A successful negotiation requires a range of capabilities, including comprehension of the conversation context, Theory-of-Mind (ToM) skills to infer the partner’s motives, strategic reasoning, and effective communication, making it challenging for automated systems. Despite the remarkable performance of LLMs in various NLP tasks, there is no systematic evaluation of their capabilities in negotiation. Such an evaluation is critical for advancing AI negotiation agents and negotiation research, ranging from designing dialogue systems to providing pedagogical feedback and scaling up data collection practices. This work aims to systematically analyze the multifaceted capabilities of LLMs across diverse dialogue scenarios throughout the stages of a typical negotiation interaction. Our analysis highlights GPT-4’s superior performance in many tasks while identifying specific challenges, such as making subjective assessments and generating contextually appropriate, strategically advantageous responses.

This paper presents a method for building a personalized open-domain dialogue system to address the WWH (WHAT, WHEN, and 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 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.