How Personality Traits Influence Negotiation Outcomes? A Simulation based on Large Language Models

Anonymous

Abstract: Psychological evidence highlights the influence of personality traits on decision-making. For instance, agreeableness and openness enhance negotiation outcomes positively, whereas neuroticism can lead to unfavorable outcomes. This paper introduces a simulation framework that integrates LLM agents endowed with synthesized personality traits. These agents negotiate within a traditional bargaining domain with customizable personalities and negotiation objectives. The experimental results indicate that the behavioral tendencies of LLM-based simulations generally mirror those observed in human negotiations. A case study based on synthesized bargaining dialogues reveals intriguing behavioral dynamics, including deceitful and compromising behaviors. The contribution is twofold. First, we propose a simulation methodology that harnesses LLM agents' linguistic and economic capabilities. Secondly, we offer empirical insights into the impact of Big-Five personality traits on bilateral negotiation outcomes.

Paper Type: long

Research Area: Computational Social Science and Cultural Analytics

Contribution Types: Model analysis & interpretability, NLP engineering experiment, Data analysis

Languages Studied: English