An Adaptive Emotion-Aware Strategy for Human-Agent Negotiation: Insights from Real-World Human-Robot Experiments

Negotiation is pivotal for conflict resolution in human-agent interactions, where emotional and behavioral dynamics can significantly shape the outcomes. However, many existing strategies prioritize time- or behavior-based tactics and overlook the dynamic role of emotional awareness. This paper presents the Solver Agent, which integrates real-time facial expression recognition into a hybrid strategy incorporating time- and behavior-based approaches. It is deployed on a humanoid robot with multimodal interaction capabilities (speech, gestures, facial expression analysis) to dynamically refine its bidding and concession strategies based on an opponent's emotional cues and negotiation patterns. In user studies with 28 participants, the Solver Agent achieved higher agent scores, improved socialwelfare, and faster agreements than a baseline hybrid strategy without compromising participant satisfaction. Participants also viewed the Solver Agent as more attuned to their preferences and goals. These findings highlight that embodied emotion-aware negotiation can foster equitable and efficient collaboration, pointing to new opportunities in human-agent interaction research.