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Improving Dialog Systems for Negotiation with Personality Modeling

arXiv 2010.09954 ↗First posted 20 Oct 2020cs.CL cs.AI cs.LGcited by 38

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Abstract (arXiv)

In this paper, we explore the ability to model and infer personality types of opponents, predict their responses, and use this information to adapt a dialog agent's high-level strategy in negotiation tasks. Inspired by the idea of incorporating a theory of mind (ToM) into machines, we introduce a probabilistic formulation to encapsulate the opponent's personality type during both learning and inference. We test our approach on the CraigslistBargain dataset and show that our method using ToM inference achieves a 20% higher dialog agreement rate compared to baselines on a mixed population of opponents. We also find that our model displays diverse negotiation behavior with different types of opponents.

Key facts. Cited by 38 papers in the map (data through 14 Oct 2026). First posted on arXiv 20 Oct 2020.

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Citing papers per year: 2021: 1; 2022: 5; 2023: 7; 2024: 10; 2025: 9; 2026: 6.

38 papers.

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  1. 2024How Well Can LLMs Negotiate? NegotiationArena Platform and Analysiscited by 100
  2. 2023Plug-and-Play Policy Planner for Large Language Model Powered Dialogue Agentscited by 77
  3. 2023A Survey on Proactive Dialogue Systems: Problems, Methods, and Prospectscited by 66
  4. 2024NegotiationToM: A Benchmark for Stress-testing Machine Theory of Mind on Negotiation Surroundingcited by 51
  5. 2022Let's Negotiate! A Survey of Negotiation Dialogue Systemscited by 31
  6. 2024Strength Lies in Differences! Improving Strategy Planning for Non-collaborative Dialogues via Diversified User Simulationcited by 21
  7. 2024LLMvsSmall Model? Large Language Model Based Text Augmentation Enhanced Personality Detection Modelcited by 21
  8. 2023COOPER: Coordinating Specialized Agents towards a Complex Dialogue Goalcited by 18
  9. 2022Interacting with Non-Cooperative User: A New Paradigm for Proactive Dialogue Policycited by 17
  10. 2025Exploring the Potential of LLMs as Personalized Assistants: Dataset, Evaluation, and Analysiscited by 17
  11. 2025SOTOPIA-Omega: Dynamic Strategy Injection Learning and Social Instruction Following Evaluation for Social Agentscited by 16
  12. 2023Be Selfish, But Wisely: Investigating the Impact of Agent Personality in Mixed-Motive Human-Agent Interactionscited by 15
26 more
  1. 2022Social Influence Dialogue Systems: A Survey of Datasets and Models For Social Influence Taskscited by 14
  2. 2022Opponent Modeling in Negotiation Dialogues by Related Data Adaptationcited by 13
  3. 2023Reinforcement Learning for Generative AI: A Surveycited by 11
  4. 2021Towards Emotion-Aware Agents For Negotiation Dialoguescited by 10
  5. 2025Do Large Language Models Have a Planning Theory of Mind? Evidence from MindGames: a Multi-Step Persuasion Taskcited by 9
  6. 2023On the Effectiveness of Offline RL for Dialogue Response Generationcited by 6
  7. 2024Deal, or no deal (or who knows)? Forecasting Uncertainty in Conversations using Large Language Modelscited by 6
  8. 2024Enhancing Textual Personality Detection toward Social Media: Integrating Long-term and Short-term Perspectivescited by 6
  9. 2025HARBOR: Exploring Persona Dynamics in Multi-Agent Competitioncited by 6
  10. 2025Towards Personalized Conversational Sales Agents: Contextual User Profiling for Strategic Actioncited by 6
  11. 2025We Argue to Agree: Towards Personality-Driven Argumentation-Based Negotiation Dialogue Systems for Tourismcited by 5
  12. 2026Training Language Models for Bilateral Trade with Private Informationcited by 5
  13. 2024The Future of Cognitive Strategy-enhanced Persuasive Dialogue Agents: New Perspectives and Trendscited by 4
  14. 2025ASTRA: A Negotiation Agent with Adaptive and Strategic Reasoning via Tool-integrated Action for Dynamic Offer Optimizationcited by 4
  15. 2024Integrating Multi-view Analysis: Multi-view Mixture-of-Expert for Textual Personality Detectioncited by 3
  16. 2023INA: An Integrative Approach for Enhancing Negotiation Strategies with Reward-Based Dialogue Systemcited by 2
  17. 2025XToM: Exploring the Multilingual Theory of Mind for Large Language Modelscited by 2
  18. 2026MedConceal: A Benchmark for Clinical Hidden-Concern Reasoning Under Partial Observabilitycited by 2
  19. 2024Offline Fictitious Self-Play for Competitive Gamescited by 1
  20. 2025IP-Dialog: Evaluating Implicit Personalization in Dialogue Systems with Synthetic Datacited by 1
  21. 2022Learning Latent Traits for Simulated Cooperative Driving Taskscited by 0
  22. 2024Let's Negotiate! A Survey of Negotiation Dialogue Systemscited by 0
  23. 2026PRISMA: Preference-Reinforced Self-Training Approach for Interpretable Emotionally Intelligent Negotiation Dialoguescited by 0
  24. 2026Predicting Decisions of AI Agents from Limited Interaction through Text-Tabular Modelingcited by 0
  25. 2026MAPS: Modeling Co-Existing Subjective Perspectives and Shared Meaning in Multi-Agent Cognitive Dialoguecited by 0
  26. 2026DIPLOMAT: Dialogue-Span-Aware Direct Preference Optimization for Polite Persuasive Workplace Negotiation Dialoguescited by 0