# Language of Bargaining

arXiv: https://arxiv.org/abs/2306.07117 · HTML: https://mlsanity.com/paper/2306.07117/

## Key facts

- Cited by 2 papers in the map (data through 14 Oct 2026).
- Builds on 6 of its 30 references that are in the map.
- First posted on arXiv 12 Jun 2023.

## Builds on (most cited first, 6 of 6)

- [Longformer: The Long-Document Transformer](https://mlsanity.com/paper/2004.05150/) (2020)
- [Revisiting Few-sample BERT Fine-tuning](https://mlsanity.com/paper/2006.05987/) (2020)
- [Deal or No Deal? End-to-End Learning for Negotiation Dialogues](https://mlsanity.com/paper/1706.05125/) (2017)
- [Improving Language Model Negotiation with Self-Play and In-Context Learning from AI Feedback](https://mlsanity.com/paper/2305.10142/) (2023)
- [Decoupling Strategy and Generation in Negotiation Dialogues](https://mlsanity.com/paper/1808.09637/) (2018)
- [Let's Negotiate! A Survey of Negotiation Dialogue Systems](https://mlsanity.com/paper/2212.09072/) (2022)

## Built on by (most cited first, 2 of 2)

- [The Consensus Trap: Dissecting Subjectivity and the "Ground Truth" Illusion in Data Annotation](https://mlsanity.com/paper/2602.11318/) (2026)
- [Predicting Decisions of AI Agents from Limited Interaction through Text-Tabular Modeling](https://mlsanity.com/paper/2605.12411/) (2026)

## Abstract (arXiv)

Leveraging an established exercise in negotiation education, we build a novel dataset for studying how the use of language shapes bilateral bargaining. Our dataset extends existing work in two ways: 1) we recruit participants via behavioral labs instead of crowdsourcing platforms and allow participants to negotiate through audio, enabling more naturalistic interactions; 2) we add a control setting where participants negotiate only through alternating, written numeric offers. Despite the two contrasting forms of communication, we find that the average agreed prices of the two treatments are identical. But when subjects can talk, fewer offers are exchanged, negotiations finish faster, the likelihood of reaching agreement rises, and the variance of prices at which subjects agree drops substantially. We further propose a taxonomy of speech acts in negotiation and enrich the dataset with annotated speech acts. Our work also reveals linguistic signals that are predictive of negotiation outcomes.