e-Learning Negotiation Analysis

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

2. 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

3. To whom • OR/MS students • Negotiators and mediators • In preparations for web-based participation in real life negotiations • E-commerce applications • Environmental decision making

4. 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

5. 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

6. 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

7. Value Tree Analysis e-Learning material structure • Theory • HTML • pages • Quizzes • for self- • evaluation • automatically • graded • Cases • 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

8. Introduction Multiple criteria decision analysis Game theory Axiomatic bargaining Negotiation analysis Method of improving directions Value Tree Analysis Theory • Main concepts in brief • Colorful graphics Systems Analysis Laboratory Helsinki University of Technology

9. Value Tree Analysis Quizzes • 4-6 questions per theory section • the student is asked to • interpret graphs

10. Value Tree Analysis Cases • 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 Theory Evaluation Assignments Intro MCDA Game Theory Axiomatic Bargaining

12. 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

13. Report templates for assignments • Detailed instructions • Available as MS Word document • and HTML

14. Introduction to game theory and negotiation learning module

15. Negotiation Analysis The module

16. Negotiation Analysis The module

17. 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

18. WWW Browser SERVER Mediator software WWW Browser WWW Browser WWW Browser Joint Gains system architecture Case Administrator World Wide Web . . . Party 1 Party N Party 2

19. Joint Gains case creation

20. Joint Gains session creation

21. Joint Gains negotiations Phases of the negotiation On-line chat

22. Joint Gains negotiations Negotiating Viewing the results

23. Videos illustrating the use of Joint Gains: • Creating a negotiation case • Negotiating with Joint Gains • Viewing the results Value Tree Analysis Video clips

24. 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

28. 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

29. 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

30. 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

31. Future • Testing negotiations via the web • Environmental policy problems • International negotiations • E-commerce

32. SAL e-learning resources in decision making Value Tree Analysis Group Decisions and Voting Negotiation Analysis Uncertainty & Risk

33. 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

34. 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.