English   Danish

2015/2016  KAN-CIBCV1502U  Quantifying human interaction in negotiation - CANCELLED

English Title
Quantifying human interaction in negotiation - CANCELLED

Course information
Language English
Course ECTS 7.5 ECTS
Type Elective
Level Full Degree Master
Duration One Semester
Start time of the course Autumn, Spring
Timetable Course schedule will be posted at calendar.cbs.dk
Max. participants 35
Study board
Study Board for Master of Arts (MA) in International Business Communication in English
Course coordinator
  • Michael Carl - Department of International Business Communication (IBC)
In collaboration with Richard Cox http://about.me/richcox
Main academic disciplines
  • Human resource management
  • Communication
  • Statistics and quantitative methods
Last updated on 23-03-2015
Learning objectives
To achieve the grade 12, students should meet the following learning objectives with no or only minor mistakes or errors:
  • Construct and deliver a well-developed and conclusive presentation of an intercultural negotiation problem
  • Analyze and describe peer group performance using and evaluating tracking technologies
  • Understand how to deploy multi-modal monitoring technologies, video, eye-trackers, keyboard logging for user tracking
  • Quantify behavioral patterns; use statistical methods to correlate evaluation metrics and behavioral data
Prerequisites for registering for the exam
Number of mandatory activities: 3
Requirements about active class participation (assessed approved/not approved)
1. participation in group performance
2. written mid-term assignment (max 10 pages)
3. filling in multiple choice questionnaires
Examination
Quantifying human interaction in negotiation:
Exam ECTS 7,5
Examination form Home assignment - written product
Individual or group exam Group exam, max. 4 students in the group
Size of written product Max. 10 pages
exam home assignment is based on the written mid-term assignment
Assignment type Written assignment
Duration Written product to be submitted on specified date and time.
Grading scale 7-step scale
Examiner(s) One internal examiner
Exam period Winter and Spring
Make-up exam/re-exam
Same examination form as the ordinary exam
Course content and structure

Our professional and private environments are increasingly equipped with multi-modal sensors, potentially tracking and recording every possible motion and utterance in our physical and virtual lives. Sensor output is accumulated in Big Data repositories, the exploitation of which leads to novel business opportunities, but also to unprecedented control and surveillance possibilities.

 

In this course we will self-experiment various kinds of monitoring and tracking technologies - video, voice, keyboard, eye-tracking. We will quantify human interaction by assessing the evaluation of the sensor signals with our own and peer experience, on different levels of abstraction.

 

Students will be assigned to groups on the first day of class and asked to elaborate and present a negotiation challenge under the guidance of an experienced improvisation teacher. We analyze and discuss these presentations on various levels of abstraction: video recordings of our negotiation performances lead to qualitative assessment of peer performance. In a written assignment students will evaluate peer group performance, and multiple choice questionnaires are used to produce nominal values. We will use statistical methods to analyze and correlate behavioral patterns with the student’s evaluation reports.

 

Students are presented with a comprehensive overview of various tracking technologies, video, voice, keyboard, eye-gaze and their methods of deployment and evaluation. We will learn voice and improvisation techniques as well as statistical tools to analyze our own generated data and reflect on the relation of the statistical findings and the experienced performance. We will discuss ethical and business challenges of big data analysis.
Teaching methods
A characteristic of this course is its use of methods from improvisation theater to enhance students’ self-awareness with respect to their own creativity and performance, and the usage of non-invasive monitor technologies to record behavioral patterns. Students must develop a 5 minutes presentation of a negotiation problem, assess peer performances as a mandatory mid-term assignment, and deploy statistical methods to evaluate and correlate their assessments.
Expected literature

Howard Raiffa with John Richardson and David Metcalfe, Negotiation Analysis, Cambridge, MA: Belknap, 2002

 

William Ury, Getting Past No: Negotiating Your Way from Confrontation to Cooperation, revised second edition, Bantam, January 1, 1993, trade paperback,

 

Ryan Madson, Patricia. 2005. "Improv Wisdom: Don't Prepare, Just Show Up" New York: Bell Tower.

 

Povinelli, Daniel J. "On the possibilities of detecting intentions prior to understanding them ". In B. Malle, D. Baldwin, & L. Moses (eds.), Intentions and Intentionality: Foundations of Social Cognition. MIT Press 2001.

 

Witzner Hansen, Dan; Qiang Ji (March 2010). "In the Eye of the Beholder: A Survey of Models for Eyes and Gaze". IEEE Trans. Pattern Anal. Mach. Intell.32 (3): 478–500.

Andrew Duchowski: Eye Tracking Methodology. Theory and Practice. 2nd Edition. Springer, London 2007

 

Statistical analysis with excel:

https://www.youtube.com/watch?v=zEXK6M93lb8

http://www.gifted.uconn.edu/siegle/research/correlation/excel.htm

http://www.excel-easy.com/examples/correlation.html

 
Last updated on 23-03-2015