Poster E127, Monday, March 27, 2:30 – 4:30 pm, Pacific Concourse
Using EEG markers to investigate relations between negotiation styles and cognitive workload
Suzana Daher1, Jadielson Moura1, Ana Paula Costa1; 1Universidade Federal de Pernambuco
In conflict resolution, individual mental workload focuses on creating resolution strategies for maximizing the negotiation outcomes. Those strategies are influenced by the individual negotiation styles, i.e. assertiveness and cooperativeness. Several studies have used pupillary response to measure mental workload in a variety of conflict tasks bringing interesting findings, however identify the existence of a significant difference between negotiation styles and the intensity of cognitive effort during negotiation conflict situations under a selected strategy is currently unclear. Here, we investigate the interconnections between the visual pathway and pupillary response relative to cognitive effort for solve a negotiation conflict task e by measuring pupil sizes. For that, forty (n=40) young adult participants performed a simulated conflict task in a negotiation support system called NegPlace. Participant groups were set up in accordance with the resolution strategies adopted in the simulated conflict. Both eye-tracking data and recorded participants’ pupil size (gathering the degree of pupil change) were captured while participants were interacting with the information system. We observed that participants’ groups exhibited significant differences in pupillary variation, which indicating that assertiveness strategies require greater cognitive effort than cooperativeness strategies. These results suggest that the level of cognitive processing required for virtual conflict resolution vary from strategies adopted.
Topic Area: THINKING: Decision making