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Interactive Simulation for Soft Skills Training: Negotiation Techniques

Explore different types of negotiation and how they affect the outcome. Understand the importance of trust, credibility, and shared goals in negotiations. Learn how XAI technology impacts human behavior and emotions in negotiation scenarios.

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Interactive Simulation for Soft Skills Training: Negotiation Techniques

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  1. Sims for soft skills CPI 494, April 23, 2009 Kurt VanLehn

  2. Your questions (no answers yet) • Cultural relativity? • 3 different types of negotiation seems too simple. Are there other factors? Mood? • XAI how smart is it? What are its capabilities. • Can it really teach me something about being human when its not human? • How flexible in response to student’s negotiation? Can it respond to novel negotiations? • Why choose the doctor scenario? • Rewind the sim and play forward

  3. Who is being trained? • Military – Captain • Straigtforward • Not very emotional; not empathetic • Not so got at gestures?

  4. What is the task? • Negotiation. • Laying my cards on the table; getting other’s stiaution; finding a compromise. • How to cajole into doing something.

  5. How does the Doctor’s affect work? • Three meta-states; stances • Avoidance • Distributed – attacking and trying to win • Integrative – compromising & collaborating • State • Topic resource must be available • Danger here vs. elsewhere • Patients survive the move

  6. What causes stance transitions • Avoidance (trying to get out of negaoting) • Believes can can avoid the negotiation • Doesn’t agree with Captain’s goals • Attacking & wining • Believes can’t get out of negotiation • Still doesn’t agree with Captain’s goals, logic, • Actually negotiating • Believes that there is a chance to benefit • Trust • Shared goals

  7. What does trust dependent on? • Credibility – not lying; ability to do what you promise • Familarity e.g., polite • Solidarity – shared goals

  8. What is a training session comprised of? • Negotiation • NL dialogue; speech generator. • Not clear what the input modality is – menus? • Speech now. • Intonation? • After action review (AAR)

  9. What tutoring occurs during the task? • No rewind • NO help • No nothing

  10. What tutoring occurs after the task? • Rewind • Feedback on their log file • Some positive (and lots negative) • Types of events that need comment • Good things • Ommissions • Commisions

  11. Does this really change the user’s beliefs/behaviors? • Interrogation of the Doctor is slow way to “discover” a thoery of emotion/negotiation. • May not cause a change in the student’s actions. • Doesn’t transfer to real world. • Apprise student of how delicate situations really are. Sensitization. • Could have more gestures instead. Or just a symbol… pop out of the Doctor’s head

  12. What are the 3 subtasks of AAR? • Assess the student’s performance • Walking the logs & looking for ommision & commissions. • Hand authored rules; looking at decreases in Doctor’s trust or stance… • Annotate the log • Select annotations, order them them, plan the session • Executes the plan

  13. Looking for deeper diagnosis? • Is there a underlying trait or belief that is causing multiple “errors” in the negotiation? • E.g., “half the patients might be insurgents” could cause multipel mistakes

  14. How is annotating the logs done?

  15. How is planning the AAR done? • Priorities? • Pre-req relations between tutoring task? • Students have not control over what gets taught • Not as fancy planning knowledge as Proust & other others.

  16. How is running the AAR done? • Branchin g offf to the XAI interrogataion session • No formal didactic teaching

  17. Why do the authors contrast this to discovery learning? • When they ask questions of the doctor during AAR, they are trying to discover a theory of emotion and negotiation. • Text mentions some tutoring on what questions to ask… but not much said. • Not clear what benefits of discovery are here

  18. What is the role of XAI? Why needed? • Noticed that negotiatiors are see their internal state. • Seems like a good applciation of Xai • Might be that its too siple

  19. How does XAI work? • Processed the logs in RDB. • SQL queries on it • Reasoingn about cause effecti; which is driven by stuff recored in the RDB. • Authored queries in LF (logical form) • Translation into SQL • Translation into English

  20. Are there other ways to make the doctor’s thinking visible?

  21. Is this whole, cool thing overkill?Would something simpler work well? • Replace fancy XAI with canned text epxlanations. • Students just want to find out what t

  22. How are real negotiations prepared for and done?

  23. How much domain vs. meta knowledge is needed for negotiation?

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