In January 2016, the president and chief executive officer of Canaan Group in Richmond, British Columbia was assessing plans for a proposed trans-loading facility, which would be located inland from Port Metro, Vancouver. Despite the prospective opportunities, three significant hurdles became an obstacle to successfully establishing the new operation.
Co-operation was needed from their shipping companies and exporters to supply adequate throughput of containers. An arrangement from Canadian Pacific Rail to provide service at a competitive rate was crucial. Successful discussions were required for the proposed site to justify the necessary investment for a long term rental. The Canaan Group president wondered what his next step should be and reviewed the data from a completed pilot study. With which stakeholder should he begin his discussion? What were his negotiating strengths and weaknesses? Were there other stakeholders that should be engaged?
PUBLICATION DATE: April 18, 2016 PRODUCT #: W16218-HCB-ENG
This is just an excerpt. This case is about LEADERSHIP & MANAGING PEOPLE
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