Problem
Mr. McCann, vice-president of procurement of a garment distributor had faxed a letter to Mr. Coloso, his Mexican supplier, to come and see him in Los Angeles to discuss an "important matter." Mr. Coloso called him and said that he had to attend to a number of personal engagements and so he would visit him in two weeks. Mr. McCann was incredulous and did not hide his displeasure when he said, "I am surprised that I am getting blasted here while you are enjoying yourself. Please come as soon as you can. I may have some bad news for you." He hung up on a puzzled Mr. Coloso.
Mr. Coloso arrived in Los Angeles to see Mr. McCann within four days of their telephone conversation. Mr. McCann thanked him for his visit and without further ado he pulled out the contract papers and told him that according to the contract Mr. Coloso's company could be billed a late delivery fee for the last two consignments.
Mr. Coloso pleaded that they had done business with his company for a number of years and that they had always provided good quality garments. The reason for missing the delivery deadlines was a local political problem, which had disrupted their production.
Mr. McCann told him that he was not interested in solving his problems and suggested that he would be forced to invoke the penalty clause if the garments were not delivered on time in the future. He shook Mr. Coloso's hand and thanked him again for his visit.
Mr. Coloso appeared to be confused and upset at the end of his very brief meeting with Mr. McCann.
Task
What is happening here? Think from multiple perspectives (e.g., from the perspective of Mr. Coloso, Mr. McCann, Mr. McCann's boss, etc.). How would you act if you were in Mr. Coloso, Mr. McCann, or Mr. McCann's boss's position?