Case
TEXITALIA VERSUS AZ TEXTILES: THE DEADLOCK IN NEGOTIATIONS
INDUSTRY :
AREA :HUMAN RESOURCE MANAGEMENT/ORGANIZATIONAL BEHAVIOUR
ORGANIZATION :
LENGTH :
LUMS No :05-720-2004-1
PUBLICATION YEAR : 2004
DESCRIPTION
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.