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TexItalia versus AZ Textiles: The Deadlock in Negotiations

Author

Listed:
  • 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)

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.

Suggested Citation

  • Shehryar Khurshid & Salman Ghani Butt & Arif Nazir Butt, 2004. "TexItalia versus AZ Textiles: The Deadlock in Negotiations," Asian Journal of Management Cases, , vol. 1(2), pages 161-176, September.
    • Handle: RePEc:sae:anjomc:v:1:y:2004:i:2:p:161-176
    DOI: 10.1177/097282010400100205
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