M PHN

THNG MI QUC T
THNG TIN GING VIN
NGUYN CNG
B MN GIAO DCH THNG MI QUC T
KHOA KINH T V KINH DOANH QUC T
STUDY_BEATLESANDYOU@YAHOO.COM
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FTU/2013

NHP MN
Yu cu i vi sinh vin:
Tham d ti thiu 75% s bui hc
Tham gia tho lun, thuyt trnh nhm tch cc
Gi trt t
eo th sinh vin
C cu im:
Chuyn cn (10%)
Gia k (30%)
Cui k (60%)

NHP MN
Ti liu:
Sch m phn trong kinh doanh quc t 2010
(Ch bin: GS, TS on Th Hng Vn).
Slides bi ging
Gio trnh GDTMQT 2012
(Ch bin: PGS, TS Phm Duy Lin)
Ni dung mn hc:
Phn 1: C s l lun v m phn thng mi quc t
Phn 2: m phn hp ng mua bn quc t
Phn 3: m phn thng mi gia cc chnh ph

PHN 1
C S L LUN V
M PHN THNG MI QUC T
A. M PHN
I. Khi nim
m phm l qu trnh hi m i ti s thng nht ch
nhm t c tha thun gia cc ch th.

m phn l qu trnh ti thiu ha/ xa b nhng li ch

mu thun, i khng (xung t) nhm i ti s thng nht.

m phn l qu trnh giao tip gia cc bn c nhng

quyn li i khng v c th chia s nhm i ti tha thun.

PHN 1
C S L LUN V
M PHN THNG MI QUC T
A. M PHN
II. Bn cht
Qu trnh mc c, thuyt phc

S thng nht gia cc mt i lp

Tnh khoa hc v ngh thut

??? Ngun gc ca m phn?

PHN 1
C S L LUN V
M PHN THNG MI QUC T
S thng nht gia cc mt i lp

PHN 1
C S L LUN V
M PHN THNG MI QUC T
Tnh khoa hc:
M hnh tuyn tnh/ M hnh mc tiu l tnh (rational
objective model).

PHN 1
C S L LUN V
M PHN THNG MI QUC T
Tnh khoa hc:
M hnh vng trn (cyclical model).

PHN 1
C S L LUN V
M PHN THNG MI QUC T
Tnh ngh thut:
m phn l mt qu trnh vn dng nhun nhuyn, linh hot
cc chin lc, chin thut v k xo m phn da trn
nhng nguyn tc m phn nhm t c mc tiu m
phn.

PHN 1
C S L LUN V
M PHN THNG MI QUC T
A. M PHN
III. Nguyn tc m phn
T nguyn.
Mc tiu c th
Chin lc r rng, cht ch
Bit ngi bit ta
Kim sot cht ch yu t thi gian v con ngi
Coi trng suy lun
C phng n d phng
Khng c t c tha thun bng mi gi
Khng cuc m phn b ph v hon ton.
Bit cch kt thc ng lc.

PHN 1
C S L LUN V
M PHN THNG MI QUC T
B. m phn thng mi quc t
I.Khi nim m phn thng mi
L qu trnh thuyt phc, mc c thng qua giao tip nhm t
c s thng nht, tha thun v li ch thng mi gia cc
ch th.
II. m phn thng mi quc t
1.Ch th m phn
2.i tng m phn
3.Ni dung m phn
4.Hnh thc m phn

PHN 1
C S L LUN V
M PHN THNG MI QUC T
B. m phn thng mi quc t
III. Cc yu t nh hng
1.Th lc ca cc ch th
2.Chin lc v chin thut m phn
3.Thi gian v chuyn gia m phn
4.Vn ha
5.Chnh tr, x hi
6.Php lut

PHN 1
C S L LUN V
M PHN THNG MI QUC T
B. m phn thng mi quc t
III. Hnh thc m phn
1.m phn qua th tn
2.m phn qua in thoi
3.m phn bng gp g trc tip

PHN 1
B.III. HNH THC M PHN THNG MI QUC T
1. M PHN QUA TH TN
1.1. Hnh thc
Cc th thng mi: Hi hng, cho hng, t hng, hon gi, chp
nhn, xc nhn
Th tay, email, fax, telex
1.2. u, nhc im
1.2.1. u im
m phn ng thi vi nhiu i tc
C nhiu thi gian suy ngh
Chi ph thp
1.2.2. Nhc im
Kh nm bt
B l c hi kinh doanh

PHN 1
B.III. HNH THC M PHN THNG MI QUC T
1. M PHN QUA TH TN

1.3. Lu
Ngn ng quen thuc, lch s, trang trng
Sc tch
Gi tr php l ca th thng mi
Thuyt tng pht hay tip thu
Gy s ch cho bc th
Khng vit email thng mi khi km tnh to
Khng nn qu lm dng
??? Trng hp p dng?

PHN 1
B.III. HNH THC M PHN THNG MI QUC T
2. M PHN QUA IN THOI

2.1. Hnh thc

t khi p dng c lp
Kt hp fax, email
2.2. u, nhc im
2.2.1. u im
Tc
Chi ph
2.2.2. Nhc im
Khng gii quyt trit vn
Xung t php lut v hnh thc hp ng

PHN 1
B.III. HNH THC M PHN THNG MI QUC T
2. M PHN QUA IN THOI

2.3. Lu
Thi gian gi
Hiu r i tc
To n tng t li gii thiu
Ni dung sc tch
xut cc hnh thc m phn khc
??? Trng hp p dng?

PHN 1
B.III. HNH THC M PHN THNG MI QUC T
3. M PHN BNG GP G TRC TIP
3.1. Hnh thc
Gp trc tip
Cu truyn hnh
3.2. u, nhc im
3.2.1. u im
Nhanh
Nm bt c tm l,
3.2.2. Nhc im
Chi ph
Chin lc, chin thut, k thut m phn cao

PHN 1
B.III. HNH THC M PHN THNG MI QUC T
3. M PHN BNG GP G TRC TIP
3.3. Lu
Mc tiu, chin lc, chin thut c th
Cc phng n thay th
nh ra cc gii hn
Thi gian, a im m phn
n tng ban u
Thu hiu i tc
Ngn ng, t ng, m lng, c ch
Mm ci v nhn vo mt i tc
Bit cch t thi tc gin
Cht li trc khi chuyn vn
Khng ni nhiu m phi hi nhiu
Lng nghe v suy lun
??? Trng hp p dng?

PHN 1
B.IV. PHONG CCH M PHN THNG MI QUC T
B. m phn thng mi quc t
IV. Phong cch m phn
1.Hp tc Collaboration (Win Win)
2.Cnh tranh Competition (Win Lose)
3.Tha hip/ Nhng b - Compromise
4.Thch nghi/ Chp nhn Accommodation (Lose Win)
5.N trnh - Avoidance (Lose Lose)

PHN 1
B.IV. PHONG CCH M PHN THNG MI QUC T

PHN 1
B.IV. PHONG CCH M PHN THNG MI QUC T

PHN 1
B.IV. PHONG CCH M PHN THNG MI QUC T

PHN 1
B.IV.1. PHONG CCH M PHN HP TC

B.IV.2.1. Biu hin

Cn nhiu thi gian, i hi kin tr
Li ch ca mnh tm thy trong li ch i tc
B.IV.2.2. Trng hp p dng
Quan h quan trng cn duy tr
Vn rt quan trng cn gii quyt
i tc p dng phong cch ny

PHN 1
B.IV.2. PHONG CCH M PHN CNH TRANH
B.IV.2.1. Biu hin
Thng bng mi cch
nh nhanh thng nhanh
Coi trng li ch bn thn
Xem nh quan h
B.IV.2.2. Trng hp p dng
Th lc mnh
Bit mnh ng
Tr a
Khn cp, quan trng
Giao dch ngn hn
Khi i tc li dng s hp tc
??? C hi thnh cng khi p dng phong cch Win Lose?

PHN 1
B.IV.3. PHONG CCH M PHN THA HIP/ NHNG B

B.IV.3.1. Biu hin

Chp nhn thng t thua t
Dung ha mi quan h, li ch v kt qu m phn
B.IV.3.2. Trng hp p dng
Khng th Win Win
Thi gian gp
Tng quan cn bng
Trng mc ch
Gii php tm thi

PHN 1
B.IV.4. PHONG CCH M PHN THCH NGHI/ CHP NHN
B.IV.4.1. Biu hin
Nhng phn thng cho i tc
Nhanh chng tha mn yu cu ca i tc
Phi t c tha thun bt chp li ch
Bng mi gi gi mi quan h
B.IV.4.2. Trng hp p dng
Nhn thy mnh sai
Hn ch thit hi khi ang th yu
Quan h c qua c li, b tr
Mi quan h rt quan trng
To tn nhim cho nhng vn tip theo
??? C hi thnh cng khi p dng phong cch Lose Win?

PHN 1
B.IV.5. PHONG CCH M PHN N TRNH

B.IV.5.1. Biu hin

Tr hon, lng trnh cc vn tho lun
m phn b tc
B.IV.5.2. Trng hp p dng
Vn khng quan trng, cn tp trung vo vn
khc
Mc ch khng th t c
i tc thc p thi gian qu gp gp
Thiu thng tin v s minh mn cn thit

PHN 1
B.V. CHIN LC M PHN THNG MI QUC T
B. m phn thng mi quc t
V. Chin lc m phn
1. Chin lc Mc c lp trng (Positional Bargaining
Strategy)
1.1. Chin lc m phn kiu cng (Hard Strategy)
1.2. Chin lc m phn kiu mm (Soft Strategy)
2. Chin lc m phn Nguyn tc (Principled Negotiation
Strategy)

PHN 1
B.V.1. CHIN LC MC C LP TRNG

PHN 1
B.V.1. CHIN LC MC C LP TRNG
Mm mng
1.

Xem i tc l bn

2.

Mc tiu chnh l t c tha thun, mi quan

3.
4.
5.
6.
7.

h
Nhng b duy tr mi quan h
Mm mng vi mi ngi v cc vn
Tin tng i phng
D thay i lp trng
a ra ngh

8.
9.

Bc l gii hn cui cng

Chp nhn thit hi n phng t c
tha thun
10. Ch tm cu tr li: cu m i phng s chp
nhn
11. Kin quyt t tha thun
12. C trnh u tr vi nhau
13. C gng gim thiu/ n trnh p lc

Cng rn
1.
2.
3.

Xem i tc l i th
Mc tiu l chin thng
Xem s nhng b ca i phng l iu
kin duy tr quan h/ p i phng nhng
b

4.

Cng rn trong cc vn v quan h vi mi

ngi
Khng tin tng i phng

5.
6.
7.
8.
9.

Ln su vo lp trng ca mnh
e da i th
Tung tin sai s tht v gii hn cui cng
t li ch n phng lm gi cho s tha
thun
10. Ch tm cu tr li: cu m mnh s chp nhn
11. Kin quyt gi lp trng ca mnh
12. C thng trong cuc u tr
13. Lun gy p lc cho i phng

PHN 1
B.V.1. CHIN LC MC C LP TRNG/ HARD STRATEGY

2 bn a ra ngh/ lp trng ban u

Ny sinh ZOPA
Hai bn tm cch bo v lp trng bng cc chin thut cnh
tranh to li th bt bn kia nhng b

GAME THEORY AND NEGOTIATION

Bi hc 1: Hp tc, thu hiu ln nhau

GAME THEORY AND NEGOTIATION

Bi hc 1: Hp tc, thu hiu ln nhau

GAME THEORY AND NEGOTIATION

Bi hc 1: Hp tc, thu hiu ln nhau

GAME THEORY AND NEGOTIATION

Bi hc 2: t mnh vo v tr i tc/ Tha thun hp l
nht c th khng cng bng

GAME THEORY AND NEGOTIATION

Bi hc 3: Tha thun sng sut phi quan tm ti li ch
cng ng

GAME THEORY AND NEGOTIATION

Bi hc 4: Sc mnh m phn l quyt nh

PHN 1
B.V.1. CHIN LC MC C LP TRNG

THO LUN
1.Trng hp p dng cc chin lc mc c lp trng?
2.Hiu qu ca vic p dng chin lc mc c lp trng?

PHN 1
B.V.2. CHIN LC M PHN NGUYN TC
B.V.2.1. Nguyn tc

PHN 1
B.V.2.1.1. NGUYN TC 1

B.V.2.1.1. Nguyn tc 1: Tch con ngi ra khi vn

Nh m phn l con ngi:

Cm xc v tnh khch quan ca vn
Ci ti v lp trng
S tin tng, s tn trng, tnh bn v s gin d,
chn nn, s hi, th ch, phn n
Gii quyt vn , khng x l ln nhau

PHN 1
B.V.2.1.1. NGUYN TC 1
Tch mi quan h ra khi ni dung m phn; gii quyt
trc tip vn con ngi:
Nhn thc:
t mnh vo a v i tc
Khng suy din tiu cc v mc ch ca i tc
Khng li
Cng tho lun thng thn, thnh tht, thin ch
Hnh ng tri vi nhn thc (tiu cc) ca i tc
Li ko i tc vo tho lun t tha thun
Gi th din cho i tc

PHN 1
B.V.2.1.1. NGUYN TC 1

Tch mi quan h ra khi ni dung m phn; gii

quyt trc tip vn con ngi:
Cm xc:
Nhn bit cm xc ca mnh v i tc
Tha nhn cm xc chnh ng
i tc gii ta bt cng thng
Khng thm du vo la
Dng cc c ch tng trng gy thin cm

PHN 1
B.V.2.1.1. NGUYN TC 1

Tch mi quan h ra khi ni dung

m phn; gii quyt trc tip vn
con ngi:
Thng tin:
Tch cc lng nghe, thu hiu
Ni v mnh ch khng phi i tc
Ni c mc ch r rng

PHN 1
B.V.2.1.2. NGUYN TC 2
B.V.2.1.2. Nguyn tc 2: Tp trung vo li ch, khng tp trung
vo lp trng
Lp trng l ci bn quyt nh da theo n
Li ch l ng lc m thm ng sau nhng lp trng huyn no
Tnh hung: Lp trng/ quan im - Li ch
1.Hai sinh vin tranh ci v vic c hay khng m ca s phng k
tc x?
2.Doanh nghip nhp khu mun a ch ti tht nng trong qu trnh
m phn iu khon pht giao hng chm?
3.Cha m tranh ci v vic p con n ht t cho?

PHN 1
B.V.2.1.2. NGUYN TC 2

Ghi nh:
Li ch c c tha mn bi nhiu lp trng
Lp trng i khng khng c ngha li ch
i khng
Li ch chung v li ch ring c th b sung
cho nhau

PHN 1
B.V.2.1.2. NGUYN TC 2
Cch thc hin nguyn tc
Xc nh li ch
t cu hi: Ti sao, ti sao khng?
Cc bn u c nhiu li ch
Li ch ln nht l cc nhu cu c bn ca con ngi
Ghi nh v sp xp th t cc li ch
Tho lun trc tip v li ch
Trnh by li ch ca mnh chnh ng, thuyt phc
Hiu v tha nhn li ch ca i tc nh mt phn ca vn
Cng rn vi vn , mm mng vi con ngi

PHN 1
B.V.2.1.2. NGUYN TC 2
Tnh hung: Mm mng vi con ngi, cng rn vi vn Thi cng trong khu dn c
Ngi dn: Cc anh ang gy n o, khi bi v mt an ton cho
ngi dn y. Chng ti s gi n kin cc anh c quan chc
nng.
Nh thi cng: Chng ti c giy php v thc hin ng yu cu v
an ton v mi trng
-----------------------------------------------------------------------------Ngi dn: Chng ti hiu cc anh cn thi cng ng tin ,
nhng cng hiu cc anh cng khng mun vo hon cnh ca
ngi dn chng ti nh hin nay. Hy cng tm cch gii quyt vn
ting n, khi bi v an ton trong thi cng.
Nh thi cng:..............

PHN 1
B.V.2.1.3. NGUYN TC 3
B.V.2.1.3. Nguyn tc 3: Xy dng nhiu phng n t c li ch
Cn trnh:
Phn on vi vng
Ch tm kim mt p n duy nht
Gi nh li ch khng thay i
Ngh rng gii quyt vn ca ngi khc l chuyn khng lin quan n
mnh
Nn lm
Tch ring vic tm kim ra khi hnh ng nh gi phng n.
M rng nhiu phng n
Tm kim li ch chung
Tm ra phng php thuyt phc i phng d dng hn

PHN 1
B.V.2.1.4. NGUYN TC 4
B.V.2.1.4. Nguyn tc 4: m bo kt qu phi da trn
nhng tiu chun khch quan
Ni dung: Thuyt phc nhau bng nhng l l khch quan
mang tnh khoa hc, c tha nhn rng ri
Phng php:
Xem mi vn nh l mt cuc tm kim tiu chun khch
quan chung ca hai bn.
L lun v l lun mt cch ci m v vic tiu chun no l
thch hp nht v chng phi c p dng ra sao.
Khng bao gi u hng sc p, ch nhng bc trc
nguyn tc.

PHN 1
B.V.2.1.4. NGUYN TC 4

Tnh hung
1.Ti ch bn ngi nh ny vi gi 1 t ng, khng
thng lng thm
2.Ti s l ngi chn dung sai trong hp ng ny
3.C khng t cch nui bn tr
4.Ch cn 1000 cc cho mng ca ngi nh ny l
5.Nc qu ngi phi ngay lp tc min th thc cho
cng dn chng ti.

PHN 1
B.V.2.1.4. NGUYN TC 4
Nhn vin bo him
Ch xe
Chng ti nghin cu trng hp ca ng v Ti hiu. Lm sao ng c c con s ?
c quyt nh chnh sch p dng. C
ngha l ng c quyn nhn khon bi thng
3,300 la.
l s tin chng ti nh gi chic xe ca ng. Ti hiu, nhng cc ng s dng tiu chun no quyt nh s tin
? ng c bit ni no ti c th mua c chic xe tng ng
vi cng mt s tin nh th khng?
Vy ng i chng ti bi thng bao nhiu?

C tr ti theo ng chnh sch. Ti thy mt chic qua s dng

tng t nh chic xe ca ti c gi l 3,850 la. Cng thm thu s
l 4,000 la.

4.000 la ? Qu nhiu!

Ti u c i 4,000 la, 3,000 la hay 5,000 la, m ti i s

n b cng bng. ng c ng l ti i tin bi thng
thay th chic xe l cng bng hay khng?

Thi c. Ti mun ngh vi ng 3,500 la. Cng ty tnh ra s tin bng cch no?
l mc cao nht ti c th tr cho ng. l
chnh sch ca cng ty.
Ny nh: 3,500 la l mc bi thng m ng 3,500 la c th l cng bng, ti cng cha r. Ti thc s hiu lp
s lnh. Chp thun hay khng tu ng.
trng ca ng, nu ng b rng buc bi chnh sch ca cng ty. Th
nhng, nu ng khng th ni mt cch khch quan ti sao l s
tin ti c quyn ly li, th ti ngh tt hn l chng ta nn lm vic
ti to n. Ti sao chng ta khng nghin cu vn v ni chuyn
li vi nhau? 11 gi ngy th T c tin khng?

PHN 1
MC C LP TRNG VS NGUYN TC
MM- SOFT

CNG- HARD

Bn kia l bn

Mc

tiu:

Bn kia l i th

tha thun
Nhng b

tiu:

chin

thng

duy tr quan h
Mm do vi
con
ngi v
vn

Mc

i
bn
kia
nhng b, khng
cn quan h
Cng rn vi con
ngi v vn

NGUYN TCPRINCIPLED

Bn kia l ngi cng

tc
Mc tiu: hiu qu v
thn thin

Tch con ngi ra

khi vn
Mm mng vi con
ngi, cng rn vi
vn

PHN 1
MC C LP TRNG VS NGUYN TC
MM- SOFT

CNG- HARD

Tin i tc

Khng tin i tc

D thay i lp

Bm cht ly lp

trng

trng

a ngh

e da

Khng che giu

gii hn cui cng

Che giu gii hn

cui cng

Tm ra phng
n bn kia c th
chp thun

Tm ra phng n
mnh chp thun

NGUYN TCPRINCIPLED

Gii quyt vn
khng tnh n lng tin
Ch trng vo li
ch, khng vo lp
trng
Cng tm kim li
ch chung
Khng c gii hn
cui cng
Vch ra nhiu
phng n cng
la chn

PHN 1
MC C LP TRNG VS NGUYN TC
Kin tr theo ui

Kin tr gi lp

Kin tr p dng cc

tha thun

trng

tiu ch khch quan

C trnh cuc u

C thng cuc u

C gng t kt qu

ch

ch

da vo cc tiu ch
khch quan

Khut phc trc

Gy sc p bn

sc p ca bn kia

kia khut phc

Khut phc nguyn

tc ch khng phi
sc p

Chp nhn thit

i li ch mi

To ra tha

hi t c
tha thun

chu tha thun

thun cng c li

PHN 1
B.VI. CHIN THUT M PHN THNG MI QUC T
B.VI.1. H thp gi tr i th
B.VI.2. T b
B.VI.3. Gi v t b
B.VI.4. Tr hon quyt nh
B.VI.5. Thm d
B.VI.6. Chia nh
B.VI.7. C i c li
B.VI.8. Mn danh ngi khc
B.VI.9. Khc t dt khot
B.VI.10. Sit c

PHN 1
B.VI. CHIN THUT M PHN THNG MI QUC T
B.VI.11. Lin tng
B.VI.12. Hai mt
B.VI.13. Gy p lc thi gian
B.VI.14. Minh chng khch quan
B.VI.15. Mi i tc tham quan cng ty mnh
B.VI.16. Gian di c ch tm
B.VI.17. Gy xung t tm l
B.VI.18. Sc p v quyn li
B.VI.19. Bi lng tm vt
B.VI.20. Lc

PHN 1
B.VII. K THUT M PHN THNG MI QUC T
B.VII.1. K thut giao tip/ trao i thng tin
B.VII.1.1. c im ca giao tip
Tnh h thng
Tnh mc ch
Tnh ngoi cnh
Tnh thuyt phc
Tnh x giao
Tnh thin cm
Tnh hai chiu/ a chiu
Tnh khng thi on
Tnh ng b
Tnh tnh hung

PHN 1
B.VII.1. K THUT GIAO TIP

PHN 1
B.VII.1. K THUT GIAO TIP
B.VII.1.2. Mt s k thut giao tip
B.VII.1.2.1. K thut trao i thng tin
K thut t cu hi
Cu hi c nh hng
Cu hi khng nh hng
Cu hi trnh by thng tin
Cu hi kch thch suy ngh
Cu hi kch thch ra quyt nh
Cu hi dn dt
Cu hi kt lun
Cu hi x xin
Cu hi mp m

PHN 1
B.VII.1. K THUT GIAO TIP
B.VII.1.2. Mt s k thut giao tip
B.VII.1.2.1. K thut trao i thng tin
K thut tr li cu hi
Cn nhc k lng trc khi tr li.
Xc nh phm vi vn cn tr li, khng cn tr li, v
khng tr li.
Khng tr li qu st vn .
Gim bt c hi i phng hi n cng.
K thut x l nhng cu hi mp m
Hi li vn .
Lng trnh cu tr li.
Lt ngc vn cn hi.

PHN 1
B.VII.1. K THUT GIAO TIP
B.VII.1.2.1. K thut trao i thng tin
K thut x l nhng cu hi mp m
Nhc li cu tr li ca i tc
Tm thi b qua, hi li vo thi im khc
t tip cu hi, a i phng vo gung
B.VII.1.2.2. K thut gii m cc tn hiu ngn ng v phi
ngn ng
Thi
Din mo
C ch
Ging iu

PHN 1
B.VII.1. K THUT GIAO TIP
B.VII.1.2.2. K thut khc phc tr ngi trong giao tip
Kin tr gii thch
Hi hc
Chuyn trng tm vn tho lun
B.VII.1.2.3. K thut lp lun, thuyt phc
Gn vi c s khch quan
Khng lng trnh im yu ca mnh i khi li tt
Dng cu ngn, r rng, khc chit, trnh by thu ht, t tin
T ng
Tc ni va phi
Ni vi ngi c quyn quyt nh
Khng cng kch. Ch cho i tc cch gii quyt vn ca h.

PHN 1
B.VII.1. K THUT GIAO TIP
B.VII.1.2.3. K thut lng nghe
Hn ch ngt li ngi ni
Thu hiu nhng vn i tc trnh by
t cu hi lm r vn
Biu hin s lng nghe bng ngn ng c ch, thi
B.VII.1.2.3. Mt s k thut giao tip khc
Bt tay
Gii thiu
Trao v nhn danh thip
Vi ph n
Thm hi
in thoi

PHN 1
B.VII. K THUT M PHN THNG MI QUC T

B.VII.2. K thut nhng b v yu cu i

tc nhng b
im gii hn nhng b
Nhng b tng bc
C i c li: Nu ng th ti s
Gi tr ca nhng b
Tnh thc thi ca nhng b, trnh lin tng

PHN 1
B.VII. K THUT M PHN THNG MI QUC T
B.VII.3. K thut khi thng b tc
Tm hiu nguyn nhn
Tun th nguyn tc m phn nguyn tc
Hon cuc m phn
Thay cn b m phn
B.VII.4. K thut kt thc m phn
Khi no nn t b cuc m phn?
Thnh cng: Bin li ha thnh cam kt
Trnh thm tht, nc trn qua p
Nn ginh quyn son hp ng
K nng son tho hp ng

PHN 1
B.VIII. QUY TRNH M PHN THNG MI QUC T

PHN 1
B.VIII.1. GIAI ON CHUN B M PHN

PHN 1
B.VIII.1. GIAI ON CHUN B M PHN
B.VIII.1.1. Xc nh mc tiu

PHN 1
B.VIII.1. GIAI ON CHUN B M PHN
B.VIII.1.2. Thu thp thng tin
Knh thng tin:
S cp
Th cp
Loi thng tin:
V mnh
V i tc
V i th cnh tranh
V hng ha
V th trng
X l thng tin
Phn tch SWOT
Xc nh cc yu t c th hn

PHN 1
B.VIII.1. GIAI ON CHUN B M PHN
B.VIII.1.2. Lp k hoch
Xc inh cc yu t sau ca mnh v i tc
Chin lc, phong cch, chin thut, k thut
Nm r mc gii hn v cc la chn
Xc nh r cc yu t mong mun v li cho gi ban u
Opening Bid (Gi cho ban u)
Target (Mc tiu ca yu t mong mun)
Reservation Point (im c th - Khng chp nhn thp hn)
Xc nh BATNA (Best alternative to a Negotiated agreement/
No agreement)
WATNA (Worst alternative to a Negotiated agreement/ No
agreement)

PHN 1
B.VIII.1. GIAI ON CHUN B M PHN

Chun b cc yu t khc
Thi gian, lch trnh, a im m phn
Cng tc tip tn
Nhn s m phn
Thnh vin
Nhim v
m phn th
T nh gi

PHN 1
B.VIII.1. 2. RESERVATION POINT VS BATNA

Reservation Point
Tnh cng nhc
Hn ch s sng to, linh hot trong m phn
BATNA
So snh ngh vi BATNA xem li ngh c tha
mn li ch ca bn tt hn khng.
Khng loi b gii php khng p ng im ti hn
BATNA cng tt sc mnh m phn cng cao
BATNA ca 2 bn cng gn nhau th cng d t tha
thun

B.VIII.1. 2. BATNA
Lu :
Khng nn qua lc quan vi BATNA
C th ha BATNA
Ch trng pht trin BATNA ca mnh
C nn i tc bit BATNA ca mnh?
Xy dng BATNA
Xc nh gii hn m phn
Tm cc gii php thay th
nh gi v la chn gii php tt nht

PHN 1
B.VIII.2. GIAI ON TIN HNH M PHN

PHN 1
B.VIII.2. GIAI ON TIN HNH M PHN
a ra cc yu cu v lng nghe i tc trnh by
Yu cu hp l
Trnh by t tin, khoa hc, cht ch, mch lc, r rng
Bm st cc li ch c bn
m bo s thng nht gia cc thnh vin trong on m
phn
Nhng b v nhn nhng b
Thi im?
Nhng b tng bc
c g?
Nhng b bao nhiu?

PHN 1
B.VIII.3. GIAI ON SAU M PHN

CU HI PHN 1
1. Phn tch cc nguyn tc ca Principled Negotiation?
2. Gii thch nhn nh: m phn mc c lp trng khng
sng sut, km hiu qu v nh hng ti quan h cc
bn?
3. BATNA l g? V sao phi pht trin BATNA?
4. Phn tch tnh khoa hc v ngh thut ca m phn?
5. Lm th no khi gp i tc mnh hn ta trn bn m
phn?
6. Lm th no khi gp i tc m phn c xu hng n
trnh?
7. K li mt cuc m phn bn tham gia. Phn tch v
ch ra nguyn nhn thnh cng/ tht bi?

 m phn l mt k xo gii quyt

vn c hiu qu vi nguyn tc ha
bnh. Vn dng cc nguyn tc, k
nng, chin thut trong m phn tt
nhin khng phi thao tng, p o
ngi ta mt cch min cng m l
mt phng php i phng lm
theo suy ngh ca mnh mt cch t
nhin nht