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K nng m phn Thng mi

TS Nguyn Hong nh

1. Tng quan v m phn TMQT

1.1. m phn l gi`?

Theo T in Bch khoa ton th Encarta'96 ca Hoa k: m phn l mt qu trnh gm nhiu khu, bt u bng hi m v kt thc bng cch gii quyt trn vn vn hi m. Mt khi vn hi m cn cha c gii quyt thnh cng trn thc t th qu trnh m phn cn cha chm dt"

1.1. m phn l g?
Theo hai gio s Roger Fisher v William Ury: " m phn l phng tin c bn t c ci ta mong mun t ngi khc. l qu trnh giao tip c i c li, c thit k nhm i n tho thun trong khi gia ta v i tc c nhng quyn li c th chia s v nhng quyn li i khng (Getting to Yes, 1998)

1.1. m phn Thng mi l g?

m phn thng mi l qu trnh mc c v thuyt phc gia hai bn mua bn v cc ni dung c lin quan n giao dch mua bn nh s lng, cht lng, gi c sn phm, phng thc thanh tonnhm t c s nht tr k kt hp ng thng mi.

1.1. m phn TMQT l g?

m phn thng mi quc t l nhng cuc m phn thng mi c yu t quc t, tc l cc ch th trong cuc m phn phi c quc tch khc nhau, k kt mt hp ng thng mi quc t.

1.2. c im ca m phn

m phn l qu trnh tc ng ln nhau gia ch th c li ch chung

v li ch xung t, nhm ti a ho li ch chung v gim thiu s xung t v li ch gia 2 bn, t ra c cc gii php c th chp nhn cho cc ch th .

1.2. c im ca m phn

A1

B C A 2 2

B1

A1,B1: Nhng li ch ring ca tng bn


A2, B2: Nhng li ch mu thun C: Li ch chung

1.2. c im ca m phn

m phn l mt qu trnh thng nht gia cc mt i lp, mc tiu

ca m phn l t c mt tho thun ch khng phi l mt thng li hon ton.

1.2. c im ca m phn

m phn chu s chi phi ca mi

quan h v th v lc gia cc ch th.


- Hai bn cn bng - Hai bn khng cn bng

1.2. c im ca m phn
Hnh 1: Khi th v lc ca hai bn cn bng
A B

Hnh 2: Khi th v lc ca hai bn khng cn B bng


A

1.2. c im ca m phn

m phn l mt hot ng va

mang tnh khoa hc va mang tnh ngh thut. Ch khi no ngi m phn kt hp c nhun nhuyn gia tnh khoa hc v tnh ngh thut ca m phn th cuc m phn mi em li hiu qu mong mun.

1.3. Nhng yu t nh hng n m phn Mi trng m phn Thi gian Thng tin u th ca cc bn trong m phn

1.3.1.Mi trng m phn


Nhng yu t to nn mi trng m phn: Quan h cung cu trn th trng Cc chnh sch, quy nh ca Nh nc a im m phn Nhn bit c mi trng m phn s to s ch ng trong m phn

1.3.2. Thi gian


m phn l mt qu trnh lin tc, din ra ngay t khi cc bn c nh m phn vi nhau Theo quy tc Paretto, 20% nhng g bn lm to nn 80% kt qu; ngc li 80% nhng g bn lm ch to nn 20% kt qu. 80% kt qu m phn t c ch trong 20% thi gian m phn. Bn no u t nhiu thi gian s c c hi thng hn.

1.3.2. Thi gian

1.
2. 3. 4. 5. 6.

B quyt kim sot thi gian Kin nhn Bn b Nhanh nhy nm bt thi c Ch ng trong vic a ra deadline Bit thi hn cht ca i tc Bit iu khin thi gian

1.3.3. Thng tin


Bit mnh, bit ngi; Trm trn, trm thng nn cng c nhiu thng tin, cng nhiu kh nng thnh cng. i tc thng che giu nh thc ca mnh, nn cn tm hiu thng tin trc khi bc vo m phn Nm bt thng tin v th trng s gip mnh t tin hn.

1.3.4. u th trong m phn


th l kh nng gy nh hng n con ngi hoc tnh th Nu bit s dng, u th c th tc ng n kt qu m phn
u

1.3.4. u th trong m phn


u th c to nn bi cc yu t sau: V tr cng tc Kin thc hoc chuyn mn o c v tnh cch Phn thng Pht

1.3.4. u th trong m phn


Gii

tnh Khng c u th Uy tn hoc quyn lc c nhn Khng qu quan tm Tnh bt thng u th thuc v ngi no c s chun b k hn!

1.3.4. u th trong m phn


Nguyn tc nhn bit u th: Him khi u th ch thuc v mt bn u th c th th hin r hoc khng u th ph thuc vo iu c tha nhn u th c th thay i Cn kim tra li u th

1.4. Nhng yu t nh hng n m phn thng mi quc t


m phn TMQT chu s chi phi ca cc quy lut kinh t nh quy lut gi tr, quy lut cung cu, quy lut cnh tranh,... m phn thng mi quc t cn chu nh hng bi nhng bin ng ln ca nn kinh t th gii v th trng th gii nh khng hong ti chnh - tin t, khng hong du m, khng hong chnh tr - qun s

1.4. Nhng yu t nh hng n m phn thng mi quc t


m

phn thng mi quc t chu s

chi phi ca cc h thng lut php khc nhau. - Lut quc gia - Lut quc t nh Cng c Vin, Cng c Bruxelles - Tp qun thng mi quc t

1.4. Nhng yu t nh hng n m phn thng mi quc t


Trong

m phn thng mi quc t, c s gp g gia cc nn vn ho, cc phong tc tp qun khc nhau. Vn ho quyt nh: - Mt hng tiu dng - Ma tiu dng - Phong cch lm vic

1.5. Chin lc m phn


Chin

lc m phn l cc k hoch tng th hay cc phng php chung nht p dng cho ton b qu trnh m phn nhm t c cc mc tiu ra.

1.5. Chin lc m phn


1.5.1. Chin lc m phn cnh tranh (Competitive strategy) Quan im: - Li ch ca ngi ny t c da trn s thua thit ca ngi khc, - Ngi c lp trng cng rn hn s bp c i phng v thu c nhiu li ch hn. - Chin lc ny cn c tn l Win - Lost ( Thng - Thua)

Chin lc m phn cnh tranh

Cch tin hnh:

- Trong chin lc ny, nh m phn thng dn sc vo vic bo v lp trng ca mnh, s dng thi bc bch v chn p, lin tc gy sc p buc i phng li bc

Chin lc m phn cnh tranh


u

im: - i khi gip nh m phn t c tho thun hon ton c li cho mnh. - C th s dng khi mt bn chim u th trn th trng.

Chin lc m phn cnh tranh


Nhc

im: - Nu hai bn u lm nh vy th c th dn n s tan v ca m phn. - Khng xy dng c quan h bn hng lu di.

1.5.2. Chin lc m phn hp tc (Cooperative strategy)


Chin

lc m phn ny da trn quan im trong kinh doanh, c hai bn u cn nhau. Li ch ca bn ny t c da trn s hp tc vi bn kia, do m phn ch thnh cng khi c hai bn cng c li. V vy chin lc ny cn c tn l Win - Win (

Chin lc m phn hp tc
Cch tin hnh: Trong chin lc ny, ngi m phn ch trng n vic xy dng v duy tr mi quan h gia hai bn, cng tc vi nhau tm ra gii php ph hp vi c hai bn.

Chin lc m phn hp tc
u

im: - Nu hai bn u la chn chin lc ny th kh nng thnh cng ca m phn l rt ln, tc m phn nhanh. - D duy tr quan h bn hng tt p.

Chin lc m phn hp tc
Nhc

im: - Khi gp i th khng c tinh thn hp tc th vic p dng chin lc ny c th lm ta thua thit. - i tc c th hp tc b ngoi, nhng mc tiu li l cnh tranh quyt lit nhm thu li ring, lm hi n pha ta.

1.5.3. Chin lc m phn nguyn tc (Principal strategy)


Do"

Trung tm k hoch nghin cu i hc Harvard " a ra, cn c gi l chin lc m phn hn hp (mixtured strategy). L chin lc m phn quan tm n vic duy tr mi quan h tt p vi i tc nhng vn ch trng li ch ca bn thn v c tnh n li ch ca i tc.

Chin lc m phn kiu nguyn tc


Cch

thc tin hnh: - Tch ring quan h v cng vic - Thi thin ch nhng lp trng phi kin nh. - Tp trung vo cc li ch chung trc, sau mi tho thun li ch i khng. - Chun b sn mt s phng n cho mi tnh hung, c tnh n cc

Chin lc m phn nguyn tc


u

im: - m bo li ch cho c hai bn. - Phng nga c trng hp i tc khng tht s hp tc. - Xy dng c quan h bn hng lu di.

Chin lc m phn nguyn tc


Nhc

im: - Cch thc tin hnh phc tp hn hai chin lc trn. - Khng hon ton m bo thnh cng cho m phn

1.5.6. Chin thut trong m phn (Tactic)


Chin

thut m phn l phng php gii quyt nhim v ca tng giai on trong qu trnh m phn. L mt b phn trong chin lc m phn

Chin thut m phn


Chin

thut s dng ba phng tin c bn l li ni, c ch v thi nn kh nng din xut ca ngi m phn ng vai tr quyt nh. Hiu qu ca mt chin thut ph thuc tnh b mt bt ng v kh nng ng bin ca nh m phn.

Chin thut m phn


Chin

thut va nh va m tng sc p Chin thut s dng sc p ca thi gian Chin thut s dng sc p ca "th trng nh

Chin thut m phn


Chin

thut nh lc hng Chin thut "th con sn st, bt con c r Chin thut "k m ngi xoa" hay "cy gy v c c rt

Bi 2: Mt s k thut m phn c bn
TS Nguyn Hang nh

2.1. Mt s hnh thc m phn


2.1.1. m phn bng th tn: - L hnh thc m phn trong cc bn trao i vi nhau bng th t, in tn, Fax, Telex, Email i n tho thun. y l hnh thc m phn rt ph bin trong TMQT.

m phn bng th tn

u im:

Cch tin hnh kh d dng - Chi ph tng i thp - Cng mt lc c th m phn vi nhiu i tc - C thi gian cn nhc k khi tr li. - C th tham kho kin ca nhiu ngi
-

m phn bng th tn
Nhc im: - Tc m phn chm, d b l thi c mua bn. - Kh chim c lng tin ca bn hng. - Kh i n quyt nh cui cng. - Khng ph hp khi m phn cc hp ng k thut phc tp. - Hiu qu m phn khng cao

m phn bng th tn
Nguyn tc m phn bng th tn: - Nn s dng khi mi lm quen, hoc khi mun b sung cho hp ng c k kt. - Li l trong th cn lch s, l php, nhng ni dung phi r rng. - Khn trng tr li i tc. - Giao dch ti khi kt thc vn

2.1.2. m phn bng in thoi


u

im: - Tc m phn nhanh - D kt thc vn - Thun tin trong nhng trng hp cn nm bt thi c

m phn bng in thoi


Nhc

im: - Chi ph cao - Ni dung m phn qu ngn - D xy ra nhm ln - Khng c bng chng li

m phn bng in thoi


Nguyn

tc tin hnh: - Chun b k trc khi m phn - Nn ch ng gi hn l nhn cuc gi - Chun b trc mt li thot, khi cn - Sau khi kt thc, cn ghi li ni dung cuc m phn ri yu cu i phng xc nhn li bng vn bn

2.1.3. m phn bng gp g trc tip


L

vic hai bn tin hnh m phn thng qua gp g trc tip ti mt a im tho thun trc, c th nc ngi bn, nc ngi mua hay ti mt nc trung gian.

m phn bng gp g trc tip


u

im: - Hai bn c iu kin hiu nhau hn. - C th s dng phi hp nhiu phng php thuyt phc i phng. - Tc m phn nhanh - L hnh thc m phn em li hiu qu cao nht

m phn bng gp g trc tip


Nhc

im: - Chi ph tn km, th tc rm r. - Kh che giu yu im trc i phng - D yu th khi khng sn nh - L hnh thc m phn phc tp nht

m phn bng gp g trc tip


Nguyn

tc tin hnh: Giai on chun b: - L c s cho cuc m phn thnh cng - ng mt cng chy, khi bn khng ng con ng cn i!!!

m phn bng gp g trc tip


Giai on chun b: - Xc nh mc tiu, chin lc, chin thut - Chun b a im m phn - Chun b thi gian, chng trnh m phn - Chun b i ng m phn - Chun b ti liu - Chun b thng tin v i tc

m phn bng gp g trc tip


Giai on m phn: - M u lch thip to khng kh ci m - Nn mt ngi pht ngn trnh s h. - Cn c mt ngi theo di v kp thi ghi chp ni dung m phn - Lun ch ng nm thi c kt thc tng vn .

m phn bng gp g trc tip

Giai on m phn: Dn dt i phng i n cu tr li quyt nh, nhng ginh s bo lu cho mnh. Trnh ni chuyn ring trong bn m phn, d bng ting m Nn dng phin dch tranh th thi gian Nn am hiu ngn ng m phn trnh b ph thuc

m phn bng gp g trc tip


Sau

khi m phn: - Nn ginh quyn khi tho hp ng - Chun b phng n tip i khi cn thit - Theo di tnh hnh thc hin ca i phng kp thi ng ph

2.2. K thut ng ph vi i tc
Nghin

cu chung v i tc Nghin cu nhu cu ca i tc Nghin cu i th cnh tranh Nghin cu cc yu t chi phi m phn nh thi gian, u th... Nghin cu phong cch m phn ca i tc

Phn loi i tc
Cn c vo phong cch i tc c phong cch n ha i tc c phong cch mnh m i tc c phong cch phn tch i tc c phong cch tng hp

i tc c phong cch n ha

Quan tm nhiu n mi quan h Ch nhiu n cm gic, t ch n s vic Mun c coi trng t nhiu cu hi, nhiu lc lan man

Lun t ra tin tng ngi khc

Th hin s tn trng i tc. Thnh tht, thng thn Biu l s quan tm n cm ngh ca i tc Cng nhn s ng gp, kin ca i tc Kin nhn, th gin, i tc c th t cu hi nhm to s ho hp m phn vi thi tin tng. H s lng l khi m phn nu cm thy khng c tin tng

i tc c phong cch n ha

Chm ch lng nghe Thoi mi khi cp cc vn , cc mi quan tm c nhn Lm vic vi nhp nht nh, khng thch vi v Lun mun s ho hp

Hi kin i tc v nhng vn c tho lun Hy t ra coi cuc m phn khng ch l cng vic m cn l vn c nhn. Thch nghi vi nhp ca i tc a ra gii php tch cc, c nh hng, khng i u trong m phn

i tc c phong cch mnh m

Quan tm nhiu n kt qu, coi quan h l th yu. Ch n cng vic, b qua cm gic X l thng tin nhanh Khng kin nhn

Ch tm nhiu n cng vic. Bn c th b cho l yu th nu cp n vn c nhn. Chun b k nh t tin hn khi vo cuc i vo vn trc tip, tp trung, ngn gn Khng nn ni nhiu. Hy hi i tc bc l quan im

i tc c phong cch mnh m

C th coi i tc nh k th Lun mun chin thng

T tin, quyt on n mc c th c on, hiu chin

Tch ri cng vic v c nhn, coi cng vic l cng vic Trnh i u v s khin h khng chu nhn nhng. Nn nh, ch cho i khi c th i li s n b. Tng quyt on thch nghi

i tc c phong cch phn tch

Cn thng tin v d liu chi tit, chnh xc, kp thi Khng thoi mi khi mang vn c nhn vo cuc m phn X l thng tin chm Tit kim C th tr nn lnh lng v kh hiu

Chun b k lng, m bo vic nghin cu y v chnh xc Gi cho cuc tho lun xc thc, xoay quanh cng vic Kin nhn, nhc li v cung cp thm thng tin Tm cch sao cho kt qu tt p nht, tit kim tin bc, thi gian Khng thi xa cch ca i tc, ch l c im trong tnh cch ca h

i tc c phong cch phn tch


Logic, c t chc C tnh nguyn tc Ni chm ri, thng thn

Thn trng, c nh hng

t nhiu cu hi

Nhn ra v nh gi cao iu to c s tn trng v ho hp Trung thc. Nu h cm thy b la di, h s mt dn tnh kin nhn y l im mnh ca ngi c phong cch ny. Khng nn vi v Tn trng yu cu bit r chi tit trc khi chp thun ca i tc Tr li y khi c hi. a ra c mt ng v sai ca vn c tin tng

i tc c phong cch tng hp


Thoi mi, d gn Linh hot, d thch nghi

Thch hi hc nn m phn bt cng thng hn Sng to, d thay i Thch lm vic tp th

Cn to mi quan h c nhn trc khi vo vic m bo cc vn r rng, c th trc kt thc m phn mi vic sng sa, vui v Tp trung a ra nhiu la chn, cc phng thc mi, c o Khin h thy s chp thun ca h l thnh cng chung

2.3. K nng m phn vi mt s i tc trn th gii


i tc M i tc Php i tc Trung Quc i tc Singapore

Map of USA

Statistics
Din tch: 9,631,418 km2 Dn s: 299, 598,000 ngi GDP: 11,667,515 tr. USD (2004) GDP (PPP): 11.628.083 tr. USD (2004) GDP per capita: 39,935 USD GDP per capita (PPP): 39,496 USD XK sang VN: 1,1 t USD NK t VN: 6,5 t USD

2.3.1.m phn vi thng nhn M

L th trng cnh tranh cao Tc m phn nhanh Cc cuc giao dch thng c quy m ln Thi m phn thng thn, cng khai

Nn chun b k cng trc khi m phn. Thch ng vi tc lm vic ca i tc Chun b tt ngun hng (ti chnh) khi giao dch Cn t ra trung thc, thng thn

2.3.1.m phn vi thng nhn M

Thch ph trng thanh th Thch s dng cc hp ng mu

i hi cao v phm cht hng ho Coi trng cc giy chng nhn

Khng e ngi khi nu nhng u im ca mnh Nghin cu trc mu H. Sn sng bc b khi khng ph hp Nghin cu cc quy nh v phm cht ca i tc p ng Nn chun b sn cc giy chng nhn v hng ha, doanh nghip ca mnh

2.3.1. m phn vi thng nhn M


Rt tn trng lut php v c h thng lut php phc tp Cht ch khi thc hin hp ng Xu xo trong giao tip (xng h, trang phc)

Nghin cu k lut php ca M, c th thu lut s khi giao dch. Cn nhc k trc khi k H nghim chnh tun th Thoi mi trong phong cch giao dch

1. m phn vi Php

1.1. Informations
Flag of France: a l: c hnh lc gic nm pha Ty Nam chu u, pha ng gip vi cc nc B, c, Thy s, Italia. Pha Nam gip vi Ty Ban nha. Pha Ty gip bin Atlantic, pha Nam gip bin a Trung Hi. Din tch: 674,843 km (40th)

1.1. Informations
GDP:

2,046,292 triu USD (5th) (2004) GDP (PPP): $1.816 T (7th) (2005) GDP per capita: $ 27,500 (21st) (2003) GDP per capita (PPP): $29,900 (24th)

1.1. Informations
Dn s: 63,587,700 (20th) Dn tc: ngoi ngi Php cn c ngi c, o, Ty Ban Nha, ngi Do Thi, Bc Phi, ng Dng Tn gio:80% theo o Thin cha, 5% theo o Hi, 2% theo o Tin Lnh, 1% l Do Thi gio, hn 10% khng theo o.

1.1. Informations
Ngn ng: Ting Php l ngn ng chnh Php - Ngn ng ph bin th 2 l ting c - Ngoi ra l cc ngn ng khc nh Anh, Italia,..

1.1. Informations
u t: tnh t nm 1988, Php l nh u t nc ngoi th by vi khon u t hn 2, 42 t la, tc 5% tng gi tr vn u t nc ngoi vo Vit Nam. Php ng u trong s cc nc u t khng thuc chu vo VN vi khong 200 doanh nghip Php ti Vit nam

1.1. Informations
Thng

mi: Kim ngch xut khu ca Vit Nam sang Php l 1 t euro (2004) Kim ngch NK ca Vit Nam t Php l 320 triu euro, gim 17% so vi nm 2003

1.2. Lm quen
Phi xin trc cc cuc hn trong kinh doanh cng nh trong cc trng hp giao tip x hi Cn ng gi (tr max. 10 pht) Khng nn hn lm vic vo thng 7 v thng 8 Trnh bn v chnh tr hoc ch bai Napoleon

1.3. Giao tip


Cn xng h vi y tn, h v chc v Khng nn dng tn ring khi mi quen Nn thm Madame, Monsieur, Mademoiselle trong giao tip Nn cho bonjour, bonsoir hay aurevoir khi gp nhau Ngi Php lun cho hi v bt tay tng ngi, c th m hn nhau.

1.4. Tng qu
Ngi Php thch tng v nhn qu, nhng cn t nh Nn tng qu khi cn cm n hoc khi c mi n thm nh Khng nn cho danh thip vo gi qu Nn tng hoa c s l, trnh tng hoa cc, hoa hng , hoa cm chng

1.5. Phong cch m phn


Cn trang phc chnh t khi gp mt C lng t ho dn tc cao v khng thch ting Anh Nn am hiu v ngn ng v vn ha Php Ch trng n xy dng quan h c nhn Tch bit gia i t v cng vic Thch t ra su sc, logic v hm hnh

1.5. Phong cch m phn


C tnh c nhn cao Thch trt t nhng khng thch k lut Thch tranh lun v mc c Thng a ra tha thun chung trc ri mi dn n tng tha thun c th L quc gia phn cp quyn lc cao Tn trng li ha (?)

Statistics
Din tch: 301.336 km Dn s: 58,462,375 ngi GDP: 1.672.302 triu USD (2004) GDP: 1.621,372 triu USD (PPP) GDP per capita:27,700 USD, GDP per capita (PPP): 27,984 USD XK sang Vit Nam: 700 triu euro

Map of China

Statistics
Din tch:9.596.960 km2 Dn s: 1.306.313.812 ngi GDP: 1.649.329 triu USD (2004) GDP (PPP):7.123, 272 triu USD(2004), GDP per capita: 1,272 USD GDP per capita(PPP): 5600 USD, XK sang VN: 7,191 t USD

2.3.3. m phn vi thng nhn Trung quc

Coi trng quan h (guanxi) Gn b vi gia nh, gia tc

Rt ch trng n th din (face) C lng t tn dn tc rt cao

Ch trng xy dng quan h Tm hiu quan h gia nh ca i tc trc khi giao dch Trnh lm mt th din ca i tc T ra tn trng vn ha, lch s ca i tc

2.3.3. m phn vi thng nhn Trung quc


Trng nghi l trong giao tip t ngi am hiu ngoi ng Tc m phn chm

Ch cch n mc, xng h, nghi l khi giao tip Nn c phin dch tin cy bng ting Trung Kin nhn, tp trung theo di tin trnh m phn Nn cn nhc k nm c ca i tc

C tm nhn xa

2.3.3. m phn vi thng nhn Trung quc


Thch mc c v mc c quyt lit a mu, tc tr, thch s dng th thut Thch hp ng ngn gn, tng hp Coi trng ch tn

Chun b nhiu phng n i ph khi i tc yu cu mc c Nm bt thng tin kp thi ng ph Sn sng yu cu b sung khi cn Tn trng tha thun vi i tc

2. m phn vi Singapore

2. m phn vi Singapore

Flag of Singapore: a l: gm mt hn o chnh v

khong 59 hn o nh. Hn o chnh ca Singapore di khong 42 dm, rng 23 km, nh hn New York ca M
Din tch: 692.7 km (hng 175) GDP: 106. 822 tr. USD (hng 40 2004) GDP (PPP): 115,711 tr. USD (hng 54 2004) GDP per capita: 23.700 USD (hng 29 - 2003) GDP per capita (PPP): 26.799 USD (hng 25

2.1.Informations
Dn s: 4.425.720 (hng 118) Dn tc: 76,4% l ngi Hoa; 14,9% l ngi M lai; 6,4% l ngi n, cn li 2,3% l cc dn tc khc.

Tn gio: L quc gia a tn gio gm o Pht (28%), Thin Cha gio (19%), o Hi (16%), o Lo (13%), Hindu (5%), cc tn gio khc (19%)

2.1.Informations
L mt quc gia a ngn ng vi 4 th ting: M lai, Ting Anh, ting Hoa v ting Tamil Trong : ting Malaysia c coi l quc ng. Ting Anh l ngn ng hnh chnh v thng mi. i b phn dn chng ni c ting Anh v ting Hoa

2.2. Lm quen
Chp nhn giao dch khng cn s gii thiu Trong cng ng ngi Hoa, vic xy dng quan h rt quan trng Vic t i l hoc chi nhnh ti Singapore c th tr gip nhiu cho kinh doanh

2.3. Giao tip


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Cch cho ph bin l mm ci, bt tay nh v ni Xin cho bng ting Anh Cn ch trng cch xng h ph hp Ngi Hoa thng ghp tn ting Anh vi h ting Hoa Ngi M lai dng tn ring vi cc t bin v binti +h ca ngi cha Ngi n dng tn u ca cha + tn mnh Ph n c bnh ng v thng khng ly h chng

2.4. Giao tip


Ch trng cch n mc Rt coi trng danh thip, nn c mt mt bng ting Anh hay ting Hoa Thng bn cng vic khi n tra Khng nn bt cho chn trc mt i tc Trnh chm vo u ngi khc

2.4. Qu tng

L nc c ch s chng tham nhng rt cao Khng c tng qu bng tin cho quan chc Nh nc Trnh tng qu cho c nhn, nn tng cho c quan Khng nn tng qu t tin, cc vt lu nim c logo cng ty l ph hp Trnh nhn qu bng tay tri hay m qu trc mt ngi tng

2.5. Phong cch m phn


Rt coi trng s ng gi Trnh bn v cc vn sc tc v tn gio Coi trng cc mi quan h c nhn nhng cn nhiu thi gian xy dng quan h Thi m phn n ha, a thch s dng chin lc m phn hp tc hay nguyn tc Coi trng vic ra quyt nh tp th

2.5. Phong cch m phn


Thng din t vng vo Khng e ngi ri ro Ch trng n th din Thch s khim tn, nhn nhng Ch cng nhn H bng vn bn, khng cng nhn H ming Mm do trong cng vic