Automated systems that negotiate with humans have broad applications in pedagogy and conversational AI. To advance the development of practical negotiation systems, we present CaSiNo: a novel corpus of over a thousand negotiation dialogues in English. Participants take the role of campsite neighbors and negotiate for food, water, and firewood packages for their upcoming trip. Our design results in diverse and linguistically rich negotiations while maintaining a tractable, closeddomain environment. Inspired by the literature in human-human negotiations, we annotate persuasion strategies and perform correlation analysis to understand how the dialogue behaviors are associated with the negotiation performance. We further propose and evaluate a multi-task framework to recognize these strategies in a given utterance. We find that multi-task learning substantially improves the performance for all strategy labels, especially for the ones that are the most skewed. We release the dataset, annotations, and the code to propel future work in human-machine negotiations: https:// github.com/kushalchawla/CaSiNo.

Automated systems that negotiate with humans have broad applications in pedagogy and conversational AI. To advance the development of practical negotiation systems, we present CaSiNo: a novel corpus of over a thousand negotiation dialogues in English. Participants take the role of campsite neighbors and negotiate for food, water, and firewood packages for their upcoming trip. Our design results in diverse and linguistically rich negotiations while maintaining a tractable, closeddomain environment. Inspired by the literature in human-human negotiations, we annotate persuasion strategies and perform correlation analysis to understand how the dialogue behaviors are associated with the negotiation performance. We further propose and evaluate a multi-task framework to recognize these strategies in a given utterance. We find that multi-task learning substantially improves the performance for all strategy labels, especially for the ones that are the most skewed. We release the dataset, annotations, and the code to propel future work in human-machine negotiations: https:// github.com/kushalchawla/CaSiNo.

Negotiation is a complex social interaction that encapsulates emotional encounters in human decision-making. Virtual agents that can negotiate with humans are useful in pedagogy and conversational AI. To advance the development of such agents, we explore the prediction of two important subjective goals in a negotiation -outcome satisfaction and partner perception. Specifically, we analyze the extent to which emotion attributes extracted from the negotiation help in the prediction, above and beyond the individual difference variables. We focus on a recent dataset in chat-based negotiations, grounded in a realistic camping scenario. We study three degrees of emotion dimensionsemoticons, lexical, and contextual by leveraging affective lexicons and a state-of-the-art deep learning architecture. Our insights will be helpful in designing adaptive negotiation agents that interact through realistic communication interfaces.

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Negotiation is a complex social interaction that encapsulates emotional encounters in human decision-making. Virtual agents that can negotiate with humans are useful in pedagogy and conversational AI. To advance the development of such agents, we explore the prediction of two important subjective goals in a negotiation - outcome satisfaction and partner perception. Specifically, we analyze the extent to which emotion attributes extracted from the negotiation help in the prediction, above and beyond the individual difference variables. We focus on a recent dataset in chat-based negotiations, grounded in a realistic camping scenario. We draw extensive qualitative and quantitative comparisons between three types of emotion variables - emoticons, as well as lexical and contextual}variables, by leveraging affective lexicons and a state-of-the-art deep learning architecture. To further validate the findings, we analyze the prediction of these subjective negotiation goals after controlling for the objective performance of the participants. We also study the temporal effects, understanding the contribution of emotion expressed in the initial and latter parts of the conversation. Finally, we discuss our insights, which will be helpful for designing adaptive negotiation agents that interact through realistic communication interfaces.