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

2. 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

3. 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

4. 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

5. 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

6. 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

7. Systems Analysis Laboratory Helsinki University of Technology Value Tree Analysis e-Learning material structure Theory HTML pages learning modules are collections of these motivation, detailed instructions, 2 to 6 hour sessions Cases slide shows video clips Assignments analytical assignments software assignments Student Evaluation Opinions Online Quizzes for self- evaluation automatically graded

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

9. Systems Analysis Laboratory Helsinki University of Technology 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

10. Systems Analysis Laboratory Helsinki University of Technology Value Tree Analysis Evaluation Cases Assignments Theory 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

11. Systems Analysis Laboratory Helsinki University of Technology

12. Systems Analysis Laboratory Helsinki University of Technology Value Tree Analysis 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 Assignments

13. Systems Analysis Laboratory Helsinki 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

14. Systems Analysis Laboratory Helsinki University of Technology Introduction to game theory and negotiation learning module

15. Systems Analysis Laboratory Helsinki University of Technology The module Negotiation Analysis

16. Systems Analysis Laboratory Helsinki University of Technology The module Negotiation Analysis

17. 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

18. Systems Analysis Laboratory Helsinki University of Technology Joint Gains system architecture Case Administrator Party N Party 2 Party 1 World Wide Web... WWW Browser Mediator software SERVER

19. Systems Analysis Laboratory Helsinki University of Technology Joint Gains case creation

20. Systems Analysis Laboratory Helsinki University of Technology Joint Gains session creation

21. Systems Analysis Laboratory Helsinki University of Technology Joint Gains negotiations On-line chat Phases of the negotiation Phases of the negotiation

22. Systems Analysis Laboratory Helsinki University of Technology Joint Gains negotiations Negotiating Viewing the results

23. 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

24. 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

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26. Systems Analysis Laboratory Helsinki University of Technology

27. Systems Analysis Laboratory Helsinki University of Technology

28. 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

29. 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

30. 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

31. Systems Analysis Laboratory Helsinki University of Technology Future  Testing negotiations via the web  Environmental policy problems  International negotiations  E-commerce

32. Systems Analysis Laboratory Helsinki University of Technology SAL e-learning resources in decision making Value Tree AnalysisGroup Decisions and Voting Uncertainty & RiskNegotiation Analysis

33. Systems Analysis Laboratory Helsinki 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

34. 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.