Information Technology Reference
In-Depth Information
16.3.5.1
Corpus Examples
The Remerink scenario in our corpus starts with a frustrated suspect who is
apparently angry about something. The police officer uses a negotiation strategy
to find out what is bothering her in order to resolve this issue. He asks the woman
what is bothering her and eventually she says she is angry about the method with
which she was picked up from her house. She is ashamed and angry about the way
they came to her house and brought her in with all the neighbours watching.
Later in the Remerink interview, the suspect is accused of taking money from her
ex-husband and she becomes emotional and silent every time when the topic of her
husband comes around. Due to the fact that the topic is undesirable for her to talk
about, she tries to avoid going into it any further.
In the Huls scenario, the police officer is surrounding a specific fact during
the conversation, so the topic cannot be avoided. He continues to aggressively ask
similar questions to the subject to put pressure on him to tell the truth.
16.3.5.2
Systems Using This Concept
The Mission Rehearsal Exercise and Stability and Support Operations systems and
their derivatives feature virtual agents in war scenarios with which users have to
negotiate (Swartout
2010
). These scenarios deal with dilemmas the user has to solve.
For example, a user has to convince a local Afghan doctor to move his clinic to
another location, as the user has to conduct military operations in the area of the
clinic. One of the ways to convince the doctor is using rational arguments such
as offering incentives. Furthermore, this system also takes emotional consequences
into account when deciding whether to cooperate with or oppose the user.
16.4
Relations Between Factors, Theories and Concepts
In the previous section, we discussed what theories from (social) psychology match
the interpretations of the factors found in the factor analyses (see Sect.
16.2.3
) and
we explained the concepts from these theories (step 9 from Fig.
16.1
). In this section,
we discuss how these concepts are related to the factors (step 10 from Fig.
16.1
).
This gives insight into both the relations between the factors and the concepts, and
the relations between the concepts themselves (step 11 from Fig.
16.1
).Basedonour
findings on these relations, we describe how the theories from which these concepts
originate are connected.
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