K NNG M PHN V THNG LNG 1.

CU HI TR LI NHANH
1.1 L do c bn khin ngi ta tham gia vo cuc m phn l g? - Khi mun t c 1 iu g , cn thng nht gia cc bn hay mun t c iu g tt hn. 1.2 iu g s xy ra nu kt qu m phn ch mang li li ch cho mt bn? 1.3 Gii thch giai on th 4 ca m phn? 1.4 Lm th no phn bit nhu cu v mong mun tht s? - Cch n gin nht phn bit nhng nhu cu tht s vi mong mun l t ra cu hi Ti sao? 1.5 Phng n thay th tt nht cho mt cuc m phn l g? L BATNA y l mt khi nim do Roger Fisher v William Ury pht trin. BATNA_ best alternative to a negotiated agreement _ gii php thay th tt nht cho mt tha thun c thng lng. - Nn xc nh r gii php thay th tt nht (BATNA) nu tha thun khng c hon ton nh mun 1.6 Ba vai tr c bn m cc thnh vin trong on m phn thng phi th hin l g? Vai tr lnh o Vai tr quan st Vai tr tng kt 1.7 Ngi m phn nn s dng giai on trao i thng tin lm g? 1.8 Hy m t c im ca mt li ngh tt? u tin phi gii quyt vn v l phi l mt gii php. Tip theo li ngh ny pho xut pht t i tc.

2. L THUYT

2.1 m phn l g? - La qua trnh tham gia cua hai hay nhieu ben nham muc ch thao luan,trao oi nhng moi quan tam,nhng li ch va giai quyet nhng mau thuan e tm en mot thoa thuan chung - m phn l phng tin c bn t c ci m ta mong mun t ngi khc. l qu trnh giao tip c i c li c thit k nhm tha thun trong khi gia ta v i tc c nhng quyn li c th chia s v c nhng quyn li i khng. - M PHN L HOT NG MANG TNH TT YU CA CON NGI Qu trnh m phn din ra khp ni, mi lnh vc ( kinh t, vn ha, x hi,) Trong mi con ngi ( khi phi suy ngh cn nhc tng vn ) Trong mi gia nh Trong quan h hng xm Trong c quan doanh nghip Trong cc b, ngnh Trong khu vc Trn ton cu 2.2 Cc nguyn tc m phn? a. Cc nguyn tc m phn: m phn l mt vic t nguyn, theo ngha bt c bn no cng c th thoi lui hay t chi tham d m phn vo bt c lc no. m phn ch c th bt u khi c t nht mt bn mun thay i tha thun hin ti v tin rng c th t mt tha thun mi tha mn c i bn. Ch xy ra m phn khi cc bn hiu rng: S vic ch c quyt nh khi c tha thun chung, cn nu s vic c th quyt nh n phng th khng cn xy ra m phn. Thi g`ian l mt trong nhng yu t quyt nh trong m phn. Mt cuc m phn c coi l thnh cng khng c ngha l phi ginh thng l bng mi gi m l t c iu c hai bn mong mun. Phm cht, nng lc, k nng, thi v tnh cm ca nhng ngi ngi trn bn m phn c nh hng quyt nh n tin trnh m phn. b. m phn kiu cng, m phn kiu mm, m phn kiu nguyn tc. - M PHN KIU MM: L kiu thng lng hu ngh. Ngi m phn ht sc trnh xung t, d dng chu nhng b gi mi quan h tt p gia hai bn.

 Nhn mnh mi quan h ch khng t nng v li ch kinh t. Cch thc thng thng l tin cy i tc, ra kin ngh, chu nhng b, gi gn mi quan h thn thin. Kiu m phn ny thng c s dng trong gia nh, bn b. M PHN KIU CNG:

Cn gi l thng lng kiu lp trng, trong ngi m phn a ra mt lp trng cng rn nhm p o i phng. m phn kiu lp trng thc s l mt cuc tranh u v ch t c tha thun c li ch cho 1 pha. Cc bn d ny sinh cm xc bt bnh, tc gin v b thua thit. Cc bn cng c gng tranh ginh hn thua,lm cho mi quan h tr nn cng thng. Nguy c mi quan h b ct t. M PHN KIU NGUYN TC:

m phn kiu nguyn tc (hay cn gi l thut thng lng harvard) C 4 c im: oTch bit cm xc v cng vic o Hai bn tp trung vo li ch thc s ch khng c gi ly lp trng o Cn ra cc phng n khc nhau la chn thay th o Kt qu ca tha thun cn da trn nhng tiu chun khch quan 2.3 So snh cc kiu m phn? am phan kieu mac ca lap trng am phan kieu nguyen tac

Mem

Cng

Coi oi tac nh be ban

Coi oi tac nh ch thu.

Coi oi tac nh nhng cong s cung giai quyet van e. Muc tieu: giai quyet van e hieu qua va than thien. Tach con ngi ra khoi van e.

Muc tieu: at c thoa thuan , gi moi quan he. Chu trng: Nhng bo e gi moi quan he. Mem vi con ngi va van e,

Muc tieu: gianh thang li bang moi gia.

Chu trng: Ep oi tac nhng bo. Cng ran vi ca con ngi lan van e,

Mem mong vi con ngi, cng vi van e Giai quyet v/ oc lap vi long tin.

Tin oi tac.

Khong tin oi tac.

De thay oi lap trng.

Bam chat lay lap trng.

Tap trung vao li ch, khong vao lap trng. Xac nh quyen li Khong co gii han cuoi cung

a e ngh. Khong giau gii han cuoi cung. Chap nhan thiet hai n phng e at c thoa thuan. Ch i tm mot cau tra li ma oi tac chap nhan. Co gang at thoa thuan.

e doa.

anh lac hng ve gii han cuoi cung oi li ch n phng lam gia cho thoa thuan.

Tao ra cac phng an e cung at muc ch.

Ch i tm mot cau tra li ma mnh chap nhan. Khang khang gi lap trng.

Xay dng cac phng an trc la chon sau. Ket qua phai da tren tieu chuan khach quan.

Co tranh phai au tr.

Co thang cuoc au tr.

Co at cac ket qua da tren tieu chuan khach quan. Lui bc trc nguyen tac, ch khong lui bc trc ap lc.

Lui bc trc ap lc.

Gay ap lc.

2.4 Batna l g? y l mt khi nim do Roger Fisher v William Ury pht trin. BATNA_ best alternative to a negotiated agreement _ gii php thay th tt nht cho mt tha thun c thng lng. - Nn xc nh r gii php thay th tt nht (BATNA) nu tha thun khng c hon ton nh mun 2.5 Th no l to gi tr thng qua trao i? - Mt khi nim nn tng cua thng lng l to ra gi tr thng qua trao i. Khi nim ny cho chng ta bit rng cc bn thng lng c th ci thin v tr ca h bng cch trao i cc gi tr m h khng cn n. - Ni thng xut hin trong hnh thc thng lng hp nht 2.6 Cc k thut x l xung t li ch? Lng trnh C khng cp n mt xung t li ch no hn ch nh hng ca n Cnh tranh Nht nh phi ginh phn thng cho mnh bng cch tn cng li ch ca i tc, khng chp nhn nhng b Nhng b Chp nhn tha mn nhu cu ca i tc bng cch hy sinh mt phn li ch ca bn thn

2.7 Tha hip, hp tc l g? Tha hip Cc bn m phn cng chp nhn gim bt mt phn li ch bn thn Hp tc Cc bn m phn tm cch bo m li ch ca nhau tt nht.