How Personality Traits Influence Negotiation Outcomes? A Simulation based on Large Language Models
Abstract
AbstractPsychological evidence reveals the influence of personality traits on decision-making. For instance, agreeableness is generally associated with positive outcomes in negotiations, whereas neuroticism is often linked to less favorable outcomes. This paper introduces a simulation framework centered on large language model (LLM) agents endowed with synthesized personality traits. The agents negotiate within bargaining domains and possess customizable personalities and objectives. The experimental results show that the behavioral tendencies of LLM-based simulations can reproduce behavioral patterns observed in human negotiations. The contribution is twofold. First, we propose a simulation methodology that investigates the alignment between the linguistic and economic capabilities of LLM agents. Secondly, we offer empirical insights into the strategic impacts of Big Five personality traits on the outcomes of bilateral negotiations. We also provide an in-depth analysis based on simulated bargaining dialogues to reveal intriguing behaviors, including deceitful and compromising behaviors.