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

A successful negotiation demands a deep comprehension of the conversation context, Theory-of-Mind (ToM) skills to infer the partner's motives, as well as strategic reasoning and effective communication, making it challenging for automated systems. Given the remarkable performance of LLMs across a variety of NLP tasks, in this work, we aim to understand how LLMs can advance different aspects of negotiation research, ranging from designing dialogue systems to providing pedagogical feedback and scaling up data collection practices. To this end, we devise a methodology to analyze the multifaceted capabilities of LLMs across diverse dialogue scenarios covering all the time stages of a typical negotiation interaction. Our analysis adds to the increasing evidence for the superiority of GPT-4 across various tasks while also providing insights into specific tasks that remain difficult for LLMs. For instance, the models correlate poorly with human players when making subjective assessments about the negotiation dialogues and often struggle to generate responses that are contextually appropriate as well as strategically advantageous.

Can Language Model Moderators Improve the Health of Online Discourse?

Human moderation of online conversation is essential to maintaining civility and focus in a dialogue, but is challenging to scale and harmful to moderators. The inclusion of sophisticated natural language generation modules as a force multiplier aid moderators is a tantalizing prospect, but adequate evaluation approaches have so far been elusive. In this paper, we establish a systematic definition of conversational moderation effectiveness through a multidisciplinary lens that incorporates insights from social science. We then propose a comprehensive evaluation framework that uses this definition to asses models' moderation capabilities independently of human intervention. With our framework, we conduct the first known study of conversational dialogue models as moderators, finding that appropriately prompted models can provide specific and fair feedback on toxic behavior but struggle to influence users to increase their levels of respect and cooperation.

Context Unlocks Emotions: Text-based Emotion Classification Dataset Auditing with Large Language Models

The lack of contextual information in text data can make the annotation process of text-based emotion classification datasets challenging. As a result, such datasets often contain labels that fail to consider all the relevant emotions in the vocabulary. This misalignment between text inputs and labels can degrade the performance of machine learning models trained on top of them. As re-annotating entire datasets is a costly and time-consuming task that cannot be done at scale, we propose to use the expressive capabilities of large language models to synthesize additional context for input text to increase its alignment with the annotated emotional labels. In this work, we propose a formal definition of textual context to motivate a prompting strategy to enhance such contextual information. We provide both human and empirical evaluation to demonstrate the efficacy of the enhanced context. Our method improves alignment between inputs and their human-annotated labels from both an empirical and human-evaluated standpoint.

Be Selfish, But Wisely: Investigating the Impact of Agent Personality in Mixed-Motive Human-Agent Interactions

A natural way to design a negotiation dialogue system is via self-play RL: train an agent that learns to maximize its performance by interacting with a simulated user that has been designed to imitate human-human dialogue data. Although this procedure has been adopted in prior work, we find that it results in a fundamentally flawed system that fails to learn the value of compromise in a negotiation, which can often lead to no agreements (i.e., the partner walking away without a deal), ultimately hurting the model's overall performance. We investigate this observation in the context of the DealOrNoDeal task, a multi-issue negotiation over books, hats, and balls. Grounded in negotiation theory from Economics, we modify the training procedure in two novel ways to design agents with diverse personalities and analyze their performance with human partners. We find that although both techniques show promise, a selfish agent, which maximizes its own performance while also avoiding walkaways, performs superior to other variants by implicitly learning to generate value for both itself and the negotiation partner. We discuss the implications of our findings for what it means to be a successful negotiation dialogue system and how these systems should be designed in the future.

Is GPT a Computational Model of Emotion? Detailed Analysis

This paper investigates the emotional reasoning abilities of the GPT family of large language models via a component perspective. The paper first examines how the model reasons about autobiographical memories. Second, it systematically varies aspects of situations to impact emotion intensity and coping tendencies. Even without the use of prompt engineering, it is shown that GPT's predictions align significantly with human-provided appraisals and emotional labels. However, GPT faces difficulties predicting emotion intensity and coping responses. GPT-4 showed the highest performance in the initial study but fell short in the second, despite providing superior results after minor prompt engineering. This assessment brings up questions on how to effectively employ the strong points and address the weak areas of these models, particularly concerning response variability. These studies underscore the merits of evaluating models from a componential perspective.

Social Influence Dialogue Systems: A Scoping Survey of the Efforts Towards Influence Capabilities of Dialogue Systems

Dialogue systems capable of social influence such as persuasion, negotiation, and therapy, are essential for extending the use of technology to numerous realistic scenarios. However, existing research primarily focuses on either task-oriented or open-domain scenarios, a categorization that has been inadequate for capturing influence skills systematically. There exists no formal definition or category for dialogue systems with these skills and data-driven efforts in this direction are highly limited. In this work, we formally define and introduce the category of \emph{social influence dialogue systems} that influence users' cognitive and emotional responses, leading to changes in thoughts, opinions, and behaviors through natural conversations. We present a survey of various tasks, datasets, and methods, compiling the progress across seven diverse domains. We discuss the commonalities and differences between the examined systems, identify limitations, and recommend future directions. This study serves as a comprehensive reference for social influence dialogue systems to inspire more dedicated research and discussion in this emerging area.

Opponent Modeling in Negotiation Dialogues by Related Data Adaptation

Opponent modeling is the task of inferring another party's mental state within the context of social interactions. In a multi-issue negotiation, it involves inferring the relative importance that the opponent assigns to each issue under discussion, which is crucial for finding high-value deals. A practical model for this task needs to infer these priorities of the opponent on the fly based on partial dialogues as input, without needing additional annotations for training. In this work, we propose a ranker for identifying these priorities from negotiation dialogues. The model takes in a partial dialogue as input and predicts the priority order of the opponent. We further devise ways to adapt related data sources for this task to provide more explicit supervision for incorporating the opponent's preferences and offers, as a proxy to relying on granular utterance-level annotations. We show the utility of our proposed approach through extensive experiments based on two dialogue datasets. We find that the proposed data adaptations lead to strong performance in zero-shot and few-shot scenarios. Moreover, they allow the model to perform better than baselines while accessing fewer utterances from the opponent. We release our code to support future work in this direction.

Understanding of Emotion Perception from Art

Computational modeling of the emotions evoked by art in humans is a challenging problem because of the subjective and nuanced nature of art and affective signals. In this paper, we consider the above-mentioned problem of understanding emotions evoked in viewers by artwork using both text and visual modalities. Specifically, we analyze images and the accompanying text captions from the viewers expressing emotions as a multimodal classification task. Our results show that single-stream multimodal transformer-based models like MMBT and VisualBERT perform better compared to both image-only models and dual-stream multimodal models having separate pathways for text and image modalities. We also observe improvements in performance for extreme positive and negative emotion classes, when a single-stream model like MMBT is compared with a text-only transformer model like BERT.

Towards Emotion-Aware Agents For Negotiation Dialogues

Negotiation is a complex social interaction that encapsulates emotional encounters in human decision-making. Virtual agents that can negotiate with humans are useful in pedagogy and conversational AI. To advance the development of such agents, we explore the prediction of two important subjective goals in a negotiation - outcome satisfaction and partner perception. Specifically, we analyze the extent to which emotion attributes extracted from the negotiation help in the prediction, above and beyond the individual difference variables. We focus on a recent dataset in chat-based negotiations, grounded in a realistic camping scenario. We study three degrees of emotion dimensions - emoticons, lexical, and contextual by leveraging affective lexicons and a state-of-the-art deep learning architecture. Our insights will be helpful in designing adaptive negotiation agents that interact through realistic communication interfaces.

CaSiNo: A Corpus of Campsite Negotiation Dialogues for Automatic Negotiation Systems

Automated systems that negotiate with humans have broad applications in pedagogy and conversational AI. To advance the development of practical negotiation systems, we present CaSiNo: a novel corpus of over a thousand negotiation dialogues in English. Participants take the role of campsite neighbors and negotiate for food, water, and firewood packages for their upcoming trip. Our design results in diverse and linguistically rich negotiations while maintaining a tractable, closed-domain environment. Inspired by the literature in human-human negotiations, we annotate persuasion strategies and perform correlation analysis to understand how the dialogue behaviors are associated with the negotiation performance. We further propose and evaluate a multi-task framework to recognize these strategies in a given utterance. We find that multi-task learning substantially improves the performance for all strategy labels, especially for the ones that are the most skewed. We release the dataset, annotations, and the code to propel future work in human-machine negotiations: https://github.com/kushalchawla/CaSiNo