abstract: Clickers are a common part of many classrooms across universities. Despite the widespread use, education researchers disagree about how to best use these tools and about how they impact students. Prior work has shown possible differential impacts of clickers based on demographic indicators, such as age, gender, and ethnicity. To explore these topics a two-part project was designed. First, a literature review was completed focusing on past and current clicker practices and the research surrounding them. Second, original data, stratified by demographic characteristics, was collected on student perceptions of clickers. The literature review revealed that not all uses of clickers are created equal. Instructors in higher education first introduced clickers to enhance traditional pedagogies by simplifying common classroom tasks (e.g. grading, attendance, feedback collection). More recently, instructors pair clickers and novel pedagogies. A review of the identified benefits and drawbacks for students and instructors is provided for both approaches. Instructors can use different combinations of technological competency and pedagogical content knowledge that lead to four main outcomes. When instructors have both technological competency and pedagogical content knowledge, all the involved parties, students and instructors, benefit. When instructors have technological competency but lack pedagogical content knowledge, instructors are the main benefactors. When instructors have pedagogical content knowledge alone, students can benefit, but usefulness to the instructor decreases. When instructors have neither technological competency nor pedagogical content knowledge, no party benefits. Beyond these findings, recommendations are provided for future clicker research. Second, the review highlighted that clickers may have a differential impact on students of different demographic groups. To explore this dynamic, an original study on student views of clickers, which included demographic data, was conducted. The original study does not find significantly different enthusiasm for clickers by demographic group, unlike prior studies that explored some of these relationships. However, white students and male students are overrepresented in the group that does not enjoy clickers. This conclusion is supported by visual observations from the means of the demographic groups. Overall, based on the review of the literature and original research, if instructors pair clickers with validated pedagogies, and if researchers continue to study clicker classrooms, including which students like and benefit from clickers, clickers may continue to be a valuable educational technology. / Dissertation/Thesis / Masters Thesis Biology 2020

The aim of this study is to examine how teachers understand interactive methods in history education in secondary and upper secondary school. The study is based on learning theories by Lev Vygotskij, John Dewey and Jean Piaget on how different interactive teaching methods can enhance pupils’ literacy. The method used is a qualitative study which is analyzed inductively through thematic strategy. The findings show how teachers perceive the usefulness in interactive methods and its role in improving literacy in historical concepts.

This project is a case study conducted at Ericsson where a new type of learning activity has been tested. The reason for conducting this study is that Ericsson together with other companies within the technology field faces a significant challenge to acquire knowledge fast enough to keep up with new trends and technological developments. The main research questions in this study are how the participants experience these learning activities and what the most important factors are for successful learning within this context. Further, it is investigated how these learning activities are affected when they are scaled from one to many locations with interactive video conferencing rooms. Data were collected in a four-month period, and the data consisted of qualitative interviews, observations, questionnaires and impressions perceived during the time spent in Ericsson’s office. Given this collected data, the direction of the study changed during the study’s duration, since new questions arose that needed to be answered. The results indicate that the interaction changes when video conferencing tools are used, the number of interaction decreases; however, there are indications that the quality of content increases. The participants believe that interaction is an essential part of learning, and to create a safe environment for having discussions and for asking questions. Further, motivation and expectations seem to be crucial factors for successful learning activities. The analysis of these results implies that clear information, planning and a high level of structure in the implementation is required for a truly interactive learning environment to exist, in particular, if more than one location is participating. To make it possible for the participants to prior their personal development, it seems to help them to set the right expectations in prior is important. Furthermore, the social aspect regarding relations and the possibility to build personal networks seems to become the ground for motivation and attitude when it comes to participating. In conclusion, the studied activity of interactive learning seems to be a way forward for Ericsson to face technical development and new trends in the market since this is a way of creating awareness and giving a broader perspective. This activity can, with support from the theoretical perspectives, be seen as a starting point for learning, where the process for each continues afterwards. For Ericsson to continue to develop this interactive learning activity, recommendations are given at the end of this report for further improvements. / Detta är en fallstudie genomförd på Ericsson där en ny typ av lärandeaktivitet har undersökts. Anledningen till att dessa tester görs är att Ericsson och andra teknikföretag står inför en stor utmaning att kunna lära sig nya områden i samma takt som nya trender kommer och tekniken utvecklas. Huvudfrågorna i denna studie är hur deltagarna upplever det lärandekoncept som testats, samt vilka framgångsfaktorerna är och vad som händer med interaktionen när konceptet skalas upp med hjälp utav interaktiva videokonferensrum. Datainsamling gjordes löpande under fyra månaders tid och bestod utav kvalitativa intervjuer, observationer, frågeformulär och allmänna observationer och intryck under tidens gång på Ericsson. Utifrån insamlade data ändrades studiens riktning under arbetets gång för att besvara nya frågor som dykt upp. Resultaten visar på att interaktionen förändras när videokonferensverktyg används, och att mängden interaktion minskar men att kvalitén på innehållet i interaktionen kan öka. Deltagarna anser att interaktionen är en viktig del i lärandet, samt att det är ett tryggt klimat för att diskutera och ställa frågor. Motivation och förväntningar anses också vara viktiga faktorer. Analys visar på att det krävs tydlig information, planering och struktur i genomförandet för att ett interaktivt lärandeklimat ska kunna existera, särskilt när flera rum är sammankopplade. För att deltagare ska kunna prioritera sitt lärande tycks förväntningar vara centrala, och det är upp till organisatörerna att hjälpa deltagarna sätta rätt förväntningar. Den sociala aspekten gällande relationer och möjligheten att bygga kontaktnätverk verkar ligga till grund för motivation och attityd vad gäller deltagande. Sammanfattningsvis verkar denna typ av interaktiva lärandeaktiviteter vara ett sätt för Ericsson att möta den tekniska utvecklingen och de nya trender som de har framför sig, då det bidrar till förståelse och ett bredare perspektiv. Dessa aktiviteter kan, med stöd från de teoretiska perspektiven, ses som en startpunkt för lärande där processen hos varje individ fortsätter även efteråt. För att i framtiden fortsätta arbetet med att förbättra dessa lärandeaktiviteter avslutas denna rapport med ett antal rekommendationer för fortsatt utveckling.

Due to the rapid proliferation of the World Wide Web (WWW) in recent years, many educators are now seeking to improve the effectiveness of their instruction by providing interactive, web-based course material to their students. The purpose of this thesis is to document a set of eight online learning modules created to improve the effectiveness of learning the fundamentals of Computer Science. The modules are as follows: • <A HREF="http://courses.cs.vt.edu/csonline/Algorithms/Lessons/index.html">Algorithms</A> - Definition and specification of algorithms, with a comparison and analysis of several sorting algorithms as examples. • <A HREF="http://courses.cs.vt.edu/csonline/AI/Lessons/index.html">Artificial Intelligence</A> - Overview of current applications in this discipline. • <A HREF="http://courses.cs.vt.edu/csonline/DataStructures/Lessons/index.html">Data Structures</A> - Explanation of basic data structures, including an introduction to computer memory and pointers, and a comparison of logical and physical representations of commonly used data structures. • <A HREF="http://courses.cs.vt.edu/csonline/MachineArchitecture/Lessons/index.html">Machine Architecture</A> - Explanation of data storage, gates and circuits, and the central processing unit. • <A HREF="http://courses.cs.vt.edu/csonline/NumberSystems/Lessons/index.html">Number Systems</A> - Discussion of number representation and arithmetic in number systems other than the decimal number system, with a focus on binary numbers and binary arithmetic. • <A HREF="http://courses.cs.vt.edu/csonline/OS/Lessons/index.html">Operating Systems</A> - Explanation of the purpose of operating systems and the major components that make up an operating system. • <A HREF="http://courses.cs.vt.edu/csonline/ProgrammingLanguages/Lessons/index.html">Programming Languages</A> - Explanation of the fundamental concepts in procedural programming languages. • <A HREF="http://courses.cs.vt.edu/csonline/SE/Lessons/index.html">Software Engineering</A> - Introduction to software life cycle models and an overview of the procedural and object-oriented paradigms. Each module consists of a set of lessons and review questions written in HyperText Markup Language (HTML). Embedded in these pages are various interactive components implemented as Flash animations or Java applets. The modules currently reside on the Computer Science courseware server of Virginia Polytechnic Institute and State University (Virginia Tech) and can be viewed at the following WWW site: <A HREF="http://courses.cs.vt.edu/csonline/index.html">http://courses.cs.vt.edu/csonline/</A> / Master of Science

Un robot autonome collaborant avec des humains doit être capable d'apprendre à se déplacer et à manipuler des objets dans la même tâche. Dans une approche classique, on considère des modules fonctionnels indépendants gérant les différents aspects de la tâche (navigation, contrôle du bras...). A l'opposé, l'objectif de cette thèse est de montrer que l'apprentissage de tâches de natures différentes peut être abordé comme un problème d'apprentissage d'attracteurs sensorimoteurs à partir d'un petit nombre de structures non spécifiques à une tâche donnée. Nous avons donc proposé une architecture qui permet l'apprentissage et l'encodage d'attracteurs pour réaliser aussi bien des tâches de navigation que de contrôle d'un bras.Comme point de départ, nous nous sommes appuyés sur un modèle inspiré des cellules de lieu pour la navigation d'un robot autonome. Des apprentissages en ligne et interactifs de couples lieu/action sont suffisants pour faire émerger des bassins d'attraction permettant à un robot autonome de suivre une trajectoire. En interagissant avec le robot, on peut corriger ou orienter son comportement. Les corrections successives et leur encodage sensorimoteur permettent de définir le bassin d'attraction de la trajectoire. Ma première contribution a été d'étendre ce principe de construction d'attracteurs sensorimoteurs à un contrôle en impédance pour un bras robotique. Lors du maintien d'une posture proprioceptive, les mouvements du bras peuvent être corrigés par une modification en-ligne des commandes motrices exprimées sous la forme d'activations musculaires. Les attracteurs moteurs résultent alors des associations simples entre l'information proprioceptive du bras et ces commandes motrices. Dans un second temps, j'ai montré que le robot pouvait apprendre des attracteursvisuo-moteurs en combinant les informations proprioceptives et visuelles. Le contrôle visuo-moteur correspond à un homéostat qui essaie de maintenir un équilibre entre ces deux informations. Dans le cas d'une information visuelle ambiguë, le robot peut percevoir un stimulus externe (e.g. la main d'un humain) comme étant sa propre pince. Suivant le principe d'homéostasie, le robot agira pour réduire l'incohérence entre cette information externe et son information proprioceptive. Il exhibera alors un comportement d'imitation immédiate des gestes observés. Ce mécanisme d'homéostasie, complété par une mémoire des séquences observées et l'inhibition des actions durant l'observation, permet au robot de réaliser des imitations différées et d'apprendre par observation. Pour des tâches plus complexes, nous avons aussi montré que l'apprentissage de transitions peut servir de support pour l'apprentissage de séquences de gestes, comme c'était le cas pour l'apprentissage de cartes cognitives en navigation. L'utilisation de contextes motivationnels permet alors le choix entre les différentes séquences apprises.Nous avons ensuite abordé le problème de l'intégration dans une même architecture de comportements impliquant une navigation visuomotrice et le contrôle d'un bras robotique pour la préhension d'objets. La difficulté est de pouvoir synchroniser les différentes actions afin que le robot agisse de manière cohérente. Les comportements erronés du robot sont détectés grâce à l'évaluation des actions proposées par le modèle vis à vis des corrections imposées par le professeur humain. Un apprentissage de ces situations sous la forme de contextes multimodaux modulant la sélection d'action permet alors d'adapter le comportement afin que le robot reproduise la tâche désirée.Pour finir, nous présentons les perspectives de ce travail en terme de contrôle sensorimoteur, pour la navigation comme pour le contrôle d'un bras robotique, et son extension aux questions d'interface homme/robot. Nous insistons sur le fait que différents types d'imitation peuvent être le fruit des propriétés émergentes d'une architecture de contrôle sensorimotrice. / An autonomous robot collaborating with humans should be able to learn how to navigate and manipulate objects in the same task. In a classical approach, independent functional modules are considered to manage the different aspects of the task (navigation, arm control,...) . To the contrary, the goal of this thesis is to show that learning tasks of different kinds can be tackled by learning sensorimotor attractors from a few task nonspecific structures. We thus proposed an architecture which can learn and encode attractors to perform navigation tasks as well as arm control.We started by considering a model inspired from place-cells for navigation of autonomous robots. On-line and interactive learning of place-action couples can let attraction basins emerge, allowing an autonomous robot to follow a trajectory. The robot behavior can be corrected and guided by interacting with it. The successive corrections and their sensorimotor coding enables to define the attraction basin of the trajectory. My first contribution was to adapt this principle of sensorimotor attractor building for the impedance control of a robot arm. While a proprioceptive posture is maintained, the arm movements can be corrected by modifying on-line the motor command expressed as muscular activations. The resulting motor attractors are simple associations between the proprioceptive information of the arm and these motor commands. I then showed that the robot could learn visuomotor attractors by combining the proprioceptive and visual information with the motor attractors. The visuomotor control corresponds to a homeostatic system trying to maintain an equilibrium between the two kinds of information. In the case of ambiguous visual information, the robot may perceive an external stimulus (e.g. a human hand) as its own hand. According to the principle of homeostasis, the robot will act to reduce the incoherence between this external information and its proprioceptive information. It then displays a behavior of immediately observed gestures imitation. This mechanism of homeostasis, completed by a memory of the observed sequences and action inhibition capability during the observation phase, enables a robot to perform deferred imitation and learn by observation. In the case of more complex tasks, we also showed that learning transitions can be the basis for learning sequences of gestures, like in the case of cognitive map learning in navigation. The use of motivational contexts then enables to choose between different learned sequences.We then addressed the issue of integrating in the same architecture behaviors involving visuomotor navigation and robotic arm control to grab objects. The difficulty is to be able to synchronize the different actions so the robot act coherently. Erroneous behaviors of the robot are detected by evaluating the actions predicted by the model with respect to corrections forced by the human teacher. These situations can be learned as multimodal contexts modulating the action selection process in order to adapt the behavior so the robot reproduces the desired task.Finally, we will present the perspectives of this work in terms of sensorimotor control, for both navigation and robotic arm control, and its link to human robot interface issues. We will also insist on the fact that different kinds of imitation behavior can result from the emergent properties of a sensorimotor control architecture.

Il y a actuellement des efforts pour faire opérer des robots dans des environnements complexes, non bornés, évoluant en permanence, au milieu ou même en coopération avec des humains. Leurs tâches peuvent être de types variés, hiérarchiques, et peuvent subir des changements radicaux ou même être créées après le déploiement du robot. Ainsi, ces robots doivent être capable d'apprendre en continu de nouvelles compétences, dans un espace non-borné, stochastique et à haute dimensionnalité. Ce type d'environnement ne peut pas être exploré en totalité, le robot va devoir organiser son exploration et décider ce qui est le plus important à apprendre ainsi que la méthode d'apprentissage. Ceci devient encore plus difficile lorsque le robot est face à des tâches à complexités variables, demandant soit une action simple ou une séquence d'actions pour être réalisées. Nous avons développé une infrastructure algorithmique d'apprentissage stratégique intrinsèquement motivé, appelée Socially Guided Intrinsic Motivation for Sequences of Actions through Hierarchical Tasks (SGIM-SAHT), apprenant la relation entre ses actions et leurs conséquences sur l'environnement. Elle organise son apprentissage, en décidant activement sur quelle tâche se concentrer, et quelle stratégie employer entre autonomes et interactives. Afin d'apprendre des tâches hiérarchiques, une architecture algorithmique appelée procédures fut développée pour découvrir et exploiter la hiérarchie des tâches, afin de combiner des compétences en fonction des tâches. L'utilisation de séquences d'actions a permis à cette architecture d'apprentissage d'adapter la complexité de ses actions à celle de la tâche étudiée. / Efforts are made to make robots operate more and more in complex unbounded ever-changing environments, alongside or even in cooperation with humans. Their tasks can be of various kinds, can be hierarchically organized, and can also change dramatically or be created, after the robot deployment. Therefore, those robots must be able to continuously learn new skills, in an unbounded, stochastic and high-dimensional space. Such environment is impossible to be completely explored during the robot's lifetime, therefore it must be able to organize its exploration and decide what is more important to learn and how to learn it, using metrics such as intrinsic motivation guiding it towards the most interesting tasks and strategies. This becomes an even bigger challenge, when the robot is faced with tasks of various complexity, some requiring a simple action to be achieved, other needing a sequence of actions to be performed. We developed a strategic intrinsically motivated learning architecture, called Socially Guided Intrinsic Motivation for Sequences of Actions through Hierarchical Tasks (SGIM-SAHT), able to learn the mapping between its actions and their outcomes on the environment. This architecture, is capable to organize its learning process, by deciding which outcome to focus on, and which strategy to use among autonomous and interactive ones. For learning hierarchical set of tasks, the architecture was provided with a framework, called procedure framework, to discover and exploit the task hierarchy and combine skills together in a task-oriented way. The use of sequences of actions enabled such a learner to adapt the complexity of its actions to that of the task at hand.

資訊科技對學習引發了全面性的變革，網路無遠弗屆、快速便利的特性，更使得網路學習、線上學習、數位學習等利用網路與資訊科技的結合的學習方式為大家所重視。未來邁入知識經濟後，人們更需要不斷的學習來提昇自己的競爭力，透過學習獲取知識。資訊科技與網路的結合，為數位學習帶來許多的優勢與好處，但是雖然數位學習的網站很多，大多數仍無法達到如傳統學習的學習效果，學習者通常瀏覽過一兩次後，便失去學習的興趣，因此數位學習系統仍缺乏整合性的規劃與開發。 　　目前網路上許多的數位學習系統提供的互動機制不足，學習者缺乏人際互動的工具與活動，除此之外，許多互動工具無法得到參與學習的使用者之青睞，學習者甚少使用，如同虛設。因此本篇論文企圖設計出一套整合性與互動的數位學習之設計，解決目前網路學習在互動中所遭遇的瓶頸。 　　本研究從適性學習(Adaptive Learning)、合作學習(Collaborative and Cooperative Learning)與建構學習(Constructive Learning)三方面進行設計，互動機制可以達到此三個目的，進一步讓系統可以支援達成合作學習與建構學習的活動設計。 / Information technology and Internet technology have brought the revolution of learning, training and education. The knowledge economy in the 21st century has made the knowledge become the most important critical success factor. We must continuously learn in order to maintain the competitive advantage. Many corporations and educational institutions have developed their own e-Learning web sites. Because the lack of adequate interactive mechanisms, most of them cannot provide the efficient and effective learning results. Our research aims to develop an interaction-centric e-Learning design and implementation. Based on the adaptive learning, collaborative and cooperative learning, constructive learning concepts, we design an integrated interaction-centric model to develop a set of toolbox to enhance the interactive activities of e-Learning.

This dissertation presents the design and development of an agent-based interactive learning environment based on the Mathema Model. Such model adopts a problem-based learning approach as a pedagogical method that is achieved in an interaction environment that is populated by software and human agents (students and teachers), working together in favour of the human learners. This interaction occurs aiming at helping human learners to solve problems into given knowledge domain. This model aims to help learners during several phases involved in the build solution process, including the problem analysis. With this sense, the interaction between three agent categories was modeled: human learner agent, teacher and artificial tutoring agent. This work proposes a platform for building agent-based interactive learning environments, supporting as framework to developers/software engineers as authoring to non developers users like teachers and knowledge engineers. In addition, the platform has collaborative tools, an ontology-based infrastructure and an agent society that help at the domain modeling and problem solving process (through artificial intelligence techniques). It was conducted two case studies (at legal domain and health domain) and an initial investment at mathematical domain that demonstrate that the proposed platform is feasible. / Coordenação de Aperfeiçoamento de Pessoal de Nível Superior / O presente trabalho aborda a concepção e desenvolvimento de ambientes interativos de aprendizagem (AIAs) baseados em agentes, mais especificamente, seguindo o modelo de arquitetura multiagente do Mathema. Tal modelo é definido com base em uma estratégia de aprendizagem baseada em problemas, disposta em um cenário onde agentes artificiais e humanos (alunos e professores) interagem com vistas a ajudar aprendizes humanos a resolver problemas em um determinado domínio de conhecimento. Nesse sentido, esse modelo propõe-se a ajudar os aprendizes durante as várias fases para a construção de uma solução, incluindo a análise do problema. Para tanto, modelou-se três categorias de interações: o agente aprendiz humano, o professor e o agente tutor artificial. Neste trabalho, propõe-se uma plataforma para construção de ambientes interativos de aprendizagem baseados em Agentes, dando suporte tanto de um framework, para os engenheiros de software/desenvolvedores, quanto de um sistema de autoria para os usuários não programadores poderem configurar o domínio de ensino. Além disso, tal plataforma possui ferramentas de colaboração, infraestrutura baseada em ontologia e uma sociedade de agentes que auxiliam na modelagem do domínio e resolução de problemas (através de técnicas de Inteligência Artificial). A fim de experimentar e validar a plataforma proposta foram desenvolvidos dois estudos de casos, um na área de direito e o outro em medicina, além de ter sido iniciado um investimento em matemática.

This work proposes an Interactive Learning Environment oriented to the Fraction domain. It offers support to both student and teacher. In favour of the student the environment offers software agents that implements a distributed problem solver yielding respective explanations and an appraiser of solutions, and an evaluator module to evaluate the solution of the student. The system also provides the student with adequate feedback concerning his solution. The teachers have support in the environment construction by means of tools to make the news problems and accept the problems of the environment. The environment was designed in accordance with the conceptual model of the MATHEMA and ForBILE, adopting the Problem Based Learning - PBL as a pedagogical methodology. The system uses some functionalities common of classic STI, having been implemented using the Java technology. A preliminary experiment of the environment indicates some pedagogical quality, as well as its acceptance by the students. / Fundação de Amparo a Pesquisa do Estado de Alagoas / Neste trabalho é proposto um ambiente interativo de aprendizagem no domínio de fração, oferecendo ferramentas ao estudante e ao professor. Para o estudante, o ambiente fornece agentes de software que implementam de forma distribuída um resolvedor de problemas e um avaliador de soluções, permitindo tanto avaliar a solução proposta pelo estudante, quanto resolver problemas colocados pelo estudante, além de oferecer suporte pedagógico durante o processo de solução de problemas. Já o professor possui suporte na construção de ambientes específicos, tendo a sua disposição ferramentas para definir um espaço de problemas ou aceitar os problemas já contidos no ambiente. O ambiente foi projetado de acordo com o modelo conceitual do MATHEMA e do arcabouço ForBile, adotando a Aprendizagem Baseada em Problemas-PBL como abordagem pedagógica. O sistema faz uso de algumas funcionalidades comuns aos STI s clássicos, tendo sido implementado usando a tecnologia Java. Foi realizado um experimento com o protótipo desenvolvido e os primeiros resultados dão indícios quanto à qualidade pedagógica do ambiente proposto, assim como a sua aceitação pelos estudantes.

Teaching model of the Police Negotiation Process Based on Petri Nets is a study that aims to help the teaching process of strategic negotiation in critical situations involving hostages, allowing the improvement of the Military Police of the State of Alagoas in non-routine police reports. Two types of research were used in the methodology construction of this study: literature research through printed and electronic sources, as well as field research, questionnaires and interviews with military policemen working at the Center of Crisis Management, Human Rights and Community Police (CGCDHPC) in the State of Alagoas. Initially, it discussed the Learning Environment, focusing them as a support system to the learning process. Strategies of persuasion are formally defined in order to be applied in the police negotiation process. We understood the process of strategic negotiation in situations where hostages are involved. We studied different teaching models of the strategic negotiation process. At the end of the study the following results were achieved: proposal for a working model of the persuasion techniques, propose an organizational model of strategic negotiation process and formalization of the model of negotiation process where hostages are involved, based on Petri Nets. / Modelo de Ensino do Processo de Negociação Policial Baseado em Redes de Petri é um estudo que tem como meta auxiliar o ensino do processo de negociação estratégica em situações críticas envolvendo reféns, permitindo o aprimoramento de Policiais Militares do Estado de Alagoas em ocorrências policiais não rotineiras. Na construção metodológica desse estudo foram adotados dois tipos de pesquisas: a pesquisa bibliográfica, mediante fontes impressas e fontes eletrônicas, e a pesquisa de campo, questionários e entrevistas com Policiais Militares lotados no Centro de Gerenciamento de Crise, Direitos Humanos e Polícia Comunitária (CGCDHPC) do Estado de Alagoas. Inicialmente, abordam-se os Ambientes de Aprendizagem, enfocando esses como um sistema de apoio em aprendizagem. Definem-se formalmente estratégias de persuasão com a finalidade de aplicá-las no processo de negociação policial. Compreende-se o processo de negociação estratégica em situações envolvendo reféns. Estudam-se os diversos modelos de ensino do processo de negociação estratégica. Ao final da pesquisa foram alcançados os seguintes resultados: proposta de um modelo de funcionamento das técnicas de persuasão, proposta de um modelo organizacional do processo de negociação estratégica e formalização do modelo do processo de negociação, envolvendo reféns, baseado em Redes de Petri.