JP2020091736A - Program, information processing device, and information processing method - Google Patents

Abstract

To provide a program and the like, which support work related to business negotiations and allow for holding a business negotiation appropriate for each customer (negotiation counterpart).SOLUTION: A computer acquires information on business negotiation counterparts. The computer then identifies a person in charge of negotiation for each of the business negotiation counterparts from among multiple persons in charge of negotiation on the basis of the acquired information on the business negotiation counterparts. The computer further identifies a negotiation strategy for each of the business negotiation counterparts on the basis of the acquired information on the business negotiation counterparts.SELECTED DRAWING: Figure 1

Description

The present invention relates to a program, an information processing device, and an information processing method.

Techniques have been proposed to support business negotiations in which products are sold face-to-face with customers. For example, in Patent Document 1, a current negotiation state is detected from the conversation contents and the speech volume of the seller and the buyer in the conversation voice between the seller and the buyer in the negotiation, and an alarm is issued when the buyer has the initiative in the negotiation. Techniques for notification have been proposed. According to the technology disclosed in Patent Document 1, the seller can proceed with the business so that the customer does not take the initiative in the business negotiation, and the reduction in the profit that occurs when the customer takes the initiative in the business negotiation is achieved. It can be prevented.

JP, 2014-157555, A

The technique disclosed in Patent Document 1 can notify the situation during a business negotiation, but has a problem that it cannot support work related to the business negotiation in order to favorably proceed with the business negotiation.

The present invention has been made in view of such circumstances, and an object of the present invention is to provide a program or the like capable of supporting work related to business negotiations.

A program according to an aspect of the present invention is configured to acquire, on a computer, information about a business partner, and a plurality of business managers to conduct business negotiations with the business partner based on the acquired information about the business partner. , Executes a process of specifying a business negotiation strategy for the business negotiation partner.

According to one aspect of the present invention, it is possible to set an appropriate person in charge of business negotiation and a business negotiation strategy for a business partner. Therefore, it is possible to create a material according to a business negotiation strategy suitable for a business negotiation partner, and a business negotiation staff suitable for the business negotiation partner can hold a business negotiation using the material suitable for the business negotiation partner. In this way, the work related to the business negotiation can be supported, and the business negotiation can be appropriately performed according to the business partner.

It is a block diagram which shows the structural example of a 1st negotiation support apparatus. It is a schematic diagram which shows the structural example of DB memorize|stored in the 1st negotiation support apparatus. It is a block diagram which shows the function implement|achieved by the control part of the 1st negotiation support apparatus. It is a schematic diagram which shows an example of a screen. It is a schematic diagram which shows an example of a screen. It is a block diagram which shows the structural example of a 2nd negotiation talk support apparatus. It is a schematic diagram which shows the structural example of a strategy setting table. It is a block diagram which shows the function implement|achieved by the control part of a 2nd negotiation talk support apparatus. It is a schematic diagram which shows an example of a screen. It is a flowchart which shows the procedure of the registration process of the negotiation partner by the 1st negotiation support apparatus. It is a flowchart which shows the procedure of the person in charge or strategy determination process by a 1st negotiation support apparatus. It is a flow chart which shows the procedure of the business talk support processing by the 2nd business talk support device. 9 is a block diagram showing a configuration example of a second negotiation support device of the second exemplary embodiment. FIG. 9 is a schematic diagram illustrating a configuration example of a strategy setting table according to the second exemplary embodiment. FIG. It is a schematic diagram which shows the structural example of negotiation business situation DB. It is a block diagram which shows the function implement|achieved by the control part of a 2nd negotiation talk support apparatus. It is a schematic diagram which shows an example of a screen. FIG. 11 is a block diagram showing a configuration example of a second negotiation support device of the third exemplary embodiment. It is a schematic diagram which shows the structural example of 2nd negotiation situation DB. It is a block diagram which shows the function implement|achieved by the control part of a 2nd negotiation talk support apparatus. It is a schematic diagram which shows an example of a screen. It is a schematic diagram which shows the structural example of a negotiation history DB. It is a schematic diagram which shows an example of a screen.

Hereinafter, the program, the information processing device, and the information processing method of the present disclosure will be specifically described with reference to the drawings illustrating an embodiment applied to a device that supports work related to a business negotiation.

(Embodiment 1)
FIG. 1 is a block diagram showing a configuration example of a first negotiation support device. The first negotiation support apparatus 10 accumulates information about negotiation partners, a person in charge of negotiations (hereinafter may be simply referred to as a person in charge) who conducts negotiations based on the accumulated information about negotiation partners, and strategies in negotiations (negotiation strategies). Various information processing such as a process for specifying In addition, the first negotiation support device 10 is configured by a server computer or the like, and the first negotiation support device 10 and an external device (user terminal) are connected via a network such as the Internet or a LAN (Local Area Network) to establish a negotiation partner. The information regarding the information may be input to the external device and transmitted from the external device to the first negotiation support device 10. When the first business negotiation support device 10 is configured by a server computer, a plurality of first business negotiation support devices 10 may be provided and distributed processing may be performed by the plurality of first business negotiation support devices 10, or a plurality of first business negotiation support devices 10 may be provided in one server device. It may be realized by a virtual machine or a cloud server.

The first negotiation support device 10 is an information processing device such as a personal computer or a server computer, and includes a control unit 11, a storage unit 12, a communication unit 13, an input unit 14, a display unit 15, a reading unit 16, and the like. The respective parts are connected to each other via a bus. The control unit 11 includes one or more processors such as a CPU (Central Processing Unit), an MPU (Micro-Processing Unit) or a GPU (Graphics Processing Unit). By appropriately executing the control program 12P stored in the storage unit 12, the control unit 11 causes the first negotiation support apparatus 10 to perform various information processing, control processing, and the like that the information processing apparatus of the present disclosure should perform. .

The storage unit 12 includes a RAM (Random Access Memory), a flash memory, a hard disk, an SSD (Solid State Drive), and the like. The storage unit 12 stores in advance the control program 12P executed by the control unit 11 and various data necessary for executing the control program 12P. The storage unit 12 also temporarily stores data and the like generated when the control unit 11 executes the control program 12P. Further, the storage unit 12 stores a learned model 121 for person-in-charge determination and a learned model 122 for strategy determination, which are neural networks constructed by machine learning processing, for example. The person-in-charge determination-learned model 121 is based on teacher data including information on business negotiation partners and information on business negotiation managers who were appropriate or inappropriate for each business negotiation partner. It is a learned model that has been learned to output information of a person in charge of negotiation suitable for a person in business negotiation based on information about the person in business negotiation. The learned model for strategy determination 122 is based on teacher data including information about business partners, and information (strategy contents) of strategies that are valid or not valid for each business partner, It is a trained model that has been learned to output information on a strategy suitable for a business partner based on the information on. The learned model performs a predetermined operation on the input value and outputs the operation result, and the storage unit 12 stores the data such as the coefficient and the threshold value of the function defining the operation in the learned model. It is stored as 121 and 122. Further, the storage unit 12 stores a person-in-charge DB (database) 12a, a negotiation partner DB 12b, and a negotiation schedule DB 12c, which will be described later. The person-in-charge DB 12a, the negotiation partner DB 12b, and the negotiation schedule DB 12c may be stored in an external storage device connected to the first negotiation support device 10, and the first negotiation support device via a network such as the Internet or a LAN. It may be stored in a storage device capable of communicating with 10.

The communication unit 13 is an interface for connecting to a network by wire communication or wireless communication, and transmits/receives information to/from an external device via the network. The input unit 14 includes a mouse, a keyboard, and the like, receives an operation input by the user, and sends a control signal corresponding to the operation content to the control unit 11. The display unit 15 is a liquid crystal display, an organic EL display, or the like, and displays various kinds of information according to an instruction from the control unit 11.

The reading unit 16 reads information stored in a portable storage medium 1a including a CD (Compact Disc)-ROM or a DVD (Digital Versatile Disc)-ROM. The control program and data stored in advance in the storage unit 12 may be read by the control unit 11 from the portable storage medium 1 a via the reading unit 16 and stored in the storage unit 12. The control program and data stored in advance in the storage unit 12 may be downloaded from the external device via the network via the communication unit 13 by the control unit 11 and stored in the storage unit 12. Furthermore, the control unit 11 may read the control program and data from the semiconductor memory 1b.

FIG. 2 is a schematic diagram showing a configuration example of the DBs 12 a to 12 c stored in the first negotiation support device 10. 2A shows the person-in-charge DB 12a, FIG. 2B shows the negotiation partner DB 12b, and FIG. 2C shows the negotiation schedule DB 12c. The person-in-charge DB 12a stores, for example, information of a person in charge of business negotiation (so-called sales person) who has a business negotiation with a company of a sales destination in a certain company. The person-in-charge DB 12a illustrated in FIG. 2A includes a person-in-charge ID column, a name column, an age column, a years of service column, a department belonging column, a position column, and the like. The person-in-charge ID column stores identification information previously assigned to each person in charge of negotiation. The name column, the age column, the years of service column, the department section, and the position column store the name, age, years of service, department, and title of each person in charge of negotiations. The person-in-charge ID stored in the person-in-charge DB 12a is issued and stored by the control unit 11 when the control unit 11 stores (registers) information on a new negotiation person in the person-in-charge DB 12a. Each piece of information other than the person-in-charge ID stored in the person-in-charge DB 12a is added, changed, or deleted by the control unit 11 each time an instruction for addition, change, or deletion is acquired via the input unit 14 or the communication unit 13. The storage content of the person-in-charge DB 12a is not limited to the example shown in FIG. 2A, and various information regarding the person in charge of negotiations can be stored.

The business negotiation partner DB 12b stores information about business negotiation partners. The negotiation partner DB 12b illustrated in FIG. 2B includes a negotiation partner ID column, a company name column, a name column, an age column, a gender column, a personality column, and the like. The negotiation partner ID column stores identification information pre-assigned to each negotiation partner. The company name column, name column, age column, sex column, and personality column store the company name, name, age, sex, and personality of each business partner. The negotiation partner ID stored in the negotiation partner DB 12b is issued and stored by the control unit 11 when the control unit 11 stores (registers) information on a new negotiation partner in the negotiation partner DB 12b. Each time information other than the negotiation partner ID stored in the negotiation partner DB 12b is added or changed by the control unit 11 each time an instruction to add or change is acquired via the input unit 14 or the communication unit 13. Each information other than the negotiation partner ID may be input to the predetermined input form displayed on the display unit 15 via the input unit 14 and stored in the negotiation partner DB 12b. Further, each piece of information other than the negotiation partner ID may be stored in the negotiation partner DB 12b by receiving each piece of information input to a predetermined input form by an external device via the network. Further, for example, by reading a sheet on which information of the business negotiation partner is written with a scanner and converting it into electronic data, each information other than the business negotiation partner ID may be acquired and stored in the business negotiation partner DB 12b. The storage content of the business negotiation partner DB 12b is not limited to the example shown in FIG. 2B, and various kinds of information regarding the business negotiation partner can be stored. It should be noted that the business negotiation partner DB 12b only needs to store information that is known about the business negotiation partner.

The business negotiation schedule DB 12c stores information regarding planned business negotiations (business negotiation schedule information). The business negotiation schedule DB 12c stores information on business negotiations that have been executed and business negotiations that are waiting to be executed (not yet executed). The negotiation schedule DB 12c illustrated in FIG. 2C includes a negotiation partner ID column, a person-in-charge ID column, a strategy column, a negotiation date/time column, and the like. The negotiation partner ID column stores the ID (identification information) of each negotiation partner. As the ID stored in the negotiation partner ID column, the negotiation partner ID stored in the negotiation partner DB 12b is used. The person-in-charge ID column stores identification information previously assigned to each person in charge of negotiation. As the identification information stored in the person-in-charge ID column, the person-in-charge ID stored in the person-in-charge DB 12a is used. The strategy column stores information on strategies set for each business partner. Note that the strategy information may be text data in which the content of the strategy is described, or data of a form (template) material (presentation material, proposal, etc.) according to the content of the strategy. The strategy information may be identification information assigned to each strategy content, or may be text data describing the strategy content stored in a predetermined area of the storage unit 12 or an external storage device or according to the strategy content. It may be information (for example, a file name indicating a storage location of data) for reading the data of the material. Also, the content of the strategy should be emphasized during the business negotiations, such as the number of pages of the material to be created, the number of pages to be written, the order in which the content should be written, the wording, the presence of charts, the designation of the color, etc. It may include important matters, order of speaking in accordance with materials, language usage, notes on business negotiations, and the like. In addition, the strategy content includes business negotiation policies such as the order of speaking and time allocation for each description such as the function of the product or service targeted for business negotiation, the cost, the after-sales service, and the product or service of the competitor. But it's okay. In addition, the contents of the strategy are, for example, "sales that keep pushing anyway", "sales that stop pushing and recommend other products, and then pull", "sales that you should buy from the top", and sales that do poorly. May be included in the sales attitude (business negotiation attitude). The negotiation date/time column stores scheduled negotiation date/time set for each negotiation partner. The negotiation partner ID stored in the negotiation schedule DB 12c is added to the negotiation partner ID stored in the negotiation partner DB 12b by the control unit 11 when information of a new negotiation partner is stored in the negotiation partner DB 12b, for example. The person-in-charge ID, the strategy, and the business negotiation date and time stored in the business negotiation schedule DB 12c are added by the control unit 11 each time the control unit 11 determines the business negotiation staff, the strategy, and the business negotiation date and time for each business partner. The content stored in the business negotiation schedule DB 12c is not limited to the example shown in FIG. 2C, and various information regarding business negotiations can be stored.

Next, a function realized by the control unit 11 of the first business negotiation support apparatus 10 executing the control program 12P will be described. FIG. 3 is a block diagram showing functions realized by the control unit 11 of the first negotiation support apparatus 10, and FIGS. 4 and 5 are schematic diagrams showing screen examples. When the control unit 11 of the first negotiation support apparatus 10 executes the control program 12P stored in the storage unit 12, the registration reception unit 101, the partner information acquisition unit 102, the partner information storage unit 103, the person-in-charge determination reception unit. The functions of 104, partner information reading unit 105, person in charge specifying unit 106, strategy decision receiving unit 107, partner information reading unit 108, strategy specifying unit 109, screen generating unit 110, and output unit 111 are realized. In the present embodiment, each of these functions is realized by the control unit 11 executing the control program 12P, but some of these functions may be realized by a dedicated hardware circuit.

In the present embodiment, the control unit 11 of the first negotiation support apparatus 10 displays the initial screen shown in FIG. 4A on the display unit 15 when executing the control program 12P. The screen shown in FIG. 4A displays a "register business negotiation partner" button, a "determine person in charge" button, and a "determine strategy" button. The "register business negotiation partner" button is a button operated when registering information of the business negotiation partner in the business negotiation partner DB 12b. When this button is operated via the input unit 14, the registration receiving unit 101 causes the business negotiation Accepts registration instructions for information about the other party. The “Determine person in charge” button is a button to be operated when deciding a person in charge of negotiation with whom the business negotiation partner registered in the business negotiation partner DB 12b has a business negotiation, and this button has been operated via the input unit 14. In this case, the person-in-charge decision accepting unit 104 accepts a decision-making instruction of the person in charge of negotiations with respect to the negotiation partner. The "determine strategy" button is a button operated when determining a strategy suitable for the business negotiation partner registered in the business negotiation partner DB 12b. When this button is operated via the input unit 14, the strategy determination receiving unit 107 receives a strategy decision instruction to the business negotiation partner.

When the registration reception unit 101 receives a registration instruction of a business negotiation partner, the partner information acquisition unit (acquisition unit) 102 acquires information about the business partner to be registered (partner information). In addition, when the “register business negotiation partner” button is operated on the screen illustrated in FIG. 4A, the partner information acquisition unit 102 displays the registration screen illustrated in FIG. 4B on the display unit 15. The screen shown in FIG. 4B is a CSV (Comma-Separated Value), an API (Application Programming Interface), an input screen or a CSV button for selecting a paper scan, an API button, and an input screen button as a method of registering information about business partners. , Display the paper scan button. When any of the buttons is operated through the input unit 14 and the “register” button is operated, the partner information acquisition unit 102 acquires information about the business partner according to the selected method. For example, when the CSV button is selected (operated) and the “register” button is operated, the partner information acquisition unit 102 accepts the designation of the file in which the information of the negotiation partner is described in the CSV format, and the designated file. Read the information of the business partner. Further, when the input screen button is selected (operated) and the “register” button is operated, the partner information acquisition unit 102 displays a screen of a predetermined input form on the display unit 15, and the negotiation is performed via the input form. Get information about the other party. The information of the business partner may be registered, for example, by a person who has business negotiation experience in the past, or may be registered by each person immediately after the negotiation. Further, the information of the business partner may include information obtained by the person in charge in the process of the business, such as a description mode of a material preferred by the business partner, a way of speaking, a wording, a hobby, and the like.

Further, the screen shown in FIG. 4B displays a “questionnaire/request information input” button for requesting a business partner to answer a predetermined questionnaire or input information to a predetermined input form. When the “Request questionnaire/information input” button is operated via the input unit 14, the partner information acquisition unit 102 transmits a predetermined questionnaire form or input form to the terminal of the business partner via the network. The business partner inputs appropriate information in the received questionnaire form or input form and sends it back, whereby the partner information acquisition unit 102 can acquire further information of the business partner via the predetermined questionnaire form or input form. The predetermined questionnaire form or input form is configured to input, for example, a question about the presentation material distributed in advance to the business partner, or information about a place of interest in the presentation material. Further, it is assumed that the destination information of the terminal of the business partner is acquired.

The partner information storage unit 103 stores various kinds of information about the business partner acquired by the partner information acquisition unit 102 in the business partner DB 12b. In the screen shown in FIG. 4B, the button corresponding to any of the registration methods and the “register” button are operated to register the information about the business negotiation partner in the business negotiation partner DB 12b, and then the control unit 11 illustrated in FIG. 4C. The list screen is displayed on the display unit 15. The screen shown in FIG. 4C displays a list of information on business partners registered in the business partner DB 12b. For example, the name of the business partner and the company name are displayed. Note that only the information of the person in charge of business negotiations or the business partners with whom the strategy in the business negotiation is not set may be displayed in a list. Further, the screen shown in FIG. 4C displays a check box for selecting each business negotiation partner, a “decide person in charge” button, and a “decide strategy” button. When the check box of one or more negotiation partners is selected via the input unit 14 and the “Determine person in charge” button is operated, the person-in-charge determination accepting unit 104 causes the person in charge of negotiation for the selected negotiation partner to Accept a decision instruction. In the screen shown in FIG. 4C, when the check box of one or more business partners is selected via the input unit 14 and the “determine strategy” button is operated, the strategy determination receiving unit 107 is selected. Accepts strategy decision instructions to business partners.

When the person-in-charge decision accepting unit 104 receives the decision instruction of the person in charge of negotiation, the partner information reading unit 105 reads out information about the partner to whom the person in charge of negotiation should be decided from the DB 12b. For example, the partner information reading unit 105 reads the name and company name of the business partner. When the partner information reading unit 105 reads the information of the business partner, the screen generating unit 110 generates a person-in-charge determination screen as shown in FIG. 5A. The screen shown in FIG. 5A displays a list of business partner information read by the partner information reading unit 105. Note that in FIG. 5A, the information (person in charge ID) of the person in charge corresponding to the business partner is displayed, but the information of the person in charge is not displayed for the business partner whose person in charge is not determined. The screen shown in FIG. 5A displays a check box for selecting each business partner. Further, the screen shown in FIG. 5A shows, as a person in charge of deciding, a method of individually deciding with different policies for each selected business partner, a method of collectively deciding with the same policy for the selected business partners, a predetermined method. The individual determination button, the collective determination button, and the AI determination button for selecting any of the methods of automatically determining using the learned model (AI: Artificial Intelligence) of are displayed. Further, the screen shown in FIG. 5A displays a function-oriented button, a cost-oriented button, and a brief button for selecting one of a function-oriented explanation, a cost-oriented explanation, and a brief explanation as a business negotiation policy.

The output unit 111 displays the person-in-charge determination screen generated by the screen generation unit 110 on the display unit 15. In the screen shown in FIG. 5A, when the individual determination button is selected as the method of determining the person in charge via the input unit 14, the button corresponding to any policy and the check box of any negotiation partner are further operated. After that, the person-in-charge specifying unit (specification unit) 106 specifies an appropriate person in charge of business negotiation for the selected one business partner. Further, in the screen shown in FIG. 5A, when the collective determination button is selected as the person-in-charge determination method, after the button corresponding to any of the policies and the check boxes of one or more negotiation partners are further operated, The person-in-charge specifying unit 106 specifies an appropriate person in charge of business negotiation for each selected business negotiation partner. Further, in the screen shown in FIG. 5A, when the AI determination button is selected as the person-in-charge determination method, the person-in-charge specifying unit 106 determines each selected one after the check boxes of one or more business partners are further operated. Identify the right deal contacts for the deal partner. When the AI decision button is selected, the negotiation policy does not need to be selected.

The person-in-charge specifying unit 106 specifies an appropriate person in charge for the business negotiation partner selected through the screen illustrated in FIG. 5A, for example, by using the learned model 121 for person-in-charge determination. Specifically, the person-in-charge specifying unit 106 inputs the information of the business negotiation partner and the policy of the business negotiation into the person-in-charge determination learned model 121 for each business negotiation partner, and outputs from the person-in-charge determination learned model 121. Get the output value. The information of the business partner is the information read from the business partner DB 12b by the partner information reading unit 105, and the business policy is the policy (policy information indicating the policy) selected through the screen illustrated in FIG. 5A. The output value of the learned model 121 for person-in-charge determination is the determination probability for each of the person in charge of negotiations registered in the person-in-charge DB 12a, and how appropriate each person is for the partner of negotiations. The degree of expression is shown. For example, the number of output nodes of the learned model for person-in-charge determination 121 is equal to the number of negotiation persons, and each output node outputs the discrimination probability for the person in charge associated with each output node. The output value of each output node is, for example, a value of 0 to 1.0, and the total of the probabilities output from all output nodes is 1.0 (100%). The person-in-charge specifying unit 106, for example, specifies the person in charge who has the largest output value from the learned model for person-in-charge determination 121, and determines the specified person in charge as the person in charge of negotiation with the business partner.

The learned model 121 for person-in-charge determination is, for example, a deep learning model learned by using a deep learning algorithm. The person-in-charge determination learned model 121 includes, for example, information on past business negotiation partners, information on each policy, and information (correct answer label) indicating a business negotiation staff suitable for each business negotiation partner. Learning is performed by using one set of teacher data. The learned model 121 for person-in-charge determination outputs the output value from the output node corresponding to the person in charge indicated by the correct answer label included in the teacher data when the information about the business partner included in the teacher data and the information related to the policy are input. Approaches 1.0 and the output values from the other output nodes approach 0. In the learning process, the person-in-charge determination learned model 121 optimizes data such as a coefficient and a threshold value of a function that defines a predetermined calculation performed on an input value. As a result, the model 121 that has been learned so as to output the information of the person in charge who is most suitable for the business negotiation partner is obtained based on the information on the business negotiation partner and the information on the policy.

The learned model 121 for person-in-charge determination may be learned in the first negotiation support device 10, or may be stored in the storage unit 12 of the first negotiation support device 10 after being learned in a different learning device. .. The learned model 121 for person determination is not limited to a deep learning model, and a learned model constructed by various machine learning algorithms can be used. Further, the learned model 121 for person-in-charge determination may be provided for each business negotiation policy selectable via the screen shown in FIG. 5A. In this case, the person-in-charge specifying unit 106 inputs only the information of the business partner to the learned person model for person-in-charge determination 121, and obtains the output value indicating the discrimination probability for each person in charge from the learned model for person-in-charge determination 121. To do.

In the screen illustrated in FIG. 5A, when the AI determination button is selected as the person-in-charge determination method, the person-in-charge specifying unit 106 specifies the person in charge suitable for the business negotiation partner based only on the information of the business negotiation partner. Here, the person-in-charge specifying unit 106 may specify the person in charge by using the learned model for person-in-charge determination 121. Unlike the learned model for person-in-charge determination 121, the person-in-charge determination unit 106 is based on only information on a business partner. It is also possible to use a trained model that has been trained to output the information of an appropriate person. When the person-in-charge specifying unit 106 specifies the person in charge suitable for the negotiation partner, the screen generation unit 110 adds the person-in-charge ID of the specified person as the person corresponding to the negotiation partner on the screen illustrated in FIG. 5A. To do. The output unit 111 displays the determination screen updated by the screen generation unit 110 on the display unit 15.

The screen shown in FIG. 5A displays a “determine” button for determining the person in charge for the displayed business partner, and is displayed when the “determine” button is operated via the input unit 14. The person in charge is determined as the person in charge of each business negotiation partner. At this time, the control unit 11 stores the person-in-charge ID of the decided person in charge in the negotiation schedule DB 12c in association with the negotiation partner ID of the negotiation partner. As a result, an appropriate person in charge is set for the business partner. In this way, by setting the optimum person in charge of negotiation based on the information on the person in business negotiation, it is possible to carry out an effective negotiation that leads to the establishment of a negotiation. The person-in-charge specifying unit 106 specifies an appropriate person in charge for each business negotiation partner based on the information on the business negotiation partner and the information on the person in charge without using the learned model 121 for person-in-charge determination. You may. For example, the attributes and personality of a business partner who has already had business negotiations and is a suitable combination and the person in charge are associated and stored in a table, and the person in charge who corresponds to the attribute and personality of the business partner is identified from the table. You may. Further, when the first business negotiation support apparatus 10 is linked to the schedule application of each person in charge, when the control section 11 determines the person in charge for the business partner, the schedule application of the corresponding person is informed of the business negotiation schedule. Information regarding entry and negotiation partners may be registered.

On the other hand, when the strategy decision receiving unit 107 receives a strategy decision instruction, the partner information reading unit 108 reads information about the business negotiation partner for which the strategy is to be determined from the business negotiation partner DB 12b. For example, the partner information reading unit 108 reads the name and company name of the business partner. When the partner information reading unit 108 reads the information of the business partner, the screen generation unit 110 generates a strategy determination screen as shown in FIG. 5B. The screen shown in FIG. 5B has the same configuration as the person-in-charge decision screen shown in FIG. 5A. Instead of the screen shown in FIG. 5A displaying the information of the person in charge for the negotiation partner, the screen of the strategy for the negotiation partner is displayed. Display information. The strategy information displayed on the screen shown in FIG. 5A can be, for example, strategy content, strategy content identification information, text data describing the strategy content, or a link to a file such as data according to the strategy content. ..

The output unit 111 displays the strategy determination screen generated by the screen generation unit 110 on the display unit 15. In the screen shown in FIG. 5B, when the individual determination button is selected as the strategy determination method via the input unit 14, the button corresponding to any policy and the check box of any negotiation partner are further operated. After that, the strategy specifying unit (specification unit) 109 specifies an appropriate strategy for the selected one business negotiation partner. Further, in the screen shown in FIG. 5B, when the collective determination button is selected as the strategy determination method, the button corresponding to any of the policies and the check boxes of one or more negotiation partners are further operated, and then the strategy is selected. The identifying unit 109 identifies an appropriate strategy for each selected business partner. Further, in the screen shown in FIG. 5B, when the AI determination button is selected as the strategy determination method, the strategy specifying unit 109 causes the strategy specifying unit 109 to select each of the selected business partners after the check boxes of one or more business partners are further operated. Identify appropriate strategies for. The strategy specified by the strategy specifying unit 109 may include the form of the material used in the business negotiation, the precautions at the time of creating the material, the precautions during the business negotiation, the business negotiation attitude (sales attitude), and the like. As notes, for example, whether the content to be emphasized is an explanation about the function of the product or service targeted for negotiation, an explanation about cost or an explanation about after-sales service, whether a brief description and explanation are required, Information such as designation of the number of pages of the material may be included.

The strategy specifying unit 109 uses the learned model for strategy determination 122 to specify an appropriate strategy for the business partner selected through the screen shown in FIG. 5B. Specifically, the strategy specifying unit 109 inputs the information of the business negotiation partner and the business negotiation policy for each business negotiation partner into the strategy determination learned model 122, and outputs the output value from the strategy determination learned model 122. get. The output value of the learned model for strategy determination 122 is a discrimination probability for each of a plurality of preset strategies, and indicates the degree to which each strategy is appropriate for the business partner. For example, the output node of the learned model 122 for strategy determination is provided with a preset number of strategies, and each output node outputs the discrimination probability for the strategy associated with each output node. The strategy specifying unit 109 specifies, for example, the strategy having the maximum output value from the strategy determination learned model 122, and determines the specified strategy as the strategy for the negotiation partner. This makes it possible to determine a strategy suitable for information such as the attributes of the business partner. Further, for example, when the information of the business partner includes information on a portion of the business partner who was interested in the material distributed in advance, it is possible to determine a strategy for enhancing the content of the business partner. Information about preset strategies (for example, text data describing strategy contents or data of materials according to strategy contents) is stored in the storage unit 12 in association with strategy identification information. In addition, the content of the strategy includes the number of pages of the material to be created, the number of pages to be described, the order in which the content is to be described, the wording, the presence or absence of a chart, the designation of the hue, etc. Further, the strategy content may include matters to be emphasized during the business talk, a speaking order and time distribution of each content (each page) in the material, word usage, and the like, and notes during the business talk.

As the learned model for strategy determination 122, a deep learning model can be used similarly to the learned model for person determination 121. The learned model 122 for strategy determination includes, for example, one set of information about past business negotiation partners, information on each policy, and information (correct answer label) indicating a strategy that was useful for each business negotiation partner. Learn using the teacher data. The learned model for strategy determination 122 has an output value of 1 from the output node corresponding to the strategy indicated by the correct answer label included in the teacher data when the information about the business partner included in the teacher data and the information related to the policy are input. It is learned so that the output value from other output nodes approaches 0. As a result, the model 122 that has been learned so as to output the information of the optimum strategy for the business partner based on the information on the business partner and the information on the policy is obtained.

The learned model 122 for strategy determination may also be learned in the first negotiation support device 10, or may be stored in the storage unit 12 of the first negotiation support device 10 after being learned in a different learning device. The learned model 122 for strategy determination is not limited to the deep learning model, and a learned model constructed by various machine learning algorithms can be used. The learned model 122 for strategy determination may be provided for each business negotiation policy selectable via the screen shown in FIG. 5B. In this case, the strategy specifying unit 109 inputs only the information of the business negotiation partner into the learned model for strategy determination 122, and acquires the output value indicating the discrimination probability for each strategy from the learned model for strategy determination 122.

In the screen shown in FIG. 5B, when the AI determination button is selected as the strategy determination method, the strategy specifying unit 109 specifies the strategy suitable for the business negotiation partner based on only the information of the business negotiation partner. Here, the strategy specifying unit 109 may specify the strategy by using the learned model for strategy determination 122, or, unlike the learned model for strategy determination 122, an appropriate strategy based on only the information of the business partner. A trained model that has been trained to identify When the strategy specifying unit 109 specifies a strategy suitable for the business negotiation partner, the screen generation unit 110 adds identification information of the specified strategy as a strategy corresponding to the business negotiation partner on the screen illustrated in FIG. 5B. The strategy content itself may be added to the screen shown in FIG. 5B. The output unit 111 displays the strategy determination screen updated by the screen generation unit 110 on the display unit 15.

The screen shown in FIG. 5B displays a “determine” button for determining the displayed strategy for the business partner, and is displayed when the “determine” button is operated via the input unit 14. The existing strategy is decided as the strategy of each business partner. At this time, the control unit 11 stores the identification information of the determined strategy in the business negotiation schedule DB 12c in association with the business negotiation partner ID of the business negotiation partner. As a result, an appropriate strategy is set for the business partner. As described above, by setting the optimal strategy before the business negotiation based on the information of the business negotiation partner, it becomes possible to prepare for carrying out an effective business negotiation that leads to the conclusion of the business negotiation. The strategy specifying unit 109 may specify an appropriate strategy for each business negotiation partner based on the information on the business negotiation partner without using the learned model 122 for strategy determination. For example, the information of the business negotiation partner and the strategy suitable for each business negotiation partner may be stored in the table in association with each other, and the strategy corresponding to the information of the business negotiation partner may be specified from the table.

Hereinafter, the second negotiation support apparatus 20 that assists the person in charge in the actual negotiation using the negotiation partner DB 12b and the negotiation schedule DB 12c in which various information is stored by the first negotiation support apparatus 10 as described above will be described. FIG. 6 is a block diagram showing a configuration example of the second business negotiation support apparatus 20. The second negotiation support apparatus 20 performs various information processing such as a process of specifying a strategy according to the policy when the policy change is instructed during the negotiation. Note that in business negotiations, in addition to so-called business negotiations in which a customer (business negotiation partner) is explained about products and services and negotiations are made to make purchases, for example, complaints and inquiries from customers after business negotiations and after purchasing products. It also includes complaints and inquiries made to the. The second business negotiation support apparatus 20 is a personal computer, a server computer, or the like, and has the same configuration as the first business negotiation support apparatus 10, and thus the description of the configuration will be omitted.

The storage unit 22 of the second negotiation support apparatus 20 stores in advance the control program 22P executed by the control unit 21 and various data necessary for executing the control program 22P. The storage unit 22 also stores a strategy setting table 221 in which strategies are set in association with the progress status of business negotiations and the policies of business negotiations. Further, the storage unit 22 stores a business negotiation partner DB 22a and a business negotiation schedule DB 22b. The negotiation partner DB 22a and the negotiation schedule DB 22b are the same as the negotiation partner DB 12b and the negotiation schedule DB 12c stored in the storage unit 12 of the first negotiation support device 10. Note that instead of the business negotiation partner DB 22a and the business negotiation schedule DB 22b, information about the business negotiation partner of the business negotiation to be executed and the strategy set for the business negotiation partner may be stored in the storage unit 22.

The second negotiation support device 20 may be the first negotiation support device 10. In this case, the learning stored in the storage unit 22 of the second negotiation support device 20 and the storage unit 12 of the first negotiation support device 10. The completed models 121 and 122 and the person-in-charge DB 12a may be stored. Further, the second negotiation support device 20 is configured by a server computer or the like, and the second negotiation support device 20 and an external device (terminal of the person in charge of negotiation) are connected via a network such as the Internet or a LAN, and input by the external device. The configured information may be transmitted to the second negotiation support apparatus 20 via the network. When the second business negotiation support device 20 is configured by a server computer, a plurality of second business negotiation support devices 20 may be provided and distributed processing may be performed by the plurality of second business negotiation support devices 20, or a plurality of second business negotiation support devices 20 may be provided in one server device. It may be realized by a virtual machine or a cloud server. Further, each function realized by the first negotiation support apparatus 10 and the second negotiation support apparatus 20 may be configured by one server computer, and is realized by a plurality of virtual machines provided in one server apparatus. It may be realized by using a cloud server.

FIG. 7 is a schematic diagram showing a configuration example of the strategy setting table 221. In the strategy setting table 221, strategies are set in association with the progress status of business negotiations and the policies specified by the person in charge during the business negotiations. The progress status of the business negotiation indicates, for example, the page number of which the explanation is completed in the material prepared for the business negotiation. The content of the strategy stored in the strategy setting table 221 indicates, for example, the page number to be explained next in the material for business negotiations, the content to be asked or explained to the business partner on each page of the material, the business negotiation attitude to be changed, and the like. . In the example shown in FIG. 7, the progress statuses are progress 1 to 4, but the number of progress statuses to be divided is not limited to four.

Next, the function realized by the control unit 21 of the second negotiation support apparatus 20 executing the control program 22P will be described. FIG. 8 is a block diagram showing functions realized by the control unit 21 of the second negotiation support apparatus 20, and FIG. 9 is a schematic diagram showing an example of a screen. FIG. 9A shows an example of a support screen during a business talk, and FIG. 9B shows an example of a support screen when a policy is designated (changed) during a business talk. When the control unit 21 of the second negotiation support apparatus 20 executes the control program 22P stored in the storage unit 22, the progress detection unit 201, the policy acceptance unit 202, the strategy identification unit 203, the screen generation unit 204, the output unit. Each function of 205 is realized. In the present embodiment, each of these functions is realized by the control unit 21 executing the control program 22P, but a part of these may be realized by a dedicated hardware circuit.

In the second negotiation support apparatus 20 of the present embodiment, when starting a negotiation, the person in charge causes the control unit 21 of the second negotiation support apparatus 20 to execute the control program 22P. The progress detection unit 201 detects the page number of which the explanation is completed in the material prepared for business negotiations. The progress detection unit 201 detects the progress situation by receiving the input of the page number for which the description is completed, for example, during the business negotiation via the input unit 24. Further, for example, in the case of conducting a business negotiation while displaying a business negotiation material of electronic data using a monitor device, a projector, or the like, the progress detection unit 201 detects the displayed page number as the page number for which the explanation is finished. Good.

The screen generation unit 204 generates a negotiation support screen as shown in FIG. 9A based on the progress status detected by the progress detection unit 201. The screen shown in FIG. 9A is for displaying materials for negotiations created by a person in charge or the like according to the strategy identified by the first negotiation support device 10 before the negotiations based on the progress status detected by the progress detection unit 201. It has a status column. The progress column displays a page and a page number being explained in a business talk, and has a return button for returning the page and a next button for advancing the page. Note that the progress detection unit 201 may detect the progress status by operating the return button or the next button on the screen shown in FIG. 9A via the input unit 24. The screen shown in FIG. 9A has an advice column for supporting the person in charge during the business negotiation. The advice column has a recommendation strategy column that displays a function-oriented button, a cost-oriented button, and a succinct button for selecting a policy for a business negotiation in progress, and displays a recommendation strategy according to the policy selected during the business negotiation. The advice section has an input section for inputting a question from a business partner, a strategy section for displaying a strategy for the input question, and an answer section for displaying an answer to the input question. The output unit 205 displays the negotiation support screen generated by the screen generation unit 204 on the display unit 25.

If the person in charge wants to change the business negotiation policy during the business negotiation, he/she operates the button corresponding to any of the policies on the input unit 24 on the screen shown in FIG. 9A. When a button corresponding to any of the policies is operated (selected) on the business negotiation support screen, the policy receiving unit (policy acquisition unit) 202 receives the policy of the ongoing business negotiation (policy information regarding the policy). When the policy receiving unit 202 receives a business negotiation policy, the strategy specifying unit (specification unit) 203 specifies a page number to be explained next, a business negotiation attitude to be changed, etc. (recommended strategy) based on the strategy setting table 221. To do. Here, the strategy specifying unit 203 specifies a strategy corresponding to the current progress status detected by the progress detecting unit 201 and the policy accepted by the policy accepting unit 202. When the strategy specifying unit 203 specifies a strategy in accordance with the business negotiation policy, the screen generation unit 204 updates the business negotiation support screen by displaying the specified strategy in the recommended strategy section in the screen illustrated in FIG. 9B. The strategy here is, for example, a page number that should be explained immediately. The output unit 205 displays the negotiation support screen updated by the screen generation unit 204 on the display unit 25. The strategy specifying unit 203 may specify a strategy according to the policy specified by the person in charge using the learned model for strategy determination, like the strategy specifying unit 109 of the first negotiation support apparatus 10. .. In this case, the learned model for strategy determination is stored in the storage unit 22.

Further, if the person in charge has a question from the business partner during the business negotiation and does not know the page number corresponding to the question or the answer (correct answer) to the question, he/she inputs the question in the input field of the question in the advice field in the input section 24. Operate the OK button. When the second negotiation support device 20 has a voice input function and a voice recognition function, the control unit 21 acquires the conversation voice of the business partner by the voice input function and recognizes the conversation content from the conversation voice by the voice recognition function. The question content may be extracted from the conversation content and displayed in the question input field. In this case, the person in charge may operate the OK button after confirming the question content displayed in the question input field. When a question is input on the business negotiation support screen, the policy reception unit 202 receives the input question. When the policy receiving unit 202 receives a question, the strategy specifying unit 203 specifies the page number of the content corresponding to the question in the material. For example, the strategy specifying unit 203 searches each page in the material for the wording in the input question, and specifies the page in which the wording in the question is described. When the strategy specifying unit 203 can specify the page corresponding to the question from the business partner, the screen generating unit 204 displays the page number specified by the strategy specifying unit 203 in the strategy column for the question in the screen shown in FIG. 9B. And update the negotiation support screen. In addition, the strategy specifying unit 203 may search and specify the answer to the question accepted by the policy accepting unit 202 from the information accumulated in a predetermined server or the information disclosed on the web server via the network. Good. In addition, in a predetermined server or the second negotiation support apparatus 20, a question and an answer example are registered in advance, and if the question accepted by the policy accepting unit 202 is registered in advance, the strategy specifying unit 203 responds to the corresponding answer. Examples may be specified in the answer to the question. The answer to the question accepted by the policy accepting unit 202 may be specified using a learned model that has been learned so that an appropriate answer is output when the question content is input. When the strategy specifying unit 203 can specify the answer to the question from the business negotiation partner, the screen generating unit 204 updates the business negotiation support screen by displaying the answer specified by the strategy specifying unit 203 in the answer column to the question. The output unit 205 displays the negotiation support screen updated by the screen generation unit 204 on the display unit 25.

By the processing of each unit described above, in the second business negotiation support apparatus 20, when the person in charge gives an instruction to change the business negotiation policy during the business negotiation, a strategy (recommendation strategy) corresponding to the policy is displayed. Therefore, the person in charge can have an effective business negotiation that leads to the establishment of a business negotiation by advancing the business negotiation according to the recommendation strategy. Even if there is a question from the business partner during the business negotiation and you do not know the page number corresponding to the question or the answer to the question, you can respond by entering the question in the question input field on the business negotiation support screen. Page numbers and appropriate answers to questions can be displayed to assist the person in charge. Note that the content of the question received from the business partner during the business negotiation and an example of an answer to the question may be automatically stored, and the answer to the question received from the business partner in the subsequent business negotiation may be specified based on the stored information. Further, the learned model that outputs an appropriate answer when the question content is input may be relearned based on the accumulated information. In this case, since the question contents and answer examples are accumulated every time a business negotiation is conducted, it becomes possible to specify a more suitable answer to the question.

Next, a process performed by the first negotiation support device 10 will be described. FIG. 10 is a flowchart showing the procedure of the registration processing of the negotiation partner by the first negotiation support device 10. The following processing is executed by the control unit 11 according to the control program 12P stored in the storage unit 12 of the first negotiation support apparatus 10. The control unit 11 of the first business negotiation support apparatus 10 determines whether or not a registration instruction of information regarding the business partner has been received (S11). For example, the control unit 11 accepts an information registration instruction for the business negotiation partner when the “register business negotiation partner” button is operated on the initial screen shown in FIG. 4A. When it is determined that the registration instruction has not been received (S11: NO), the control unit 11 waits until the registration instruction is received.

When determining that the registration instruction has been received (S11: YES), the control unit 11 displays the registration screen as shown in FIG. 4B on the display unit 15 (S12). Next, the control unit 11 accepts the registration method of the information of the negotiation partner via the screen shown in FIG. 4B (S13), and acquires the information on the negotiation partner by the accepted registration method (S14). For example, when CSV is selected as the registration method, the control unit 11 acquires the negotiation partner information from a file that describes the negotiation partner information in the CSV format. The control unit 11 stores various kinds of information about the acquired business partner in the business partner DB 12b (S15), and ends the registration process.

FIG. 11 is a flowchart showing a procedure of a person in charge or strategy determination processing by the first negotiation support apparatus 10. The control unit 11 of the first negotiation support apparatus 10 determines whether or not the decision instruction of the person in charge has been received (S21). For example, the control unit 11 accepts a decision instruction of the person in charge when the “decide person in charge” button is operated on the screen shown in FIG. 4A or 4C. When it is determined that the decision instruction of the person in charge has not been received (S21: NO), the control unit 11 shifts the processing to step S28. When it is determined that the decision instruction of the person in charge has been received (S21: YES), the control unit 11 reads out the information of the negotiation partner registered in the negotiation partner DB 12b from the negotiation partner DB 12b (S22), and displays the information of the negotiation partner in a list. A determination screen for the person in charge of operation is generated and displayed on the display unit 15 (S23). As a result, the determination screen as shown in FIG. 5A is displayed. Note that the control unit 11 may generate a person-in-charge determination screen that displays only the information of the business partner with whom the person in charge has not yet been decided.

The control unit 11 accepts the selection method of the person in charge, the policy of the negotiation, the selection of the negotiation partner who should determine the person in charge, through the determination screen of the person in charge, and the selected decision is made for the selected negotiation partner. By the method, a person in charge according to the selected business negotiation policy is specified (S24). The control unit 11 identifies the person in charge who is suitable for the selected business partner using the learned model 121 for person-in-charge determination. The control unit 11 displays the determined person in charge (identification result) by adding the person in charge ID of the identified person in charge to, for example, the person in charge determination screen (S25).

The control unit 11 determines whether or not an instruction to determine the displayed person in charge as the person in charge for each negotiation partner has been received (S26). For example, the control unit 11 accepts the displayed determination instruction for the person in charge when the “determine” button in the screen shown in FIG. 5A is operated. When it is determined that the decision instruction for the person in charge is accepted (S26: YES), the control unit 11 stores the person in charge (specific result) corresponding to each negotiation partner displayed on the screen illustrated in FIG. 5A in the negotiation schedule DB 12c. (S27). Specifically, the control unit 11 stores the person-in-charge ID of the determined person in charge in the negotiation schedule DB 12c in association with the negotiation-partner ID of the negotiation partner. As a result, the optimum person in charge can be determined and registered for each business negotiation partner. When it is determined that the decision instruction of the person in charge is not received (S26: NO), the control unit 11 skips the process of step S27.

Next, the control unit 11 determines whether or not a strategy decision instruction to the business negotiation partner has been received (S28). For example, when the “determine strategy” button is operated on the screen shown in FIG. 4A or FIG. 4C, the control unit 11 accepts a strategy determination instruction for any business partner. When it is determined that the strategy determination instruction has not been received (S28: NO), the control unit 11 returns the process to step S21.

When it is determined that the strategy decision instruction has been received (S28: YES), the control unit 11 reads out the information of the negotiation partner registered in the negotiation partner DB 12b (S29), and the strategy determination screen for displaying the information of the negotiation partner in a list. Is generated and displayed on the display unit 15 (S30). As a result, the determination screen as shown in FIG. 5B is displayed. Note that the control unit 11 may generate a strategy decision screen that displays only the information of the negotiation partner whose strategy has not yet been decided. The control unit 11 accepts a strategy decision method, a business negotiation policy, and a selection of a business negotiation partner who should determine the strategy via the strategy determination screen, and the selected business partner is selected by the selected decision method. A strategy according to the selected business negotiation policy is specified (S31). The control unit 11 identifies a strategy suitable for the selected business partner using the learned model 122 for strategy determination. The control unit 11 displays the determined strategy (identification result) by adding the identification information of the identified strategy to the strategy determination screen, for example (S32).

The control unit 11 determines whether or not an instruction to determine the displayed strategy as a strategy for each negotiation partner has been received (S33). For example, the control unit 11 accepts a determination instruction for the displayed strategy when the “determine” button in the screen shown in FIG. 5B is operated. When it is determined that the decision instruction for the strategy has been received (S33: YES), the control unit 11 stores the strategy (specific result) decided for each business partner displayed on the screen shown in FIG. 5B in the business negotiation schedule DB 12c. (S34). Specifically, the control unit 11 stores the identification information of the determined strategy in the business negotiation schedule DB 12c in association with the business negotiation partner ID of the business negotiation partner. Thereby, the optimal strategy can be determined and registered for each business negotiation partner. When it is determined that the decision instruction for the strategy has not been received (S33: NO), the control unit 11 skips the process of step S34.

Through the above-described processing, various kinds of information about the business partner can be acquired and registered in the business partner DB 12b before the business negotiation. Further, it is possible to know the business partner in advance based on each registered information, and to set the most suitable person and strategy for the business partner before the business negotiation. In addition, the person in charge creates materials for business negotiations according to a policy according to the set strategy. As a result, it becomes possible to prepare for a meaningful business negotiation.

Next, the processing performed by the second negotiation support device 20 will be described. FIG. 12 is a flowchart showing the procedure of the negotiation support processing by the second negotiation support device 20. The following processing is executed by the control unit 11 according to the control program 22P stored in the storage unit 22 of the second negotiation support device 20. The person in charge causes the control unit 21 of the second negotiation support apparatus 20 to execute the control program 22P when conducting a negotiation. As a result, the control unit 21 generates the negotiation support screen as shown in FIG. 9A based on the electronic data of the material used for the negotiation and displays it on the display unit 25 (S41). The electronic data of the material used for the business negotiation is stored in the storage unit 22 in advance.

The control unit 21 detects the progress status of the started negotiation (S42). For example, the control unit 21 detects, as the progress status, the page number of which the explanation is finished in the business negotiation material. The control unit 21 updates the negotiation support screen by changing the material for negotiation displayed in the progress column in the negotiation support screen to a page based on the detected progress (S43). The control unit 21 determines whether or not the business negotiation policy is accepted via the business negotiation support screen (S44). For example, when the button corresponding to any policy displayed in the negotiation support screen shown in FIG. 9A is operated, the control unit 21 accepts the policy corresponding to the operated button. When determining that the business negotiation policy has been accepted (S44: YES), the control unit 21 specifies the recommended strategy based on the strategy setting table 221 (S45), and specifies the recommended strategy in the recommended strategy column on the business negotiation support screen. Is displayed to update the business negotiation support screen (S46). The control unit 21 identifies a strategy according to the progress status of the business negotiation and the designated business negotiation policy and displays the strategy on the business negotiation support screen. When it is determined that the business negotiation policy is not accepted (S44: NO), the control unit 21 skips the processes of steps S45 and S46.

Further, the control unit 21 determines whether or not a question from the business negotiation partner is accepted via the question input field on the business negotiation support screen (S47). When it is determined that the question is accepted (S47: YES), the control unit 21 identifies the strategy for the question (S48), displays the identified strategy in the strategy column in the business negotiation support screen, and updates the business negotiation support screen ( S49). Here, the control unit 21 identifies and displays the page number of the content corresponding to the question in the material, for example. As a result, it becomes possible to explain the question from the business negotiation partner while referring to an appropriate page. When it is determined that the question has not been received via the question input field (S47: NO), the control unit 21 skips the processes of steps S48 and S49.

The control unit 21 determines whether or not a business negotiation end instruction is received by operating the end button in the business negotiation support screen (S50). When determining that the end instruction has not been received (S50: NO), the control unit 21 returns to the process of step S42, repeats the processes of steps S42 to S50, and determines that the end instruction has been received (S50: YES). , The process ends.

By the above-described processing, when the second business negotiation support apparatus 20 receives a policy change instruction during a business negotiation, it can propose a strategy according to the policy to the business negotiation staff, and thus can support the business negotiation staff. In addition, when a question from the business negotiation partner is entered in the input field of the business negotiation support screen during the business negotiation, the second business negotiation support apparatus 20 notifies the page number of the question from the business negotiation partner, so that the person in charge is appropriate. It saves the time and effort to search for a page, and facilitates business negotiations. In the present embodiment, it is possible to implement a business negotiation that leads to the establishment of a business negotiation by approaching the business negotiation with an optimal person in charge and an optimal strategy for the business negotiation partner.

(Embodiment 2)
An embodiment will be described in which the second negotiation support apparatus 20 has a configuration for collecting conversation voices between the person in charge of negotiation and the other party during negotiation. In the present embodiment, the first negotiation support device 10 has the same configuration as that of the first embodiment and performs the same processing, and therefore the description thereof is omitted. FIG. 13 is a block diagram showing a configuration example of the second negotiation support device 20 of the second exemplary embodiment. The second negotiation support device 20 of this embodiment has the same configuration as that of the first embodiment, and further includes a microphone 27. Note that description of similar configurations is omitted. The second negotiation support apparatus 20 of the present exemplary embodiment, in addition to the process of specifying the strategy during the negotiation, the process of collecting the conversation voice between the person in charge of the negotiation and the negotiation partner during the negotiation, and the negotiation based on the collected conversation voice. Various information processing is performed, such as processing for detecting the state of the other party.

The microphone 27 is a sound collecting device having an amplifier, an A/D (analog/digital) converter, and the like. The microphone 27 collects ambient sound, acquires analog sound data, amplifies the acquired sound data with an amplifier, converts the sound data into digital sound data with an A/D converter, and acquires sound data. . The microphone 27 collects sound according to an instruction from the control unit 21, and sequentially outputs the acquired voice data to the control unit 21. The second business negotiation support apparatus 20 may have a configuration in which a microphone 27 is built-in and a connection unit capable of connecting an external microphone. In this case, the connection unit accepts the input of the voice data acquired by the external microphone and sequentially sends the input voice data to the control unit 21. In addition, the second negotiation support device 20 is configured by a server computer or the like, the second negotiation support device 20 and an external device (personal terminal of a person in charge) having a microphone are connected via a network, and acquired by the external device. The voice data may be transmitted to the second negotiation support device 20 via the network. In this case, the second negotiation support device 20 may not include the microphone 27.

Further, the second negotiation support device 20 and the terminal of the negotiation partner having a microphone are connected via a network, and the conversation voice (voice data) of the negotiation partner acquired by the terminal of the negotiation partner is transferred to the second terminal via the network. It may be configured to be transmitted to the business negotiation support apparatus 20. With such a configuration, even if the person in charge of negotiation using the second negotiation support apparatus 20 and the partner of the negotiation are at remote places, the negotiation (for example, telephone sales) is performed using telephone or voice chat. be able to. In this case, the second negotiation support device 20 is equipped with the microphone 27 because it is necessary to acquire the conversation voice of the person in charge of the negotiation and transmit it to the terminal of the partner of the negotiation, and thus the second negotiation support device 20 and the partner of the negotiation. This terminal is equipped with a speaker for outputting the conversation voice of the other party who transmits and receives each other.

The storage unit 22 of the second negotiation support apparatus 20 of the present embodiment stores a negotiation situation DB 22c in addition to the control program 22P, the strategy setting table 221, the negotiation partner DB 22a and the negotiation schedule DB 22b. The negotiation partner DB 22a and the negotiation schedule DB 22b are the same as those in the first embodiment. FIG. 14 is a schematic diagram showing a configuration example of the strategy setting table 221 according to the second embodiment. Strategies are set in the strategy setting table 221 of the present embodiment in association with the state of the negotiation partner determined by the second negotiation support device 20 during the negotiation and the policy specified by the person in charge during the negotiation. There is. The content of the strategy stored in the strategy setting table 221 is the same as that of the first embodiment, and indicates, for example, the page number to be explained in the business negotiation material. The state of the business negotiation partner is a state in which the second business negotiation support device 20 makes a determination based on the conversation voices of the person in charge and the business negotiation partner collected during the business negotiation, and uses information sequentially stored in the business negotiation situation DB 22c. In the example shown in FIG. 14, the negotiation partner states are types A to D, but the number of types is not limited to four. Further, the strategy setting table 221 may be provided for each progress status of the business negotiation, or the strategy setting table 221 shown in FIG. 7 may be provided for each status of the business partner.

FIG. 15 is a schematic diagram showing a configuration example of the negotiation status DB 22c. The business negotiation status DB 22c stores information about conversation contents and voices of business partners during business negotiations. The negotiation status DB 22c illustrated in FIG. 15 includes a negotiation partner ID string, a voice data string, a conversation time string, a conversation time string, a question/answer time string, a voice tone string, a voice-based psychological state string, and a voice text. A data string, a grouping information string of text data, a keyword string, an analysis result information string, a score string, and the like are included. The negotiation partner ID column stores the ID (identification information) of each negotiation partner. The voice data string stores voice data (voice information) of a conversation during a business negotiation with a business partner. Note that the voice data may be stored in a predetermined area of the storage unit 22 or an external storage device connected to the second business negotiation support device 20, in addition to being stored in the business negotiation situation DB 22c. In this case, the voice data string stores information (for example, a file name indicating a data storage location) for reading voice data of conversation. Conversation time sequence, time period between conversations, question/answer time sequence, voice tone sequence, voice-based psychological state sequence, voice text data sequence, text data grouping information sequence, keyword sequence, analysis result information sequence, Each of the score columns stores various kinds of information regarding the conversation of the business partner, which is extracted based on the voice data of the business partner.

For example, with respect to the voice data of conversation, the conversation part of the person in charge and the conversation part of the business partner are divided based on the process of extracting the feature amount of the voice, the difference in the feature amount of the voices of the person in charge and the business partner. By performing processing, processing that detects continuation or interruption of conversation, etc., the duration of a series of conversations (conversation time), the time between conversations (time between conversations), the time required to answer questions and questions. (Question/answer time) can be acquired. Further, by performing frequency conversion processing on the voice data, the tone of the voice of the business partner can be extracted, and the psychological state of the business partner can be acquired based on the extracted tone of the voice or the like. In addition, by performing processing of converting voice data into text data, processing of grouping similar words in text data, processing of extracting a keyword appearing multiple times in text data, and the like It is possible to acquire text data, grouping information of grouped words, and keywords. Further, the state of the business negotiation partner can be analyzed based on the information on the conversation of the business negotiation partner as described above, and the information related to the analysis result can be acquired. Further, based on the analysis result of the state of the business negotiation partner, a score indicating whether or not the business negotiation is satisfactorily performed can be specified. The score of the business negotiation is set in advance, for example, according to the analysis result of the business partner. Further, the business negotiation staff may determine whether the business negotiation is good or bad and input the determination result via the input unit 24, and the score of the business negotiation may be specified in consideration of the input determination result. The information on the conversation of the business negotiation partner thus obtained is stored in the business negotiation situation DB 22c.

The negotiation partner ID stored in the negotiation status DB 22c is stored by the control unit 21 when the negotiation is started. The voice data stored in the negotiation status DB 22c is stored by the control unit 21 each time it is acquired by the microphone 27. Further, the various kinds of information regarding the conversation of the business negotiation partner stored in the business negotiation status DB 22c is stored by the control unit 21 each time the control unit 21 acquires various information based on the conversation voice of the business negotiation partner. The storage content of the business negotiation situation DB 22c is not limited to the example shown in FIG. 15, and various information regarding the conversation of the business negotiation partner that can be extracted from the conversation voice (voice data) of the business negotiation partner can be stored.

Next, the function realized by the control unit 21 of the second negotiation support apparatus 20 of this embodiment will be described. 16 is a block diagram showing functions realized by the control unit 21 of the second negotiation support apparatus 20, and FIG. 17 is a schematic diagram showing an example of a screen. When the control unit 21 of the second negotiation support apparatus 20 executes the control program 22P stored in the storage unit 22, in addition to the units illustrated in FIG. 8, the voice acquisition unit 206, the status acquisition unit 207, and the status information. Each function of the storage unit 208 is realized.

In the second negotiation support apparatus 20 of the present embodiment, the person in charge confirms the operation of the microphone 27 before starting the negotiation, and arranges the microphone 27 so that the microphone 27 can collect the utterance of the negotiation partner. Then, when the business negotiation is started, the person in charge causes the control unit 21 of the second business negotiation support apparatus 20 to execute the control program 22P. When the control unit 21 executes the control program 22P, the voice acquisition unit 206 starts sound collection by the microphone 27. The voice acquisition unit 206 sequentially stores the acquired voice data in the negotiation status DB 22c and sends it to the status acquisition unit 207. The status acquisition unit 207 performs various kinds of audio signal processing on the conversation voice (voice data) of the business partner, and is required for conversation time of a series of conversations, time between conversations, questions, and answers to questions. Get the time. The status acquisition unit 207 also extracts the tone of the voice of the business partner from the voice data, and acquires the psychological state of the business partner based on the extracted tone of the voice or the like. Further, the situation acquisition unit 207 converts the voice data into text data, groups each word in the obtained text data, and extracts a keyword that appears multiple times. Further, the situation acquisition unit 207 analyzes the state of the business negotiation partner based on the above-described information, acquires information related to the analysis result, and specifies the score of the business negotiation based on the acquired state of the business negotiation partner. In addition, the psychological state inferred from the tone of the voice of the business partner or the state of the business partner inferred based on various information includes, for example, calmness, tension, joy, excitement, surprise, sadness, fear, anger, etc. Including emotions. The situation information storage unit 208 stores various information based on the conversation of the business negotiation partner acquired by the situation acquisition unit 207 in the business negotiation status DB 22c. The status acquisition unit 207 detects the progress status of the conversation between the person in charge and the business partner, the utterance state of the business partner, and the like from the conversation voice of the business partner as information based on the conversation of the business partner, and detects the business partner from the detection result. The emotion may be detected and stored in the negotiation status DB 22c. As a result, various information based on the conversation of the business partner is stored in the business negotiation status DB 22c.

The strategy specifying unit 203 of the present embodiment specifies a strategy (recommendation strategy) corresponding to the state of the negotiation partner stored in the negotiation status DB 22c and the policy accepted by the policy accepting unit 202 based on the strategy setting table 221. . The strategy specifying unit 203 may specify the strategy in consideration of the current progress status detected by the progress detection unit 201. In addition, the screen generation unit 204 of the present embodiment generates a negotiation support screen as shown in FIG. 17, based on the progress status detected by the progress detection unit 201 and the status of the business partner stored in the business status DB 22c. . The business negotiation support screen shown in FIG. 17 has the same configuration as the business negotiation support screen shown in FIG. 9A, and further displays the status of the business negotiation partner and the score of the business negotiation read from the business negotiation situation DB 22c. For the status of the business partner, for example, the analysis result information stored in the business status DB 22c for the business partner can be used. By displaying such a negotiation support screen on the display unit 25, the person in charge can grasp the current state of the negotiation partner and the score indicating whether or not the negotiation is proceeding properly, and the person in charge of negotiation It is possible to proceed smoothly with business negotiations by taking appropriate measures depending on the situation. The strategy specifying unit 203, like the strategy specifying unit 109 of the first business negotiation support apparatus 10, selects a strategy according to the current state of the business negotiation partner and the policy specified by the person in charge, as a learned model for strategy determination. You may specify using. In this case, the learned model for strategy determination is stored in the storage unit 22.

The second negotiation support apparatus 20 of the present embodiment performs the negotiation support processing shown in FIG. 12 as in the first embodiment. In the present embodiment, the negotiation staff arranges the microphone 27 so as to collect the utterance of the business partner during the business negotiation, and executes the control program 22P in the control unit 21 of the second business negotiation support apparatus 20. Let As a result, the control unit 21 starts the sound collection by the microphone 27, sequentially stores the acquired voice data (conversation voice of the negotiation partner) in the negotiation status DB 22c, and determines the state of the negotiation partner based on the stored voice data. The information is extracted, various kinds of information regarding the conversation of the business negotiation partner are acquired, and are sequentially stored in the business negotiation status DB 22c. Therefore, the control unit 21 of the second negotiation support apparatus 20 of the present embodiment performs the processing shown in FIG. 12, while acquiring the conversation voice by the microphone 27, and the analysis processing for the state of the negotiation partner based on the acquired conversation voice. And do.

In this embodiment, the same effect as that of the first embodiment can be obtained. Further, in the present embodiment, the psychological state of the business negotiation partner and the progress status (score) of the business negotiation partner can be grasped in real time based on the conversation voice and the conversation content of the business negotiation partner, and the person in charge can be notified. Therefore, the business negotiation staff can proceed with the business negotiation while considering the status of the business negotiation partner and the progress status of the business negotiation, so that the business negotiation staff can implement the business negotiation that leads to the establishment of the business negotiation and can support the business negotiation staff.

(Embodiment 3)
An embodiment will be described in which the second negotiation support apparatus 20 has a configuration for collecting conversation voices between the person in charge of negotiations and the partner of the negotiation during the negotiation and acquiring a captured image of the partner of the negotiation. In the present embodiment, the first negotiation support device 10 has the same configuration as that of the first embodiment and performs the same processing, and therefore the description thereof is omitted. FIG. 18 is a block diagram showing a configuration example of the second negotiation support device 20 of the third exemplary embodiment. The second negotiation support device 20 of the present embodiment has the same configuration as that of the second embodiment, and further includes a camera 28. Note that description of similar configurations is omitted. The second business negotiation support apparatus 20 of the present embodiment, in addition to the processing of identifying a strategy during a business negotiation and the processing of collecting conversation voice between the business person in charge of the business negotiation and the business partner during the business negotiation, a captured image of the business partner during the business negotiation. Various information processing is performed, such as a process for acquiring the information, a process for detecting the state of the business partner on the basis of the conversation voice and the captured image of the business partner.

The camera 28 is an image pickup apparatus having a lens, an image pickup element, and the like, and photoelectrically converts light incident through the lens by the image pickup element to obtain image data. The camera 28 shoots according to an instruction from the control unit 21, and sequentially sends the acquired image data (captured image) to the control unit 21. The second business negotiation support device 20 may have a configuration in which a camera 28 is built-in and a connection unit that allows connection of an external camera. In this case, the connection unit accepts the input of the image data acquired by the external camera and sequentially outputs the input image data to the control unit 21. In addition, the second negotiation support device 20 is configured by a server computer or the like, and the second negotiation support device 20 and an external device (terminal of a person in charge) having a camera and a microphone are connected via a network and acquired by the external device. The configured image data and audio data may be transmitted to the second negotiation support apparatus 20 via the network. In this case, the second business negotiation support apparatus 20 may not include the camera 28 and the microphone 27.

Furthermore, the second negotiation support apparatus 20 and a negotiation partner terminal having a camera and a microphone are connected via a network, and the captured image (image data) and conversation voice (voice) of the negotiation partner acquired by the negotiation partner terminal. Data) may be transmitted to the second negotiation support apparatus 20 via the network. With such a configuration, even if the person in charge of negotiation using the second business negotiation support apparatus 20 and the business partner are in remote locations, business negotiations using videophone, video chat, etc. (for example, web sales and chat) Business). In this case, the second business negotiation support apparatus 20 needs to acquire the conversation voice and the captured image of the person in charge of the business negotiation and transmit them to the terminal of the business negotiation partner, and thus includes the camera 28 and the microphone 27.

The storage unit 22 of the second negotiation support apparatus 20 of the present embodiment stores a first negotiation situation DB 22c and a second negotiation situation DB 22d in addition to the control program 22P, the strategy setting table 221, the negotiation partner DB 22a and the negotiation schedule DB 22b. ing. The negotiation partner DB 22a and the negotiation schedule DB 22b are the same as those in the first embodiment. The first business negotiation status DB 22c is the same as the business negotiation status DB 22c of the second embodiment, and stores information about conversation contents and voices during business negotiations with a business partner.

FIG. 19 is a schematic diagram showing a configuration example of the second negotiation status DB 22d. The second business negotiation situation DB 22d stores information regarding the operation and behavior of the business partner during business negotiations. The second negotiation status DB 22d illustrated in FIG. 19 includes a negotiation partner ID string, an image data string, an intentional motion information string, an unconscious motion information string, an eye/gaze information string, a face/facial expression information string, and an attitude string. The information sequence, the action information sequence, the exercise information sequence, the analysis result information sequence, the score sequence and the like are included. The negotiation partner ID column stores the ID (identification information) of each negotiation partner. The image data string stores data (image information) of a captured image at the time of a business negotiation with a business partner. Note that the captured image data may be stored in a predetermined area of the storage unit 22 or an external storage device connected to the second negotiation support device 20, in addition to being stored in the second negotiation status DB 22d. In this case, the image data string stores information for reading the data of the captured image (for example, a file name indicating the storage location of the data). Intentional movement information sequence, unconscious movement information sequence, eye/gaze information sequence, face/expression information sequence, posture information sequence, behavior information sequence, motion information sequence, analysis result information sequence, score sequence Each stores various information regarding the behavior of the business negotiation partner, which is extracted based on the data of the captured image of the business negotiation partner. For example, by extracting the movement of the business negotiation partner as digital data from the captured image of the business negotiation partner by using the motion capture technology, it is possible to change the information of the eye movement and the line of sight of the business negotiation partner, the information of the movement of the face and facial expressions, and the change of the posture. It is possible to acquire such information, information related to actions, and information related to exercise. In addition, it is classified based on the motion cycle of the business partner, which is acquired by the motion capture technology, whether it is an intentional motion that the business partner is intentionally performing, or an unconscious motion that is unconsciously performing. it can. Therefore, it is possible to obtain the classified information about the intentional motion and the classified information about the unconscious motion. Further, the state of the business negotiation partner can be analyzed based on the information on the behavior of the business negotiation partner as described above, and the information related to the analysis result can be acquired. Further, based on the analysis result of the state of the business negotiation partner, a score indicating whether or not the business negotiation is satisfactorily performed can be specified. The score of the business negotiation is set in advance, for example, according to the analysis result of the business partner. Further, the business negotiation staff may determine whether the business negotiation is good or bad and input the determination result via the input unit 24, and the score of the business negotiation may be specified in consideration of the input determination result. Information about the behavior of the business negotiation partner thus obtained is stored in the second business negotiation situation DB 22d.

The negotiation partner ID stored in the second negotiation status DB 22d is stored by the control unit 21 when the negotiation is started. The image data stored in the second negotiation status DB 22d is stored by the control unit 21 every time it is acquired by the camera 28. In addition, various information regarding the behavior of the business negotiation partner stored in the second business negotiation situation DB 22d is stored by the control unit 21 each time the control unit 21 acquires various information based on the captured image of the business negotiation partner. The storage content of the second negotiation status DB 22d is not limited to the example shown in FIG. 19, and various information regarding the behavior of the negotiation partner that can be extracted from the captured image of the negotiation partner can be stored.

The strategy setting table 221 of this embodiment is the same as that of the second embodiment, but the state of the negotiation partner determined by the second negotiation support device 20 during the negotiation in the strategy setting table 221 is the conversation of the negotiation partner during the negotiation. The state may be determined based on the voice, the state may be determined based on the captured image of the business partner during the negotiation, or the state may be comprehensively determined from both states. Good.

Next, the function realized by the control unit 21 of the second negotiation support apparatus 20 of this embodiment will be described. 20 is a block diagram showing functions realized by the control unit 21 of the second negotiation support apparatus 20, and FIG. 21 is a schematic diagram showing an example of a screen. When the control unit 21 of the second negotiation support apparatus 20 executes the control program 22P stored in the storage unit 22, in addition to the units shown in FIG. 16, the image acquisition unit 209, the second situation acquisition unit 210, Each function of the second situation information storage unit 211 is realized. The first situation acquisition unit 207 and the first situation information storage unit 208 in FIG. 20 are the same as the situation acquisition unit 207 and the situation information storage unit 208 in FIG. 16.

In the second business negotiation support apparatus 20 of the present embodiment, the person in charge confirms the operation of the camera 28 and the microphone 27 before starting the business negotiation, the camera 28 can photograph the business partner, and the microphone 27 enables the business partner The camera 28 and the microphone 27 are arranged so that the utterance can be collected. It should be noted that the camera 28 is arranged so that, for example, the upper half or the whole body of the business partner can be photographed. Then, when the business negotiation is started, the person in charge causes the control unit 21 of the second business negotiation support apparatus 20 to execute the control program 22P. When the control unit 21 executes the control program 22P, the image acquisition unit 209 starts shooting with the camera 28. The image acquisition unit 209 sequentially stores the acquired image data in the second negotiation status DB 22d and sends it to the second status acquisition unit 210. The second situation acquisition unit 210 extracts the movement of the business negotiation partner from the captured image (image data) of the business negotiation partner by the motion capture technique, and moves the business partner's eyes/gaze, face/expression, posture change, and behavior. , Information about the behavior of the business partner such as exercise. In addition, the second situation acquisition unit 210 acquires information on the intentional action and the unconscious action of the business negotiation partner based on the acquired information on the behavior of the business negotiation partner. Furthermore, the second situation acquisition unit 210 analyzes the state of the business negotiation partner based on the above-described information, acquires information related to the analysis result, and specifies the score of the business negotiation based on the acquired state of the business negotiation partner. The second situation information storage unit 211 stores various information regarding the behavior of the business negotiation partner acquired by the second situation acquisition unit 210 in the second business negotiation status DB 22d. The second situation acquisition unit 210 detects the emotion of the business negotiation partner from the photographed image of the business negotiation partner by using an application program such as Emotion API manufactured by Microsoft, as the information on the behavior of the business negotiation partner, and detects the detected emotion as the first information. 2 It may be stored in the negotiation status DB 22d. As a result, various information relating to the behavior and operation of the business partner is accumulated in the second business negotiation status DB 22d.

The strategy specifying unit 203 of the present embodiment is a strategy (recommendation strategy) corresponding to the state of the negotiation partner stored in the first negotiation situation DB 22c and the second negotiation situation DB 22d and the policy accepted by the policy accepting unit 202. It is specified based on the setting table 221. The strategy specifying unit 203 may specify the strategy in consideration of the current progress status detected by the progress detection unit 201 and the score of the current negotiation. Further, the screen generation unit 204 of the present embodiment is shown in FIG. 21 based on the progress status detected by the progress detection unit 201 and the status of the negotiation partner stored in the first negotiation status DB 22c and the second negotiation status DB 22d. Generate a negotiation support screen like this. The negotiation support screen shown in FIG. 21 has the same configuration as the negotiation support screen shown in FIG. 17, and further, the status of the negotiation partner and the score of the negotiation read from the first negotiation situation DB 22c and the second negotiation situation DB 22d, The captured image (camera image) of the business partner acquired by the camera 28 is displayed. It should be noted that the state of the negotiation partner is, for example, the analysis result information stored in the first negotiation situation DB 22c, the analysis result information stored in the second negotiation situation DB 22d, or both analysis result information for the negotiation partner. It is possible to use the analysis result or the like determined by the above. In addition, the score of the negotiation is, for example, a score stored in the first negotiation situation DB 22c, a score stored in the second negotiation situation DB 22d, or a total score calculated from both scores, etc. for the business partner. Can be used. By displaying such a negotiation support screen on the display unit 25, the person in charge can grasp the current state of the negotiation partner and the current score of the negotiation partner, and take appropriate measures according to the state of the negotiation partner. It becomes possible to proceed with business negotiations smoothly. The strategy specifying unit 203, like the strategy specifying unit 109 of the first business negotiation support apparatus 10, selects a strategy according to the current state of the business negotiation partner and the policy specified by the person in charge, as a learned model for strategy determination. You may specify using. In this case, the learned model for strategy determination is stored in the storage unit 22.

The second negotiation support apparatus 20 of the present embodiment performs the negotiation support processing shown in FIG. 12 as in the first embodiment. In the present embodiment, the person in charge of negotiation arranges the microphone 27 and the camera 28 so that the microphone 27 can collect the utterance of the negotiation partner and the camera 28 can photograph the partner during the negotiation. , Causes the control unit 21 of the second negotiation support apparatus 20 to execute the control program 22P. As a result, the control unit 21 starts sound collection by the microphone 27, sequentially stores the acquired voice data (conversation voice of the business negotiation partner) in the first business negotiation status DB 22c, and based on the stored voice data, The state is extracted, various kinds of information regarding the conversation of the business negotiation partner are acquired, and are sequentially accumulated in the first business negotiation situation DB 22c. Further, the control unit 21 starts shooting with the camera 28, sequentially stores the acquired image data (captured image of the negotiation partner) in the second negotiation situation DB 22d, and extracts the movement of the negotiation partner based on the stored image data. Then, various information regarding the behavior of the business negotiation partner is acquired and sequentially stored in the second business negotiation situation DB 22d. Therefore, the control unit 21 of the second negotiation support apparatus 20 of the present exemplary embodiment performs the processing illustrated in FIG. 12, while acquiring the conversation voice by the microphone 27, the acquisition processing of the captured image by the camera 28, and the acquired conversation. Analysis processing for the state of the business partner is performed based on the voice and the captured image. Note that the captured image of the business partner is captured by the camera 28, or after being captured by the camera 28 and stored in the second business negotiation status DB 22d, the camera image is displayed on the business negotiation support screen displayed on the display unit 25. Is displayed as.

In this embodiment, the same effects as those of the first and second embodiments can be obtained. Further, in the present embodiment, during the business negotiation, the psychological state of the business negotiation partner and the progress status (score) of the business negotiation can be grasped in real time based on the photographed image of the business negotiation partner, and the person in charge can be notified. Therefore, the business negotiation staff can proceed with the business negotiation while considering the status of the business negotiation partner and the progress status of the business negotiation, so that the business negotiation staff can implement the business negotiation that leads to the establishment of the business negotiation and can support the business negotiation staff.

In each of the above-described embodiments, an optimal person in charge of negotiation and a strategy can be set based on the information of the other person before the negotiation, and it becomes possible to prepare for a more meaningful negotiation. Further, during the business negotiation, a recommendation strategy according to the business negotiation policy or a strategy according to the question entered in the input field can be presented on the business negotiation support screen, so that the person in charge can support the business negotiation.

(Embodiment 4)
An embodiment will be described in which the second business negotiation support apparatus 20 of the third embodiment has a configuration for calculating a score regarding a business negotiation that is specified based on the conversation voice and the captured image of the business partner during the business negotiation, every predetermined time. The first negotiation support device 10 of the present exemplary embodiment has the same configuration as that of the first exemplary embodiment and performs the same processing, and thus the description thereof is omitted. The second negotiation support apparatus 20 of this embodiment has the same configuration as that of the third embodiment, and further stores the negotiation history DB as shown in FIG. 22 in the storage unit 22. Note that description of similar configurations is omitted.

FIG. 22 is a schematic diagram showing a configuration example of the negotiation history DB. The business negotiation history DB is provided, for example, for each business negotiation (business negotiation partner), and stores information relating to each business negotiation at predetermined time intervals from the start of the business negotiation. The negotiation history DB shown in FIG. 22 includes a start time sequence, an end time sequence, a voice data sequence, an image data sequence, a score sequence, and the like. The start time column and the end time column store the time at the start point and the time at the end point of the predetermined time period from the start to the end of the negotiation, respectively. Note that in the example shown in FIG. 22, the start time and the end time indicate the time from the start of the negotiation in “minute:second”, but date and time information or the like may be used. The voice data string stores voice data of conversation at the time of business negotiation with the business partner, and the image data string stores data of captured images at the business partner's business talk. The voice data and the captured image data may be stored in a predetermined area of the storage unit 22 or an external storage device connected to the second business negotiation support device 20, in addition to being stored in the business negotiation history DB. In this case, the audio data string and the image data string store information (for example, a file name indicating a storage location of the data) for reading the audio data and the captured image data. The score column stores the score of the business negotiation calculated (specified) based on the voice data of the business negotiation partner and the data of the captured image. The score is calculated from the analysis result of the state of the business negotiation partner, which is analyzed based on the voice data of the business negotiation partner and the captured image data, and indicates whether the business negotiation is proceeding satisfactorily. The score may be a score based on the voice data and the captured image data in each time zone, or a score based on the voice data and the captured image data during the period from the start of the negotiation until each time zone elapses. It may be.

In the negotiation history DB, the predetermined time period is not limited to every 10 minutes as shown in FIG. For example, the second business negotiation support device 20, based on the conversation voice and the captured image with the business partner, from the start to the end of the business negotiation, the product explanation time period, the question and answer time period, the price negotiation time period, When each time zone (scene) during a business negotiation, such as a chat time zone, can be determined, the determined time zone may be used. Note that the second business negotiation support apparatus 20 stores voice data and scores corresponding to respective time zones in the first business negotiation status DB 22c instead of storing each data in the business negotiation history DB, and stores them in the second business negotiation status DB 22d, respectively. The image data and the score may be stored according to the time zone.

The second negotiation support apparatus 20 of the present exemplary embodiment performs the same processing as that of the third exemplary embodiment, and accumulates each data in the negotiation history DB as illustrated in FIG. 22 during the negotiation. Such a business negotiation history DB can be used for a reflection meeting after the business negotiation. FIG. 23 is a schematic diagram showing an example of a screen. For example, when the second negotiation support device 20 receives a display instruction of the negotiation history via the input unit 24, the second negotiation support apparatus 20 generates a negotiation history screen as shown in FIG. 23A and displays it on the display unit 25. On the screen shown in FIG. 23A, the name of the person in charge of negotiation, the name and company name of the person in negotiation, the negotiation date, the total score, etc. are displayed for each negotiation. The control unit 21 of the second negotiation support apparatus 20 reads each information from the DBs 22a to 22d stored in the storage unit 22 and generates a negotiation history screen. The total score displayed in the screen shown in FIG. 23A may be the score at the time of the negotiation end, and is a value calculated from the score stored in the negotiation history DB according to each time period. May be.

In the screen shown in FIG. 23A, for example, when one of the negotiations is selected via the input unit 24, the second negotiation support device 20 reads each data from the negotiation history DB of the selected negotiation, and is shown in FIG. 23B. A screen is generated and displayed on the display unit 25. On the screen shown in FIG. 23B, information on the selected business negotiation (name of business person in charge of negotiation, name and company name of business negotiation partner, business negotiation date, total score) is displayed, and shooting of business negotiation partner captured during business negotiation The image is displayed. Also, on the screen shown in FIG. 23B, an indicator for designating an arbitrary time point from the start to the end of the negotiation for the captured image (moving image) to be displayed is displayed. Further, the elapsed time from the start of the negotiation is displayed on the upper part of the indicator, and the score calculated at each time is displayed on the lower part. In the screen shown in FIG. 23B, when the indicator is operated via the input unit 24, the second business negotiation support apparatus 20 can reproduce (display) the captured image from the time point designated by the indicator. When the captured image of the business negotiation partner is displayed on the display unit 25, the second business negotiation support device 20 also outputs the conversation voice (voice data) of the business negotiation partner from the speaker (not shown). Thereby, the audio data and the image data accumulated in the negotiation history DB can be viewed after the negotiation. Further, since the score calculated at each timing in the business talk is displayed, the score at that time can be confirmed together with the image and the sound at the time of the business talk. Therefore, the person in charge of business negotiations can hold a reflection meeting on the business negotiations on the screen shown in FIG. 23B. In addition to the score, good points, bad points, tasks, etc. at each time may be displayed. As a result, the good point, the bad point, the problem, etc. in the business negotiation can be fed back to the person in charge of the business negotiation after the business negotiation. The good points, the bad points, and the tasks at each time point are, for example, evaluation information input by the boss or senior person in charge of the negotiation through the input unit 24, and the input evaluation information is stored in the negotiation history DB. May be.

On the screen shown in FIG. 23B, for example, an input field for inputting an arbitrary score may be provided. Then, when the arbitrary score is input via the input unit 24, the second negotiation support apparatus 20 may be configured to reproduce the captured image and the conversation voice in the time zone corresponding to the input score. In this case, for example, the person in charge of business negotiation collectively views the captured images and the conversation voice of the portion with a low score (time zone), or collectively views the captured images and the conversation voice of a location with a high score (time zone). You can Therefore, the person in charge of business negotiations can efficiently view the images and sounds of the business negotiations, and can efficiently look back on the business negotiations.

Further, the business negotiation history DB can be used when another person in charge of business negotiations conducts training and practice of business negotiations, such as new employee training. Also in this case, one of the negotiations is selected on the screen shown in FIG. 23A, and the second negotiation support apparatus 20 reads each data from the negotiation history DB of the selected negotiation and generates the screen shown in FIG. 23B. It is displayed on the display unit 25. As a result, it is possible to view the captured image and the conversation voice of the business negotiation conducted by another person in charge of the business negotiation, and to grasp the score at each timing. Therefore, the business negotiation method can be learned based on the business negotiation situation and the score, and the business negotiation can be practiced. In addition, for example, the personality and character of each person in charge of business negotiation may be specified, and the conversation voice and the captured image (business negotiation history) of the business partner during the business negotiation may be accumulated in association with the personality and character. In this case, the person in charge of practicing the business negotiation can practice according to the person in charge by using the business negotiation history suitable for his/her character and character as the learning material.

In the present embodiment, the second business negotiation support device 20 uses the captured image and the conversation voice acquired during the business negotiation and the score at each timing to act or act the business operator in charge of the business negotiation. May be stored. For example, the second negotiation support apparatus 20 extracts the action or behavior taken by the person in charge of negotiation with respect to the action or behavior of the business partner in the captured image and the conversation voice during the negotiation for which the score of the predetermined value or more is obtained. Accumulate. Then, the second negotiation support device 20 reproduces the accumulated behaviors and behaviors of the person in charge of negotiation, which should serve as a model, by using, for example, an image of a character for a predetermined person in charge, thereby modeling the business (sales). Can be shown. Specifically, the second negotiation support device 20 generates and displays a moving image in which the character for the person in charge conducts the action (action) of the person in charge of the negotiation based on the accumulated captured image and conversation voice. The conversation voice, which is displayed on the section 25 and is likely to be uttered by the person in charge of negotiation as a model, is generated and output from the speaker. In this way, since the model of the business negotiation is shown by the image and the sound of the character for the person in charge, the method of the business negotiation can be efficiently learned.

Further, in the present embodiment, the second business negotiation support apparatus 20 extracts, for example, a question frequently asked from a business negotiation partner or a question that the business person in charge has difficulty answering, based on the captured image and the conversation voice acquired during the business negotiation. You may have the structure which accumulates. Then, the second business negotiation support apparatus 20 can provide a business partner to practice the business negotiation by reproducing the accumulated question using, for example, an image of a predetermined customer character. Specifically, the second business negotiation support apparatus 20 generates a moving image and a conversation voice in which the customer character asks the accumulated question based on the accumulated captured image and the conversation voice, and outputs them on the display unit 25 and the speaker. To do. As described above, since the practice partner can be provided by the image and voice of the customer character, it is not necessary to search for the business practice partner, and the business practice can be voluntarily performed. By displaying the image of the customer character on the screen shown in FIG. 23B, business negotiations can be practiced through the screen shown in FIG. 23B.

The configuration of the present embodiment can be applied to the second negotiation support device 20 of the second embodiment, and even when applied, the same effect can be obtained. When applied to the second business negotiation support apparatus 20 of the second embodiment, the business negotiation score is specified based on the conversation voice with the business negotiation partner. The configuration of the present embodiment may be realized by a device different from the second business negotiation support device 20. In this case, another device can obtain the negotiation history DB from the second negotiation support device 20 to perform the same processing as the second negotiation support device 20 of the present embodiment.

It should be considered that the embodiments disclosed this time are exemplifications in all points and not restrictive. The scope of the present invention is defined not by the above meaning but by the scope of the claims, and is intended to include meanings equivalent to the scope of the claims and all modifications within the scope.

10 first negotiation support device 11 control unit 12 storage unit 20 second negotiation support device 21 control unit 22 storage unit 102 partner information acquisition unit 106 person-in-charge identification unit 109 strategy identification unit 121 person-in-charge learned model 122 strategy determination Learned model 202 Policy acceptance unit 203 Strategy identification unit 204 Screen generation unit 205 Output unit 206 Voice acquisition unit 207 Status acquisition unit, first status acquisition unit 209 Image acquisition unit 210 Second status acquisition unit

A program according to one aspect of the present invention acquires information about a business partner with a computer through an input unit and policy information about a policy for a business negotiation through an input unit, and relates to information about a business partner and a business policy. When the policy information is input, the acquired business negotiation is acquired in the first learned model that is learned so as to output the discrimination probability indicating the degree suitable for the business negotiation partner for each of the plurality of business negotiation staff. By inputting information about the other party and the policy information, the discrimination probability for each of the plurality of business negotiation staff output from the first learned model is acquired, and the discrimination probability acquired from the first learned model. On the basis of the above, when a person in charge of negotiation with the business partner is specified, and when information about the business partner and policy information on the policy of the business negotiation are input, the business partner for each of the plurality of business negotiation strategies is specified. The plurality of information output from the second learned model is input by inputting the acquired information about the business negotiation partner and the policy information into a second learned model learned to output a determination probability indicating an appropriate degree. the acquired determination probability for each opportunity strategy, based on the determination probability acquired from the second learned model, to execute the process of specifying a negotiation strategy for the negotiation partner.

Claims (16)

On the computer,
Get information about business partners,
A program for executing a process of identifying a negotiation staff member who makes a negotiation with the negotiation partner from a plurality of negotiation staff members and a negotiation strategy for the negotiation partner partner based on the acquired information about the negotiation partner partner. On the computer,
Acquire information about the plurality of business contact persons,
The processing for identifying a negotiation staff member who conducts a negotiation with the negotiation partner from the plurality of negotiation staff members based on the acquired information about the negotiation staff member and the information about the negotiation partner partner is executed. Program of. On the computer,
Using a learned model that has been learned to output information of a person in charge of business negotiation suitable for the business partner based on information of the business partner, a business negotiation with the business partner based on information about the business partner The program according to claim 1 or 2, which executes a process of identifying a person in charge. On the computer,
Obtain policy information about business negotiation policies,
The program according to any one of claims 1 to 3, which executes a process of specifying a negotiation staff member who conducts a negotiation with the negotiation partner and a negotiation strategy for the negotiation partner based on the acquired policy information. .. On the computer,
5. A process of storing information about the business negotiation partner in a storage unit as business negotiation schedule information of the business negotiation staff specified by the business negotiation staff who has a business negotiation with the business negotiation partner. The program described in. The program according to any one of claims 1 to 5, wherein the business negotiation strategy includes a description mode of materials used in business negotiations. On the computer,
Obtain policy information on ongoing business negotiation policies,
Specify a business strategy for the business partner of the business negotiation based on the acquired policy information,
A program for executing the process of outputting the specified business negotiation strategy. On the computer,
Acquiring image information and/or audio information at the time of the business negotiation with the business partner,
Based on the acquired image information and/or audio information, the state of the business partner is specified,
The program according to claim 7, which executes a process of outputting a state of the specified business partner. On the computer,
Acquiring image information and/or audio information at the time of the business negotiation with the business partner,
Based on the acquired image information and/or audio information, specify a score related to the negotiation,
The program according to claim 7 or 8, which executes a process of outputting the identified score. On the computer,
Based on the image information and / or audio information acquired for each predetermined time during the business talk, to identify the score at the predetermined time,
The program according to claim 9, which causes the storage unit to store the identified score and the image information and/or the audio information acquired at each predetermined time in association with each other. On the computer,
Accept the score related to the negotiation,
The image information and/or audio information stored in association with the received score is read from the storage unit,
The program according to claim 10, which executes a process of outputting the read image information and/or audio information. An acquisition unit that acquires information about business partners,
An information processing apparatus, comprising: a negotiation clerk who makes a negotiation with the negotiation partner from a plurality of negotiation partners based on the acquired information about the negotiation partner; and a specifying unit that specifies a negotiation strategy for the negotiation partner. A policy acquisition unit that acquires policy information regarding the policy of ongoing business negotiations,
A specifying unit that specifies a business negotiation strategy for the business partner of the business negotiation based on the acquired policy information;
An information processing apparatus, comprising: an output unit that outputs the specified business negotiation strategy. Computer
Get information about business partners,
An information processing method for executing a process of specifying a negotiation staff member who makes a negotiation with the negotiation partner from a plurality of negotiation staff members and a negotiation strategy for the negotiation partner partner based on the acquired information about the negotiation partner partner. Computer
Obtain policy information on ongoing business negotiation policies,
Based on the acquired policy information, specify a business negotiation strategy for the business partner of the business negotiation,
An information processing method for executing a process of outputting the specified business negotiation strategy. Computer
Get information about business partners,
Based on the acquired information about the negotiation partner, a plurality of negotiation staff identifies a negotiation staff who conducts a negotiation with the negotiation partner, and a negotiation strategy for the negotiation partner,
Output the specified negotiation strategy,
Obtain policy information on ongoing business negotiation policies,
Based on the acquired policy information, specify a business negotiation strategy for the business partner,
An information processing method for executing a process of outputting the specified business negotiation strategy.

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