arXiv:2602.12089cs.GTcs.AI2026-02

AI代理在谈判中表现更好,但用户更偏爱控制权更高的助手。

Choose Your Agent: Tradeoffs in Adopting AI Advisors, Coaches, and Delegates in Multi-Party Negotiation

  • 对比三种AI协助模式:主动建议、反馈指导、自主执行。
  • 自动执行的委托模式使群体总收益最高,用户偏好却最低。
  • 人机协作中的决策过滤导致收益损失,设计需匹配参与机制。

随着AI在社交场景中的普及,理解人机交互对系统设计至关重要。我们开展了一项在线行为实验(N=243),参与者在三人组中进行三轮轮流谈判游戏。每轮随机分配一种LLM协助模式:主动建议的顾问(Advisor)、被动反馈的教练(Coach)或自主执行的委托者(Delegate)。所有模式均由具备超人类表现的LLM驱动。每轮玩家可选择手动操作或使用当前模式。结果发现:尽管用户强烈偏好高控制力的顾问(44%),但只有在委托模式下群体总收益显著提升。考虑自愿不遵从情况后,委托模式带来约1.5倍意向治疗效应的个体福利增益。机制分析表明,无论何种模式,AI生成提议均优于人工提案,但在顾问与教练模式中,用户常修改、覆盖或忽略建议,回归人类基线谈判模式。委托优势并非源于模型能力差异,而是跳过了这一人为筛选环节。实现福利提升不仅依赖模型性能,更取决于交互结构的设计。我们主张将协助模式视为具有内生参与性的机制,兼容采纳的交互规则是提升福祉的前提。

原文摘要 · Abstract (English)

As AI usage becomes more prevalent in social contexts, understanding agent-user interaction is critical to designing systems that imp rove both individual and group outcomes. We present an online behavioral experiment (N=243) in which participants play three multi-tu rn bargaining games in groups of three. Each game, presented in randomized order, grants access to a single LLM assistance modality: proactive recommendations from an Advisor, reactive feedback from a Coach, or autonomous execution by a Delegate. All three modalitie s are powered by an LLM with super-human performance within this negotiation setting. On each turn, participants privately decide whe ther to act manually or use the AI modality available in that game. We document a preference-performance misalignment: participants s trongly prefer the higher-control Advisor (44%) over the Delegate (19%), yet groups only significantly increase collective surplus un der Delegate access. Adjusting for voluntary non-compliance, delegating to the AI yields suggestive individual welfare gains, roughly 1.5x the intent-to-treat estimate. A mechanism analysis traces this gap to a human filter: AI-generated proposals create more joint surplus than manual proposals across all conditions, but in the Advisor and Coach modes users modify, override, or ignore the AI's su ggestions, reverting toward human-baseline trade patterns. The Delegate advantage arises not from a different AI capability but from bypassing this filtering step altogether. Realizing these welfare gains depends not only on model capability, but on the interaction structure through which that capability is delivered. We argue that assistance modalities should be designed as mechanisms with endog enous participation; adoption-compatible interaction rules are a prerequisite to improving welfare with automated assistance.

人机协作谈判博弈智能代理

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