Language of Bargaining

Mourad Heddaya, Solomon Dworkin, Chenhao Tan, Rob Voigt, Alexander Zentefis

Research output: Chapter in Book/Report/Conference proceedingConference contribution

Abstract

Leveraging an established exercise in negotiation education, we build a novel dataset for studying how the use of language shapes bilateral bargaining. Our dataset extends existing work in two ways: 1) we recruit participants via behavioral labs instead of crowdsourcing platforms and allow participants to negotiate through audio, enabling more naturalistic interactions; 2) we add a control setting where participants negotiate only through alternating, written numeric offers. Despite the two contrasting forms of communication, we find that the average agreed prices of the two treatments are identical. But when subjects can talk, fewer offers are exchanged, negotiations finish faster, the likelihood of reaching agreement rises, and the variance of prices at which subjects agree drops substantially. We further propose a taxonomy of speech acts in negotiation and enrich the dataset with annotated speech acts. We set up prediction tasks to predict negotiation success and find that being reactive to the arguments of the other party is advantageous over driving the negotiation.

Original languageEnglish (US)
Title of host publicationLong Papers
PublisherAssociation for Computational Linguistics (ACL)
Pages13161-13185
Number of pages25
ISBN (Electronic)9781959429722
StatePublished - 2023
Event61st Annual Meeting of the Association for Computational Linguistics, ACL 2023 - Toronto, Canada
Duration: Jul 9 2023Jul 14 2023

Publication series

NameProceedings of the Annual Meeting of the Association for Computational Linguistics
Volume1
ISSN (Print)0736-587X

Conference

Conference61st Annual Meeting of the Association for Computational Linguistics, ACL 2023
Country/TerritoryCanada
CityToronto
Period7/9/237/14/23

ASJC Scopus subject areas

  • Computer Science Applications
  • Linguistics and Language
  • Language and Linguistics

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