# Improving Dialog Systems for Negotiation with Personality Modeling

arXiv: https://arxiv.org/abs/2010.09954 · HTML: https://mlsanity.com/paper/2010.09954/

## Key facts

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

## Built on by (most cited first, 30 of 38)

- [How Well Can LLMs Negotiate? NegotiationArena Platform and Analysis](https://mlsanity.com/paper/2402.05863/) (2024)
- [Plug-and-Play Policy Planner for Large Language Model Powered Dialogue Agents](https://mlsanity.com/paper/2311.00262/) (2023)
- [A Survey on Proactive Dialogue Systems: Problems, Methods, and Prospects](https://mlsanity.com/paper/2305.02750/) (2023)
- [NegotiationToM: A Benchmark for Stress-testing Machine Theory of Mind on Negotiation Surrounding](https://mlsanity.com/paper/2404.13627/) (2024)
- [Let's Negotiate! A Survey of Negotiation Dialogue Systems](https://mlsanity.com/paper/2212.09072/) (2022)
- [Strength Lies in Differences! Improving Strategy Planning for Non-collaborative Dialogues via Diversified User Simulation](https://mlsanity.com/paper/2403.06769/) (2024)
- [LLMvsSmall Model? Large Language Model Based Text Augmentation Enhanced Personality Detection Model](https://mlsanity.com/paper/2403.07581/) (2024)
- [COOPER: Coordinating Specialized Agents towards a Complex Dialogue Goal](https://mlsanity.com/paper/2312.11792/) (2023)
- [Interacting with Non-Cooperative User: A New Paradigm for Proactive Dialogue Policy](https://mlsanity.com/paper/2204.07433/) (2022)
- [Exploring the Potential of LLMs as Personalized Assistants: Dataset, Evaluation, and Analysis](https://mlsanity.com/paper/2506.01262/) (2025)
- [SOTOPIA-Omega: Dynamic Strategy Injection Learning and Social Instruction Following Evaluation for Social Agents](https://mlsanity.com/paper/2502.15538/) (2025)
- [Be Selfish, But Wisely: Investigating the Impact of Agent Personality in Mixed-Motive Human-Agent Interactions](https://mlsanity.com/paper/2310.14404/) (2023)
- [Social Influence Dialogue Systems: A Survey of Datasets and Models For Social Influence Tasks](https://mlsanity.com/paper/2210.05664/) (2022)
- [Opponent Modeling in Negotiation Dialogues by Related Data Adaptation](https://mlsanity.com/paper/2205.00344/) (2022)
- [Reinforcement Learning for Generative AI: A Survey](https://mlsanity.com/paper/2308.14328/) (2023)
- [Towards Emotion-Aware Agents For Negotiation Dialogues](https://mlsanity.com/paper/2107.13165/) (2021)
- [Do Large Language Models Have a Planning Theory of Mind? Evidence from MindGames: a Multi-Step Persuasion Task](https://mlsanity.com/paper/2507.16196/) (2025)
- [On the Effectiveness of Offline RL for Dialogue Response Generation](https://mlsanity.com/paper/2307.12425/) (2023)
- [Deal, or no deal (or who knows)? Forecasting Uncertainty in Conversations using Large Language Models](https://mlsanity.com/paper/2402.03284/) (2024)
- [Enhancing Textual Personality Detection toward Social Media: Integrating Long-term and Short-term Perspectives](https://mlsanity.com/paper/2404.15067/) (2024)
- [HARBOR: Exploring Persona Dynamics in Multi-Agent Competition](https://mlsanity.com/paper/2502.12149/) (2025)
- [Towards Personalized Conversational Sales Agents: Contextual User Profiling for Strategic Action](https://mlsanity.com/paper/2504.08754/) (2025)
- [We Argue to Agree: Towards Personality-Driven Argumentation-Based Negotiation Dialogue Systems for Tourism](https://mlsanity.com/paper/2509.11118/) (2025)
- [Training Language Models for Bilateral Trade with Private Information](https://mlsanity.com/paper/2604.16472/) (2026)
- [The Future of Cognitive Strategy-enhanced Persuasive Dialogue Agents: New Perspectives and Trends](https://mlsanity.com/paper/2402.04631/) (2024)
- [ASTRA: A Negotiation Agent with Adaptive and Strategic Reasoning via Tool-integrated Action for Dynamic Offer Optimization](https://mlsanity.com/paper/2503.07129/) (2025)
- [Integrating Multi-view Analysis: Multi-view Mixture-of-Expert for Textual Personality Detection](https://mlsanity.com/paper/2408.08551/) (2024)
- [INA: An Integrative Approach for Enhancing Negotiation Strategies with Reward-Based Dialogue System](https://mlsanity.com/paper/2310.18207/) (2023)
- [XToM: Exploring the Multilingual Theory of Mind for Large Language Models](https://mlsanity.com/paper/2506.02461/) (2025)
- [MedConceal: A Benchmark for Clinical Hidden-Concern Reasoning Under Partial Observability](https://mlsanity.com/paper/2604.08788/) (2026)

## 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.