EQ-Negotiator: An Emotion-Reasoning LLM Agent in Credit Dialogues (2503.21080v3)

Abstract: While LLM-based chatbots have been applied for effective engagement in credit dialogues, their capacity for dynamic emotional expression remains limited. Current agents primarily rely on passive empathy rather than affective reasoning. For instance, when faced with persistent client negativity, the agent should employ strategic emotional adaptation by expressing measured anger to discourage counterproductive behavior and guide the conversation toward resolution. This context-aware emotional modulation is essential for imitating the nuanced decision-making of human negotiators. This paper introduces an EQ-negotiator that combines emotion sensing from pre-trained LLMs (PLMs) with emotional reasoning based on Game Theory and Hidden Markov Models. It takes into account both the current and historical emotions of the client to better manage and address negative emotions during interactions. By fine-tuning pre-trained LLMs (PLMs) on public emotion datasets and validating them on the credit dialogue datasets, our approach enables LLM-based agents to effectively capture shifts in client emotions and dynamically adjust their response tone based on our emotion decision policies in real-world financial negotiations. This EQ-negotiator can also help credit agencies foster positive client relationships, enhancing satisfaction in credit services.