Texitalia Versus Az Textiles: the Deadlock in Negotiations
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Asian Journal of Management Cases
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TexItalia versus AZ Textiles: The Deadlock in Negotiations
Shehryar Khurshid, Salman Ghani Butt and Arif Nazir Butt Asian Journal of Management Cases 2004; 1; 161 DOI: 10.1177/097282010400100205 The online version of this article can be found at: http://ajc.sagepub.com/cgi/content/abstract/1/2/161
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ASIAN JOURNAL OF MANAGEMENT CASES, 1(2), 2004 SAGE PUBLICATIONS NEW DELHI/THOUSAND OAKS/LONDON
TEXITALIA VERSUS AZ TEXTILES: THE DEADLOCK IN NEGOTIATIONS
Shehryar Khurshid Salman Ghani Butt Arif Nazir Butt
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
Iftikhar Khurshid was the Managing Director of Creative Clothing and Textiles, a textile buying house in Lahore, Pakistan. In March 2002, he was in his office in Lahore reflecting on a phone call he had just received regarding the deadlock in negotiations between his client TexItalia and his supplier AZ Textiles. One of the orders...
http://ajc.sagepub.com
TexItalia versus AZ Textiles: The Deadlock in Negotiations
Shehryar Khurshid, Salman Ghani Butt and Arif Nazir Butt Asian Journal of Management Cases 2004; 1; 161 DOI: 10.1177/097282010400100205 The online version of this article can be found at: http://ajc.sagepub.com/cgi/content/abstract/1/2/161
Published by:
http://www.sagepublications.com
Additional services and information for Asian Journal of Management Cases can be found at: Email Alerts: http://ajc.sagepub.com/cgi/alerts Subscriptions: http://ajc.sagepub.com/subscriptions Reprints: http://www.sagepub.com/journalsReprints.nav Permissions: http://www.sagepub.in/about/permissions.asp
Downloaded from http://ajc.sagepub.com at INDIAN INSTITUTE OF MGMT on November 4, 2008
ASIAN JOURNAL OF MANAGEMENT CASES, 1(2), 2004 SAGE PUBLICATIONS NEW DELHI/THOUSAND OAKS/LONDON
TEXITALIA VERSUS AZ TEXTILES: THE DEADLOCK IN NEGOTIATIONS
Shehryar Khurshid Salman Ghani Butt Arif Nazir Butt
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
Iftikhar Khurshid was the Managing Director of Creative Clothing and Textiles, a textile buying house in Lahore, Pakistan. In March 2002, he was in his office in Lahore reflecting on a phone call he had just received regarding the deadlock in negotiations between his client TexItalia and his supplier AZ Textiles. One of the orders...