Jonathan Gratch
Biographic Data
| ID | 202028 |
|---|---|
| NAME | Jonathan Gratch |
| GIVEN NAMES | Jonathan |
| FAMILY NAME | Gratch |
| SIGNATURE | GRATCH J |
| AFFILIATIONS | University of Southern California |
| ORCID | 0000-0002-5959-809X |
| VERIFIED | Yes |
| TOTAL WORKS | 25 |
| TOTAL CITATIONS | 65 |
| AUTHOR COUNT | 23 |
| EDITOR COUNT | 2 |
| FIRST PUBLICATION YEAR | 2001 |
| LATEST PUBLICATION YEAR | 2026 |
| H-INDEX | 5 |
Agents at the Table
Emerging advances in artificial intelligence—especially large language models—raise the prospect of AI systems acting as full participants in negotiation rather than merely supporting tools. This article surveys the evolution of automated negotiators and mediators and outlines three foundational design choices that shape their effectiveness, and indeed, how “effectiveness” is defined: whether systems should follow rational decision-making or mirr…
Artificial Intelligence and Negotiation
Artificial intelligence is increasingly embedded in the practice, study, and teaching of negotiation, creating the need for a clear conceptual vocabulary for this emerging field. In this article, we propose a spatial and functional framework, identifying four primary roles AI may occupy in negotiation: as agent in front of the negotiator, as coach beside the negotiator, as backtable support behind the negotiator, and as mediator or facilitator be…
The Machines-In-Society (MIS) model
This study proposes the Machines-In-Society (MIS) model to explain how people trust AI in human social roles. Trust arises from perceived social agency, shaped by human-like cues and intellectual competence. Study 1 used path analysis to confirm the model’s fit in general contexts, while Study 2 experimentally validated it with AI assistants. Findings show that AI perceived as socially and intellectually capable gains more trust in performing hum…
Algorithmic management diminishes status
The avatar will see you now
When people are in emotional distress, they often seek support. Virtual humans may provide unique and complementary benefits to human support provision, given that virtual humans are readily available and help sharers overcome socio-evaluative threats, thereby increasing willingness to disclose. Here, we examined whether talking to a virtual human elicits socio-emotional benefits, and whether this is moderated by the type of support provided. To …
Synchrony facilitates altruistic decision making for non-human avatars
Synchrony is a natural part of human interaction and is often associated with a variety of prosocial outcomes including affinity and rapport. The purpose of this research was to examine whether human negotiators would synchronize their movements when working with non-human avatars and if so, whether that would affect their perceptions of their negotiations. Results suggest that participants synchronized their movements with the movements of non-h…
I just wanna blame somebody, not something! Reactions to a computer agent giving negative feedback based on the instructions of a person
The Promise and Peril of Automated Negotiators
Innovations in artificial intelligence are enabling a new class of applications that can negotiate with people through chat or spoken language. Developed in close collaboration with behavioral science research, these algorithms can detect, mimic, and leverage human psychology, enabling them to undertake such functions as the detection of common mistakes made by novice negotiators. These algorithms can simulate the cognitive processes that shape h…
The rise of affectivism
Beyond actions
Intergroup trust is vital for cooperation and societal well-being, but is harder to establish than interpersonal trust. We investigate whether expressions of negative emotions, in particular regret, following economic decisions can shape intergroup trust. In each of three studies participants were members of a group playing a two-round trust game with another group. In the first round, they observed an outgroup member who acted fairly or unfairly…
Critical CinéEthnographic Methods
The interpersonal effects of emotions in money versus candy games
The cultural influence model
The Oxford Handbook of Affective Computing
Affective Computing is a growing multidisciplinary field encompassing computer science, engineering, psychology, education, neuroscience, and many other disciplines. It explores how affective factors influence interactions between humans and technology, how affect sensing and affect generation techniques can inform our understanding of human affect, and on the design, implementation, and evaluation of systems that intricately involve affect at th…
Emotionally resonant media
Oxford Handbook of Affective Computing
When the going gets tough
The Subtlety of Sound
Aspects of language, such as accent, play a crucial role in the formation and categorization of one's cultural identity. Recent work on accent emphasizes the role of accent in person perception and social categorization, demonstrating that accent also serves as a meaningful indicator of an ethnic category. In this article, we investigate whether the accent of an interaction partner, as a marker for culture, can induce cultural frame-shifts in bic…
It’s only a computer
Reading people’s minds from emotion expressions in interdependent decision making
How do people make inferences about other people's minds from their emotion displays? The ability to infer others' beliefs, desires, and intentions from their facial expressions should be especially important in interdependent decision making when people make decisions from beliefs about the others' intention to cooperate. Five experiments tested the general proposition that people follow principles of appraisal when making inferences from emotio…
Social Emotions in Nature and Artifact
Motion profoundly shapes human social interactions. Researchers across a surprising diversity of scientific and technical fields are attempting to measure, understand and possibly harness the impact emotion’s role in shaping interactions between people and between people and technology. Concepts like rapport, emotional contagion or emergent emotions presuppose people rapidly detect nonverbal affective cues, make inferences about the other party’s…
Analyzing Political Rhetoric in Conservative and Liberal Weblogs Related to the Construction of the “Ground Zero Mosque”
We use different text-processing algorithms to gain insight into the political rhetoric used in conservative and liberal weblogs. We specifically focus on the online debate regarding the issue of the “Ground Zero Mosque,” which has been one of the most controversial political issues in U.S. politics in the last several years. Overall, our results show that there are significant differences in the use of various linguistic features related to sent…
It doesn’t matter what you are!” Explaining social effects of agents and avatars
Modeling social inference in virtual agents
Tears and Fears
It doesn’t matter what you are!” Explaining social effects of agents and avatars
The rise of affectivism
When the going gets tough
Reading people’s minds from emotion expressions in interdependent decision making
How do people make inferences about other people's minds from their emotion displays? The ability to infer others' beliefs, desires, and intentions from their facial expressions should be especially important in interdependent decision making when people make decisions from beliefs about the others' intention to cooperate. Five experiments tested the general proposition that people follow principles of appraisal when making inferences from emotio…
Analyzing Political Rhetoric in Conservative and Liberal Weblogs Related to the Construction of the “Ground Zero Mosque”
We use different text-processing algorithms to gain insight into the political rhetoric used in conservative and liberal weblogs. We specifically focus on the online debate regarding the issue of the “Ground Zero Mosque,” which has been one of the most controversial political issues in U.S. politics in the last several years. Overall, our results show that there are significant differences in the use of various linguistic features related to sent…
The Subtlety of Sound
Aspects of language, such as accent, play a crucial role in the formation and categorization of one's cultural identity. Recent work on accent emphasizes the role of accent in person perception and social categorization, demonstrating that accent also serves as a meaningful indicator of an ethnic category. In this article, we investigate whether the accent of an interaction partner, as a marker for culture, can induce cultural frame-shifts in bic…
Tears and Fears
Algorithmic management diminishes status
Beyond actions
Intergroup trust is vital for cooperation and societal well-being, but is harder to establish than interpersonal trust. We investigate whether expressions of negative emotions, in particular regret, following economic decisions can shape intergroup trust. In each of three studies participants were members of a group playing a two-round trust game with another group. In the first round, they observed an outgroup member who acted fairly or unfairly…
The interpersonal effects of emotions in money versus candy games
Tears and Fears
Modeling social inference in virtual agents
It doesn’t matter what you are!” Explaining social effects of agents and avatars
Social Emotions in Nature and Artifact
Motion profoundly shapes human social interactions. Researchers across a surprising diversity of scientific and technical fields are attempting to measure, understand and possibly harness the impact emotion’s role in shaping interactions between people and between people and technology. Concepts like rapport, emotional contagion or emergent emotions presuppose people rapidly detect nonverbal affective cues, make inferences about the other party’s…
Analyzing Political Rhetoric in Conservative and Liberal Weblogs Related to the Construction of the “Ground Zero Mosque”
We use different text-processing algorithms to gain insight into the political rhetoric used in conservative and liberal weblogs. We specifically focus on the online debate regarding the issue of the “Ground Zero Mosque,” which has been one of the most controversial political issues in U.S. politics in the last several years. Overall, our results show that there are significant differences in the use of various linguistic features related to sent…
It’s only a computer
Reading people’s minds from emotion expressions in interdependent decision making
How do people make inferences about other people's minds from their emotion displays? The ability to infer others' beliefs, desires, and intentions from their facial expressions should be especially important in interdependent decision making when people make decisions from beliefs about the others' intention to cooperate. Five experiments tested the general proposition that people follow principles of appraisal when making inferences from emotio…
The Oxford Handbook of Affective Computing
Affective Computing is a growing multidisciplinary field encompassing computer science, engineering, psychology, education, neuroscience, and many other disciplines. It explores how affective factors influence interactions between humans and technology, how affect sensing and affect generation techniques can inform our understanding of human affect, and on the design, implementation, and evaluation of systems that intricately involve affect at th…
Emotionally resonant media
Oxford Handbook of Affective Computing
When the going gets tough
The Subtlety of Sound
Aspects of language, such as accent, play a crucial role in the formation and categorization of one's cultural identity. Recent work on accent emphasizes the role of accent in person perception and social categorization, demonstrating that accent also serves as a meaningful indicator of an ethnic category. In this article, we investigate whether the accent of an interaction partner, as a marker for culture, can induce cultural frame-shifts in bic…
The cultural influence model
Critical CinéEthnographic Methods
The interpersonal effects of emotions in money versus candy games
Beyond actions
Intergroup trust is vital for cooperation and societal well-being, but is harder to establish than interpersonal trust. We investigate whether expressions of negative emotions, in particular regret, following economic decisions can shape intergroup trust. In each of three studies participants were members of a group playing a two-round trust game with another group. In the first round, they observed an outgroup member who acted fairly or unfairly…
I just wanna blame somebody, not something! Reactions to a computer agent giving negative feedback based on the instructions of a person
The Promise and Peril of Automated Negotiators
Innovations in artificial intelligence are enabling a new class of applications that can negotiate with people through chat or spoken language. Developed in close collaboration with behavioral science research, these algorithms can detect, mimic, and leverage human psychology, enabling them to undertake such functions as the detection of common mistakes made by novice negotiators. These algorithms can simulate the cognitive processes that shape h…
The rise of affectivism
The avatar will see you now
When people are in emotional distress, they often seek support. Virtual humans may provide unique and complementary benefits to human support provision, given that virtual humans are readily available and help sharers overcome socio-evaluative threats, thereby increasing willingness to disclose. Here, we examined whether talking to a virtual human elicits socio-emotional benefits, and whether this is moderated by the type of support provided. To …
Synchrony facilitates altruistic decision making for non-human avatars
Synchrony is a natural part of human interaction and is often associated with a variety of prosocial outcomes including affinity and rapport. The purpose of this research was to examine whether human negotiators would synchronize their movements when working with non-human avatars and if so, whether that would affect their perceptions of their negotiations. Results suggest that participants synchronized their movements with the movements of non-h…
Algorithmic management diminishes status
Agents at the Table
Emerging advances in artificial intelligence—especially large language models—raise the prospect of AI systems acting as full participants in negotiation rather than merely supporting tools. This article surveys the evolution of automated negotiators and mediators and outlines three foundational design choices that shape their effectiveness, and indeed, how “effectiveness” is defined: whether systems should follow rational decision-making or mirr…
Artificial Intelligence and Negotiation
Artificial intelligence is increasingly embedded in the practice, study, and teaching of negotiation, creating the need for a clear conceptual vocabulary for this emerging field. In this article, we propose a spatial and functional framework, identifying four primary roles AI may occupy in negotiation: as agent in front of the negotiator, as coach beside the negotiator, as backtable support behind the negotiator, and as mediator or facilitator be…
The Machines-In-Society (MIS) model
This study proposes the Machines-In-Society (MIS) model to explain how people trust AI in human social roles. Trust arises from perceived social agency, shaped by human-like cues and intellectual competence. Study 1 used path analysis to confirm the model’s fit in general contexts, while Study 2 experimentally validated it with AI assistants. Findings show that AI perceived as socially and intellectually capable gains more trust in performing hum…
Psychology (19 works) · Social Psychology (15 works) · Computer Science (11 works) · Cognitive psychology (8 works) · Communication (8 works) · Sociology (6 works) · Social Psychology (5 works) · Artificial Intelligence (4 works) · Avatar (4 works) · Cognitive science (4 works)