Measuring Negotiation Traits with Collaborative Choice Data: A Two-Stage Latent Variable Model
This study addresses the challenge of quantifying individual negotiation traits in collaborative decision-making, where multi-agent rewards are inherently confounded. To this end, we propose a two-stage latent variable probabilistic framework that integrates individual rewards and latent traits to generate team utilities and choice behaviors. The model accommodates covariates and enables individual-level psychometric assessment within structured tasks via Bayesian inference. Simulation studies confirm the model’s capacity to accurately recover trait parameters. Empirical applications further demonstrate that the proposed approach achieves significantly superior predictive accuracy compared to baseline methods, with estimated traits exhibiting strong correlations with external criteria. This work effectively fills a methodological gap by providing a principled approach to quantifying individual negotiation capabilities in collaborative settings.