TexItalia versus AZ Textiles: The Deadlock in Negotiations

Shehryar Khurshid, Salman Ghani Butt and Arif Nazir Butt
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Shehryar Khurshid: Lahore University of Management Sciences, Opposite Sector U, DHA Lahore Cantt, Pakistan, skhurshi@hotmail.com
Salman Ghani Butt: Lahore University of Management Sciences, Opposite Sector U, DHA Lahore Cantt, Pakistan, salman.butt@gmail.com
Arif Nazir Butt: Lahore University of Management Sciences, Opposite Sector U, DHA Lahore Cantt, Pakistan, arifb@lums.edu.pk

Asian Journal of Management Cases, 2004, vol. 1, issue 2, 161-176

Abstract: This case covers the course of three-party negotiations through a business conflict between TexItalia, Italy; Creative Clothing and Textiles, Pakistan; and AZ Textiles, Pakistan. Creative Clothing and Textiles is a buying house acting as the middleman between AZ Textiles, a woven garment stitching unit, and TexItalia, its customer. The issue arises from quality problems and this case describes the discussions and tactics employed by the three parties during the negotiation stage including bluffs, threats and delaying.

Keywords: Cross-cultural negotiation; mediation; multi-party conflict resolution; export marketing; textile industry (search for similar items in EconPapers)
Date: 2004
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Persistent link: https://EconPapers.repec.org/RePEc:sae:anjomc:v:1:y:2004:i:2:p:161-176

DOI: 10.1177/097282010400100205

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