Strategic Tradeoffs Between Human and AI Agents in Bargaining Games

Crystal Qian, Kehang Zhu, John Joseph Horton, Benjamin S. Manning, Vivian Tsai, James Wexler, Nithum Thain

Keywords: Negotiation, Language Model, Agent, Human, strategic tradeoff

Abstract: Coordination tasks traditionally performed by humans are increasingly being delegated to autonomous agents. As this pattern progresses, it becomes critical to evaluate not only these agents' performance but also the processes through which they negotiate in dynamic, multi-agent environments. Furthermore, different agents exhibit distinct advantages: traditional statistical agents, such as Bayesian models, may excel under well-specified conditions, whereas large language models (LLMs) can generalize across contexts. In this work, we compare humans (N = 216), LLMs (GPT-4o, Gemini 1.5 Pro), and Bayesian agents in a dynamic negotiation setting that enables direct, identical-condition comparisons across populations, capturing both outcomes and behavioral dynamics. Bayesian agents extract the highest surplus through aggressive optimization, at the cost of frequent trade rejections. Humans and LLMs can achieve similar overall surplus, but through distinct behaviors: LLMs favor conservative, concessionary trades with few rejections, while humans employ more strategic, risk-taking, and fairness-oriented behaviors. Thus, we find that performance parity -- a common benchmark in agent evaluation -- can conceal fundamental differences in process and alignment, which are critical for practical deployment in real-world coordination tasks.

Primary Area: alignment, fairness, safety, privacy, and societal considerations

Code Of Ethics: I acknowledge that I and all co-authors of this work have read and commit to adhering to the ICLR Code of Ethics.

Submission Guidelines: I certify that this submission complies with the submission instructions as described on https://iclr.cc/Conferences/2026/AuthorGuide.

Anonymous Url: I certify that there is no URL (e.g., github page) that could be used to find authors’ identity.

No Acknowledgement Section: I certify that there is no acknowledgement section in this submission for double blind review.

Submission Number: 19067