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The government and the truck drivers have to resolve three issues:
the maximum number of hours the drivers can legally drive per day,
whether or not the government will introduce a special fuel tax and
whether or not charges will be made against ten drivers who have been arrested during the dispute.
The objective of this case study is to apply multiattribute value analysis to a negotiation problem involving two parties and several issues so that a deal which is to the mutual benefit of both parties can be reached.
It is advisable to use a spreadsheet to calculate the values to each party of each of the 24 possible deals.
Your excel spreadsheet will show which deal is the most favorable to all parties. This involves:
Allowing the truckers to drive for a maximum of 9 hours.
Introducing the fuel tax
Bringing no charges against the arrested drivers.
Apply decision analysis to the truck drivers’ negotiation problem and advise the participants on their decision problem. Clearly state any assumptions you have made.
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