Systems Analysis Laboratory Helsinki University of Technology e-Learning Negotiation Analysis Harri Ehtamo Raimo P Hämäläinen Ville Koskinen Systems Analysis

Systems Analysis LaboratoryHelsinki University of Technology

e-Learning Negotiation Analysis

Harri EhtamoRaimo P Hämäläinen

Ville Koskinen



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


To whom

OR/MS students Negotiators and mediators

In preparations for web-based participation in real life negotiations

E-commerce applications Environmental decision making


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


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


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

Value Tree Analysis


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

Value Tree Analysis


Theory

Main concepts in brief Colorful graphics

IntroductionMultiple criteria decision analysisGame theoryAxiomatic bargainingNegotiation analysisMethod of improving directions


Value Tree Analysis


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

Value Tree Analysis


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


Value Tree Analysis


testing the knowledge on the subject, learning by doing

Analytical assignments• test theory knowledge

Software assignments• negotiations with Joint Gains


Assignments


Report templates for assignments

• Detailed instructions • Available as MS Word document and HTML

• Detailed instructions • Available as MS Word document and HTML


Introduction to game theory and negotiation learning module


The module

Negotiation Analysis


The module

Negotiation Analysis


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


Joint Gains system architecture

Case Administrator

Party NParty 2Party 1

World Wide Web

. . .WWW Browser WWW Browser WWW Browser

WWW Browser

Mediator softwareSERVER


Joint Gains case creation


Joint Gains session creation


Joint Gains negotiations

On-line chatOn-line chat

Phases of the negotiation

Phases of the negotiation


Joint Gains negotiations

NegotiatingNegotiating

Viewing the resultsViewing the results

Value Tree Analysis


Video clips

Videos illustrating the use of Joint Gains:

• Creating a negotiation case • Negotiating with Joint Gains• Viewing the results


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





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


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


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


Future

Testing negotiations via the web Environmental policy problems International negotiations E-commerce


SAL e-learning resources in decision making

Value Tree Analysis Group Decisions and Voting

Uncertainty & RiskNegotiation Analysis


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


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.

Documents

Systems Analysis Laboratory Helsinki University of Technology e-Learning Negotiation Analysis Harri Ehtamo Raimo P Hämäläinen Ville Koskinen Systems Analysis