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Fairstar Heavy Transport

By: Guhan Subramanian and Charlotte Krontiris
  • Format:Print
  • | Language:English
  • | Pages:5
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Abstract

This case traces the efforts of Fairstar Heavy Transport, a heavy marine transportation company, to secure a contract associated with the development of the Greater Gorgon gas fields off the coast of Australia. It examines Fairstar's approach to a highly regimented bidding process, focusing on the interplay between the company's bid and its long-term position in a changing competitive landscape. In (B) and (C) sequels, the case reviews Fairstar CEO Philip Adkins's strategy in final price negotiations.

Keywords

Fairstar; Gorgon; Bidding; Bids and Bidding; Energy Sources; Shipping Industry; Australia

Citation

Subramanian, Guhan, and Charlotte Krontiris. "Fairstar Heavy Transport ." Harvard Business School Teaching Plan 913-045, June 2013.

About The Author

Guhan Subramanian

Negotiation, Organizations & Markets
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