Personality Engineering with AI Agents: A New Methodology for Negotiation Research
For negotiation researchers, this methodology provides a controlled way to test theoretical prescriptions about balancing empathy and assertiveness, which has been a long-standing bottleneck in the field.
The paper introduces personality engineering, a methodology using AI agents to precisely parameterize and manipulate negotiator personality, enabling rigorous testing of classic negotiation theories that were previously difficult to evaluate due to human limitations.
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.