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Systems Analysis LaboratoryHelsinki University of Technology
e-Learning Negotiation Analysis
Harri EhtamoRaimo P Hämäläinen
Ville Koskinen
Systems Analysis LaboratoryHelsinki University of Technology
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Systems Analysis LaboratoryHelsinki 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
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Systems Analysis LaboratoryHelsinki 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
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Systems Analysis LaboratoryHelsinki 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
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Systems Analysis LaboratoryHelsinki 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
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Systems Analysis LaboratoryHelsinki 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
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Value Tree Analysis
Systems Analysis LaboratoryHelsinki University of Technology
e-Learning material structure
Theory• HTML pages
Theory• HTML pages
• learning modules are collections of these• motivation, detailed instructions, 2 to 6 hour sessions
Cases• slide shows
• video clips
Cases• slide shows
• video clips
Assignments• analytical
assignments
• software
assignments
Assignments• analytical
assignments
• software
assignments
Student Evaluation • Opinions Online
Student Evaluation • Opinions Online
Quizzes• for self-
evaluation
• automatically
graded
Quizzes• for self-
evaluation
• automatically
graded
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Value Tree Analysis
Systems Analysis LaboratoryHelsinki University of Technology
Theory
Main concepts in brief Colorful graphics
IntroductionMultiple criteria decision analysisGame theoryAxiomatic bargainingNegotiation analysisMethod of improving directions
Systems Analysis LaboratoryHelsinki University of Technology
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Value Tree Analysis
Systems Analysis LaboratoryHelsinki University of Technology
Quizzes
• 4-6 questions per theory section• the student is asked to interpret graphs
• 4-6 questions per theory section• the student is asked to interpret graphs
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Value Tree Analysis
Systems Analysis LaboratoryHelsinki University of Technology
Evaluation
Cases
AssignmentsTheory
Intro
MCDA
Game Theory
Axiomatic Bargaining
Buyer – Seller Negotiations• basics of a negotiation problem• solving a negotiation problem interactively• how to use Joint Gains
Problem of Commons• solving a negotiation problem by value functions
Buyer – Seller Negotiations• basics of a negotiation problem• solving a negotiation problem interactively• how to use Joint Gains
Problem of Commons• solving a negotiation problem by value functions
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Systems Analysis LaboratoryHelsinki University of Technology
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Value Tree Analysis
Systems Analysis LaboratoryHelsinki University of Technology
testing the knowledge on the subject, learning by doing
Analytical assignments• test theory knowledge
Software assignments• negotiations with Joint Gains
Systems Analysis LaboratoryHelsinki University of Technology
Assignments
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Systems Analysis LaboratoryHelsinki University of Technology
Report templates for assignments
• Detailed instructions • Available as MS Word document and HTML
• Detailed instructions • Available as MS Word document and HTML
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Systems Analysis LaboratoryHelsinki University of Technology
Introduction to game theory and negotiation learning module
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Systems Analysis LaboratoryHelsinki University of Technology
The module
Negotiation Analysis
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Systems Analysis LaboratoryHelsinki University of Technology
The module
Negotiation Analysis
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Systems Analysis LaboratoryHelsinki 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
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Systems Analysis LaboratoryHelsinki University of Technology
Joint Gains system architecture
Case Administrator
Party NParty 2Party 1
World Wide Web
. . .WWW Browser WWW Browser WWW Browser
WWW Browser
Mediator softwareSERVER
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Systems Analysis LaboratoryHelsinki University of Technology
Joint Gains case creation
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Systems Analysis LaboratoryHelsinki University of Technology
Joint Gains session creation
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Systems Analysis LaboratoryHelsinki University of Technology
Joint Gains negotiations
On-line chatOn-line chat
Phases of the negotiation
Phases of the negotiation
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Systems Analysis LaboratoryHelsinki University of Technology
Joint Gains negotiations
NegotiatingNegotiating
Viewing the resultsViewing the results
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Value Tree Analysis
Systems Analysis LaboratoryHelsinki University of Technology
Video clips
Videos illustrating the use of Joint Gains:
• Creating a negotiation case • Negotiating with Joint Gains• Viewing the results
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Systems Analysis LaboratoryHelsinki 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
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Systems Analysis LaboratoryHelsinki University of Technology
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Systems Analysis LaboratoryHelsinki University of Technology
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Systems Analysis LaboratoryHelsinki University of Technology
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Systems Analysis LaboratoryHelsinki 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
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Systems Analysis LaboratoryHelsinki 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
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Systems Analysis LaboratoryHelsinki 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
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Systems Analysis LaboratoryHelsinki University of Technology
Future
Testing negotiations via the web Environmental policy problems International negotiations E-commerce
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Systems Analysis LaboratoryHelsinki University of Technology
SAL e-learning resources in decision making
Value Tree Analysis Group Decisions and Voting
Uncertainty & RiskNegotiation Analysis
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Systems Analysis LaboratoryHelsinki University of Technology
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
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Systems Analysis LaboratoryHelsinki 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.