A surreal illustration of two figures engaged in a communication exchange, highlighting information control and manipulation.

Cheap Talk Revolution: How Receivers Are Leveling the Playing Field in Negotiations

Reese Marlowe in Mind & Education June 2025 • 4 min read.

"Discover how a receiver-oriented approach to communication is reshaping strategic interactions and empowering users in digital platforms."

In today's world, we often think of communication as a game where the speaker or sender holds most of the cards. After all, they have the information, right? But what if we flipped that script? What if, instead of focusing on what the sender wants to say, we looked at what the receiver needs and how they can shape the conversation to get it? This is the central idea behind a new wave of research that's turning traditional communication models on their head.

The conventional way of thinking about communication, often called the 'sender-receiver' model, puts the emphasis on the person sending the message. They decide what to reveal, how to say it, and try to influence the receiver's actions. Think of advertising, political campaigns, or even a simple sales pitch. The goal is to persuade, and the power lies with the one doing the persuading.

However, this approach doesn't fully capture the reality of many interactions, especially in the digital age. User-based platforms like Amazon or even search engines like Google are prime examples where the receiver or user has far more control over the information environment. This article explores how communication dynamics are evolving as receivers gain more power. We'll dive into new models that predict how senders and receivers interact when the receiver gets to set the terms of the conversation.

Receiver-Oriented Communication: A New Perspective

A surreal illustration of two figures engaged in a communication exchange, highlighting information control and manipulation.

Researchers are now exploring communication from the receiver's point of view, particularly in 'cheap talk' scenarios. Cheap talk, in this context, refers to communication where senders can't be penalized for lying – think casual conversation or informal negotiations. Traditionally, these scenarios are analyzed by figuring out the best strategy for the sender.

The shift to a receiver-centric model is important for a few key reasons:

Leveling the playing field: By understanding how receivers can optimize their position, we balance the inherent advantage of the informed sender.
Better predictions: Analyzing communication from both sides leads to more accurate predictions about strategic interactions.
Real-world relevance: This approach aligns with modern digital platforms where users have significant control over the information they access.

The analysis looks at two main settings. In the first, the sender's motives are transparent – they benefit when the receiver takes a specific action, regardless of the true state of affairs. The second scenario introduces a 'filtering' stage where the receiver can limit the information the sender has access to before communication even begins. This is similar to how you might curate your news feed to only see information from sources you trust.

The Future of Communication is Receiver-Centric

This new perspective on communication highlights the increasing power of the receiver in shaping strategic interactions. The rise of user-based platforms and the ability to filter information are key factors driving this shift. By focusing on the receiver's perspective, we gain valuable insights into communication dynamics and can develop more effective strategies for navigating the complex information landscape of the digital age.

About this Article -

This article was crafted using a human-AI hybrid and collaborative approach. AI assisted our team with initial drafting, research insights, identifying key questions, and image generation. Our human editors guided topic selection, defined the angle, structured the content, ensured factual accuracy and relevance, refined the tone, and conducted thorough editing to deliver helpful, high-quality information.See our About page for more information.

This article is based on research published under:

DOI-LINK: https://doi.org/10.48550/arXiv.2401.03671,

Title: Receiver-Oriented Cheap Talk Design

Subject: cs.gt cs.ds econ.th

Authors: Itai Arieli, Ivan Geffner, Moshe Tennenholtz

Published: 08-01-2024

Everything You Need To Know

What is 'cheap talk' in the context of receiver-oriented communication, and why is it important?

In receiver-oriented communication, 'cheap talk' refers to scenarios where senders can communicate without being penalized for dishonesty. This is crucial because it mirrors many real-world interactions, such as casual conversations or informal negotiations, where senders might exaggerate or misrepresent information. The shift to a receiver-centric model in these scenarios allows us to understand how receivers can optimize their position and level the playing field, leading to more accurate predictions about strategic interactions. Analyzing 'cheap talk' from the receiver's perspective also aligns with modern digital platforms where users have considerable control over the information they access.

How does the receiver-oriented model of communication differ from the traditional 'sender-receiver' model?

The traditional 'sender-receiver' model emphasizes the sender's role in communication, where the sender decides what information to convey and how to influence the receiver. In contrast, the receiver-oriented model focuses on the receiver's needs and how they can shape the conversation to their advantage. This involves analyzing how receivers can optimize their position, especially in 'cheap talk' scenarios. This approach is especially relevant in digital platforms where users have significant control over the information environment.

In receiver-oriented communication, what does it mean for receivers to 'level the playing field', and why is this significant?

When receivers 'level the playing field' in receiver-oriented communication, it signifies a shift in power dynamics. Traditionally, the sender, possessing information, holds an advantage. However, by understanding how receivers can optimize their position, we balance this inherent advantage of the informed sender. This is significant because it leads to better predictions about strategic interactions and aligns with modern digital platforms where users have considerable control over the information they access. For example, in scenarios involving 'cheap talk', receivers can use strategies to mitigate the sender's informational advantage, leading to a more equitable interaction.

How does the concept of a 'filtering' stage impact the dynamics of communication in the receiver-oriented model?

The 'filtering' stage in the receiver-oriented model introduces a mechanism where the receiver can limit the information available to the sender before communication even begins. This is analogous to curating a news feed to only show information from trusted sources. By controlling the information the sender has access to, the receiver can shape the sender's communication strategy and potentially extract more favorable outcomes. This ability to filter information is a key factor driving the shift towards receiver-centric communication, as it enhances the receiver's control over the interaction.

What are the broader implications of the receiver-centric approach for digital platforms and online interactions?

The receiver-centric approach highlights the increasing power of users on digital platforms. By prioritizing the receiver's perspective, we can better understand how users shape strategic interactions and navigate the complex information landscape. This approach has implications for the design of digital platforms, suggesting that empowering users with more control over the information they receive can lead to more effective communication and better outcomes for users. For instance, in 'cheap talk' scenarios on digital platforms, understanding how receivers filter and interpret information can help platform designers create more transparent and user-friendly environments.