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[CS.AI] The Role of Emotions in Multi-Agent Negotiation

Published at: 2026-08-10 22:00 Last updated: 2026-08-11 02:05
#AI #Machine Learning #LLM

A recent study delves into how emotions impact the outcomes of multi-agent negotiations. In a controlled experiment, buyer and seller agents were independently assigned one of six emotional states and negotiated over 350 real consumer products under two budget conditions. The results show that emotions significantly shape the negotiation outcomes. For instance, angry buyers rarely reach agreements (0.39% deal rate), while happy buyers agree most often (28.91%), but obtain worse prices than fearful buyers. The effects of emotions are not only reflected in language but also influence termination behavior and price trajectories, raising concerns for emotion-conditioned agents in commerce. Blogger's Review: This study reveals the importance of emotions in multi-agent negotiations, highlighting the need to consider emotional factors in the design of AI negotiation systems, especially in areas like e-commerce.

Original Source: https://arxiv.org/abs/2608.06922

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