Instructing LLMs to Negotiate using Reinforcement Learning with Verifiable Rewards

Negotiation is a fundamental strategic interaction in management science, characterized by agents attempting to reach agreements while protecting private information, such as reservation costs and hidden valuations. A prevalent yet complex scenario involves a single seller negotiating concurrently with multiple buyers, each possessing heterogeneous, private budgets. In such settings, constrained by a limited number of communication turns, the seller must balance exploring the broader market to discover the highest valuation with concentrating sufficient turns on a single target buyer to secure the best possible outcome. Our analysis reveals a significant gap in standard Large Language Models (LLMs): while these models are linguistically proficient, they fail to act as effective economic decision-makers. Specifically, they exhibit a failure to explore the buyer pool, often fixating on the current highest bid rather than strategically investigating the market to discover latent high valuations. In this paper, we propose a specialized training recipe using Reinforcement Learning from Verifiable Rewards (RLVR). By anchoring the reward function to objective economic outcomes, the strategic balance between market discovery and surplus extraction emerges natively through the learning process. Our results demonstrate that the trained seller undergoes a multi-stage strategic evolution, learning to leverage price anchoring and strategic probing to identify more profitable counterparties. The agent extracts a substantially higher surplus than frontier models by both improving its persuasive bargaining skills and consistently closing deals with high-value buyers. Finally, we show that our seller strategies generalize robustly to unseen buyer negotiation styles and budget distributions.

Autonomous large language model (LLM) agents operating in multi-product markets must make sequential decisions under information asymmetry and resource constraints. We develop a machine learning approach for training such agents to act effectively as sellers in a multi-item bargaining environment, where a seller concurrently negotiates a catalog of substitutable assets across a pool of independent buyers. Buyers hold private, heterogeneous valuations across products, and each can purchase at most one item. Facing limits on total communication turns, the seller must dynamically match buyers with the most profitable products considering their private valuations, while strategically allocating its limited interaction budget toward combinations of greater potential value. We formalize this problem as a Partially Observable Markov Decision Process using a structured, four-part message protocol that maps natural language into a parsable and regulated decision space. Using this formalization, we design a post-training method using Reinforcement Learning from Verifiable Rewards (RLVR). To evaluate this framework, we construct a multidimensional metric suite that quantifies constraint adherence, seller surplus extraction, and allocation quality. Our trained seller agent learns to match limited inventory to buyers more effectively, matching or outperforming trillion-parameter frontier models in both seller surplus extraction and buyer-product allocation quality. Finally, these learned strategies generalize robustly to unseen market structures, correlated valuation distributions, and price ranges not encountered during training.

Bilateral bargaining under incomplete information provides a controlled testbed for evaluating large language model (LLM) agent capabilities. Bilateral trade demands individual rationality, strategic surplus maximization, and cooperation to realize gains from trade. We develop a structured bargaining environment where LLMs negotiate via tool calls within an event-driven simulator, separating binding offers from natural-language messages to enable automated evaluation. The environment serves two purposes: as a benchmark for frontier models and as a training environment for open-weight models via reinforcement learning. In benchmark experiments, a round-robin tournament among five frontier models (15,000 negotiations) reveals that effective strategies implement price discrimination through sequential offers. Aggressive anchoring, calibrated concession, and temporal patience correlate with the highest surplus share and deal rate. Accommodating strategies that concede quickly disable price discrimination in the buyer role, yielding the lowest surplus capture and deal completion. Stronger models scale their behavior proportionally to item value, maintaining performance across price tiers; weaker models perform well only when wide zones of possible agreement offset suboptimal strategies. In training experiments, we fine-tune Qwen3 (8B, 14B) via supervised fine-tuning (SFT) followed by Group Relative Policy Optimization (GRPO) against a fixed frontier opponent. These stages optimize competing objectives: SFT approximately doubles surplus share but reduces deal rates, while RL recovers deal rates but erodes surplus gains, reflecting the reward structure. SFT also compresses surplus variation across price tiers, which generalizes to unseen opponents, suggesting that behavioral cloning instills proportional strategies rather than memorized price points.