Personality Engineering with AI Agents: A New Methodology for Negotiation Research
Authors: Michelle A. Vaccaro, Jared R. Curhan
Summary
arXiv:2605. 20554v1 Announce Type: new Abstract: According to canonical negotiation theory, people's success in a negotiation depends on how well they balance competing demands--empathizing and asserting, demonstrating concern for other and concern for self, being soft on the people and hard on the problem.
Relevance
Read next because Personality Engineering with AI Agents: A New Methodology for Negotiation Research overlaps with clean result "LoRA persona trained on alone emits at 23.5% when a co-trained partner learns ..., vs 0% control on Qwen2.5-7B-Instruct (MODERATE confidence)", clean result "Leakage rate is a usable signal for recovering trigger-shaped phrases on Gaperon-1125-1B without knowing the hidden trigger itself (MODERATE confidence)", clean result "Language-mismatch LoRA SFT on Qwen2.5-7B leaks the trained completion language into bystander directives the model was never trained on, absent under same-language SFT (LOW confidence)". Matching terms: persona, class, under, soft, eval, control, test. Source: arxiv cs.AI (Artificial Intelligence).
Threat model
Potential threat/caveat for clean result "LoRA persona trained on alone emits at 23.5% when a co-trained partner learns ..., vs 0% control on Qwen2.5-7B-Instruct (MODERATE confidence)": this item discusses limitation, limitations.
Abstract
arXiv:2605.20554v1 Announce Type: new Abstract: According to canonical negotiation theory, people's success in a negotiation depends on how well they balance competing demands--empathizing and asserting, demonstrating concern for other and concern for self, being soft on the people and hard on the problem. Yet people struggle to manage these tensions, so researchers have lacked the ability to rigorously test the field's prescriptions under controlled conditions. AI agents do not face the same limitations, and their precision, repertoire, consistency, and scalability enable a new class of experiments to contribute to negotiation theory. In this article, we introduce personality engineering: a methodology that uses AI agents to precisely parameterize, manipulate, and evaluate negotiator personality. We propose using the interpersonal circumplex--and its two core dimensions of warmth and dominance--as a foundational coordinate system for the field. This approach offers both a rigorous methodology for testing classic negotiation theories and a practical guide for designing the personalities of AI negotiation agents.