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.

WHAT, WHEN, and HOW to Ground: Designing User Persona-Aware Conversational Agents for Engaging Dialogue

This paper presents a method for building a personalized open-domain dialogue system to address the $\textit{WWH}$ ($\textit{WHAT}$, $\textit{WHEN}$, and $\textit{HOW}$) problem for natural response generation in a commercial setting, where personalized dialogue responses are heavily interleaved with casual response turns. The proposed approach involves weighted dataset blending, negative persona information augmentation methods, and the design of personalized conversation datasets to address the challenges of $\textit{WWH}$ in personalized, open-domain dialogue systems. Our work effectively balances dialogue fluency and tendency to ground, while also introducing a response-type label to improve the controllability and explainability of the grounded responses. The combination of these methods leads to more fluent conversations, as evidenced by subjective human evaluations as well as objective evaluations.