Jonathan Gratch

Kushal Chawla, Weiyan Shi, Jingwen Zhang et al.

Dialogue systems capable of social influence such as persuasion, negotiation, and therapy, are essential for extending the use of technology to numerous realistic scenarios. However, existing research primarily focuses on either task-oriented or open-domain scenarios, a categorization that has been inadequate for capturing influence skills systematically. There exists no formal definition or category for dialogue systems with these skills and data-driven efforts in this direction are highly limited. In this work, we formally define and introduce the category of social influence dialogue systems that influence users' cognitive and emotional responses, leading to changes in thoughts, opinions, and behaviors through natural conversations. We present a survey of various tasks, datasets, and methods, compiling the progress across seven diverse domains. We discuss the commonalities and differences between the examined systems, identify limitations, and recommend future directions. This study serves as a comprehensive reference for social influence dialogue systems to inspire more dedicated research and discussion in this emerging area.

Kushal Chawla, Ian Wu, Yu Rong et al.

A natural way to design a negotiation dialogue system is via self-play RL: train an agent that learns to maximize its performance by interacting with a simulated user that has been designed to imitate human-human dialogue data. Although this procedure has been adopted in prior work, we find that it results in a fundamentally flawed system that fails to learn the value of compromise in a negotiation, which can often lead to no agreements (i.e., the partner walking away without a deal), ultimately hurting the model's overall performance. We investigate this observation in the context of the DealOrNoDeal task, a multi-issue negotiation over books, hats, and balls. Grounded in negotiation theory from Economics, we modify the training procedure in two novel ways to design agents with diverse personalities and analyze their performance with human partners. We find that although both techniques show promise, a selfish agent, which maximizes its own performance while also avoiding walkaways, performs superior to other variants by implicitly learning to generate value for both itself and the negotiation partner. We discuss the implications of our findings for what it means to be a successful negotiation dialogue system and how these systems should be designed in the future.

Kushal Chawla, Gale M. Lucas, Jonathan May et al.

Opponent modeling is the task of inferring another party's mental state within the context of social interactions. In a multi-issue negotiation, it involves inferring the relative importance that the opponent assigns to each issue under discussion, which is crucial for finding high-value deals. A practical model for this task needs to infer these priorities of the opponent on the fly based on partial dialogues as input, without needing additional annotations for training. In this work, we propose a ranker for identifying these priorities from negotiation dialogues. The model takes in a partial dialogue as input and predicts the priority order of the opponent. We further devise ways to adapt related data sources for this task to provide more explicit supervision for incorporating the opponent's preferences and offers, as a proxy to relying on granular utterance-level annotations. We show the utility of our proposed approach through extensive experiments based on two dialogue datasets. We find that the proposed data adaptations lead to strong performance in zero-shot and few-shot scenarios. Moreover, they allow the model to perform better than baselines while accessing fewer utterances from the opponent. We release our code to support future work in this direction.

Ala N. Tak, Jonathan Gratch

This paper investigates the emotional reasoning abilities of the GPT family of large language models via a component perspective. The paper first examines how the model reasons about autobiographical memories. Second, it systematically varies aspects of situations to impact emotion intensity and coping tendencies. Even without the use of prompt engineering, it is shown that GPT's predictions align significantly with human-provided appraisals and emotional labels. However, GPT faces difficulties predicting emotion intensity and coping responses. GPT-4 showed the highest performance in the initial study but fell short in the second, despite providing superior results after minor prompt engineering. This assessment brings up questions on how to effectively employ the strong points and address the weak areas of these models, particularly concerning response variability. These studies underscore the merits of evaluating models from a componential perspective.

Ala N. Tak, Amin Banayeeanzade, Anahita Bolourani et al.

Large Language Models (LLMs) are increasingly positioned as decision engines for hiring, healthcare, and economic judgment, yet real-world human judgment reflects a balance between rational deliberation and emotion-driven bias. If LLMs are to participate in high-stakes decisions or serve as models of human behavior, it is critical to assess whether they exhibit analogous patterns of (ir)rationalities and biases. To this end, we evaluate multiple LLM families on (i) benchmarks testing core axioms of rational choice and (ii) classic decision domains from behavioral economics and social norms where emotions are known to shape judgment and choice. Across settings, we show that deliberate "thinking" reliably improves rationality and pushes models toward expected-value maximization. To probe human-like affective distortions and their interaction with reasoning, we use two emotion-steering methods: in-context priming (ICP) and representation-level steering (RLS). ICP induces strong directional shifts that are often extreme and difficult to calibrate, whereas RLS produces more psychologically plausible patterns but with lower reliability. Our results suggest that the same mechanisms that improve rationality also amplify sensitivity to affective interventions, and that different steering methods trade off controllability against human-aligned behavior. Overall, this points to a tension between reasoning and affective steering, with implications for both human simulation and the safe deployment of LLM-based decision systems.

Ala N. Tak, Jonathan Gratch

This paper extends recent investigations on the emotional reasoning abilities of Large Language Models (LLMs). Current research on LLMs has not directly evaluated the distinction between how LLMs predict the self-attribution of emotions and the perception of others' emotions. We first look at carefully crafted emotion-evoking stimuli, originally designed to find patterns of brain neural activity representing fine-grained inferred emotional attributions of others. We show that GPT-4 is especially accurate in reasoning about such stimuli. This suggests LLMs agree with humans' attributions of others' emotions in stereotypical scenarios remarkably more than self-attributions of emotions in idiosyncratic situations. To further explore this, our second study utilizes a dataset containing annotations from both the author and a third-person perspective. We find that GPT-4's interpretations align more closely with human judgments about the emotions of others than with self-assessments. Notably, conventional computational models of emotion primarily rely on self-reported ground truth as the gold standard. However, an average observer's standpoint, which LLMs appear to have adopted, might be more relevant for many downstream applications, at least in the absence of individual information and adequate safety considerations.

Hyundong Cho, Shuai Liu, Taiwei Shi et al.

Conversational moderation of online communities is crucial to maintaining civility for a constructive environment, but it is challenging to scale and harmful to moderators. The inclusion of sophisticated natural language generation modules as a force multiplier to aid human moderators is a tantalizing prospect, but adequate evaluation approaches have so far been elusive. In this paper, we establish a systematic definition of conversational moderation effectiveness grounded on moderation literature and establish design criteria for conducting realistic yet safe evaluation. We then propose a comprehensive evaluation framework to assess models' moderation capabilities independently of human intervention. With our framework, we conduct the first known study of language models as conversational moderators, finding that appropriately prompted models that incorporate insights from social science can provide specific and fair feedback on toxic behavior but struggle to influence users to increase their levels of respect and cooperation.

Daniel Yang, Aditya Kommineni, Mohammad Alshehri et al.

The lack of contextual information in text data can make the annotation process of text-based emotion classification datasets challenging. As a result, such datasets often contain labels that fail to consider all the relevant emotions in the vocabulary. This misalignment between text inputs and labels can degrade the performance of machine learning models trained on top of them. As re-annotating entire datasets is a costly and time-consuming task that cannot be done at scale, we propose to use the expressive capabilities of large language models to synthesize additional context for input text to increase its alignment with the annotated emotional labels. In this work, we propose a formal definition of textual context to motivate a prompting strategy to enhance such contextual information. We provide both human and empirical evaluation to demonstrate the efficacy of the enhanced context. Our method improves alignment between inputs and their human-annotated labels from both an empirical and human-evaluated standpoint.

Bin Han, Cleo Yau, Su Lei et al.

Emotion recognition in social situations is a complex task that requires integrating information from both facial expressions and the situational context. While traditional approaches to automatic emotion recognition have focused on decontextualized signals, recent research emphasizes the importance of context in shaping emotion perceptions. This paper contributes to the emerging field of context-based emotion recognition by leveraging psychological theories of human emotion perception to inform the design of automated methods. We propose an approach that combines emotion recognition methods with Bayesian Cue Integration (BCI) to integrate emotion inferences from decontextualized facial expressions and contextual knowledge inferred via Large-language Models. We test this approach in the context of interpreting facial expressions during a social task, the prisoner's dilemma. Our results provide clear support for BCI across a range of automatic emotion recognition methods. The best automated method achieved results comparable to human observers, suggesting the potential for this approach to advance the field of affective computing.

Kushal Chawla, Jaysa Ramirez, Rene Clever et al.

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, closed-domain 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

Deuksin Kwon, Emily Weiss, Tara Kulshrestha et al.

A successful negotiation requires a range of capabilities, including comprehension of the conversation context, Theory-of-Mind (ToM) skills to infer the partner's motives, strategic reasoning, and effective communication, making it challenging for automated systems. Despite the remarkable performance of LLMs in various NLP tasks, there is no systematic evaluation of their capabilities in negotiation. Such an evaluation is critical for advancing AI negotiation agents and negotiation research, ranging from designing dialogue systems to providing pedagogical feedback and scaling up data collection practices. This work aims to systematically analyze the multifaceted capabilities of LLMs across diverse dialogue scenarios throughout the stages of a typical negotiation interaction. Our analysis highlights GPT-4's superior performance in many tasks while identifying specific challenges, such as making subjective assessments and generating contextually appropriate, strategically advantageous responses.

Antonin Brun, Ruying Liu, Aryan Shukla et al.

Conversational AI chatbots have become increasingly common within the customer service industry. Despite improvements in their emotional development, they often lack the authenticity of real customer service interactions or the competence of service providers. By comparing emotion-sensitive and emotion-insensitive LLM-based chatbots across 30 participants, we aim to explore how emotional sensitivity in chatbots influences perceived competence and overall customer satisfaction in service interactions. Additionally, we employ sentiment analysis techniques to analyze and interpret the emotional content of user inputs. We highlight that perceptions of chatbot trustworthiness and competence were higher in the case of the emotion-sensitive chatbot, even if issue resolution rates were not affected. We discuss implications of improved user satisfaction from emotion-sensitive chatbots and potential applications in support services.

James Hale, Sushrita Rakshit, Kushal Chawla et al.

We present KODIS, a dyadic dispute resolution corpus containing thousands of dialogues from over 75 countries. Motivated by a theoretical model of culture and conflict, participants engage in a typical customer service dispute designed by experts to evoke strong emotions and conflict. The corpus contains a rich set of dispositional, process, and outcome measures. The initial analysis supports theories of how anger expressions lead to escalatory spirals and highlights cultural differences in emotional expression. We make this corpus and data collection framework available to the community.

Ala N. Tak, Amin Banayeeanzade, Anahita Bolourani et al.

Large language models (LLMs) show promising capabilities in predicting human emotions from text. However, the mechanisms through which these models process emotional stimuli remain largely unexplored. Our study addresses this gap by investigating how autoregressive LLMs infer emotions, showing that emotion representations are functionally localized to specific regions in the model. Our evaluation includes diverse model families and sizes and is supported by robustness checks. We then show that the identified representations are psychologically plausible by drawing on cognitive appraisal theory, a well-established psychological framework positing that emotions emerge from evaluations (appraisals) of environmental stimuli. By causally intervening on construed appraisal concepts, we steer the generation and show that the outputs align with theoretical and intuitive expectations. This work highlights a novel way to causally intervene and precisely shape emotional text generation, potentially benefiting safety and alignment in sensitive affective domains.

Bin Han, Deuksin Kwon, Jonathan Gratch

Large Language Models (LLMs) can be conditioned with explicit personality prompts, yet their behavioral realization often varies depending on context. This study examines how identical personality prompts lead to distinct linguistic, behavioral, and emotional outcomes across four conversational settings: ice-breaking, negotiation, group decision, and empathy tasks. Results show that contextual cues systematically influence both personality expression and emotional tone, suggesting that the same traits are expressed differently depending on social and affective demands. This raises an important question for LLM-based dialogue agents: whether such variations reflect inconsistency or context-sensitive adaptation akin to human behavior. Viewed through the lens of Whole Trait Theory, these findings highlight that LLMs exhibit context-sensitive rather than fixed personality expression, adapting flexibly to social interaction goals and affective conditions.

Amin Banayeeanzade, Ala N. Tak, Fatemeh Bahrani et al.

The ability to control LLMs' emulated emotional states and personality traits is essential for enabling rich, human-centered interactions in socially interactive settings. We introduce PsySET, a Psychologically-informed benchmark to evaluate LLM Steering Effectiveness and Trustworthiness across the emotion and personality domains. Our study spans four models from different LLM families paired with various steering strategies, including prompting, fine-tuning, and representation engineering. Our results indicate that prompting is consistently effective but limited in intensity control, whereas vector injections achieve finer controllability while slightly reducing output quality. Moreover, we explore the trustworthiness of steered LLMs by assessing safety, truthfulness, fairness, and ethics, highlighting potential side effects and behavioral shifts. Notably, we observe idiosyncratic effects; for instance, even a positive emotion like joy can degrade robustness to adversarial factuality, lower privacy awareness, and increase preferential bias. Meanwhile, anger predictably elevates toxicity yet strengthens leakage resistance. Our framework establishes the first holistic evaluation of emotion and personality steering, offering insights into its interpretability and reliability for socially interactive applications.

Sushrita Rakshit, James Hale, Kushal Chawla et al.

In conflict, people use emotional expressions to shape their counterparts' thoughts, feelings, and actions. This paper explores whether automatic text emotion recognition offers insight into this influence in the context of dispute resolution. Prior work has shown the promise of such methods in negotiations; however, disputes evoke stronger emotions and different social processes. We use a large corpus of buyer-seller dispute dialogues to investigate how emotional expressions shape subjective and objective outcomes. We further demonstrate that large-language models yield considerably greater explanatory power than previous methods for emotion intensity annotation and better match the decisions of human annotators. Findings support existing theoretical models for how emotional expressions contribute to conflict escalation and resolution and suggest that agent-based systems could be useful in managing disputes by recognizing and potentially mitigating emotional escalation.

Bin Han, Jonathan Gratch

Emotion recognition in dynamic social contexts requires an understanding of the complex interaction between facial expressions and situational cues. This paper presents a salience-adjusted framework for context-aware emotion recognition with Bayesian Cue Integration (BCI) and Visual-Language Models (VLMs) to dynamically weight facial and contextual information based on the expressivity of facial cues. We evaluate this approach using human annotations and automatic emotion recognition systems in prisoner's dilemma scenarios, which are designed to evoke emotional reactions. Our findings demonstrate that incorporating salience adjustment enhances emotion recognition performance, offering promising directions for future research to extend this framework to broader social contexts and multimodal applications.

Deuksin Kwon, Jiwon Hae, Emma Clift et al.

Negotiation requires dynamically balancing self-interest and cooperation within the flow of conversation to maximize one's own utility. Yet, existing agents struggle due to bounded rationality in human data, low adaptability to counterpart behavior, and limited strategic reasoning. To address this, we introduce principle-driven negotiation agents, powered by ASTRA, a novel framework for turn-level offer optimization grounded in two core principles: opponent modeling and Tit-for-Tat reciprocity. ASTRA operates in three stages: (1) interpreting counterpart behavior, (2) optimizing counteroffers via a tool-integrated action with a linear programming (LP) solver, and (3) selecting offers based on strategy assessment and the partner's acceptance probability. Through simulations and human evaluations, our agent effectively adapts to an opponent's shifting stance and achieves favorable outcomes through enhanced adaptability and strategic reasoning. Beyond enhancing negotiation performance, it also serves as a powerful coaching tool, offering interpretable strategic feedback and optimal offer recommendations beyond human bounded rationality, with its potential further validated through human evaluation.

Digbalay Bose, Krishna Somandepalli, Souvik Kundu et al.

Computational modeling of the emotions evoked by art in humans is a challenging problem because of the subjective and nuanced nature of art and affective signals. In this paper, we consider the above-mentioned problem of understanding emotions evoked in viewers by artwork using both text and visual modalities. Specifically, we analyze images and the accompanying text captions from the viewers expressing emotions as a multimodal classification task. Our results show that single-stream multimodal transformer-based models like MMBT and VisualBERT perform better compared to both image-only models and dual-stream multimodal models having separate pathways for text and image modalities. We also observe improvements in performance for extreme positive and negative emotion classes, when a single-stream model like MMBT is compared with a text-only transformer model like BERT.

Kushal Chawla, Rene Clever, Jaysa Ramirez et al.

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 dimensions - emoticons, 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.

Kushal Chawla, Gale Lucas, Jonathan May et al.

Agents that negotiate with humans find broad applications in pedagogy and conversational AI. Most efforts in human-agent negotiations rely on restrictive menu-driven interfaces for communication. To advance the research in language-based negotiation systems, we explore a novel task of early prediction of buyer-seller negotiation outcomes, by varying the fraction of utterances that the model can access. We explore the feasibility of early prediction by using traditional feature-based methods, as well as by incorporating the non-linguistic task context into a pretrained language model using sentence templates. We further quantify the extent to which linguistic features help in making better predictions apart from the task-specific price information. Finally, probing the pretrained model helps us to identify specific features, such as trust and agreement, that contribute to the prediction performance.

Michel Valstar, Jonathan Gratch, Bjorn Schuller et al.

The Audio/Visual Emotion Challenge and Workshop (AVEC 2016) "Depression, Mood and Emotion" will be the sixth competition event aimed at comparison of multimedia processing and machine learning methods for automatic audio, visual and physiological depression and emotion analysis, with all participants competing under strictly the same conditions. The goal of the Challenge is to provide a common benchmark test set for multi-modal information processing and to bring together the depression and emotion recognition communities, as well as the audio, video and physiological processing communities, to compare the relative merits of the various approaches to depression and emotion recognition under well-defined and strictly comparable conditions and establish to what extent fusion of the approaches is possible and beneficial. This paper presents the challenge guidelines, the common data used, and the performance of the baseline system on the two tasks.