LLM谈判中的跨语言人格效应

arXiv:2611.00300v1 Announce Type: new Abstract: Tell an LLM negotiator to be "headstrong" and it should hold firm on price, but does that instruction retain the same behavior in every language? To test this, we use identical buyer and seller instances of Gemini 3.6 Flash to negotiate the same 12 CraigslistBargain scenarios in English and Korean. The pilot-scale 2 x 2 x 3 design crosses interaction language, seller urgency (none or strong), and buyer persona (cooperative, neutral, or headstrong), yielding 432 attempted negotiations. We call this property cross-lingual social-policy fidelity: whether a prompt-defined social policy produces the same behavioral effect regardless of interaction language. It often does not. Korean negotiations reached agreement far more often than English (77.3% vs. 52.5%, a 24.8-point gap, Holm-adjusted p = .0039), but only for neutral and headstrong buyers; cooperative buyers were already near-ceiling in both languages. Buyers' opening offers barely differed by language; the gap instead emerged later, through larger seller concessions and a smaller final gap in Korean, and agreed prices were also lower in Korean. Repeating the full design with Qwen3.7 Flash as both agents gives directional support: agreement was again higher in Korean (+13.9 points vs. Gemini's +24.8, with an interval whose lower bound is near zero), and sellers again conceded more. Pragmatic analysis reveals why: while both languages frequently featured face-threatening acts like rejections and counter-offers, Korean dialogue softened these threats with substantially more politeness mitigation, especially among sellers (11.7% vs. 3.6%). These results show that such a policy can produce different simulated negotiation behavior, not just different wording, when only the interaction language changes.