Abstract
Prior research in assessing the prospects of software agent vs. human negotiations examined the effectiveness of using agents in negotiations with humans. In this paper we study the impacts associated with using a person's photograph for representing an agent in negotiations. An experiment employing photographs of a younger, a mature, and an older male person for representing agents was conducted. The findings suggest significant differences in terms of the agreement utilities achieved by the three groups of agents. Hence, the choice of an image for representing a software agent has a significant impact on the outcomes of human vs. agent negotiations.
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