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(. N$8K5: m cng ty mi b9c chn v% th tH9Wng' HIt c8n c 29c hp 2ang vi bnh vin n:n 3} p d5ng ch% gi thIp v chu nh9ng b ;h%Ang cf gi mi 3An phBm' dch v5& <+ c 26i thC cYnh tHanh tYi th tH9Wng Vit am& #VN d5 nh9 .n% 0l$ctHic3' "VCJ1 (h9Wng gia% hng tH& #th$% thng tin tH:n Q/& t%%d jnd RHug jdmini3tHati%n' D$m ph5 l5c1' ch=ng tg cng ty c vIn 2F tH%ng quy tHVnh m%gi3tic3' 2iFu ny ch_ng ti 3} ;i7m tHa qua vic 2@t cc cu hgi thZm d~ ;hi 2m phn vi 26i tc& (h9Wng b thua ;hi giAi quyt tHanh chIp qua b:n th= ba& #th$% 2iFu tHa th tH9Wng <=c cCa bnh vin1 TNa ch% hng cCa TKM ca% hUn gi cCa cc nh cung cIp ;hc tH%ng th tH9Wng Vit am& #th$% 3% 3nh vi bAng b% gi tr cc cng ty ;hc' D$m ph5 l5c1 Cc ph8n mFm mi #GOPP]1 th9Wng c li' lm Anh h9wng h%Yt 2ng cCa cA h th6ng& #th$% thng tin vF TKM tYi mt cuc hi thA% qu6c t1 TKM 2+ nh9ng b ;hi 29a Ha 2iFu ;in thanh t%n CjR HCi H% ch% b:n bn 3An phBm& K@t mYnh TKM n|i ting tH%ng ngnh l cng ty hng 28u tH%ng vic cung cIp cc h th6ng KLM cng ngh ca% v d 34 d5ng& TKM l cng ty ln c uy tNn& (h9Wng gia% hng tH& /An phBm lun c chIt l9ng v9t tHi hUn cc 26i thC& Ti GOPP] 3} gi_p ;hc hng d dng l`p 2@t 34 d5ng& (h9Wng b thua ;hi giAi quyt tHanh chIp qua b:n th= ba& TNa ch% hng cCa TKM ca% hUn gi cCa cc nh cung cIp ;hc tH%ng th tH9Wng Vit am& K@t yu m cng ty mi b9c chn v% th tH9Wng' HIt c8n c 29c hp 2ang vi bnh vin n:n ch% gi thIp&

V th tH:n th tH9Wng

/=c mYnh th9Ung l9ng

Cc phn mFm mi #GOPP]1 th9Wng c li' lm Anh h9wng h%Yt 2ng cCa cA h th6ng& <9c D$m l t6t' vV l cng ty c danh ting tYi <=c' th$% 2iFu tHa th tH9Wng <=c cCa Bnh vin& Cung cIp thit b y t cng TNa ch% hng ca% hUn 26i ngh ca% hUn tIt cA 26i thC thC& ;hc& (h tH9Wng d% 26i thC cYnh tHanh #Cng ty thit b y t Kw Hng th tH9Wng 3ang Vit Vit h!t "VC1 cCa TKM am& th6ng lznh& Kt 2i7m yu l vic bn KLM tYi th tH9Wng Vit am hin 2ang d% cc 26i thC cYnh tHanh ;hc th6ng lznh n:n hp 2ang ny 2@c bit quan tHng' n:n ph%ng cch 2m phn c th7 l mFm&

guan lic

mi Nch

hu c8u

)h%ng cch 2m phn

5. ME5 *-F% 3/ 525 1$8U', 2' ./0 1$2' 5a *$b cV] 7= 56= .?- *25: )h%ng cch 2m phn tH9c 2l (h$% 2iFu tHa th tH9Wng <=c cCa bnh vin' ch_ng ti thIy Hkng vZn h% ;inh d%anh <=c l 2i thng v% vIn 2F' ;hng ch_ tHng ti7u tit v qua tham ;hA% vi cc cng ty 2+ trng gia% dch vi TKM' h 2Fu nh!n DEt TKM c ph%ng cch 2m phn cYnh tHanh ;h c=ng H`n& (uy nhi:n' hin nay TKM 2ang w v th thp ;hi mi b9c chn v% th tH9Wng Vit am' bnh vin 2%n Hkng ph%ng cch cCa h 3} chuy7n thnh hp tc v th%A hip& <7 2F ph~ng tH9Wng hp DIu nht' bnh vin c{ng 29a Ha chin l9c 2m phn cYnh tHanh' ph~ng ngra b:n TKM c ph%ng cch 2m phn cYnh tHanh& K5c ti:ul (hm nh!p th tH9Wng Vit am' bn 3An phBm chNnh KLM ch% bnh vin Vit <=c' thnh cng tH%ng th9Ung v5 28u ti:n w Vit am&

)h9Ung n 2m phn di 2%nl 2m phn hp tc v th%A hip' 3} D%y 3u v% 2i7m mYnh cCa h nh9 chIt l9ng 3An phBm' uy tNn cng ty 27 2Yt 29c th%A thu!n&

;. T$/'$ 1$H' 3/ *L'$ 525$ ',89- *$=0 ,-= ./0 1$2': <%n 2m phn ba% gam cc thnh vi:n 3au 2yl Gim c bn hng khu vc l ng9Wi giv vai tH~ quyt 2nh v chu tHch nhim chNnh vF ;t quA 2m phn tH9c cng ty m& Chuyn gia bn hi! b"( nhn vi:n cCa b ph!n h tH ; thu!t ch% bn hng' ng9Wi c ;in th=c vF ;z thu!t' c th7 3} thuyt ph5c bnh vin mua cc 3An phBm h tH tu chn& $%i &i'n bn hng( ng9Wi 2+ g@p gb' thA% lu!n tH9c v tHa% ch% bnh vin bAn ch% gi 2+ 29c cng ty m duyt' 2ang thWi l ng9Wi 2=ng Ha dn Dp phi:n 2m phn cu6i c[ng ny vi bnh vin& Cc thnh vi:n ;hc tH%ng 2%n c nhim v5 h tH&

R. M?- \%=' $P ,-N= '$N', ',89- *$=0 ,-= ./0 1$2': Ku thuXn ni bdBIt 2ang quan 2i7ml (h$% thng tin hnh lang ch_ng ti thu th!p 29c' c 3i mu thuXn tH%ng m5c 2Nch v y mu6n cCa Chuy:n gia bn thit b v <Yi din bn hngl tH%ng ;hi chuy:n gia bn thit b thic 3i quan tm 2n ;hch hng nh9ng anh ta lYi ;hng c ;inh nghim bn hng v thuyt ph5c ;hch hng mua cc 3An phBm h tH t[y chn #vV chuy:n mn cCa anh ta l ; thu!t1' thV 2Yi din bn hng c ;inh nghim lYi ;hng quan tm 2n vic 2 m chx quan t!m 2n vic bn 29c KLM v hiu quA cng vic cCa anh ta& h9 v!y 3} dXn 2n O ng9Wi ny 29a Ha y ;in mu thuXn nhau' Anh h9wng DIu 2n ;t quA 2m phn& g9Wi c quyFn quyt 2nh ca% nhItl Gim c bn hng khu vc l ng9Wi giv vai tH~ quyt 2nh v chu tHch nhim chNnh vF ;t quA 2m phn tH9c cng ty m v c tHch nhim h%n thnh chx ti:u li nhu!n hkng nZm d% cng ty m 2@t Ha ch% chi nhnh ;hu vic& d. 1 JS5 56= .?- *25: up lic thWi gian up lic 2nh m=c hng bn (h$% 2iFu tHa th tH9Wng' bnh vin l TKM phAi bn 29c 3An phBm chNnh' thuyt

;hch hng 28u ti:n gi_p TKM gia nh!p ph5c ;hch hng mua gi ph8n mFm GOPP] v th tH9Wng Vit am& (H%ng 2%n 2m ;N hp 2ang dch v5 Hi:ng& phn c gim 26c bn hng ;hu vic tham gia' ch=ng tg h HIt c%i tHng gia% dch ny' v c th7 phAi chu p lic vF thWi gian gia nh!p c{ng nh9 li nhu!n 2Yt 29c tH:n th tH9Wng Vit am& (hWi 2i7m 2m phn l O>d>>dOP>\' 2+ g8n cu6i nZm' nu ;hng 2m phn thnh cng' b% c% vF cng ty m 3} ;hng 2Yt chx ti:u&

,. N$N', ]^% *? *-40 G' X=% 0E5 *-F% 56= .?- *25: ohng 29a 2iFu ;h%An giAi quyt tHYnh chIp qua b:n th= \ v% -p 2angl vV th9Wng b thua ;in& Bn 29c 3An phBm vi gi t9Ung 26i thIp 27 2@t chn v% th tH9Wng Vit 26i thC cYnh tHanh w n9c ny& 2. 2'$ ,-2 (V' *$`': BP'$ 3-P' e-P* C5 =. %: m bnh vin ln w ()-CK ;hch hng Vit th tH9Wng Vit am cCa TKM& am 28u ti:n cCa TKM , cU hi tip c!n am vV 2+ c

Bnh vin c quan h hp tc lu di vi mt cng ty thit b y t ln l Cng ty thit b y t Vit h!t "CV #th$% ba%m%i&c%m' C(C) (hit b * t Vit h!t #m+ "VC , -./01 2+ 34 d5ng ht v6n huy 2ng 27 28u t9 li:n ;t Bnh vin Vit <=c&1& .n% 0l$ctHic3 ch% gi cc 3An phBm c[ng l%Yi thIp hUn gi cCa TKM' nh9ng chIt l9ng ;Em hUn& #th$% bAng ch% gi cCa .n% 0l$ctHic3' ph8n ph5 l5c1 :n nu thIt bYi tH%ng 2m phn mua KLM' bnh vin c th7 mua 3An phBm tYi "VCh%@c .n% 0l$ctHic3 vi gi H hUn' chIt l9ng c{ng t9Ung 29Ung&

<iFu ;in thanh t%n CjR Nt ph=c tYp v Nt HCi H% nh nh!p ;hBu 3An phBm bnh vin& (. N$8K5:

Ku thuXn ni bl VIn 2F mu thuXn )h8n mFm GOPP] (H9wng ph~ng thit b Ku6n b| 3ung v% hp 2ang vV qua 2 cng tc vi TKM 27 pht tHi7n ph8n mFm ting Vit ch% KLM v nhiFu thit b y ;h%a ti:n tin ;hc cung =ng ch% t%n th tH9Wng Vit am thu nh!p cCa bnh vin v cU hi pht tHi7n cCa ngnh y Vit am tH%ng t9Ung lai& Ku6n ch% v% hp 2ang 27 tip D_c nhiFu vi nhn vi:n TKM ph5c v5 m5c ti:u di hYn n:u tH:n& (H9wng ;h%a G uang ohng mu6n mua GOPP] vV ph8n mFm mi th9Wng c li lm Anh h9wng 2n t%n b h th6ng& #d[ng ph8n mFm ti:u chuBn ;hc 3} an t%n hUn1& uy tNn cCa bnh vin tH9c ng9Wi bnh&

V!n hnh bA% d9bng

Ku6n 29c huIn luyn ti bA% d9bng vV TKM w <=c 3} ;hng ;p thWi cung cIp dch v5 tYi Vit am&

2'$ ,-2

uyFn

K@t mYnh K@t yu ,m b:n mua v b:n c v th ca% hUn' l bnh vin ln w ()-CK ;hch hng Vit am 28u ti:n cCa TKM , cU hi tip c!n th tH9Wng Vit am cCa TKM& c th7 p 2A% d9c 26i ph9Ung ,(H9wng ph~ng thit b l ng9Wi giv vai tH~ quyt 2nh v chu tHch nhim

(h

,Qy tNn ln vV l Bnh vin ln w ()-CK ;hch hng Vit am 28u ti:n cCa TKM , cU hi tip c!n th tH9Wng Vit am cCa TKM , Zng lic ti chNnh manh vV l bnh vin ln w ()-CK ,C m6i quan h Hng tH%ng lznh vic y t' 2@c bit l c chi nhnh w - i (ham gia 2m phn c \ ng9Wi l tH9wng C 3i mu thuXn ni b giva ph~ng ti chNnh' bc 3 tH9wng v tH9wng Bc 3 tH9wng ;h%a v tH9wng ph~ng thit bl ph~ng thit b vF 3An phBm v gi dch v5 2i ;m h(H9wng ph~ng ti chNnhl l ng9Wi thit l!p m5c ti:u 2m phn ;hng chx hi7u bit H vF tVnh hVnh ti chNnh cCa bnh vin' 29a Ha cU 3w gi ph[ hp vi v th' 9u nh9c 2i7m cCa 26i ph9Ung' m c~n n`m H vF chIt l9ng ; thu!t cCa 3An phBm h(H9wng ph~ng thit b l ng9Wi c hi7u bit H vF 3An phBm c{ng nh9 cc dch v5 2i ;m' 2ang thWi l ng9Wi c tham vng ;inh d%anh dia tH:n 3An phBm 2m phn hBc 3 tH9wng ;h%al l ng9Wi c ;inh nhgim lu nZm' hi7u H 3An phBm 2m phn' thit b KLM' vF ;in th=c v ;inh nghim 34 d5ng cCa cc bnh vin ;hc

mic

(hWi gian ,B:n phNa bnh vin ;hng chu p lic c li th quan tHng hUn 3% vi 26i tc' l cng ty mi thm nh!p v% th tH9Wng Vit am' c8n tin nhanh v% th tH9Wng& Ie. D`] ;S', 5$-^' J8K5 3/ 5$-^' *$%I* ./0 1$2':

1. C$-^' J8K5 ./0 1$2': Chin l9c l 26i 3ch t|ng th7' ph9Ung h9ng 27 2Yt m5c 2Nch&

=. 2'$ ,-2 *O'$ $O'$ 3/ JS= 5$f' 5$-^' J8K5: K5c ti:u cCa bnh vin l tVm ;im 3i cn bkng li Nch v pht tHi7n m6i quan h O b:n tH%ng t9Ung lai& mia chn chin l9c ;t hp cYnh tHanh hp tc' tH%ng 2 hp tc chim 9u th&

Gc 2nh v thl ch_ng ta l ;hch hng c nhiFu tiFm nZng& Ch`c ch`n b:n bn 3} dnh nhiFu 9u 2+i nu mu6n Dy ding v th w vit nam' c{ng nh9 thnh cng phi v5 ny B:nh mua l bnh vin c 9u th hUn tH%ng 3=c mYnh 2m phn& (Vnh hu6ng 2m phn l c y 2nh hp tc lu di' pht tHi7n m6i quan h nh9ng 3} c cYnh tHanh vF m@t li Nch n:n 3} ptVm ;im 3i cn bkngq& my d%l B:n bn mu6n thm nh!p th tH9Wng v mw Hng hp tc lu di tH%ng ;hi bnh vin l ;hch hng 28u ti:n& u 2ic bnh vin mua thi uy tNn 3} tZng ca%& B:n mua l bnh vin ch_ng ta mu6n mua 3An phBm chIt liUng ;Em hUn mt Nt 3% vi 26i thC ;hc l .n% 0l$ctHic3 nh9ng vi m=c gi H hUn m=c gi b:n bn 29a Ha& (h$% nh9 2nh gi cCa tH4Ung ph~ng ti chNnh v bc 3z Gquang thV chn 3An phBm TKM l chNnh Dc& g%i Ha' bnh vin c li th hUn vV c y 2nh mua 3An phBm TKM chi nhnh w - i' tr 2 mw Ha mt m6i quan h hp tc lu di& (. N$% 5H% *$I* XS 56= .?- *25: (hm nh!p v% th tH9Wng Vit am n:n 3} chIp nh!n nh9ng b' ch% hng gi thIp& 5. N$N', JK- L5$ 5$%', 3g= 1$E5 3E '$% 5H% 56= .?- *25Y 3g= ,-h1 *= *$S5 $-F' 0E5 *-F%: -%n thnh bAn ;y ;t hp 2ang tH gi ln& C cU hi D_c tin ;y ;t th:m hp 2ang th= O& Bnh vin mua 29c ph8n mFm GOPP]' Hai 3au 2 chuBn ha th$% bAn ting Vit' tHw thnh bnh vin 28u ti:n 2i 28u tH%ng ph8n mFm tYi -a ChN Kinh' c th7 mw Hng Ha - i& TKM c th7 maH;$ting min phN bkng th9Ung hiu cCa bnh vin' c cU hi bn ch% nhvng bnh vin ;hc c nhu c8u& Bnh vin c th7 c[ng TKM pht tHi7n nhiFu thit b y ;h%a ti:n tin ;hc cung =ng ch% t%n th tH9Wng Vit am&

;. N$N', JK- L5$ 5a *$b :$-^' .+- *25 'a- i:$+',j: <9a 2iFu ;h%An giAi quyt tHanh chIp thng qua b:n th= \ v% -p 2ang& (Zng m=c phYt gia% hng ch!m tH%ng ;hi giAm thWi hYn gia% hng& R. TO0 ,-/- 1$21 5$- 1$L *$G1 ,-V- \%]^* :$a :$W' 56= .?- *25 0/ 3k' *$S5 $-P' .8K5 0E5 *-F% 56= 0O'$: TKM ;hng phAi cung cIp dch v5 bA% hnh' chx c8n 29a nhn vi:n 2n dYy ch% bnh vin cch ti bA% d9bng #th$% y ;in cCa bc 3z tH9wng ;h%a1 Bnh vin c th7 mua ph8n m:m GOPP] v l nUi chIp nh!n HCi H% ;hi 34 d5ng ph8n mFm ny' b[ lYi 3} pht tHi7n quan h hp tc lu di vi TKM v 2Yt 29c nhiFu 9u 2+i vF cng ngh ti:n tin hUn tH%ng t9Ung lai& #th$% y ;in cCa tH9wng ph~ng thit b1

d. G-V- 1$21 X2', *T< 0=', JT- :O 3f', 3/ JK- L5$ 5$< 5V .+- (F': KaH;$ting min phN ch% TKM bkng th9Ung hiu uy tNn 3n c cCa bnh vin' gi_p TKM mw Hng maH;$t3haH$ tYi Vit am& Bnh vin c nguan lic' nZng lic tHuyFn thng' mYng l9i quan h Hng ln n:n c th7 gi_p TKM tH%ng vic tVm ch 2@t vZn ph~ng w Vit am' 28u t9 BIt 2ng 3An' nguan cung =ng nguy:n v!t liu c{ng nh9 cc bn thnh phBm y t 2ng tin c!y w Vit am ch% TKM nu TKM c y 2nh 2@t nh my 3An DuIt w Vit amJ Bnh vin 3} hp tc vi TKM pht tHi7n ph8n mFm ting Vit ch% KLM v nhiFu thit b y ;h%a ti:n tin ;hc cung =ng ch% t%n th tH9Wng Vit am' gi_p TKM tHw thnh nh cung =ng thit b y t ti:n tin th6ng lznh th tH9Wng Vit am&

,. P$8U', 2' ./0 1$2' 5T'$ *7='$ 5$%&' () 1$l', :$- .?- 1$8U', ./0 1$2' 5T'$ *7='$: <F DuIt ban 28u ca%l <9a Ha bAng ch% gi cCa .n% 0l$ctHic3 mt cng ty cung cIp thit b y t n|i ting #thit b t9Ung t9 nh9ng gi thIp hUn1 27 giAm gi 3An phBm& <9a Ha thic t TKM g@p ;h ;hZn tH%ng gia% hng 27 tZng m=c phYt gia% hng tH #>]PPP u3ddthng1 ca% hUn m5c ti:u #>PPPP u3ddthng1' v tZng m=c phYt >PPP Q/Rdthng& TiAm thWi hYn gia% hng c~n O thng& <F Ha nh9c 2i7m cCa gi ph8n mFm GOPP] c th7 lm li cA h th6ng&

 <F Ha 2iFu ;h%An giAi quyt tHanh chIp qua b:n th= ba& h9ng b min c9bng v trng ch_t mtl Txam gi 3An phBm cCa TKM' nh9ng 3} mua vi 36 l9ng gIp 2i bAn ch% hng& Txam m=c phYt gia% hng tH Du6ng d8n m5c ti:u chNnh #>OPPP Q/R1 nu 26i ph9Ung chu ch% phEp thanh t%n tHA ch!m S l8n& Kua gi ph8n mFm GOPP]' nh`c nhw 26i ph9Ung Hkngl pBnh vin c th7 mua ph8n m:m GOPP] v l nUi chIp nh!n HCi H% ;hi 34 d5ng ph8n mFm ny' b[ lYi 3} pht tHi7n quan h hp tc lu di vi TKM v 2Yt 29c nhiFu 9u 2+i vF cng ngh ti:n tin hUn tH%ng t9Ung lai&q TiAm m=c phYt hue -p 2ang chx c~n ]f gi tH -p 2ang $. BATNA: Bj( j l bin php di ph~ng t6t nhIt ;hi ;hng 2Yt 29c th%A thu!n& Bnh vinl u ;hng 2at 29c th%A thu!n mua KLM' bnh vin Vit <=c c th7 gia% ;t hp 2ang vi .n% 0l$ctHic3 h%@c cng ty thit b y t "VC' tuy nhi:n ;hng 2Yt 29c h th6ng cng ngh ca% gi_p tZng chIt l9ng dch v5 cCa bnh vin' ng%i Ha' mIt mt cU hi pht tHi7n ph8n mFm ting Vit ch% KLM v nhiFu thit b y ;h%a ti:n tin ;hc cung =ng ch% t%n th tH9Wng Vit am& TKMl 2y l hp 2ang HIt quan tHng 27 v% 29c th tH9Wng Vit am' bnh vin l mt bnh vin ln cCa ()&-CK' c uy tNn v nguan lic 27 mua v ;N ;t -p 2ang vi TKM' nu ;hng ;N 29c hp 2ang thV 3} phAi ;N vi cc bnh vin ln ;hc #26i thC cCa bnh vin ny1 27 v% 29c th tH9Wng Vit am& (uy nhi:n' ;hi ;N ;t -p 2ang thIt bYi vi bnh vin ny' ;hng chx l+ng phN n lic v thWi gian ;N ;t -p 2ang' uy tNn cCa TKM 3} giAm' 3} ;E% th$% nhvng hVnh Anh ;hng t6t ch% nhvng l8n 2m phn tip th$% vi cc bnh vin ;hc& # u vi mt bnh vin ln nh9 bnh vin Vit <=c m c~n ;N ;t -p 2ang thIt bYi' thV cc bnh vin c nguan lic ngang bkng hay bE hUn c dm ;N ;t -p 2ang vi TKM hay ;hng1

Xy dng BATNA: Bnh vin Vit <=c 2+ li:n h vi cng ty 0n% 0l$ctHic3' cng ty "VC v nhiFu nh cung =ng ;hc tH:n th tH9Wng v c 29c th9 ch% hng c6 2nh vF 3An phBm KLM cCa h& VV v!y' nu ;hng ;N ;t 29c hp 2ang vi TKM' bnh vin 3} ;N ;t vi cc 26i tc c{ c tiFm nZng nh9 0n% 0l$ctHic3 h%@c "VC&

-. l' (&]:

<~n bBy tNch cic #dia tH:n nhu c8u 26i ph9Ung1l Bnh vin 3} hp tc vi TKM gi_p TKM thm nh!p thnh cng th tH9Wng Vit am' tHw thnh nh cung =ng thit b y t ti:n tin th6ng lznh th tH9Wng Vit am&

<~n bBy ti:u cicl Bnh vin l bnh vin ln c nguan lic mYnh' v!y m vXn ;hng ;N ;t -p 2ang vi TKM 29c d% gi ca%' v!y thV cc bnh vin ;hc c nghz Hkng h 3} ;N ;t 29c ;hng TKM 3} b hY thIp uy tNn nu thIt bYi ;N ;t& Cuc 2m phn 2+ ;E% di t6n nhiFu nhn lic v thWi gian' cng th:m p lic vF thWi gian v 2nh m=c hng bn' TKM phAi tr <=c thn chNnh 2n Vit am m Ha vF tay ;hng 3a%

<~n bBy chuBnl (h tH9Wng Vit am l th tH9Wng c nhiFu tiFm nZng' bnh vin l bnh vin ln c uy tNn v 3=c mYnh tHuyFn thng c th7 maH;$ting ch% TKM min phN' nu giAm gi 3An ph8m 27 28u t9 v% m6i quan h vi bnh vin thV tH%ng t9Ung lai TKM c th7 tin nhanh hUn Da hUn& -Un ht' tH:n thic t' cng ty thit b y t Vit h!t "VC 2+ trng phAi 34 d5ng ht v6n huy 2ng 27 28u t9 li:n ;t vi bnh vin Vit <=c' cng ty TKM l mt cng ty ln v c nguan lic hUn "VC' m ;hng th7 giAm gi 3An phBm 27 28u t9 3a%

m. K-b0 *7= .l' (&]: B:n n% mIt nhiFu hUn ;hi ;hng 2Yt th% thu!nl l TKM' nh9 2+ tHVnh by w tH:n' nu TKM ;hng 2Yt 29c th%A thu!n' 3} phAi t6n lYi chi phN tiFn ;hA thi 27 tVm ;im lia chn 26i tc ;hc' v mIt lun chi phN tiFn ;hA thi vi 26i tc l bnh vin ch_ng ta& (hWi gian quan tHng vi b:n n%l l TKM' phAi h%n thnh chx ti:u li nhu!n tH%ng nZm d% cng ty m 2@t Ha ch% chi nhnh ;hu vic' thWi 2i7m 2m phn l O>d>>dOP>\'

2+ g8n cu6i nZm' nu ;hng 2m phn thnh cng' b% c% vF cng ty m 3} ;hng 2Yt chx ti:u& C th7 nng t8m Bj( j cCa mVnh bkng cch 29a Ha lia chn th= O l cng ty .n% 0l$ctHic3 c th7 lm 3uy yu Bj( j cCa 2i ph9Ung bkng cchl bnh vin ln c 3=c tHuyFn thng mYnh m}' nguan lic mYnh' v!y m vXn ;hng ;N ;t -p 2ang vi TKM 29c d% gi ca%' v!y thV cc bnh vin ;hc c nghz Hkng h 3} ;N ;t 29c ;hng TKM 3} b hY thIp uy tNn nu thIt bYi ;N ;t' b% hiu ch% 3i thIt bYi tH%ng cc cuc ;N ;t -p 2ang vi cc 26i tc ;hc w Vit am& C th7 ;i7m 3%t th= gV 2 26i ph9Ung c8n hay ;hngl Bnh vin ;i7m 3%t nguan nhn lic v tHuyFn thng tH:n th tH9Wng Vit am' c chi nhanh w O thnh ph6 ln cCa Vit am l -a ChN Kinh v - i' c th7 gi_p TKM mw Hng th tH9Wng nhanh chng& C th7 b`t buc 26i ph9Ung cam ;t th$% quy t`c c li vi mVnh ;hng Bnh vin c8n cn bkng li Nch' n:n 3} 2m phn vi chin l9c hp tc in in&

2. C$-^' *$%I* ./0 1$2': =. C25$ 0n .H% 5%A5 ./0 1$2': Kw 28u cuc 2m phn' bnh vin 3} c nhvng lWi thZm hgi 27 tY% b8u ;hng ;hN cwi mw hp tc giva hai b:n& (. N$N', 5`% $o- .8= 7= 3/ *$9- .-b0 .8= 7= 5`% $o-:

m%Yi cu hgi

VIn 2F

(hWi 2i7m

>& Cu hgi 2ng c5 th7

TiAm gi 3An phBm' dch v5

<9a Ha cu hgi vF gi v% 28u cuc 2m phn& ohi 29a Ha nhvng gi lia chn h%n 2|i' 27 cn bkng li Nch vi 26i tc&

O& Cu hgi 2ng dXn d5 #vF cc li Nch m bnh vin c th7 mang lYi ch% TKM1 \& Cu hgi hi7n nhi:n

TiAm gi 3An phBm' dch v5

(huyt ph5c 26i tc giAm gi 3An phBm' dch v5&

ohng 2nh v th cCa bnh vin v vYch H v th cCa 26i tc& #D$m lYi ph8n 2~n bBy ti:u cic1 oi7m tHa D$m 26i tc c th!t 3i ;h ;hZn tH%ng chui cung =ng' dXn 2n gia% hng tH hay ;hng

(huyt ph5c 26i tc giAm gi 3An phBm' dch v5 ;hi 2m phn g8n 2n b t`c&

S& Cu hgi mw

<m phn vF thWi hYn gia% hng v phYt gia% hng tH

5. _S .<2' .-4% .?- *25 5a *$b $o- 3/ 1$8U', 2' *7V J9-: Cu hgi )h9Ung n tHA lWi

(Yi 3a% phAi 29a 2iFu ;h%An giAi quyt tHanh chIp qua b:n th= \ v% hp 2ang

u c tHanh chIp' bnh vin 3} 9u ti:n th%A thu!n h% giAi tH9c' nh9ng nu ;hng th7 h% giAi' phAi 29a Ha t% h%@c qua b:n th= ba' thV mu!t th9Ung mYi Vit am ;hng ch@t ch} nh9 lu!t th9Ung mYi cCa <=c' n:n b:n bnh vin 3} c nhiFu bIt li ;hi chn giAi quyt tHanh chIp bkng lu!t th9Ung mYi Vit am h%@c lu!t th9Ung mYi <=c& (hay v% 2' bnh vin chn giAi quyt mi tHanh chIp th$% uy t`c tHng ti cCa (Hung tm tHng ti qu6c t cCa /ingap%H$ #/ingap%H$ Mnt$Hnati%nal jHbitHati%n C$ntH$ /MjC1' cng bkng ch% cA 2i b:n&

(Yi 3a% giAm thWi hYn gia% hng nh9ng lYi tZng phYt gia% hng tH

Bnh vin giAm thWi hYn gia% hng vV KLM l mt 3An phBm cng ngh' 3i pht tHi7n cCa cc 3An phBm cng ngh tH:n th tH9Wng din bin HIt nhanh' nu ? thng' t=c l n4a nZm mi gia% thV c l} cng ngh KLM cCa TKM ;hng c~n mi nva' ;hng 2ng 27 bnh vin 28u t9 nhiFu 2n v!y& C~n tZng tiFn phYt gia% hng l:n' chx 27 2Am bA% TKM 3} gia% hng 2_ng hn' c{ng nh9 D$m DEt thin chN cCa TKM 26i vi bnh vin ca% b% nhi:u&

;. C25 1$8U', 2'Y *$9- .-b0Y 1$8U', *$C5 '$8K', (A: u ;hng giAm gi 29c 3An phBm 3au ;hi 2+ gy 3=c Epl *:u c8u tZng 36 l9ng mua hng 27 giAm gi&

u TKM ;hng 2p =ng ch% tHA ch!m S l8n 3au ;hi 2+ gy 3=c Epl ChIp nh!n HCi H% ;hu mua gi GOPP] v h=a hn 3} gi_p TKM ginh maH;$t3haH$' hp tc lu di tH%ng t9Ung lai 27 TKM tHw thnh nh cung =ng thit b y t th6ng lznh th tH9Wng&

u TKM ;hng 2p =ng giAm thWi hYn gia% hng c~n \ thngl TiAm m=c phYt gia% hng tH Du6ng d8n m5c ti:u #>OPPP Q/Rdthng1 TiAm m=c phYt hue -p 2ang chx c~n ]f gi tH -p 2ang&

u TKM ;hng 2p =ng 29a giAi quyt tHanh chIp qua b:n th= bal <F ngh tHanh chIp qua b:n th= \ th$% ph9Ung th=c h% giAi #D$m ph5 l5c m5c1 <F ngh tHanh chIp th$% ph9Ung th=c th9Ung l9ng& #D$m ph5 l5c m5c1

R. D25 .)'$ 3=- *7l 56= .</' ./0 1$2': Ms. )hi )h%ch )h*o - )r+,ng -h.ng hi! b"( l ng9Wi quAn lN thit b v giv vai tH~ 29a Ha quyt 2nh 2m phn& C m%ng mu6n pht tHi7n cU hi ;inh d%anh tr 3An

phBm KLM d% TKM cung cIp' n:n K3& (hA% HIt quan tm 2n vic pht tHi7n m6i quan h giva hai b:n& Ms. /guy0n )h" 1h+2ng )hanh - )r+,ng -h.ng i ch3nh l l ng9Wi 2F Ha m5c ti:u 2m phn& Ms. /guy0n )h" )hu )h*o - 4c s5 r+,ng 6-7uang( l ng9Wi tHic tip 34 d5ng thit b' hi7u H nhvng 9u nh9c 2i7m cCa 3An phBm chNnh v cc 3An phBm h tH tu chn cCa TKM& Ms. )8n /9 :im )rang( lu!t 39 ;i:m c6 vXn d%anh nghip& Ms.)r;n Minh )uy! ( (h9 ;N& Cc hnh vin khc( h< r= on m -hn. (H%ng 2%n 2m phn' K3& (hi (hYch (hA% l ng9Wi 29a Ha quyt 2nh 2Yi din ch% cA 2%n 2m phn' nh9ng K3& (n v oim (Hang 3} l ng9Wi ngai b:n ng%i' quan 3t t%n cAnh 2m phn 27 n`m b`t nhVn Ha nhvng 2i7m m ng9Wi tH%ng bn 2m phn ;hng cAm thIy #ti7u DA% cCa 26i tc'J1 v 29a Ha lWi c6 vIn 2_ng 2`n& e. D25 .)'$ *$9- ,-=' 3/ .)= .-b0 ./0 1$2'

(hWi gian 2m phnl Kt 2i7m yu l <=c v Vit nam ;hc m_i giW n:n TKM 3} g@p ;hng Nt ;h ;hZn tH%ng vic thNch nghi vi thWi gian bi7u cCa Vit am& <ang thWi' thWi gian 2m phn v% ngy O>d>>dOP>\' mt ngy cu6i nZm' n:n p lic vF thWi gian c{ng nh9 2nh m=c hng bn' cng th:m thWi gian bi7u thay 2|i Anh h9wng DIu 2n 3=c ;h% v 3=c phn 2%n' h c th7 3} c thi 2 gIp gp' c8u th v th%A hip hUn' 2y l 2iFu c li vi bnh vin tH%ng 2m phn&

<a 2i7m 2m phnl <a 2i7m 2m phn l ohch 3Yn $ s%Hld' ()& -CK' Vit am' nUi 2m phn qu$n thuc cCa bnh vin& eI. LI1 5$8U', *7O'$ ./0 1$2'

1.

T7O'$ *S 525 3G' .4 5H' ./0 1$2':

(HVnh ti cc vIn 2F c8n 2m phnl (hu!n th$% ph%ng cch 2m phn thng v tHnh ti7u tit cCa ng9Wi <=c' ch_ng ti 3} 2i thng v% vIn 2F gi tH9c' 3au 2' mi bn vF cc vIn 2F ;hc th$%

th= til Ti #3An phBm v dch v51 Tia% hng #thWi hYn gia hng v phYt gia% hng ch!m1 )hYt hue hp 2ang <iFu ;in thanh t%n& (uy nhi:n' tH%ng qu tHVnh 2m phn' ch_ng ti 3} dung cc gi lia chn 27 th9Ung l9ng nh9 ph8n cc gi m5c ti:u 2+ tHVnh by& Ch_ng ti 3} ;t hp 2m phn cc vIn 2F 3aul Ti 3An phBm chNnh v gi cc 3An phBm h tH tu chn& (hWi hYn gia% hng' phYt gia% hng tH' phYt hue hp 2ang' 2iFu ;in thanh t%n' 2iFu ;h%An tHanh chIp b:n th= \& BA% hnh v hp 2ang dch v5& 2. LF' J)5$ *7O'$ ./0 1$2':

<y l v~ng 2m phn th= \' tH9c 2 c O v~ng 2m phn ch% gi' 2nh gi 2+ din Ha& (H%ng v~ng 2m phn th= \ nyl <m phn 3} din Ha tH%ng O ting' cA O b:n c quyFn hp >] ph_t ;hi 29a Ha cc quyt 2nh quan tHng& ohi 2m phn b t`c' 3} nghx >] ph_t 27 O b:n c th7 D$m DEt lYi m5c ti:u v li Nch cCa mVnh 27 29a Ha quyt 2nh 2_ng 2`n' tH%ng l_c ny 3} c H9u champag$ 27 h% h%+n b8u ;hng ;hN& u v~ng 2m phn ny ;hng th7 2i 2n th%A thu!n cu6i c[ng' bnh vi:n 2nh chIm d=t v quay vF hp tc vi cc nh cung =ng ;hc nh9 0n% 0l$ctHic3 v "VC&

CHNG 2: GIAI ON KT THC M PHN

I. K^* \%V ./0 1$2': CA hai b:n 2+ ;N ;t thnh cng v 29a Ha th%A thu!n cu6i c[ng nh9 3aul /An phBm v dch v5 KLM#3An phBm chNnh1 Ky ch5p Gquang mYch mu OR v \R (h%A thu!n cu6i c[ng >&>SP&PPP Q/R D O ci >SO&]PP Q/R D O ci K5c ti:u chNnh >&>SP&PPP Q/R D O ci >SO&]PP Q/R D O ci

Ky phn tNch l9u l9ng d[ng ch% cc nghi:n c=u vF tim mYch )h8n mFm 2ng gi GOPP] -p 2ang dch v5 #bA% d9bng v thay th1 (hWi hYn gia% hng )hYt gia% hng ch!m )hYt hue hp 2ang BA% hnh #ch% cc hgng hc vF thit b1

??&]PP Q/R D O ci

??&]PP Q/R D O ci

OPPPP Q/R

C th7 c' c th7 ;hng&

c]&PPP #\ nZm1

c]&PPP #\ nZm1

<iFu ;in thanh t%n

<iFu ;h%An giAi quyt tHanh chIp thng qua b:n th= \

] thng \ thng >P&PPP Q/Rdthng >O&PPP Q/Rdthng ]f gi tH hp 2ang Of gi tH hp 2ang B ph!n thay th tH%ng O nZm B ph!n thay th h nhn lic TKM t@ng ;h% huIn #O nZm1 luyn O thng nhn vi:n bnh vin ti bA% d9bng& (hanh t%n mdC tHA ch!m S l8nl , m8n >l ;hi gia% hng' tHA OPf gi tH hp 2ang& (hanh t%n mdC tHA ch!m S l8n bkng , m8n Ol ;hi thit b b`t nhaul 28u h%Yt 2ng' tHA \]f , m8n >l ;hi gia% hng& gi tH hp 2ang& , m8n Ol ;hi thit b b`t 28u h%Yt , m8n \l 3au l8n O l nP 2ng& ngy' tHA \Pf gi tH hp , m8n \l 3au l8n O l nP ngy& 2ang& , m8n Sl 3au l8n \ l nP ngy& , m8n Sl 3au l8n \ l nP ngy' tHA >]f gi tH hp 2ang& Txai quyt bkng th%A thu!n h% giAi tH%ng > thng' nu ;hng th7 th%A thu!n' 3} <9a v% -p <ang& giAi quyt tHanh chIp qua tHng ti /ingap%H$&

II.

N$I' cp* 34 5%A5 ./0 1$2':

hVn chung' ;t quA 2m phn m bnh vin 2Yt 29c ;h ;hA quan' tuy c vi chx ti:u nh9 (hWi hYn gia% hng' )hYt gia% hng ch!m' )hYt hue hp 2ang v <iFu ;in thanh t%n c ;t quA thIp hUn m5c ti:u chNnh' nh9ng ;hng 3ai lch nhiFu 3% vi chx ti:u ban 28u ch_ng ti 2@t Ha' v vV ngay tr 28u' ch_ng ti c{ng Dc 2nh l chin l9c ;t hp cYnh tHanh hp tc' tH%ng 2 hp tc chim 9u th& <iFu 2ng ch_c mrng l ch_ng ti 2+ thuyt ph5c 26i ph9Ung giAm gi cc 3An phBm' 2% tY% ch% nhn vi:n bnh vi:n ti bA% d9bng my mc v 29a 2iFu ;h%An tHanh chIp qua b:n th= \ v% hp 2ang' v qua vic mua ph8n mFm 2ng gi GOPP]' ch_ng ti c th7 tin mt b9c Da hUn tH%ng m6i quan h vi cng ty TKM' mt cng ty m th$% ch_ng ti thIy' c tiFm nZng hUn nhiFu 3% vi hai 26i tc c{ l 0n% 0l$ctHic3 v "VC& /au 2y l bAn nh!n DEt vF 26i tc v bAn thn cCa ch_ng ti qua cuc 2m phnl 1. 2'$ ,-2 (V' *$`': a& <Un vl Bnh vin Vit <=c ()&-a ChN Kinh b& (hnh ph8n 2m phnl Ms. )hi )h%ch )h*o - )r+,ng -h.ng hi! b"( l ng9Wi giv vai tH~ quyt 2nh vF ;t quA 2m phn& Ms. /guy0n )h" 1h+2ng )hanh - )r+,ng -h.ng i ch3nh. Ms. /guy0n )h" )hu )h*o - 4c s5 r+,ng 6-7uang Ms. )8n /9 :im )rang( lu!t 39 ;i:m c6 vXn d%anh nghip& Ms.)r;n Minh )uy! ( (h9 ;N& Cc hnh vin khc( h< r= on m -hn. (H%ng 2%n 2m phn' K3& (hi (hYch (hA% l ng9Wi 29a Ha quyt 2nh 2Yi din ch% cA 2%n 2m phn' nh9ng K3& (n v oim (Hang 3} l ng9Wi ngai b:n ng%i' quan 3t t%n cAnh 2m phn 27 n`m b`t nhVn Ha nhvng 2i7m m ng9Wi tH%ng bn 2m phn ;hng cAm thIy #ch hw' ti7u DA% cCa 26i tc'J1 v 29a Ha lWi c6 vIn 2_ng 2`n& c& <i7m mYnhl C quy tHVnh chuBn b ;z cng tH9c ;hi b9c v% 2m phn& <9a Ha nhvng lu!n 2i7m hp lN c tNnh thuyt ph5c& (huyt ph5c 29c 26i tc 29a b:n th= \ v% 2iu ;h%An giAi quyt tHanh chIp&

 B6 tHN 29c chin thu!t 2m phn v Ha quyt 2nh hp lNl (H%ng 2%n 2m phn' K3& (hi (hYch (hA% l ng9Wi Ha quyt 2nh 2m phn nh9ng b:n ng%i bn 2m phn 3} c mt ng9Wi quan 3t t%n b ;hung cAnh 2Am phn' 27 d n`m b`t cc chi tit' ti7u DA%J cCa 26i tc tH%ng cuc 2m phn v 29a Ha giAi php ;p thWi' 2 l K3& oim (Hang d& <i7m yul Ch9a thic 3i c=ng H`ng tH%ng 2m phn' d[ bit Hkng v th cCa bnh vin ca% hUn nh9ng ch_ng ti c{ng ch_ tHng v% chIt l9ng 3An phBm' danh ting cCa cng ty TKM v vic Dy ding m6i quan h vi TKM #th$% y ;in cCa tH9Wng ph~ng thit b K3& (hi (hYch (hA%1 n:n ;hng gy 3=c Ep nhiFu tH%ng cc 2iFu ;h%An th9Ung mYi& Ch9a th!t 3i ch_ tHng vF hVnh th=c ;hi 2m phn& 2. 2'$ ,-2 .?- *25: a& <Un vl Cng ty thit b y t TKM b& (hnh ph8n 2m phnl Ms. Angela - Gim c bn hng khu vc l ng9Wi giv vai tH~ quyt 2nh v chu tHch nhim chNnh vF ;t quA 2m phn tH9c cng ty m v c tHch nhim h%n thnh chx ti:u li nhu!n hkng nZm d% cng ty m 2@t Ha ch% chi nhnh ;hu vic& Ms. Johnson - Chuyn gia bn hi! b"l nhn vi:n cCa b ph!n h tH ; thu!t ch% bn hng' ng9Wi c ;in th=c vF ;z thu!t v c th7 3} thuyt ph5c bnh vin mua cc 3An phBm h tH t[y chn& Ms. Jeni#er - $%i &i'n bn hng( ng9Wi 2+ g@p gb' thA% lu!n tH9c v tHa% ch% 26i tc bAn ch% gi 2+ 29c cng ty m duyt' 2ang thWi l ng9Wi 2=ng Ha dn Dp phi:n 2m phn cu6i c[ng ny vi 26i tc& c& <i7m mYnhl Cung cIp thng tin 28y 2C' chx tit vF 3An phBm chNnh' c{ng nh9 cc gi 3An phBm' dch v5 thay th& )h%ng cch chuy:n nghip' thi 2 h% nh+& <9a Ha nhvng lu!n 2i7m c tNnh thuyt ph5c vF Ranh ting cng ty TKM' chIt l9ng 3An phBm'J d& <i7m yul

 ohi 2m phn vF vic giAm thWi hYn gia% hng' d[ bnh vin 2+ nhiFu l8n gy 3=c Ep' nh9ng TKM vXn giv l!p tH9Wng ;h c=ng H`n vF 2iFu ;h%An gia% hng v phYt gia% hng ch!m' v 29a Ha lu!n 2i7m vF chui cung =ng Hkngl ;hi ;hch hng 2@t hng thV mi b`t 28u l`p Hp 3An phBm' v 3An phBm mi n:n c8n thWi gian ;i7m tHa v!n hnhJ (uy nhi:n' nu d[ng m hVnh Build t% %Hd$H thV 2ng Ha 3An phBm phAi 3An DuIt nhanh 27 ph[ hp vi ;hch hng v Du h9ng pht tHi7n cCa th tH9Wng' nh9ng TKM lYi nhiFu l8n b tH gia% hng' ch=ng tg TKM g@p vIn 2F tH%ng quAn tH chui cung =ng' 2y l mt 2i7m yu m bnh vin 3} ;hai thc 27 gy 3=c Ep TKM tH%ng nhvng l8n 2m phn gia% dch tip th$% h%@c bnh vin 3} gi_p TKM tH%ng vic cAi thin chui cung =ng 27 c th7 hp tc c[ng c li tH%ng mt m6i quan h lu di&

III.

"h* :-'$ ',$-P0:

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