Constructing and calculating the strength of rewards

Mariela Morveli-EspinozaAyslan T. PossebomCesar A. Tacla

Rewards are rhetorical arguments that have a positive nature sincethey use the argument that something positive will happen to the opponent ifhe accepts to do the proponent requirement. During a persuasive negotiationmore than one reward can be generated and the proponent has to choose oneto send to his opponent. Since one measure that could help him in this choiceis the strength each reward has, the goal of this work is to propose a model forcalculating rewards strength. We propose two ways for calculating the strengthof rewards depending on the kind of negotiation the agent is participating. Thefirst proposal is to be used when the agent negotiates only with one opponent,and the second when the agent negotiates with more than one opponent. Ourmodel also considers that strength calculation should be done in two differentmoments: (i) before a reward is sent, this calculation is called initial, and (ii)when the proponent receives an answer for a reward that was sent, this calculation is called experience-based.

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