Case | HBS Case Collection | February 2011 (Revised January 2013)

Fairstar Heavy Transport (A)

by Guhan Subramanian and Rhea Ghosh

Abstract

In 2009, the small heavy marine transport company Fairstar entered into bidding on one of the largest contracts in the history of the industry. The case chronicles the company's year-long tendering process, leading up to a final make-or-break meeting.

Keywords: Negotiation Process; Decision Making; Contracts; Transportation Industry; Shipping Industry;

Citation:

Subramanian, Guhan, and Rhea Ghosh. "Fairstar Heavy Transport (A)." Harvard Business School Case 911-036, February 2011. (Revised January 2013.)