How People Negotiate? From the Analysis of a Dialogue Corpus to a Dialogue System

Mare Koit

Abstract: We study human-human negotiations in a dialogue corpus with the aim to develop a dialogue system. The empirical material is formed by telemarketing calls where sales clerks of an educational company are offering the training courses of the company to prospective customers. We consider how arguments are used by both sides for achieving their communicative goals and figure out the general structure of negotiations. The results of the analysis will be implemented in our dialogue system that interacts with the user in Estonian.