Persuasion as a form of inter-agent negotiation

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Reed, C.; Long, D.; Fox, M. and Garagnani, M.. 1997. Persuasion as a form of inter-agent negotiation. In: Chengqi Zhang and Dickson Lukose, eds. Multi-Agent Systems Methodologies and Applications: Second Australian Workshop on Distributed Artificial Intelligence Cairns, QLD, Australia, August 27, 1996 Selected Papers. Berlin: Springer, pp. 120-136. ISBN 9783540634126 [Book Section]

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Official URL: https://doi.org/10.1007/BFb0030086

Abstract or Description

Agents in a multi-agent environment must often cooperate to achieve their objectives. In this paper an agent, B, cooperates with another agent, A, if B adopts a goal that furthers A's objectives in the environment. If agents are independent and motivated by their own interests, cooperation cannot be relied upon and it may be necessary for A to persuade B to adopt a cooperative goal. This paper is concerned with the organisation and construction of persuasive argument, and examines how a rational agent comes to hold a belief, and thus, how new beliefs might be engendered and existing beliefs altered, through the process of argumentation. Argument represents an opportunity for an agent to convince a possibly sceptical or resistant audience of the veracity of its own beliefs. This ability is a vital component of rich communication, facilitating explanation, instruction, cooperation and conflict resolution. An architecture is described in which a hierarchical planner is used to develop discourse plans which can be realised in natural language using the LOLITA system. Planning is concerned with the intentional, contextual and pragmatic aspects of discourse structure as well as with the logical form of the argument and its stylistic organisation. In this paper attention is restricted to the planning of persuasive discourse, or monologue.

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Book Section

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https://doi.org/10.1007/BFb0030086