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Who Is James Bond? The Dark Triad As An Agentic Social Style, Peter K. Jonason, Norman P. Li, Emily A. Teicher
Who Is James Bond? The Dark Triad As An Agentic Social Style, Peter K. Jonason, Norman P. Li, Emily A. Teicher
Research Collection School of Social Sciences
If the Dark Triad are costly traits for individuals to have and individuals are predisposed to avoid interacting with selfish individuals, how do those who have those traits extract resources from their environment? We contend that a specific set of personality traits will enable individuals to do so. We showed that those who are disagreeable, extraverted, open, and have high self-esteem along with low levels of neuroticism and conscientiousness score high on the Dark Triad (Study 1: N = 216). Additionally, having a more individualistic and competitive approach to others and not a strongly altruistic orientation will also help those …
Subjective Effectiveness In Agent-To-Human Negotiation: A Frame X Personality Account, Yinping Yang, Ya Hui M. See, Andrew Ortony, Jacinth Jia Xin Tan
Subjective Effectiveness In Agent-To-Human Negotiation: A Frame X Personality Account, Yinping Yang, Ya Hui M. See, Andrew Ortony, Jacinth Jia Xin Tan
Research Collection School of Social Sciences
This paper presents an empirical examination on the role of framing as a persuasion technique in agent-to-human negotiations. The primary hypothesis was that when a software agent frames the same offer in different ways it will have different consequences for a human counterpart’s perceptions of the negotiation process and outcomes. A secondary hypothesis was that the subjective effectiveness of different frames will be influenced by the personality of the human counterpart. An experiment to test these hypotheses was conducted using a simulated software seller agent and a human buyer counterpart in a 4-issue negotiation task. The results demonstrated the influence …