mlsanityData to 7 Oct 2026

Are LLMs Effective Negotiators? Systematic Evaluation of the Multifaceted Capabilities of LLMs in Negotiation Dialogues

arXiv 2402.13550 ↗First posted 21 Feb 2024cs.CL cs.AIcited by 29

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Abstract (arXiv)

A successful negotiation requires a range of capabilities, including comprehension of the conversation context, Theory-of-Mind (ToM) skills to infer the partner's motives, strategic reasoning, and effective communication, making it challenging for automated systems. Despite the remarkable performance of LLMs in various NLP tasks, there is no systematic evaluation of their capabilities in negotiation. Such an evaluation is critical for advancing AI negotiation agents and negotiation research, ranging from designing dialogue systems to providing pedagogical feedback and scaling up data collection practices. This work aims to systematically analyze the multifaceted capabilities of LLMs across diverse dialogue scenarios throughout the stages of a typical negotiation interaction. Our analysis highlights GPT-4's superior performance in many tasks while identifying specific challenges, such as making subjective assessments and generating contextually appropriate, strategically advantageous responses.

Key facts. Cited by 29 papers in the map (data through 7 Oct 2026). Builds on 17 of its 51 references that are in the map. First posted on arXiv 21 Feb 2024.

Builds on

17 of 51 references.

References · 17

  1. 2020Language Models are Few-Shot Learnerscited by 32,199
  2. 2019BERTScore: Evaluating Text Generation with BERTcited by 5,462
  3. 2022Large Language Models are Zero-Shot Reasonerscited by 4,323
  4. 2023Sparks of Artificial General Intelligence: Early experiments with GPT-4cited by 2,579
  5. 2023Reasoning with Language Model is Planning with World Modelcited by 846
  6. 2023Large Language Models Fail on Trivial Alterations to Theory-of-Mind Taskscited by 288
  7. 2017Deal or No Deal? End-to-End Learning for Negotiation Dialoguescited by 202
  8. 2023Improving Language Model Negotiation with Self-Play and In-Context Learning from AI Feedbackcited by 202
  9. 2018Decoupling Strategy and Generation in Negotiation Dialoguescited by 156
  10. 2024Self-Discover: Large Language Models Self-Compose Reasoning Structurescited by 108
  11. 2021CaSiNo: A Corpus of Campsite Negotiation Dialogues for Automatic Negotiation Systemscited by 60
  12. 2023A Survey of the Evolution of Language Model-Based Dialogue Systems: Data, Task and Modelscited by 23
5 more
  1. 2020Learning Goal-oriented Dialogue Policy with Opposite Agent Awarenesscited by 16
  2. 2023Be Selfish, But Wisely: Investigating the Impact of Agent Personality in Mixed-Motive Human-Agent Interactionscited by 15
  3. 2022Social Influence Dialogue Systems: A Survey of Datasets and Models For Social Influence Taskscited by 14
  4. 2022Opponent Modeling in Negotiation Dialogues by Related Data Adaptationcited by 13
  5. 2021Towards Emotion-Aware Agents For Negotiation Dialoguescited by 10

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Cited by year (2026 to 7 Oct)

Citing papers per year: 2024: 3; 2025: 13; 2026: 13.

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  1. 2024Strength Lies in Differences! Improving Strategy Planning for Non-collaborative Dialogues via Diversified User Simulationcited by 21
  2. 2025Beyond Nash Equilibrium: Bounded Rationality of LLMs and humans in Strategic Decision-makingcited by 8
  3. 2025Moloch's Bargain: Emergent Misalignment When LLMs Compete for Audiencescited by 7
  4. 2025Digital Player: Evaluating Large Language Models based Human-like Agent in Gamescited by 6
  5. 2025Advancing AI Negotiations: A Large-Scale Autonomous Negotiation Competitioncited by 6
  6. 2024Leveraging Large Language Models for Active Merchant Non-player Characterscited by 4
  7. 2025ASTRA: A Negotiation Agent with Adaptive and Strategic Reasoning via Tool-integrated Action for Dynamic Offer Optimizationcited by 4
  8. 2025NomicLaw: Emergent Trust and Strategic Argumentation in LLMs During Collaborative Law-Makingcited by 4
  9. 2026Real-Time Deadlines Reveal Fragile Temporal Adaptation in LLM Strategic Dialoguescited by 4
  10. 2026Personality Expression Across Contexts: Linguistic and Behavioral Variation in LLM Agentscited by 4
  11. 2024Fine-Grained and Thematic Evaluation of LLMs in Social Deduction Gamecited by 3
  12. 2025LLM Agents for Bargaining with Utility-based Feedbackcited by 3
17 more
  1. 2025The Power of Stories: Narrative Priming Shapes How LLM Agents Collaborate and Competecited by 2
  2. 2025Estimating the Empowerment of Language Model Agentscited by 2
  3. 2025Measuring Fine-Grained Negotiation Tactics of Humans and LLMs in Diplomacycited by 2
  4. 2026MERIT Feedback Elicits Better Bargaining in LLM Negotiatorscited by 2
  5. 2025Emotionally-Aware Agents for Dispute Resolutioncited by 1
  6. 2025Shall We Play a Game? Language Models for Open-ended Wargamescited by 1
  7. 2026PieArena: Ranking and Profiling Language Agents in Realistic Negotiation Scenarioscited by 1
  8. 2026Diversity Without Fidelity: A Solver-Sampler Mismatch in Multi-Agent LLM Negotiation Simulationcited by 1
  9. 2025EduDial: Constructing a Large-scale Multi-turn Teacher-Student Dialogue Corpuscited by 0
  10. 2026The Language of Bargaining: Linguistic Effects in LLM Negotiationscited by 0
  11. 2026Communicate-Predict-Act: Evaluating Social Intelligence of Agentscited by 0
  12. 2026CoSToM:Causal-oriented Steering for Intrinsic Theory-of-Mind Alignment in Large Language Modelscited by 0
  13. 2026Predicting Decisions of AI Agents from Limited Interaction through Text-Tabular Modelingcited by 0
  14. 2026SoCRATES: Towards Reliable Automated Evaluation of Proactive LLM Mediation across Domains and Socio-cognitive Variationscited by 0
  15. 2026TradeVerse: A Longitudinal Benchmark of Political Negotiation in International Tradecited by 0
  16. 2026Deal Me Maybe: The Role of Emotions in Multi-Agent Negotiationcited by 0
  17. 2026ProMediConv: Benchmarking Proactive Conversational Agents in Legal Dispute Mediationcited by 0