eLearning Negotiation Analysis
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Transcript eLearning Negotiation Analysis
e-Learning Negotiation Analysis
Harri Ehtamo
Raimo P Hämäläinen
Ville Koskinen
Systems Analysis Laboratory
Helsinki University of Technology
Systems Analysis Laboratory
Helsinki University of Technology
Negotiation analysis module
What
Learning material on negotiation analysis
Focus on learning by doing
Why e-learning
Problem solving distributed
Interactive web-based negotiation software, Joint
Gains
Systems Analysis Laboratory
Helsinki University of Technology
To whom
OR/MS students
Negotiators and mediators
In preparations for web-based participation in real
life negotiations
E-commerce applications
Environmental decision making
Systems Analysis Laboratory
Helsinki University of Technology
For what
Training on the use of the Joint Gains software
A web-based interactive software for real-life
negotiations
Applied, e.g., in Lake-River regulation policy problems
Completely available on-line any time from
anywhere
Experiences of independent use of the module
Distance learning
Completely self-paced learning
Systems Analysis Laboratory
Helsinki University of Technology
Related resources on the web
“Negotiations and e-negotiations: management
and support” course (Kersten, 2002)
Electronic textbook, examples
Interactive negotiation assignments
E-learning program: “Yes! The On-Line
Negotiator” (Harvard Business School
Publishing)
Cases and related quizzes
Systems Analysis Laboratory
Helsinki University of Technology
e-Learning module contents
Basic concepts of
Game theory (descriptive)
Mathematical models of negotiation analysis
(prescriptive)
Examples
Prisoners’ dilemma
Problem of commons
Buyer – Seller negotiations
Joint Gains web software
Systems Analysis Laboratory
Helsinki University of Technology
Value Tree Analysis
e-Learning material structure
Theory
• HTML
pages
Quizzes
Cases
• for selfevaluation
• automatically
graded
• slide shows
• video clips
Assignments
• analytical
assignments
• software
assignments
Student
Evaluation
• Opinions
Online
• learning modules are collections of these
• motivation, detailed instructions, 2 to 6 hour sessions
Systems Analysis Laboratory
Helsinki University of Technology
Value Tree Analysis
Theory
Main concepts in brief
Colorful graphics
Systems Analysis Laboratory
Helsinki University of Technology
Introduction
Multiple criteria decision analysis
Game theory
Axiomatic bargaining
Negotiation analysis
Method of improving directions
Value Tree Analysis
Quizzes
• 4-6 questions per theory section
• the student is asked to
interpret graphs
Systems Analysis Laboratory
Helsinki University of Technology
Value Tree Analysis
Cases
Buyer
–
Seller
Negotiations
Theory
Intro
Assignments
• basics of a negotiation problem
• solving a negotiation problem interactively
• how to use Joint Gains
MCDA
Problem of Commons
• solving a negotiation problem by
value functions
Game Theory
Axiomatic Bargaining
Systems Analysis Laboratory
Helsinki University of Technology
Evaluation
Systems Analysis Laboratory
Helsinki University of Technology
Value Tree Analysis
Assignments
testing the knowledge on the subject,
learning by doing
Analytical assignments
• test theory knowledge
Software assignments
• negotiations with Joint Gains
Systems Analysis Laboratory
Helsinki University of Technology
Report templates for assignments
• Detailed instructions
• Available as MS Word document
and HTML
Systems Analysis Laboratory
Helsinki University of Technology
Introduction to game theory and
negotiation learning module
Systems Analysis Laboratory
Helsinki University of Technology
Negotiation Analysis
The module
Systems Analysis Laboratory
Helsinki University of Technology
Negotiation Analysis
The module
Systems Analysis Laboratory
Helsinki University of Technology
Joint Gains software
Intended for real life negotiations
Creates joint gains iteratively
User can create his own case on-line
2 to N negotiating parties
2 to M continuous decision variables
Linear inequality constraints
Parties can be distributed in the web
Systems Analysis Laboratory
Helsinki University of Technology
Joint Gains system architecture
Case Administrator
WWW Browser
SERVER
Mediator software
WWW Browser
WWW Browser
WWW Browser
...
Party 1
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Helsinki University of Technology
Party 2
Party N
Joint Gains case creation
Systems Analysis Laboratory
Helsinki University of Technology
Joint Gains session creation
Systems Analysis Laboratory
Helsinki University of Technology
Joint Gains negotiations
Phases of
the negotiation
On-line chat
Systems Analysis Laboratory
Helsinki University of Technology
Joint Gains negotiations
Negotiating
Viewing the results
Systems Analysis Laboratory
Helsinki University of Technology
Value Tree Analysis
Video clips
Videos illustrating the use
of Joint Gains:
• Creating a negotiation case
• Negotiating with Joint Gains
• Viewing the results
Systems Analysis Laboratory
Helsinki University of Technology
Student evaluation
Introduction to game theory and negotiation
learning module
One of 11 learning sessions in advanced web
course on mathematical modeling
Other learning sessions based on video lectures
Students worked unassisted in different
universities in Finland in one or two person
groups
9 groups and 13 students
Systems Analysis Laboratory
Helsinki University of Technology
Systems Analysis Laboratory
Helsinki University of Technology
Systems Analysis Laboratory
Helsinki University of Technology
Systems Analysis Laboratory
Helsinki University of Technology
Summary of student evaluation
Enjoyed the session even if this module
requires advanced skills
Willing to work in similar e-learning
environments in future
Willing to recommend their experiences
Were able to work independently without need
for personal guidance
Systems Analysis Laboratory
Helsinki University of Technology
Summary of student evaluation
Found the theory sections useful
Printed parts of the theory sections on paper
Did not consider self-evaluation a problem
Some difficulties with role playing in software
assignment
Systems Analysis Laboratory
Helsinki University of Technology
Conclusions
Helps users of the Joint Gains negotiation
support software
Lack of social interaction did not appear to be a
problem
Electronic media suitable for visualizations
Systems Analysis Laboratory
Helsinki University of Technology
Future
Testing negotiations via the web
Environmental policy problems
International negotiations
E-commerce
Systems Analysis Laboratory
Helsinki University of Technology
SAL e-learning resources in
decision making
Value Tree Analysis
Negotiation Analysis
Systems Analysis Laboratory
Helsinki University of Technology
Group Decisions and Voting
Uncertainty & Risk
Web sites
www.dm.hut.fi
Decision making resources at Systems Analysis Laboratory
Links to student evaluations
www.mcda.hut.fi
e-Learning in Multiple Criteria Decision Analysis
www.negotiation.hut.fi
e-Learning in Negotiation Analysis
www.decisionarium.hut.fi
Decision support tools and resources at Systems Analysis
Laboratory
Systems Analysis Laboratory
Helsinki University of Technology
Selected Joint Gains literature
Ehtamo, H. and R.P. Hämäläinen (2001). “Interactive Multiple-Criteria
Methods for Reaching Pareto Optimal Agreements in
Negotiations”. Group Decision and Negotiation, Vol. 10, 475-491.
Ehtamo, H., E. Kettunen and R.P. Hämäläinen (2001). “Searching for
Joint Gains in Multi-Party Negotiations”. European Journal of
Operational Research, Vol. 130, No. 1, 54-69.
Ehtamo, H., M. Verkama and R.P. Hämäläinen (1999). “How to Select
Fair Improving Directions in a Negotiation Model over Continuous
Issues”. IEEE Transactions on Systems Man and Cybernetics –
Part C: Applications and Reviews, Vol. 29, 26-33.
Hämäläinen, R.P., E. Kettunen, M. Marttunen and H. Ehtamo (2001).
“Evaluating a Framework for Multi-Stakeholder Decision Support
in Water Resources Management”. Group Decision and
Negotiation, Vol. 10, 331-353.
Systems Analysis Laboratory
Helsinki University of Technology