用AI代理精准操控谈判者性格，验证经典谈判理论
Personality Engineering with AI Agents: A New Methodology for Negotiation Research
- 以温暖与主导性为坐标，用AI代理精确控制谈判人格
- 实现对传统谈判理论中矛盾平衡的可控实验验证
- 适合研究谈判行为、人机交互及智能代理设计的学者
根据经典谈判理论，人们在谈判中的成功取决于能否平衡共情与坚持、关心他人与自我利益、对人温和与对事强硬之间的矛盾。然而人类难以有效管理这些张力，导致研究者无法在受控条件下严格检验该理论。而AI代理不存在类似限制，其精度、多样性、一致性与可扩展性使其能够开展新型实验，推动谈判理论发展。本文提出‘人格工程’方法：利用AI代理精确参数化、操控并评估谈判者人格特征。建议以人际环形模型（interpersonal circumplex）及其两个核心维度——温暖度与主导性——作为该领域的基础坐标系统。这一方法既为检验经典谈判理论提供了严谨实验路径，也为设计AI谈判代理人格提供了实用指南。
原文摘要 · Abstract (English)
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.
Thank you to arXiv for use of its open access interoperability. PaperDance 不是 arXiv 官方产品；中文卡片由大模型生成，请以原文为准。