DIPLOMAT: Dialogue-Span-Aware Direct Preference Optimization for Polite Persuasive Workplace Negotiation Dialogues

Effective workplace negotiation requires balancing multiple objectives, including achieving task goals, preserving professional relationships, and resolving conflicts constructively. However, misunderstandings, misaligned preferences, and interpersonal friction often impede successful outcomes. Politeness mitigates these challenges by fostering trust, reducing tension, and preventing escalation, and persuasive communication helps overcome resistance, align preferences, and guide participants toward mutually beneficial agreements. Motivated by these insights, we present DIPLOMAT, a dialogue system for polite and persuasive workplace negotiation. To support its development, we introduce PROWESS, a dataset of multi-turn workplace negotiation dialogues generated via a multi-agent framework and enriched withnegotiation strategies, politeness levels, persuasive strategies. DIPLOMAT is trained using Dialogue-Span-Aware Direct Preference Optimization (DSA-DPO), a novel preference learning objective that identifies key dialogue spans for preference alignment. This enables DIPLOMAT to generate contextually coherent responses that employ intended negotiation strategies, maintain politeness, and incorporate effective persuasion strategies throughout interactions. Automatic and human evaluation on PROWESS confirm that DIPLOMAT consistently outperforms baselines in generating coherent, polite, and persuasive negotiation responses.