Phn 4

Lp k hoch m phn
 Mc ch: yu t quyt nh
chin lc m phn
Xc nh mc ch m phn l bc u
tin trong mi qu trnh m phn.
Cc nh m phn phi xc nh r rng
mc ch v mc tiu m phn.
Vic xc lp mc ch nh hng trc tip
v gin tip n chin lc m phn.
Mc ch, chin lc v ln k
hoch

MC CH CHIN LC K HOCH
Tc ng trc tip v gin tip ca
mc ch n chin lc m phn

Tc ng trc tip
Nhng mong mun khng phi l mc ch
Mc ch gn lin vi mc ch ca i
phng
Mc ch thng c gii hn nht nh
Mc ch cn phi r rng v c th
Tc ng gin tip
Cng c mi quan h hin ti
 Chin lc v Chin thut
Chin lc: k hoch tng th t
c mc ch m phn.
Chin thut: cc ng thi ngn hn, c
tnh phn hi thc hin cc chin lc
bao qut hn.
Chin thut l mt b phn ca chin lc
Chin thut do chin lc quyt nh
Lp k hoch: cc hot ng cn thit
thc hin chin lc.
 Cch xy dng chin lc
n phng:
Chin lc c thit lp m khng cn quan
tm n chin lc ca i tc.
Song phng:
Chin lc c cn nhc c chin lc ca i
phng.
 Cc la chn chin lc
La chn chin lc da trn cu tr li
ca hai cu hi sau:
Ti quan tm n vic t c kt qu mong
i nhiu nh th no?
Ti quan tm n vic gn gi mi quan h
hin ti v tng lai nhiu nh th no?
M hnh hai mi quan tm
Mc quan trng ca kt qu?

Cao Thp

Mc
Cao HP TC NHNG B
quan
trng
ca CNH TRANH
quan LNG TRNH
Thp
h?
 Tm hiu cc giai on ca
qu trnh m phn
S tng tc ca hai bn thay i nh th
no qua thi gian?
S tng tc ny c lin quan n cc
yu t u vo v u ra ca cuc m
phn nh th no?
Cc chin thut tc ng n qu trnh
m phn nh th no?
 Tm hiu cc giai on ca
qu trnh m phn
Qu trnh m phn tri qua cc giai on
sau y:
Giai on bt u (khi to)
Giai on gia (gii quyt vn )
Giai on cui (t c tha thun)
 Cc bc mu cht ca qu
trnh m phn
Chun b:
Xc nh mc ch v phong cch m phn
Xy dng quan h:
Tm hiu s ging v khc nhau gia hai bn
Xy dng s cam kt t c kt qu hai
bn cung c li
Thu thp thng tin:
Thu thp y thng tin cho cuc m phn
 Cc bc mu cht ca qu
trnh m phn
S dng thng tin:
Tp hp cc thng tin hiu r tnh th
Thng lng:
Cc bn a ra cc xut ban u
Trao i cc tha hip
Khp li cuc m phn:
Cc bn thit lp s cam kt t tha thun
Thc hin tha thun:
 Chun b thc hin chin
lc: qu trnh lp k hoch
Xc nh r cc vn
Kt ni cc vn v xy dng cc gii
php m phn hn hp
Xc nh mi quan tm ca h: ti sao bn
cn t c nhng g bn mun?
 Chun b thc hin chin
lc: qu trnh lp k hoch

Bit cc gii hn v cc gii php d

phng
Xc lp cc mc tiu v cc xut ban
u
Phn tch bi cnh v cc b phn lin
quan ca cuc m phn
 Chun b thc hin chin
lc: qu trnh lp k hoch
Phn tch i tc:
Ti sao h mun t c mc ch
Lm th no th hin c v th ca mnh
v bc b lp lun ca i tc
Trnh by cc vn vi i tc
 Chun b thc hin chin
lc: qu trnh lp k hoch
Xc nh cc nghi thc cn phi tun theo
trong qu trnh m phn
Khi no v u s m phn?
Ai s tham gia m phn?
Chng trnh m phn nh th no?
 Xc nh gii hn di
Bc 1: Suy ngh v gii php thay th. Gi s bn mun bn nh
vi mc gi mc tiu l $275,000. Bn s lm g nu khng c ai tr
gi ? Hy ngh v nhng phng n thay th kh thi.
Bc 2: nh gi tng phng n thay th. Xp hng cc gii php
thay th theo sc hp dn tng i hoc gi tr ca chng. Nu
mt gii php thay th khng chc chn, v d nh gim gi, bn
phi xc nh xc sut m ngi mua s ng ti gi . Gi s
bn gim gi xung cn $265.000. Da trn nghin cu bn nh
gi kh nng thnh cng ca vic cho gi l 60%. Phng n
thay th tt nht chnh l BATNA ca bn.
Bc 3: N lc ci thin BATNA. Trong trng hp ny bn c th lin
h vi mt cng ty mi gii nh gi phng n cho thu ngi
nh hoc bn c th ci thin mt cht thu c hiu qu cao
hn trn u t (v d: sn mi cn nh). Tt nhin BATNA hp dn
nht l c mt ngh cho mua ngi nh trong tay.
 Xc nh gii hn di
Bc 4: Quyt nh gi ti thiu. Bn nh gi kh nng ca tha thun ti mc
gi $250,000 hoc cao hn 95%. Bn ngh rng bn c 5% kh nng khng
t c mc gi m mnh a ra v bn phi cho thu cn nh . Cc kh
nng lun din ra v c tng bng 100%. Khng c c hi cho s thay th.
Bn c th nh gi kh nng k vng vo vic bn cn nh nh sau:

Gim gi xung cn $265,000 Psale = 60%

Gim gi xung $250,000 Psale = 35%
Cho thu cn nh Prent = 5%

Gi tr tng th theo ri ro ca mi phng n thay th c tnh nh sau:

Gi tr ca vic gim gi xung $265,000 = $265,000 x 0.60 = $159,000
Gi tr ca vic gim gi xung $250,000 = $265,000 x 0.35 = $87,500
Gi tr ca vic cho thu nh = $100,000 x 0.05 = $5,000
Gi tr tng th theo xc sut ca 3 phng n trn l:
$159,000 + $87,500+ $5,000 = $251,500
 Thu thp thng tin
Cc yu t thc y

Tm hiu tt c v nhng bn lin quan.

Khng ch tm hiu v mc tiu m cn tm hiu
nhng iu c bit thc y mong mun ca h.

Tm hiu v phong cch giao tip v cch tip

cn gii quyt vn ca h.

19
 Thu thp thng tin:
ng gii hn bn thn t nhng g bn thy.
Tm hiu v lch s ca mt t chc.
Trao i: Tho lun cc vn vi cc thnh vin trong
t chc nhng khng tham gia m phn. Thng
thng, cc c nhn khng c lin quan n cuc m
phn li c nh hng ln n kt qu m phn
Tho lun bn ngoi cc cuc hp chnh thc vi cc c nhn
tham gia m phn.
Dnh thi gian to khng kh th gin v thoi mi. Quan h
gn kt s to ra s tin tng, nh ci m hn trong vic tit
l thng tin.
Thng tin cn thit hiu nhu cu v ng lc ca ngi khc
khng phi lc no cng nm trong tm tay ca bn. Cc bi
vit, cc trang Web hoc kin thc ca ring bn v mt cng ty
hay ngnh cng nghip no c th l mt kho tng thng tin.

20
 Phn tch s ng cm
T hi xem pha bn kia hiu g v nhu cu ca bn?

iu g ngn cn h ng tnh vi bn?

Chnh bn c bit nhng iu bn thc s quan hay

khng?

Nu bn hiu c mi quan tm ca h v ca bn th
bn s c th tm c nhng gii php hai bn cng
c li.

21
 Phn tch s ng cm
Phn tch nhng hu qu tim tng t tha
thun bn ang xc tin m ngi khc cng s
nhn ra.
Phn tch s cm thng s gip bn hiu c mi quan tm
ca phe i lp.
Sau bn s c trang b tt hn a ra mt tha thun
c li m c hai bn u c th chp nhn.

Nu c th phi tm ra tt c cc mi quan tm
m mi bn ang c gng theo ui.

22
 S mc tiu v mi quan tm
S mc tiu v mi quan tm th hin cc mc tiu v
mi quan tm gn kt tt c cc bn trong mt cuc m
phn
Nhn vo s ny, bn s bit cn phi c thng tin g,
cn hi iu g v lm th no a ra cc xut ph
hp

Mc tiu Mc tiu
- -
- -
i
Mi quan i Mi quan
tm tc 3 tm
tc 1
- Mc tiu -
- - -
-
Mi quan
i tm
tc 2 -
-
Tm tt v qu trnh lp k hoch
m phn

lp k hoch l qu trnh quan trng nht

trong qu trnh m phn
90% hot ng ln k hoch s din ra trc
khi m phn.