaky techniques was dependent both on the humans’ prior negotiating experience in negotiating as well as whether virtual agents where employed to negotiate on their behalf. The findings stand in contrast to prior studies and show that when humans use intermediaries in the form of virtual agents, they feel more comfortable employing more deceptive techniques than they would normally use when negotiating for themselves.
New research reveals conditions under which humans more likely to act deceptively through virtual intermediaries
Published: September 23, 2020