Language of Bargaining

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. We set up prediction tasks to predict negotiation success and find that being reactive to the arguments of the other party is advantageous over driving the negotiation.

Large Language Models Are Partially Primed in Pronoun Interpretation

While a large body of literature suggests that large language models (LLMs) acquire rich linguistic representations, little is known about whether they adapt to linguistic biases in a human-like way. The present study probes this question by asking whether LLMs display human-like referential biases using stimuli and procedures from real psycholinguistic experiments. Recent psycholinguistic studies suggest that humans adapt their referential biases with recent exposure to referential patterns; closely replicating three relevant psycholinguistic experiments from Johnson & Arnold (2022) in an in-context learning (ICL) framework, we found that InstructGPT adapts its pronominal interpretations in response to the frequency of referential patterns in the local discourse, though in a limited fashion: adaptation was only observed relative to syntactic but not semantic biases. By contrast, FLAN-UL2 fails to generate meaningful patterns. Our results provide further evidence that contemporary LLMs discourse representations are sensitive to syntactic patterns in the local context but less so to semantic patterns. Our data and code are available at \url{https://github.com/zkx06111/llm_priming}.

Analyzing Polarization in Social Media: Method and Application to Tweets on 21 Mass Shootings

We provide an NLP framework to uncover four linguistic dimensions of political polarization in social media: topic choice, framing, affect and illocutionary force. We quantify these aspects with existing lexical methods, and propose clustering of tweet embeddings as a means to identify salient topics for analysis across events; human evaluations show that our approach generates more cohesive topics than traditional LDA-based models. We apply our methods to study 4.4M tweets on 21 mass shootings. We provide evidence that the discussion of these events is highly polarized politically and that this polarization is primarily driven by partisan differences in framing rather than topic choice. We identify framing devices, such as grounding and the contrasting use of the terms "terrorist" and "crazy", that contribute to polarization. Results pertaining to topic choice, affect and illocutionary force suggest that Republicans focus more on the shooter and event-specific facts (news) while Democrats focus more on the victims and call for policy changes. Our work contributes to a deeper understanding of the way group divisions manifest in language and to computational methods for studying them.