Phn 1

Nhp mn m phn

Mi ngi u m phn
Mua t, mua nh hay nhng vt dng khc m c th tha thun v gi c. Tr lng, m t cng vic, mi trng lm vic Phn chia cng vic ca nhm v cc u tin Phn cng vic nh Quyt nh vic s dng mt bui ti rnh ri.
2

Nhng yu t to nn mt nh m phn gii?

Nhit tnh T tin Cam kt C ng lc S cng nhn Hon thnh Lim chnh Khng dng th on ng tin cy
Cc k nng x hi Ha ng vi mi ngi Quan tm n ngi khc Lm vic nhm Lm vic nhm c hiu qu hn T kim sot Sng to Lun tm ra cch gii quyt vn Linh hot/Tho vt
3

Nhng nh m phn tt nht

Tr em nm trong s cc nh m phn tt nht v chng hiu bng trc gic rng:
m phn l vic hiu r v quan tm n nhng g bn mun!

Mi ngi u i mt vi cc xung t
Cu hi l mi ngi i mt vi xung t nh th no?
La chn ca bn gii quyt tranh chp (gii quyt vn /gii php sng to)? Bn c chin lc g?

nh ngha xung t
Mt hoc hai bn tin rng h c nhng mc tiu khng tng thch (Kriesberg,1982) Xung t l nim tin hoc nhn thc v s khc bit trong nhu cu, s thch, mong mun hoc gi tr gia cc bn (Bernard Mayer 2000)

Cc mc xung t trong t chc

Bn trong mi c nhn Gia cc c nhn vi nhau Bn trong mi nhm Gia cc nhm vi nhau

Nguyn nhn ca xung t

Xung t v nhng mc tiu khc nhau Xung t v hiu sai s vic Xung t v thi , quan im khc nhau Xung t v hnh vi ng x khng chp nhn c.

Cc giai on xung t
Xung t gia tng Cc yu cu c a ra v nhn mnh Hnh ng theo k hoch nh Gii php???

Quan im v xung t
Quan im truyn thng: nn trnh xung t bi xung t l khng c li Quan im theo quan h: xung t l t nhin v i khi tt, i khi khng tt. Quan im tng tc: xung t l khng th trnh khi, n cn thit cho s pht trin tch cc.

10

Cc gii php cho xung t

X l xung t l li dng n t c cc kt qu tch cc. Gii quyt xung t l chm dt n. Lng trnh xung t l tm thi khng lm g c. y cng l mt cch x l xung t:
Nu xung t c tnh xy dng th n pht huy chc nng l mt la chn hp l. Nu thi gian cha cho php, tm thi lng trnh cng l mt gii php tt.
11

Cc gii php cho xung t

Ha gii: Bn th 3 trung lp ng gia nhm gii quyt cc tranh chp Phn x: bn th 3 trung lp ng vai tr lm trng ti Trung gian: Bn th 3 trung lp h tr cc bn trong cc cuc m phn ca h Thc y: bn th 3 trung lp h tr trong cc tho lun nhm m phn: cc bn t bn bc i n gii php cui cng.
12

Ti sao m phn l mt k nng quan trng trong qun l?

Bn cht nng ng ca kinh doanh S ph thuc ln nhau S cnh tranh Thi i thng tin Ton cu ha

13

Cc phong cch m phn

m phn cnh tranh (thng-thua) m phn hp tc (thng-thng) m phn tha hip (phn chia s khc bit) m phn tng h (thua thng) Lng trnh m phn (thua-thua)

14

m phn cnh tranh

Mc tiu ca c hai bn l ngn hn. Mc tiu ca c hai bn l khng ph hp. Li ch hu hnh l quan trng nht. Mi bn d tnh s cnh tranh t pha bn kia.

15

Khi no m phn cnh tranh?

Trong tnh hung khn cp v bn phi t cu ly mnh hoc nhng ngi khc. Bn c kin thc hoc quyn lc c bit. Khng c s la chn no khc v bn khng th b tn tht bi bn kia.

16

m phn hp tc
Pht trin v duy tr mi quan h l iu quan trng nht. C hai bn u sn sng tm hiu mc tiu v nhu cu ca bn kia. Hai bn u mong mun tm ra mt gii php lu di v sng to.

17

Khi no th m phn hp tc?

Hu nh l lun lun

18

m phn tha hip

Cc bn khng c thi gian v ngun lc m phn hp tc. Cn tm kim gii php tm thi cho mt vn phc tp. Cc vn khng cn n lc hp tc nhng duy tr quan h vn rt quan trng.

19

m phn tng h
Cc mi quan h c tm quan trng hn kt qu. Xy dng thin ch l kt qu mong i nht. Bn ny mun pha bn kia tng thch trong tng lai.

20

Lng trnh m phn

Kt qu hay qu trnh m phn u khng quan trng. Chi ph m phn ln hn kt qu t c.

21

Khi no nn lng trnh m phn?

Tnh hnh ang nng. Khng c thng tin cn thit. C thi gian gii quyt cc vn c hiu qu. Vn tranh chp l khng quan trng. Cc mi quan h quan trng hn cc vn tranh chp.
22

Kt qu ca mi phong cch
Lng trnh m phn c th duy tr cc xung t tch cc nhng s lm xung t tiu cc leo thang. m phn cnh tranh to ra tr chi bn thng bn thua. m phn tha hip l t b th g . m phn hp tc to ra th hai bn cng thng.
23

Khi no th s dng phong cch no?

Hai yu t quan trng: Kt qu - bn c th thng hoc thua Mi quan h - mi quan h ca bn v i tc s b nh hng nh th no?

24

Cao

Tng h
Thua ri thng

Hp tc
Thng thng

Tm quan trng ca mi quan h

Tha hip
Phn chia s khc bit

Lng trnh
Thua - Thua
Thp

Cnh tranh
Thng bng mi gi Thng Thua

thp

Tm quan trng ca kt qu

Cao
25

m phn truyn thng

Tp trung vo vic dnh chin thng Khng nh v tr/s thch c nhn Ngoan c Tm kim s tha hip da trn s phn chia ngu nhin (v d phn chia s khc bit) S dng bin php e da, la bp hoc cc chin thut m phn khc.
26

Cc chin thut m phn truyn thng

Cnh st tt/ cnh st xu (va m va xoa) Bng cao/ bng thp (a ra xut qu cao hoc qu thp) La di (cng iu ha) Bt b (bt ng i nhng b thm trc khi kt thc m phn thnh cng)

27

m phn cnh trang v m phn hp tc

m phn cnh tranh ging nh ct mt chic bnh: gi nh ngun lc hn ch v c t la chn. m phn c tnh cnh tranh mt mt mt cn.
m phn hp tc l m rng chic bnh bng cch tm kim ngun lc v gii php. m phn c tnh hp tc hai bn cng c li.
28

Phn tch nh gi bn thn

S dng mt phong cch nht qun cho mi i tc v tnh hung l mt thi quen ch khng phi l s la chn phong cch thch hp. Thay i phong cch theo i tc v tnh hung c th phn nh s la chn phong cch ph hp hoc thay i nhu cu v mc tiu khc nhau.
29

Phng php tip cn ngu nhin

La chn phong cch m phn chu nh hng ca nhiu yu t bao gm bi cnh, tnh hung, s kin, v ngi lin quan Chn on v nh gi thng minh l cn thit c la chn ph hp.

30

Linh hot
Mt cch tip cn ngu nhin chnh l s linh hot. Chun b cho nhng g khng mong i. Bit lm th no i mt vi s thay i t s n nh. Bit c tnh nh hng ti s linh hot nh th no?
Nhng ngi a ra phn quyt thng thch ng kh khn hn l nhng ngi tip nhn.
31