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


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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
Systems Analysis Laboratory
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
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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