Technology-driven Alteration of Nonverbal Cues and its Effects on Negotiation

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Authors: Raiyan Abdul Baten, Ehsan Hoque

Published: 2020-12-08 01:01:38+00:00

AI Summary

This article explores the impact of technology-driven alterations of nonverbal cues, such as those enabled by deepfakes, on negotiations. It examines how these alterations, both explicit and implicit, can influence perceptions and outcomes, highlighting ethical considerations and the need for transparency.

Abstract

A person's appearance, identity, and other nonverbal cues can substantially influence how one is perceived by a negotiation counterpart, potentially impacting the outcome of the negotiation. With recent advances in technology, it is now possible to alter such cues through real-time video communication. In many cases, a person's physical presence can explicitly be replaced by 2D/3D representations in live interactive media. In other cases, technologies such as deepfake can subtly and implicitly alter many nonverbal cues -- including a person's appearance and identity -- in real-time. In this article, we look at some state-of-the-art technological advances that can enable such explicit and implicit alteration of nonverbal cues. We also discuss the implications of such technology for the negotiation landscape and highlight ethical considerations that warrant deep, ongoing attention from stakeholders.

Key findings

The authors find that technology can explicitly or implicitly alter nonverbal cues, significantly impacting negotiation outcomes. They emphasize the need for transparency and ethical considerations in the development and use of such technologies to ensure fairness and avoid deception. The potential for both positive and negative consequences depending on the intention and transparency of use is highlighted.

Approach

The paper analyzes existing and emerging technologies capable of altering nonverbal cues in real-time video communication, discussing their implications for negotiation dynamics and proposing ethical guidelines for their responsible development and use. It draws on examples from related research in online collaboration and human-computer interaction.

Datasets

UNKNOWN

Model(s)

UNKNOWN

Author countries

USA

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