Damphan

1
NCUL N XUN JPOM (CPU lLN) - NCUL N vN P NC

JkUNC JM JPNC JlN JPU vlL N
bA l PO C OU C ClA PA N l
Po N | - 2001
NGUY N XUN THM (CHU BIN) - NGUY N VN H NG
2
K JPU J bA M lPA N JPUONC MA l OU C JL
Muc luc
Ioi noi dau
ChuJng 1
ClOl 1HlL| CH|NC VL DAM lHAN
l Khu nom
2 un chut cou qou trnh dum phun
2.l. Dum phun u mot khou hoc
2.2 Dum phun u mot ngho thout
2.3 Dum phun u qou trnh thou hop vo o ch vu thong nhut
gou cuc mut do up
3 Nhong do xout nghon coo vu duo tuo
ChuJng 2
CH|AN l DAM lHAN
l. Choun b chon ooc
l.l Choun b to doy chon ooc
l.2 Choun b thu do chon ooc
l.3 Choun b bon phup chon ooc
2. Choun b ko houch
2.l 1ho thup so oo, do oo thong tn
2.2 Dou ru gu thot
2.3 Xuy dong cuc moc too dum phun
2.4 Choun b nhun so vu du dom dum phun
3
2.5 1o dunh gu mnh vu do phoong
ChuJng8
CAC Kl 1H|A1 CAN AN 1kONC DAM lHAN 1H|ONC
MAl
l. K thout dum phun gu
l.l 1u suo u phu dum phun gu
l.2 Cuc gu doun tnh gu
l.3 lhun tch do nhuy cum cou do phoong
l.4 Du dung hou phoong thoc dum phun gu
l.5 K thout thoyot phoc trong dum phun gu
l.6 K thout do ngh tron go
l.7 K thout so o
l.8 K thout do pho vo so khung gu cou do phoong
2. Cuc ky thout tron khu co bun
2.l Kh tu gup mot do phoong but tr
2.2 1m phoong thoc do booc do phoong dou ru do ngh trooc
2.3 Dou do ngh vu kon tr buo vo do ngh du dou ru
2.4 1m phoong thoc tot kom tho gun dum phun
2.5 Do pho vo tho thout dou do ngh chot cou do phoong
2.6 K thout uc do
2.7 K thout rot do ngh
2.8 K thout chnh moc too bun duo kh ton hunh dum phun
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2.9. Ky thout xo y ho dou trong dum phun
2.l0. Ky thout xo y nhoong bo
3. Ky thout chong xuo cho trong dum phun
3.l. Ky thout chong thu do ung trunh trong dum phun
3.2. Ky thout chong thu do do dou trong dum phun
3.3. Ky thout chong phun buc cou do phoong
3.4. Ky thout chong so un to cou do phoong
3.5. Ky thout chong on uo mu khong co thou thoun
4. Ky thout guo top trong dum phun thoong mu
4.l. Cuc choc nung vu duc dom cou guo top dum phun
thoong mu
4.2. Cuc ky thout guo top cun bun
4.3. Vu tro cou phon dch trong dum phun thoong mu
5. Ky thout kot thoc dum phun
5.l. Kh nuo tu non bo dum phun
5.2. Ky thout kot thoc dum phun kh dut dooc thou thoun
5.3. Nhong doo khoun thou thoun non co
5.4. Nhong ky thout kot thoc dum phun kh khong dut dooc
thou thoun
ChuJng v
VAN HOA 1kONC DAM lHAN 1H|ONC MAl |OC 1L
l. Nhong khuc bot vo vun hou: lhoong Dong vu lhoong 1uy
do choo.
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l.l. Cho nghu cu nhun vu cho nghu tup tho.
l.2. Co cho tung buc.
l.3. 1nh ky out vu tho gun ru qoyot dnh
l.4. Vu tro cou Chnh pho
2. 1rong ooc
2.l. Counx
2.2. 1ho don
2.3. So knh trong do vo ngoo cuo too
2.4. Nhong oo y khuc
3. Nhut un
3.l. 1utoshuku
3.2. Amuo
3.3. \u
3.4. Honno vu 1utumo
3.5. Nunvubosh
3.6. No 1utuk |r
3.7. lnshn Donshn
3.8. Nomuvush
3.9. Shnyo
4. Hou Ky
4.l. So khuo nhong nghon coo vo dum phun trong nhong num
gun duy o My.
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4.2. Nhong gu tr vun hou My
ChuJng v
DAM lHAN 1H|ONC MAl VlL1 NAM 1kONC NH|NC
NAM DOl MOl
l. Dum phun thoong mu o Vot Num trong nhong num ton do
mo
2. Dum phun thoong mu o Vot Num suo do mo
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Gii thieu
^hung nam |hang cuo cung cua |hc |, XX vo nhung
|hanh |uu |o on cua cuoc cach mang |hoa hoc va cong nghc
hcn da da va dang da, nhanh u pha| |rcn cua uc uong an
xua|, nang cao nang ua| ao dong, am chu,cn bcn manh mc
co cau |nh |c cua cac quoc ga va am |ha, do au ac mo ma|
do ong xa ho oa nguo. Vcc |ru,cn ba nhanh chong cong
nghc cao, u bung no gao |hong van |a va |huong ma quoc |c,
|ha nang |hong |n |uc |hac, |a| ca nhung ca do |hcn cho cac
doanh nghcp dang nga, cang chu nhcu uc cp canh |ranh
|ruoc da, chua |ung co va cang nga, uc cp do cang |ang, dc
doa u ong con cua doanh nghcp, dac bc| |h uc cp |hong
ch mang |nh |hu vuc ma mo rong |rcn pham v |oan cau. !c
|hoa| |ho ngu, co b dc| vong, cac doanh nghcp, nha| a cac
doanh nghcp hoa| dong |rcn |huong |ruong quoc |c, pha hoach
dnh chcn uoc pha| |rcn huu hcu cua mnh, xa, dung hang
oa| cac bcn phap, |rong do co dam phan |huong ma, nham
|cn hanh cac hoa| dong |huong ma co hcu qua nha|.
Vo |nh nghcm |rcn ba muo nam pha| |rcn nganh
ngoa |huong, vo u |c |hua cua nhung |hanh |uu ba| |ha chcn
ba cua dam phan ngoa gao Vc| âm |rcn |ruong quoc |c, cac
co quan quan ,, cac doanh nghcp Vc| âm da gop phan nha|
dnh |rong vcc pha| |rcn ncn |nh |c, pha| |rcn nganh ngoa
|huong va mo rong cac hoa| dong |nh doanh cua mnh. Tu,
nhcn, dam phan |huong ma quoc |c vo nhung |, nang va |u
du, dac |hu vo nhung |, xao va nghc |hua| rcng ,vo nhung
qu |rnh va |hu phap nha| dnh qua |ha| con qua xa a do vo
cac |o chuc va doanh nghcp Vc| âm. !a co nhcu cuoc ho
|hao quoc |c va Vc| âm, da co nhung cong |rnh, chu,cn dc
nghcn cuu ham chua nhung no dung |hac nhau vc dam phan
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|huong ma quoc |c vo muc dch gup cac nha quan ,, cac
doanh nghcp Vc| âm co quan hc |nh doanh vo nuoc ngoa
|ho bo ngo |rong nhung buoc d ban dau cua qua |rnh ho
nhap ncn |nh |c |hc go. Khong ngoa muc dch do, cuon ach
co |ua dc |, |hua| dam phan |huong ma quoc |c a cong |rnh
nghcn cuu |uong do da ho, hc |hong vo nhung |u cu |ha
phong phu va ong dong c a |a cu bo ch.
\o| dcu dang chu , a cac |ac ga dc a cac can bo
gang da, o cac |ruong da hoc, no ma dam phan |huong ma
quoc |c dang duoc xa, dung vo , ngha |hong ch a mo| phan
ma c a mo| mon hoc doc ap |rong |uong a. Cac |ac ga mo
duoc |u nghcp va duoc cap bang |hac , \) o nuoc ngoa.
!cu na, am cho cuon ach vua mang |nh , uan hcn da co
|c| hop vo |huc |cn Vc| âm vua mang |nh |ruong hoc. La
mo| cong |rnh co |nh cha| nghcn cuu, cac |ac ga chac chan
c |hong |hc |ranh |ho nhung |hcm |hu,c| nha| dnh vc no
dung cung nhu hnh |huc. Song chung |o cho rang da, a cuon
ach ra| dang |ran |rong. ô ra| bo ch va a |a cu |ham |hao
|hc| |huc |hong ch do vo nh vcn, gao vcn ma con do vo
nhung nha nghcn cuu, quan ,, cac doanh nghcp va cho |a| ca
nhung a quan |am.
Vo |nh |han do, xn |ran |rong go |hcu cung doc ga
cuon ach na,
Ha Noi, thang 10 nam 1997
PGS. PTS Nguycn Th] Mo
Pho hicu truong truong ai hoc Ngoai thuong
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Li tac gia
Kho voc hou vu toun cuo hou knh to, nghon coo khoynh
hoong no but cou non knh to tho go trong nhong thup ky chot
cou tho ky XX, u so tho hon cou qou trnh phut tron co tnh qoy
out cou xu ho ou ngoo. 1rooc bo cunh do, cuc dounh nghop
do u o nh voc nuo, o kho voc nuo doo phu ton hunh cuc hout
dong cunh trunh co tnh kho voc, tnh toun cuo. Duc bot u do
vo cuc dounh nghop thum gu vuo th troong tho go, mot kh
moon ton tu vu phut tron, khong tho khong xuy dong vu phut
tron mot out cuc bon phup cnuh trnuh mung tnh chon ooc vu
chon thout. 1rong ho thong cuc bon phup do, dum phun, mot
thuo tuc buo gom trong no cuc duc tnh vou mung tnh ky thout,
vou mung tnh khou hoc vu ngho thout, dong vu tro qoun trong
trong qou trnh houch dnh vu ton hunh cu hout dong knh dounh
co hoo qou. V vuy, mot out cuc troong knh dounh tron tho go
du co dum phun thoong mu nho mot mon hoc doc up trong
choong trnh choyon ngunh cou mnh tnho: qoun tr knh dounh,
thoong mu qooc to, qoun tr thong tn...). Ngou ru, dum phun
con u choyon do cou nhoo tup ch vu buo tron tho go. o Vot
Num, dum phun thoong mu u mot phun trong mon hoc Ky thout
nghop vo Ngou thoong.
Do gop phun mnh vuo voc nghon coo vun do nuy, chong
to bon soun vu go thoo vo qoy doc gu coon such Ky thout
Dum phun 1hoong mu ooc to nhum trnh buy mot so kon
thoc co bun co on qoun to dum phun thoong mu qooc to co
tnh to so khuc nhuo vo mo troong vun hou, phup out.
1rong kh tho thup tu oo vu houn thon bun thuo coon
such, cuc tuc gu du nhun dooc so co vo vu dong gop y kon cou
cuc thuy, cuc co, cong dong duo cuc dong nghop tu Du hoc
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Ngou thoong Hu no vu Du hoc ooc gu Hu no. Cuc tuc gu
nhun dp nuy dooc buy to ong bot on chun thunh do vo tup tho
cuc guo so troong Du hoc Ngou thoong: lCS. l1S. Ngoyon 1h
Mo, lho Hoo troong troong Du hoc Ngou thoong, lCS, NC|1
Dnh Xoun 1rnh, Cho nhom Khou Knh to Ngou thoong, Du
hoc Ngou thoong, lCS. l1S. NC|1 Ngoyon Hong Dum, lho
Hoo troong troong Du hoc Ngou thoong, Cum doc Co so ll Du
hoc Ngou thoong tu 1l. Ho Ch Mnh, lCS, l1S Lo Dnh 1oong,
lho Cho nhom Khou Knh to Ngou thoong, Du hoc Ngou thoong,
lCS, NC|1 Vo Hoo 1oo, Cho nhom o mon Ky thout Nghop vo
Ngou thoong, Du hoc Ngou thoong, lCS. l1S. lhum Ngoc 1hot,
lho Cho nhom Khou Knh to Ngou thoong, Du hoc Ngou thoong,
CS. l1S. Ngoyon Doc Chnh, lho Cum doc Du hoc ooc Cu
Hu no, vu tup tho cuc guo so troong Du hoc Khou hoc Xu ho vu
Nhun vun, Du hoc ooc gu Hu no, CS. 1S. Ngoyon Lu, CS.
l1S. Dnh Vun Doc, CS. l1S. Ngoyon 1hon Cup, CS. l1S. Lo
oung 1hom, l1S. Ngoyon Hoo Dut, lCS. l1S. 1run Khoyon,
l1S. Lo Dong, cuc dong nghop Khou Ngon ngo vu Vun hou Anh-
My, 1HS. lhum lhoong Loyon, Cho nhom Khou NN&VH Anh-
My, 1HS. Lo Hong 1on, lho Cho nhom Khou NN&VH Anh-My,
Du hoc Ngou ngo, Du hoc ooc gu Hu no.
Cuc tuc gu cong xn nhun dp nuy buy to ong cum on
chun thunh do vo CS.1S. lutrcu Oyor, 1HS. lhum Hong Lnh,
1HS. Ngoyon Hoy Choong, lCS. l1S. lhun Vun, 1HS. 1run 1h
lhoong, LS. Ngoyon Doc Hunh, 1HS. 1roong 1h Duc, LS. 1roong
Anh 1oun, nhong ngoo tuo doo kon vo tu oo cho cuc tuc gu
trong kh choun b bun thuo vu oon mong moon cuc tuc gu co
mot cong trnh nghon coo xong dung.
1oy nhon, trooc nhong yoo cuo du dung cou doc gu, vo
trnh do con hun cho cou cuc tuc gu, coon such nuy khong trunh
kho con co nhong khom khoyot. Cuc tuc gu cou coon such rut
ll
mong nhun dooc so dong gop y kon cou qoy doc gu nhum houn
thon hon nou vo no dong vu hnh thoc coon such trong nhong
un xout bun suo.
Xn chan |hanh cam on.
Ha Noi Mua thu nam 1997
Cac tac gia
l2
ChuJng
0iJi thieu chung ve dam han
1. khai nicm
Dum phun u mot hon toong xu ho, mot hnh thoc guo
top mung tnh moc dch cuo nhum gu qoyot thou dung cuc
houn cunh co vun do gou cuc tup tho houc cu nhun vo nhuo
trong snh hout xu ho houc cong dong. uy go Mun mo ho
Duo: Voon hong du co u vuo huy chou: Mun ho th Duo xn
thou: Voon hong co o, .... Cuo cu duo tron co tho co u moo
tu phun duo cou mot cooc dum phun do d don thou thoun.
Dum phun u mot nho cuo do vo cooc song xu ho cou con
ngoo, cun thot nho com un nooc oong, nho khuo khut tm hoo.
Doo kon do co dum phun phu u cong dong, qo mo nho nho
mot cup tnh nhun, qo mo on nho mot xu ho, mot kho voc, mot
chuo oc, vu on hon nou, bot duo suo nuy so co dum phun gou
cuc hunh tnh. Khong co cong dong, nghu u kh song don doc
tron houng duo nho kobnson Crosoo, ngoo tu khong tho vu cong
khong cun dum phun.
Dum phun u mot khu nom rong. Xot vo mut to ngoyon
trong tong Vot, dum phun co nghu u thuo oun tdum) vu ru
qoyo t dnh chong tphu n). 1rong to ng Anh, to du m phu n
tnogotuton) u mot to goc Lu tnh tnogotom), co nghu u truo do
knh dounh. uch khou toun tho Lncurtu 96 tHou Ky) dnh nghu
dum phun u hunh dong:
1/ Hoi dam voi mot hoac nhicu hcn dc di dcn cac
thoa thuan,
2/ Dan xcp phuong thuc trao doi thong qua hop dong,
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3/ Chuycn giao quycn vo huu thco luat d]nh va trcn
thuc tc cho mot hoac nhicu hcn khac dc doi lay cac gia tr] vc
nhan duoc
4/ Hoan thicn va giai quyct thanh cong cac ton tai cua
qua trinh.
Nho vuy, thoo Lncurtu 96, dum phun u mot qou trnh
gom nhoo khuo, but duo bung ho dum vu kot thoc bung gu
qoyot tron von tron thoc to cuc vun do du dooc ho dum. Doo nuy
co nghu, noo cuc vun do ho dum con chou dooc gu qoyot
thunh cong tron thoc to th qou trnh dum phun chou chum dot.
Dnh nghu cou uch khou toun tho Lncurtu 96 co vo rut pho
hop vo goc to ngoyon tong Anh cou to dum phun tnogotom: truo
do knh dounh).
1rong cuc to oo nghon coo vo dum phun, cuc nhu y
thoyot doo thou nhun mot doo dum phun u mot thoc to cooc
song co mut o khup no cho khong rong g trong nh voc truo
do knh dounh. Do moon huy khong, u u cong phu dum
phun. Do cou tho u dou tro bo bong no choyon vo bu no vo
voc but no d ngo oc tum go go u du hop y chou, co tho u
cuc cho cun ho bun buc vo bun thunh y nhu cou vo gu tr con
u cou ngo nhu, co tho u v troong phong bun buc vo cup
tron vo ko houch tung oong cho nhun von doo qoyon. Do
hnh thoc co tho khuc nhuo nhong bun chut cou cuc qou trnh
doo gong nhuo, doo u thoyot phoc. Vu qou trnh do dooc go
u dum phun. Nho vuy, khu nom dum phun cun dooc mo rong
do buo hum cu cuc hout dong on qoun don so thoyot phoc
trong cooc song hung nguy.
1rong kh dum phun u mot qou trnh pho bon co y nghu
qoun trong trong phun on cuc hout dong phun duo cou con ngoo,
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hout dong nuy vun t nhoo mung muo suc b hom. Co rut nhoo
cong trnh dunh cho doc gu pho thong vu cho cuc nhu nghon
coo, du co gung um sung to nhong b hom cou hon toong dum
phun. Song nhong ngoo qoun tum don dum phun - khong phu
vo to cuch mot ngho - mu u vo to cuch mot hout dong ho thoong
gup trong cooc song - doo thuy rung thut kho do co tho num dooc
nhong tnh toy cot o cou hon toong nuy.
Dum phun u g: un thun khu nom nuy chou co dnh
nghu nhut qoun. osoph ornos tl993) co dam phan a mo|
cuoc |hao uan gua ha ha, nhcu nguo dc d dcn mo| muc
dch chung a da| duoc |hoa |huan vc nhung van dc ngan cach
cac bcn ma |hong bcn nao co du uc manh - hoac co uc manh
nhung |hong muon u dung - dc ga qu,c| nhung van dc ngan
cach do. ko rung dnh nghu dum phun cou ornos co ngoyon
nhun cou dum phun u xong dot vu moc dch cou dum phun u
gu qoyot cuc xong dot bung phoong phup trunh so dong vo oc.
Kh no don xong dot, ngoo tu huy ngh don xong dot chnh tr
houc vo trung tkoo nho dung don tru o Aghunstun hon nuy).
1ron thoc to, xong dot u mot khu nom ch so d bot vo qoun
dom huy o ch gou cuc cu nhun huy tup tho.
kogor lshor & \um |ry tl99l) u nhn dum phun o
goc do khuc, co dam phan a phuong |cn co ban dc da| duoc
ca |a mong muon |u nguo |hac. !o a qua |rnh gao |cp co d
co a duoc |hc| |c nham da| duoc |hoa |huan |rong |h gua |a
va pha bcn |a co nhung qu,cn o co |hc cha c va nhung
qu,cn o do |hang. Nho vuy, thoo kogor lshor vu \um |ry,
ngoyon nhun cou dum phun u dong co qoyon o ho thoc vu moc
dch cou dum phun u chu so qoyon o trong kh co nhong but
dong.
1rong soot coon such nuy, dam phan duoc hcu a qua
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|rnh mac ca va |hu,c| phuc |hong qua gao |cp, |rao do |hong
|n |ruc dcn va |hu,c| phuc |hong qua gao |cp, |rao do |hong
|n |ruc dcn hoac van ban v muc |cu o nhuan |nh |c gua
cac bcn co quan hc mua ban vo nhau nham da| duoc nhung
cam |c| bang van ban duo hnh |huc hop dong dua |rcn co o
bnh dang va |u ngu,cn gua cac bcn. Nho so trnh buy dum
phun vou u khou hoc, vou u ngho thout, vou u qou trnh thong
nhut cuc mut do up, dum phun u mot ngunh nghon coo rut
rong. Coon such nuy ch tup trong vuo cuc vun do ky thout co bun
nhut trong mot phum v co tho: Dum phun thoong mu qooc to.
1rong too do tron, thout ngo co bun u thout ngo thoong mu.
1hout ngo nuy o duy dooc hoo u voc mou bun, truo do hung
hou gou hu bon tron co so thou thoun mot cuch bnh dung to
ngoyon.
Vo co bun, hout dong thoong mu o tut cu mo qooc gu
doo don ru doo hu hnh thoc: mou bun no du vu mou bun qooc
to. Mou bun no du vu mou bun qooc to, vo bun chut, doo u
nhong hout dong mu trong do ngoo bun co nghu vo choyon guo
hung hou, dch vo cho ngoo mou. Con ngoo mou co nghu vo
choyon cho ngoo bun mot khoun gu tr ngung vo gu tr hung
hou, dch vo dooc truo do. 1oy vuy, khuc vo mou bun no du,
mou bun qooc to u hout dong:
(1) mua han xuycn hicn gioi, nghia la, hoat dong giua cac
hcn kinh doanh hang hoa va d]ch vu thuoc cac quoc gia khac
nhau.,
(2) mua han co dicu tict, co dicu chnh, nghia la, no ch duoc
tricn khai khi co vu cho phcp cua chlnh phu cac quoc gia huu
quan,
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(3) duoc ticn hanh thco y chl cua cac chu thc dam phan va
ky kct hop dong khong h] rang huoc hoi hat ky hcn thu ha
nao,
(4) duoc dam hao hang cac phuong ticn thanh toan quoc tc.
Nho vuy, so khuc nhuo gou mou bun no du vu mou bun
qooc to u so khuc nhuo vo doo kon hout dong. Nhong trong but
ky doo kon nuo, moc too cou nhu dum phun cong but d but
dch: do u moc too o nhoun. Ngoo tu so khong thum gu mou
bun qooc to noo no khong tuo ru o nhoun so snuh o moc chup
nhun dooc kh so vo mou bun no du. 1rong soot coon such nuy,
cuc thout ngo Dum phun/ Dum phun thoong mu/ Dum phun
thoong mu qooc to dooc dong thuy do vu thuy tho cho nhuo.
2. Ban chat cua qua trinh dam phan
2.1. am pban Ia mot kboa boc:
1rooc hot, dum phun u mot khou hoc, khou hoc vo phun
tch gu qoyot vun do mot cuch ho thong, thoo phoong chum tm
gu phup to oo cho cuc bon on qoun. 1nh phun tch nhum gu
qoyot vun do trong dum phun dooc tho hon trong soot qou trnh
dum phun to choun b cho don kot thoc dum phun. 1nh ho thong
do ho phu co so nhut qoun trong toun bo qou trnh do.
Mo qoun ho gou cuc yoo to trong dum phun co tho u
mo qoun ho toyon tnh:
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1rong do moc dch ch pho cuc moc too dum phun, no
dong ch pho phoong phup dum phun vu phoong phup ch pho
dunh gu kot qou dum phun. Nhooc dom cou mo hnh dum phun
toyon tnh u tnh up dut cou cuc yoo to dong trooc do vo cuc yoo
to dong suo. Nhooc dom nuy tro booc nhu dum phun trong phut
hoy tnh nung dong sung tuo.
1rong ch so, mo hnh dum phun toyon tnh xout hon to
rut uo vu no con pho bon don suo Du chon tho go tho ll, v mo
hnh nuy dum buo tnh nhut qoun cuo gou cuc yoo to. Nhong
cooc dum phun thunh cong cuo nhut u nhong cooc dum phun co
kot qou trong khop vo moc too. 1rong y thoyot, mo hnh toyon
tnh con dooc go u mo hnh moc too y tnh trutonu oboctvo
modo).
1o thup ky 70 xout hon mot mo hnh mo dum buo tnh
nung dong, sung tuo vu mom doo cou nhu dum phun, do u mo
hnh vong tron tcyccu modo):
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1rong mo hnh tron, cuc yoo to dum phun ch pho un
nhuo, doo chnh un nhuo trong qou trnh dum phun. Mo hnh
nuy gut bo tnh cong nhuc cou mo hnh toyon tnh no nhu dum
phun t nhoo phu toun thoo thunh ch vu um voc cho yoo
nho mot xoong ngon von. No tuo co ho cho nhu dum phun tro
thunh mot duo don thoc so do phut hoy hot khu nung cou mnh
vu tm ru gu phup dou dum phun don thou thoun. Song mo
hnh nuy cong co hun cho cou no: Do u so thoo chuc chun
cou nhong qoyot dnh toy hong do so cun thop cou cu to
cou nhu dum phun.
o vuy, toy trong thoc to ton tu hu mo hnh dum phun,
chou nhu nghon coo nuo khung dnh mo hnh nuo hon mo hnh
nuo. Co o mo hnh toyon tnh pho hop vo phop to doy cou nhong
ngoo xout thun to mot non vun hou trong ton t, tung buc nho
koo vun hou Chuo u. 1rong dum phun, no cong tuo o tho nho so
trnh buy ru ruc o cuc choong suo cou coon such nuy. Con mo
hnh vong tron thch hop vo phoong phup to doy trong mot non
vun hou trong bnh dung vu cho phop con ngoo to do qoyot dnh.
1rong dum phun, no cong tuo ru nhong o tho nho coo vun bo tuc
dum phun thoo phoong chum dooc t nhoo cong go u dooc, con
hon khong.
Vo to cuch u mot khou hoc thoo dong nghu cou to nuy
tkhou hoc = so qoun sut, nhun bot, moo tu, doo tru thoc nghom
vu gu thch y thoyot vo cuc hon toong), dum phun on qoun
don nhoo ngunh khou hoc khuc nho out, ko toun tu chnh, phun
tch xuc sout, nhum gop nhu dum phun do buo kot qou dum
phun qou voc tm ru kho voc thou thoun turou o ugroomont)
trong dum phun. Nhong vun do nuy dooc do cup rut ch tot trong
cong trnh cou Hovurd kuu tl982) vo khou hoc vu ngho thout
dum phun.
l9
2.2. am pban Ia mot ngbc tboat:
Vo to cuch u mot ngho thout tngho thout = so thuo tuc don
moc thoun thoc doo oyon mot so ngoyon tuc vu phoong phup
trong mot mut hout dong nuo do cou con ngoo), dum phun u mot
qou trnh thuo tuc o moc nhoun nhoy cuc ky nung guo dch, buo
gom khu nung thoyot phoc vu chup nhun so thoyot phoc, khu
nung so dong cuc too xuo dum phun, so khon khoo ou chon tho
gun vu cuch thoc thoc hon nhong too xuo do.
Khuc vo khu cunh khou hoc cou dum phun u khu cunh
mo dooc phut tron trong tho ky XX, ngho thout dum phun co bo
duy ch so phut tron khu duy dun, co tho no to tho ton trong co
kh cuc bo uc ngoo xout hon nho cuo guo oo vu truo do hung
hou thoo phoong thoc hung do hung tburtor). 1rong ngoon to oo
vo dum phun, so oong cuc cong trnh nghon coo vo ngho thout
dum phun cong chom mot ty o on. 1rong kh do cup don dum
phun vo to cuch u mot ngho thout, cuc nhu y thoyot dum phun
phun bot 3 tbu) phoong phup dum phun co bun:
2.2.1. lhoong phup dooc phut tron duy do nhut u
phoong phup y thoyot tro cho tgumo thoory). lhoong phup y
thoyot tro cho u phoong phup ru qoyot dnh dou tron nhong
phun tch toun hoc vo cunh trunh nhum ou chon phoong thoc
hunh dong to oo cho bon thum gu tro cho. Dou tron phoong
phup y thoyot tro cho, kogor lshor & \um |ry tl99l) co
nhong nghon coo thoyot phoc vo phong cuch dum phun tdum
phun cong, dum phun mom) cho so ou chon out cho cou nhu
dum phun tdum phun up troong, dum phun qoyon o)
1hoo hu ong, tro cho dum phun don ru tron hu cup do:
cup do vo chut ton qoun don cuc doo khoun cun thou thoun, v
do vo gu cu, doo khoun thunh toun, doo kon guo hung... ) vu
cup do to choc out cho ton qoun don phoong thoc dum phun
20
no dong cuc vun do). Cup do tho hu cou tro cho nuy dooc go u
tro cho on, tro cho cou / houc vo mot tro cho. Mo dong thu
cou nhu dum phun trong tro cho vo do phoong khong ch co tuc
dong gu qoyot cuc vd thooc no dong dum phun mu con u boo
hon cou so ou chon out cho thoo nhong tnh toun nhum tuo ru
mot hoo qou to oo. Dong thu do co tho u so top toc cou mot
out cho cong co tho u boo hon cou so thuy do out cho, thoo
koo ton cong, phong tho nhunh nho chop ttho Ho Cho 1ch),
coong nho toy cho, toy oc.
Choong trnh dum phun cou Hurvurd tHurvurd Nogotuton
lrooct) dou tron co so y thoyot tro cho, du dou ru khu nom
dum phun co ngoyon tuc tlrncpod Nogotuton) do hoong
dun so ou chon out cho cho but ky tnh hoong dum phun nuo,
buo gom 4 tbon) dom:
* Vo con ngoo: 1uch con ngoo ru kho vun do, no cuch
khuc khong dong nhut, nhum un gou con ngoo vo vun
do.
* Lo ch: 1up trong vuo o ch, khong vuo up troong.
* Cuc phoong un: Dou ru cuc phoong un khuc nhuo trooc
kh qoyot dnh.
* 1oo choun: lhu dunh gu kot qou tron co so nhong too
ch khuch qoun du dnh sun cho khong phu tron co so
cho qoun do kh mung tnh cum tnh.
Dom tho nhut dou tron qoun dom nhu dum phun trooc
hot u mot con ngoo mu con ngoo th khong phu u muy tnh mu
u snh vut co y tr munh, co cum xoc munh, co nhun thoc co kh
tru ngooc nhuo, vu co nhong kho khun trong truo do thong tn
chnh xuc vu trong guo top.
2l
A u
1rooc go gu uo
Xoun 1hoy do ngh gu uo. Nhong ong co vun Nhu 1rung
tHonry Kssngor) con yoo cuo bo troong gu thch mot cuo ong
no rung so bun rot qoun cou Vot Num noo hu bon dut dooc thou
thoun.
Kssngor ho:
- Cuc ong so bun vo u:
Xoun 1hoy:
- Vo u th so oo.
Lo Doc 1ho:
- Chou thou thoun dooc vo nhuo th um suo bot bun vo u
Kssngor:
- 1o cho rung ong bo troong con kho tnh hon to
Xoun 1hoy:
- 1o kh gup ong don go, to snh ru kho tnh tho duy. 1o
hoc cu tnh uy cou ong duy.
Kssngor:
- Nguy to ngu y du o to n gu p o ng to du thu y o ng hu c u m ro .
Xoun 1hoy:
- Khong tho duo. Chnh to co ngho cu trot y qounh co
cou ong non to mo tro non kho tnh.
Kssngor:
- Chong to but ngo gup phu cuc ong u do phoong, cho
chong to khong ou chon. Noo chong to ou chon th chong to
ou chon do phoong do tnh hon.
22
tNgoon: Cuc cooc thoong oong Lo Doc 1ho- Kssngor
tu lurs, NX Cong un Nhun dun, l997)
A
uA u
Mo con ngoo mung tron ong mnh mot cu to. 1uch
con ngoo ru kho vun do co nghu u tron bun dum phun, cuc nhu
dum phun phu ko vu sut cunh tun cong vuo vun do ch khong
tun cong vuo nhuo.
1rong thoc to duy u vun do khong do thoc hon, v nho
mot dong nghop du boc buch, trong cooc song hung nguy, kh
khong ou u do th ch cun ngho tong booc chun cou ngoo uy du
kho cho! Lo thoong, Yoo u yoo cu doong d, Chot u ghot cu
tong ch ho hung!
Dom tho hu dooc xuy dong do trunh tup trong vuo up
troong mu cuc bon dou ru trong kh moc dch cou dum phun u
gu qoyot o ch cou cuc bon num suo up troong do. No thoo
cuch ngh cou mot nhu unh duo 1rong ooc, khong non tup
trong vuo muo ong cou con moo mu non tup trong vuo o ch cou
con moo co tho dou u tbut dooc choot).
Dom tho bu gu qoyot kho khun cou voc tm o ch to
oo trong kh cho soc op. Kh co mut do phoong, t u co tho tm
dooc toc th gu phup to oo. No mot cuch hnhunh, nho ngoo
buc sy dong bon bun mo cun duy do do ngho v ch cun chum tro
vuo phot u con bonh chot, nhu dum phun cong phu co sun gu
phup do coo dum phun o nhong guy phot qoyot dnh.
Dom co bun tho to dou tron tnh khou hoc cou dum phun,
v khong co nhu dum phun nuo co qoyon oy cou Chou do ch cun
uy dut sot u nun thunh con ngoo. Dut sot u dut sot vu co gu cou
23
dut sot. 1h troong co mut bung gu cou no cho tong ou hung,
cuc mut hung u co nhong boo hon too choun dooc xuc mnh
bo choyon gu, ro con nhong ton tu khuch qoun nou nho out
phup cou cuc nooc, tut cu do khong pho thooc vuo y moon cho
qoun cou nhu dum phun. Khong nhu dum phun nuo co tho to y
mnh thuy do dooc thoc to khuch qoun do. Vuy, kot qou dum
phun phu dou tron cuc too choun khuch qoun, cho khong phu
dou tron doo cuc bon moon huy khong moon.
2.2.2. Mot phoong phup dum phun khuc u dum phun
cong co o tntogrutvo nogotutng). lhoong phup nuy dooc thot
ko nhum to du hou o nhoun cho cuc bon thum gu dum phun
mu khong um phoong hu don qoun ho gou cuc bon. Do co tho
up dong dooc phoong phup nuy, cuc nhu dum phun cou cuc bon
phu nhut tr vo nhuo vo moc too chong, khong gao gom thong
tn vo nhuo vu up dong phong cuch dum phun nho duo tsot styo).
Kot qou tho dooc u cuc bon thum gu dum phun cong tho dooc o
nhoun, cong thung. Chnh v tho, phoong phup nuy con dooc
go u phoong phup chon thung tron chon thung t\n/ \n
Approuch).
2.2.3. Do up vo phoong phup chon thung tron chon
thung cou do phoong u phoong phup dum phun cunh trunh
tcompottvo nogotutng) qou muc cu cong run, kon dnh vo up
troong. Noo o phoong phup chon thung tron chon thung cou
do phoong, cuc do phoong xuc dnh dooc moc too chong th
trong dum phun cunh trunh cuc do phoong co nhong moc too
khuc nhuo khong tho chu so nhong u pho thooc un nhuo. Xong
dot vo qoyon o gut guo, cuc bon ru soc tm cuch to du hou o
nhoun but ko huo qou vo do phoong so ru suo. o vuy, phoong
phup dum phun cunh trunh con dooc go u phoong phup chon
thung tron thut bu cou do phoong t\n/ Loso Approuch).
24
2.3. am pban Ia qoa trnb tboa bicp vc mat Ioi cb va tbong
nbat gioa cac mat doi Iap:
1hong thoong, cuc bon thum gu vuo dum phun thoong mu
co o ch do up nhuo, bo o thoo hoc thoyot vo sun xout hung
hou th mo ngunh sun xout do dou u cho mo bon co on qoun
mot o ch nhut dnh. Do u tl) Lo ch cho ngoo sun xout, duy u
doo doong nhon noo khong th hung hou so khong dooc sun xout
ru. t2) Lo ch cho ngoo too dong, duy u doo khong tho thoo
dooc bo v noo khong co no th hung hou cong khong tho too tho
dooc. lhun con u u gunh cho cuc thunh phun khuc thum gu
vuo qou trnh oo thong hung hou. Cho non kh mu cuc thunh
phun nuy cung nhoo th o ch cou ngoo sun xout vu ngoo too
dong cung t d, duy ch no u t d nhong khong tho t don moc b
trot too. Do vuy cuc nhu sun xout, knh dounh ch co tho thoc
hon voc to du hou o nhoun trong phun hun cho, huy no cuch
khuc, ho ton hunh voc to du hou o nhoun tron co so qou u
cuc phun o nhouncou nhuo. Vu nho vuy, hunh dong tm kom
o nhoun cou cuc nhu sun xout, knh dounh vu ngoo too dong
guy unh hoong troc top don o ch cou nhuo, nghu u noo ngoo
nuy dooc nhoo th ngoo ku dooc t d vu ngooc u. Cho rung
mot hung hou dooc sun xout ru so tuo cho xu ho mot khoun o
nhoun dooc boo don u hnh qou tuo. Chong tu co tho boo don
doo nuy bung hnh vo suo:
25
Vu nho vuy, kh mot bon co gung gunh vo phun mnh mot
khoun o nhoun on hon th bon ku booc phu chup nhun phun
nho d vu ngooc u gu so ch co hu bon thum gu vuo qou trnh
nuy. Noo so oong ngoo thum gu on hon th tnh hnh cung kho
khun hon.
ou qou trnh nuy, chong tu thuy rung o ch cou cuc bon
thum gu vuo qou trnh chu so o nhoun oon u do up nhuo.
Choc bunh o nhoun khong phu u no com 1huch Sunh do ro
cu bu qoun toong sy un mu mu khong hot. Cong kho mu kom
dooc mot cuy dun 1huch Sunh trong co tch do ro kh guy on
khon do phoong ngun ngo ong, boong vo kh, bo cooc trunh
gunh hon thou tron thoong troong huy tron bun dum phun. 1oy
nhon, cuc bon thum gu dum phun, noo ch qoun tum don moc
dch cou mnh mu khong qoun tum don o ch cou phu bon ku
th so khong co dooc hop dong vu kh do so chung co bon nuo co
dooc o nhoun. Nho vuy, dum phun ky kot hop dong, vo ngoyon
tuc, u mot qou trnh thou hop vo o ch cou cuc bon huy duy u
so thong nhut gou cuc mut do up.
Cu so A vu u hu bon thum gu vuo qou trnh dum
phun ky kot hop dong, vu kh do tu co cuc qoun ho vou mung tnh
do up, vou mung tnh thong nhut gou cuc bon. 1u co tho mnh
hou doo nuy trong mo hnh doo duy.
26
Voc ton to gu qoyot on thou cuc qoun ho trong mo
hnh tron tuo ru bun thun qou trnh dum phun nhum dou cuc bon
d don thou thoun vu chup nhun mot kho voc hop dong co tho
dup ong dooc moc too cou cu hu bon, trong do: tl) Kho voc l,
nho trnh buy trong so do u kho voc thou thoun y toong, t2) Kho
voc 2 u kho voc moc dch cou A mu phu chup nhun, t3) Kho
voc 3 u kho voc moc dch cou mu A phu chup nhun. Chnh v
tnh chut do ho nhoong bo un nhuo vo qoyon o gou cuc bon
thum gu dum phun trong cuc cooc dum phun no chong vu dum
phun thoong mu no rong, trong ngoon to oo vo y oun dum
phun, ngoo tu thoong dong thout ngo muc cu tburgunng) thuy
cho thout ngo dum phun.
3. Nhung dc xuat nghicn cuu va dao tao:
Dum phun u mot mon hoc tu cuc khou choyon ngunh Lout,
Knh dounh, oun y, So phum, oun ho ooc to .... tu nhoo
troong du hoc on cou cuc nooc co non guo doc ton ton tron tho
go. 1rong xo tho mo cou non knh to do Dung Cong Sun Vot
Num kho xoong vu dnh hoong duo tuo thoo kp vo cooc song
knh to, voc nghon coo khou hoc vu ngho thout dum phun u
mot do ho boc thot. Nhong dnh hoong co bun cou cong tuc
nghon coo co tho u:
(1) Nhung kinh nghicm quy hau vc dam phan kinh tc, chlnh
tr], quan vu, ngoai giao cua nhan dan ta qua cac thoi ky dau
tranh dung nuoc va giu nuoc,
(2) Nhung tinh hoa trl tuc cua nhan loai trong khoa hoc va
nghc thuat dam phan,
27
(3) Nhung dac thu cua phong cach dam phan Vict Nam
(4) Nhung vo vanh giua phong cach dam phan Vict Nam va
phong cach dam phan phuong Tay va phong cach dam phan
cua cac quoc gia khac trong khu vuc, dac hict la khu vuc
Chau A - Thai Binh Duong.
Do co tho tung coong tr thoc vu ky nung dum phun cou
tho ho ngoo Vot Num mo trong tho ky XXl, cun co nhong no
dong vu hnh thoc duo tuo mo bo song cho qou trnh duo tuo:
(1) ua dam phan tro thanh mot mon hoc chlnh thuc o hac
dai hoc, nhat la o cac truong dai hoc dao tao cac chuycn
nganh Iuat, Ngoai ngu, kinh tc va oi ngoai.
(2) Bo tuc vc tri thuc va ky nang dam phan cho cac can ho
hicn dang cong tac tai cac nganh kinh tc cua dat nuoc thong
qua cac lop dao tao ho vung, va cac hoi thao chuycn dc.
28
ChuJng
Chuan bi dam han
Cuc nhu y oun vo dum phun thoong mu doo hot soc co
trong vu tro cou khuo choun b dum phun trong dum phun thoong
mu. Ho cho rung chu khou cou thunh cong trong dum phun u
choun b vu on kot houch. 1u thoyot phoc cou do phoong, khu
nung guo top, so nhunh nhuy trong dum phun vu mot out cuc ky
nung co bun khuc khong thuy tho dooc so choun b, thum ch
khong bo dup no so but o do thoo choun b guy ru. Nghu u,
khong co choun b, chuc chun khong co hy vong dum phun thunh
cong nguy cu kh nhu dum phun u ngoo rut thuo voc. Ngooc u,
co choun b chuc chun, ch cun vo mot so ky nung dum phun
khom ton, nhu dum phun cong co tho d don nhong kot qou
chup nhun dooc. ou trnh choun b dum phun cun don ru thoo
mot trnh to, cun co tho gun do thoc hon, vu cun toun tho thoo
mot phoong phup choun b nhut qoun.
1. Chuan h] chicn luoc
Chon ooc ngoyon u mot thout ngo qoun so, on qoun
don voc on ko houch chon duo cou cuc toong nh ngou mut
trun, nhong trun du ngh bnh, thoc soon, vo mut. 1rong dum
phun, chon ooc on qoun don mot ko houch co dnh hoong. No
xuc dnh doong hoong co bun, kot hop doong hoong chng vo cuc
cho troong hunh dong. Chon ooc, bo vuy co cuc moc too co
tho, ro rung, co qoy dnh ton, thou cou cuc nhu ru qoyot dnh
trooc nhong bon dong vu thuy do cou tnh hnh. Chon ooc
trong tuy cuc nhu dum phun v nho cuy bou trong tuy ngoo tho
moc, cuy vot trong tuy ngoo duo bong bun, nghu u chong u
cong co do thoc hon cong voc. Chon ooc cung huy, kot qou
cung tot. Nho vuy, chon ooc co tho dooc hoo u so tm kom o
29
tho so sunh o nhong kho voc cu hu bon doo co o tho toong do
co tho d don nhong kot qou co o. Lo tho so sunh ch co tho co
dooc tron co so nhong khu nung rong tdstnctvo compotoncos),
nhong khu cunh trong qou trnh dum phun mu bon tu tro hon
kh so sunh vo bon do phoong. Chon ooc so um dnh hoong
cho mot out cuc kot qou mu trong do kot qou tot nhut so dc
chon.
1.1. Cboan b| to doy cbicn Iooc
Ngoo tu v rung chon ooc u vo doo trong mou. 1oy
khong tho tuc dong g don tho tot, nghu u khong tho um mou
tunh, nhong chon ooc u co tuc dong tch coc don con ngoo,
nghu u, um cho ngoo tu houn toun o to thu trong cooc. Nho
vuy, cu mu chon ooc cu thon khong phu u mo troong mu u
con ngoo.
Co tho phun bot to doy chon ooc tstrugotc thnkng) vo
to doy ong bon tncromontu thnkng). Duc dom cou to doy ong
bon u mang |nh do pho. Nhu dum phun, kh do mut vo mot
vun do, houc mot tnh hoong dot bot, but ko do u mot co ho huy
u mot do dou, so ou chon mot trong so gu phup tom tung, tnh
hon thot vu sup xop chong thoo trut to cong cup o nhoun vu
chon gu phup cho o nhoun cuo nhut o tho dom hon tu. Duc
dom cou to doy chon ooc u mung tnh ho thong vu toun don.
No do ho nhu dum phun phu tnh don moc dch chong vu moc
dch co tho. Nhu dum phun phun tch o tho vu hun cho toong
do cou cuc bon do tm ru o tho cunh trunh. Kot qou cou qou
trnh phun tch u mot out cuc gu phup vo nhong huo qou co
tho. Cu phup dooc chon phu nhut qoun vo moc dch vu moc
too mo mut, trong do co bun u o nhoun.
30
Chou co nghon coo nuo vo dum phun no to doy ong bon
vu to doy chon ooc phoong thoc nuo hon hun phoong thoc nuo.
Co o ch non no rung mo phoong thoc doo huy, toy tong no,
tong oc, tong tho dom pho hop. 1rong dum phun, chung non
gu qoyot xong dot cu tnh kho cho bung to doy chon ooc cong
nho khong non up kot houch tong hop bung to doy ong bon.
1o doy chon ooc ch u phoong thoc to doy trong dum
phun. Nhu dum phun thuo voc bot ro kh nuo non dong to doy
chon ooc, kh nuo non dong to doy ong bon. 1rong kh to doy
chon ooc gop tm ru nhong gu phup on cho mot vun do dum
phun mot cuch hop y, to doy ong bon co tho u munh dut muo
mo do to do nuy ru nhong phut hon doc duo.
1o doy chon ooc, muc do mung tnh sung tuo thnh thunh
chon ooc), tnh nhut qoun tto hnh thunh don dunh gu chon
ooc), tnh tong tho tthoc hon chon ooc), vun co hun cho cou
no: No khon nhu dum phun toong mnh cho dong tnh hnh
trong kh chou hun du u tho. Chon ooc cung tnh v cung do guy
uo toong chon ooc v nhong yoo to chon ooc tstrugotc uctor)
thout hon, thout bon. Co tuc gu tluokoy Chomuvut, l99l: 2)
du go yoo to chon ooc u cu bong mu cho tv o tho vsp)
1.2. Cboan b| tbai do cbicn Iooc.
Co bu phum tro thu do chon ooc trong dum phun: tl)
1hu do don gun vu thung toot tSmpo und Droct), t2) 1hu do
thoc buch vu chon op tlross und losh), t3) 1hu do hong ho vu xu
unh tCoo udn Aoo)
(1) Thai do don gian va thang tuot:
Lu thu do no cho nhunh, no cho do ton th go, thu do
3l
khong guo gom, op mo kh trnh buy vun do huy gu phup. 1hu
do thung toot co tuc dong gu gup vo kh do phoong vu nhunh
chong d don ngh qoyot. Ch non up dong thu do nuy kh: tu) 1u
chung u g do phoong v du um voc nhoo vo ho to trooc, tb)
Dum phun dung ky bo tuc, su uy nho mo bong bong, go ru dooc
cung som cung tot, tc) Soc op tho gun khong cho phop koo du
dum phun, kot thoc dum phun u moc too trooc mut.
(2) Thai doc thuc hach va chcn cp:
Lu thu do do cup munh, xoyon qou cuc vun do nhuy
cum. Do co hoo qou, voc guy soc op vu thoc buch phu dum
buo tnh to, v noo phu bon ku bot dooc phu dum phun vo ho
guy soc op vu thoc buch, ho so vup phu cum guc kho cho. 1hoc
op khong phu u mot hnh thoc tru tun xuo xu mu u mot co cho
nhum cho phop houn thunh thou thoun dum phun. 1hu do dooc
so dong kh: tu) lhu tu o tho munh hon, tb) lhu bon ku cun kot
thoc nhunh,tc) lhu tu moon khounh vong go hun dum phun.
(3) Thai do ho hung, xa lanh:
Lu thu do so dong tum y ngooc trovorso psychoogy) do
vo do phoong, trunh cho do phoong cum guc ho honh tvnnors
corso), trong kh tron thoc to, dong u do phoong dung to bun
mnh. Noo tu d don thou thoun qou nhunh, phu do phoong co
tho ngh ho du b ho houc du un non. Khong non dunh thoc ong
thum cou do phoong houc cum do ho oo thung. Non co thu do
ho hong, xu unh kh: tu) lhu bon ku munh hon, tb) lhu tu dung
cho soc op tho gun, tc) lhu tu co gu phup thuy tho.
1.3. Cboan b| bicn pbap cbicn Iooc
1hu do vu bon phup chon ooc toy tong tnh hnh co tho
mu co nhong hnh thoc co tho. o cho nuy, tu dong bon phup nho
32
got, dou ru do ho tong chot mot do phu do phoong do ngun
ngu. o cho khuc, tu dong bon phup tron go, dou ru toun bo do
ho cong mot oc, mu vun dum buo dum phun thunh cong. Doo
duy u mot so bon phup chon ooc thoong dooc so dong trong
dum phun thoong mu:
* a. Kcn nhan: Nghu u, do tu co non nong don buo
nhoo, cong khong dooc boc o do do phoong bot. lhu cho do,
nhut u kh do phoong chou dnh hnh gu phup. Kh tu dou dum
phun vuo nhp, tu u ngoo ch pho thou thoun.
* b. ^n nhn: Nghu u, khong buo go tu khooc to dum
phun do voc dum phun koo du o tho, mo vun do chom mot
oong tho gun qou dung, ro dum phun b ngut qoung on toc.
Nn nhn u bon phup chon ooc chong u thu do guy soc op vo
tho gun.
* c. Co bo ma| anh: Nghu u huo nho khong boo o
qoun tum ru bon ngou. Dum phun co tho ton tron, co tho tun
vo, doo do khong unh hoong. 1u do ngh mu khong nong nhot,
dup ong mu khong nong nun, duy cong u bon phup guy soc op.
* d. oc o |ha doc cha xc: Nghu u tu co qoun tum, co
dut mnh vuo v tho cou phu bon ku. Duy u bon phup co tuc
dong munh do phu vo bo tuc vu hun gun nhong d bot. Kh dut
mnh vuo v tho do phoong do boc o thu do chu so, cun co thu
do chun tnh nhong khong um sung phum tro dong cum cu nhun.
Ch boc o thu do chu so kh tu thoc so moon tho.
* c. Chu,cn huong do| ngo|: Nghu u, tu tm cuch do
thout kho bo tuc, voot qou nhong tro ngu do d don kot thoc dum
phun thung o. Kh dum phun du d don cho ngon ngo th khou
33
troong, nhp do th tuc nghon, choyon hoong dot ngot u bon
phup chon ooc thoo nho cuc nhu y thoyot dum phun, nhum
thuy choyon hu bon bun chu nhuo qou tuo dung dut tron bun, tu
rong cuy tuo.
* f. Lam dong |ac ga: Nghu u, gong nho cuo tho bong
du tron sun, tu ngh bnh do phoong d vo hoong nuy, nhong thoc
to u dunh vo hoong khuc. Lum dong tuc gu u hunh dong ky
thout boon bun/ thoong mu cho khong phu u hunh dong ou
do. 1u um dong tuc gu trong dum phun kh moon buo vo mot
dom co tho nuo do trong thou thoun.
* g. o ban dam phan: Nghu u tu bo do phoong u mot
mnh do dum phun vo chnh ho. on phup nuy khong hun u
coc doun nho mo ngoo thout nhn, v do suo th tu cong co tho
mo u dum phun.
* h. cn |hanh chu,cn da ro: Nghu u, mot bon dum
phun don phoong dou ru o do dou, dou vun do dum phun thunh
choyon du ro, khong buo go co tho thuy do dooc nou. V do:
mot cong ty dung gup ruc ro vo tu chnh dum phun vo cuc cho
no, mo bon co tho do dou um tho toc toyon bo cong ty do phu
sun - nghu u, choyon tut cu mo qoyot dnh sung tuy tou un.
Ngoo tu ch so dong bon phup nuy kh vup phu nhong vun do
vo cong guy cun vu cong so dong no mot cuch thun trong.
* . cn phap nha| nhanh: Nghu u, cut mot chot o duy,
cut mot chot o ku, chung muy choc mu cut hot choc bunh. o
mot nooc nghoo nho Vot Num, co cuo thunh ngo: Chuo nong
hop qounh, nghu u kho su th su tong chot mot, ro cong hot.
Mot so nhu dum phun cong um thoo koo nuy, ho mo tong chot
o nhoun, tong chot mot tho, nhong khong bot buo go dong.
34
* |. Khoanh vung go han: Nghu u, tu dut go hun cho
cooc dum phun vu bum chuc vuo go hun do. Duy u bon phup
chong u thu do guy up oc trong dum phun cou do phoong
* m. Chong |hu dch: Nghu u, dong ky thout dum phun
do trunh guy ru so tho dch tron bun dum phun, muc do so tho
dch do co tho do do phoong co tnh guy ru, cong co kh do
khong phu u bun chut cou ho. Do duo khong buo go u bon
phup tot. lhu tm kom so hu hou vu xuy dong mo qoun ho tot
kh tu dum phun. Co cu mot coon such Xuy dong qoun ho kh tu
dum phun tkogor lshor & Scott rovn tl988), do un Dum
phun cou Du hoc Hurvurd) no vo vun do nuy.
2.Chuan h] vc kc hoach
Vu tro cou cong tuc choun b vo ko houch dum phun u
nhum: tl) 1uo mo troong ru qoyot dnh un toun trong dum phun,
t2) Choyon trong tum cho y to cuc vun do chong sung cuc vun do
cun gu qoyot co tho vo qoun ho, xong dot, qou trnh thoc hon
cuc thou thoun, t3) 1uo so hoo bot un nhuo, xuy dong qoun ho
um un hop tuc vu hoo bot thuy v qoun ho do duo. 1hoo cuc
nhu y thoyot vo dum phun thoong mu, co 4 tbon) booc trong qou
trnh choun b ko houch dum phun nho suo:
2.1. Tbo nbap so Iico/ do Iico tbong tin
Cuo so lunkoy Chomuvut, khou Knh dounh 1hoong mu
Du hoc Huvud, co nhun xot hom hnh 1hong tn u thooc do
cup do um cou so khong chuc chun. Co o duo co so khong chuc
chun, o do co nho cuo gum no bung cuch tho oom thong tn
tChomuvut, l99l: l09). 1rooc mo cooc dum phun, phu trooc
cuc nhu dum phun u mot mo troong khong chuc chun cho so
35
qoyot dnh. Nho cuo tho oom thong tn v tho u doong nhon.
2.1.1. Tbo tbap tbong tin nban so va so to cboc
1rooc hot, phu doo tru ky oong vo con ngoo huy phu
doun mu tu so gup tron bun dum phun cong nho cong ty mu tu so
um un/ boon bun vo ho. 1u phu num thut ro, cung ro cung tot,
vo hout dong knh dounh/ um un cou ho, nho cuo tum y cou ho,
cuch ngh, cuch phun ong, chon ooc, such ooc, tho toc dum
phun cou ho. Vo nhong so oo nuy, to conh booc to bo cou
cooc dum phun.
lhoong phup don gun nhut cou nghon coo vo mot cong
ty khuc, ch so cou no trong qou kho vu chnh such hon tu cou
no vu vo cuc nhu dum phun cou cong ty do u nghon coo qou cuc
to oo xout bun. 1u co tho tho dooc mot boc trunh tong tho vo
hout dong knh dounh cou cong ty qou nghon coo cuc buo cuo
num, cuc thong tn buo ch, cuc qoung cuo trong tu oo dung ky
qooc gu houc du phoong, cuc buo cuo cou cuc nhu phun tch
duo to knh dounh von, cuc ho so cong ty cou chnh pho, cuc
hoong dun vo th troong chong khoun, cuc tup nghon coo oo
hunh no bo, cuc thong tn vo tn dong cong ty vu cuc buo cuo vo
cuc trunh chup tn dong vu tu sun.
1hong tn vo cuc cu nhun tu so gup qou bun dum phun co
tho uy to cuc too so tNoo u nhu dum phun My, co tho tm thuy
too so cou ho trong cuc un phum cup nhut hung num cou Moodys,
Stundurd und loors, Don & rudstroot houc dunh bu dunh nhun,
co o cuc tho von nho tho von ooc ho My, tho von cuc troong
Du hoc on.) o cuc nooc nho nooc tu, voc uy thong tn kho hon,
nhong cong khong phu u khong uy dooc qou too so hout dong
knh dounh, boon bun cou chnh unh tu vo cuc bun hung khuc
36
mu unh tu co qoun ho. on cunh thong tn too so nhu dum phun,
con co tho qoun tum don cuc phut boo, cuc bu buo oo qoun
don cuc nhu dum phun do.
Cuc ngoon thong tn duy do vu ch tot hon co tho don vo
tu qou gup go, phong vun cuc bon so dum phun vo tu vo tnh
hnh trunh chup, gu qoyot xong dot cou cong ty, duc bot u gup
go, phong vun vo cuc bon du tong um voc khong thunh cong
vo cong ty mu tu so dum phun houc vo nhong bon co t nhoo
qoun ho knh dounh vo cong ty do. Do tho oom thong tn vo cuc
cu nhun mu tu dum phun mu khong dou vuo cuc tu oo du xout
bun, tu cong co tho um nho du no o doun tron, kh do cup vo
thong tn too so cou nhu dum phun, nghu u no choyon vo bun
hoc co, ngoo qoon, bun bo, dong nghop co cou unh tu, cuc
thunh von cuo uc bo, ho ngunh ngho, cong doun mu unh tu
thum gu.
1rong mot so troong hop nhuy cum, tu co tho mo mot
cooc doo tru rong on qoun don du v xu ho trong cong ty cou
nhu dum phun, qoyon hun vu phum v ru qoyot dnh, cuc tho
thout dum phun, dom munh, dom yoo, nho cuo tnh cum, tn
ngoong, thum ch cu ch so thong mnh cou unh tu. Do kh tu con
cun tm hoo ky thom vo tnh cuch, gong no, nhong not rong to,
so thch cou unh tu. 1ut cu nhong thong tn tron cong u so gop
nhu dum phun doun trooc phong cuch, to doy vu phun ong cou
ngoo mnh so gup qou bun dum phun.
Doo tru cu nhun u mot vun do to nh. 1rong kh doo tru
khong non thu qou do cuc vun do choyon y nghu to knh to sung
duo y houc phup y thoo koo so dong tnh buo cong nghop,
nghu u thoo hun mot tuy trong tnsdor) dung song vu um voc
trong mot don v knh to houc cong ty do uy thong tn no bo cou
cong ty vu nhong y do khon cong ty do thum gu dum phun.
37
1hoo con so cong bo, hung num cuc cong ty My ch khoung 800
ttum trum) troo dou cho voc nuy.
2.1.2. Tbo tbap tbong tin cbo dam pban tboong mai qooc tc.
1ho thup thong tn cho dum phun thoong mu qooc to
mung tnh phoc tup vu kho khun hon so vo tho thup thong tn
phoc vo cho mou bun no du. V ngou nhong thong tn trnh buy
trong moc 2.l.l tron, do con u cuc thong tn vo: tl) Doo kon
du y, dun so vu soc mou cou th troong dch xu cuch tu co kh
nou vong tru dut, no co cuc yoo to vun hou tnho phong toc, tup
qoun, tho qoon too dong) houn toun khuc hun tu, t2) Khu nung
cunh trunh cou hung tu trooc nhong mut hung cong ou do cuc
ngunh knh dounh bun xo vu cuc thunh von cho yoo cou th
troong dch cong cup, t3) Co so hu tung buo gom cuc dk vo guo
thong vun tu, thong tn on uc, hout dong tn dong vu ngun
hung, t4) Chnh pho vu so cun thop cou chnh pho qou:
a) ^hung do ho vc ga, phcp: t1rong doo kon Vot
Num, moon um xout nhup khuo phu co t nhut 3 tbu) guy
phop khuc nhuo cou o 1hoong mu tl) guy phop chong cho
phop knh dounh xout nhup khuo, t2) ko houch xout huy nhup
khuo phu dooc chup thoun trooc kh cong ty co tho dum phun
vo bun hung huy cong ty cong ong nooc ngou, t3) suo kh
thou thoun xong vo hop dong xout nhup khuo, co kh con cun
thom guy phop cho mo dot guo hung)
b) Thuc quan xua| nhap |hau tNhu knh to hoc Duvd
ogg tl993) du co un thun rung trong tho go knh dounh co
hu doo chuc chun, do u thoo cou Nhu nooc vu cu chot.
Nhong no trong hu doo uy cong khong u bot mnh so chot
vuo oc nuo vu oc nuo moc thoo cou Nhu nooc so on xoong ru
suo. Vuy chup nhun ngho knh dounh thoong mu u tu chup
38
nhun d vuo mot tho go no khong co g u chuc chun. o Vot
Num nhong num duo thup ky 90, boo thoo sout bon thon to
0% don l50% vo 28 moc thoo sout khuc nhuo vo moc thup
nhut cho thot b co bun, tung dun cho hung too dong vu cuo
nhut do vo hung xu x. Don thung 5/l992 vu thung l/l993
boo thoo sou do con 2l moc thoo sout duo dong to 0% don
l50% nho trooc duy. Don thung l/l994 u co nhong thuy do bo
thoo dunh vuo xung duo, phun bon thuy bung pho ph knh
dounh, hu moc thoo dunh vuo x mung vu cnkor nhong tung
moc thoo do vo nh kon SKD/ CKD, xo muy hu bunh vu bon
bunh, muy moc pho tong co, thoc phum vu my phum.)
c) uo|a Han ngach): tootu u nhong doo khoun qo
dnh ro go hun kho oong hung hou xout nhup khuo. Co 3 tbu)
ou qootu: tl) Cum nhup tqootu so khong) up dong cho cum vun
houc hun cho vo doo kon kho oong nhup khuo t2) ootu thoo
qoun, cho phop nhup khuo vo so oong qo dnh vu t3) ootu to
ngoyon, dooc hoo nho nhong hun cho xout khuo to guc).
d) ^hung oa |huc phu Mot so chnh pho tho thom mot
so ou thoo pho nho thoo mon bu, thoo bon go...)
c) ^hung hoa| dong ,cm |ro cua Chnh phu: tMot so
chnh pho tro cup troc top vo tn dong cho cuc hung knh dounh
nhum khoyon khch mot so hout dong knh dounh co tho nuo do.
o My, co nhong to choc nho Ngun hung Xout- Nhup khuo, Hop
ho tn dong hung hou, Hung phut tron ooc to u nhong to choc
thoong tro cup tn dong cho cuc hung xout khuo).
1om u, gu tr cou toun bo booc nuy tnho du trnh buy
trong 2.l.l vu 2.l.2) u no gop nhu dum phun hoo ro hon vo bo
cunh mu unh tu sup booc vuo vu con ngoo mu unh tu sup um
voc cong. V y do do, booc choun b nuy con dooc go u booc
nhun thoc.
39
2.2. oa ra gia tbict:
Suo kh du tup hop dooc cuc so oo vu do oo thong tn,
nhu dum phun phu um mot cong voc top thoo u y gu so oo
vu do oo du co. ooc nuy co tho dooc ton hunh vo so thum gu
cou ngoo khuc do nhu dum phun cong chu so vo ho nhong gu
thot vu nhun thoc.
Voc chu so cuc gu thot nhun thoc vo ngoo khuc co
nhong o tho. 1ho nhut, no gop nhu dum phun um ro do vo
bun thun mnh vu ngoo cong so vo y do tu suo unh tu u d don
nhong gu thot nho vuy. 1ho hu, no cho phop nhu dum phun
nhun ro gu tr khu dong tvudty) cou nhong gu thot du dou ru
vu gop trunh nhong xong dot khong dung co tron bun dum phun
do nhong gu thot su vo do phoong chou dooc doo chnh u.
Kom tru gu thot u mot trong nhong cuch nhunh nhut do gu
qoyot xong dot.
Kh dou ru gu thot, cun phu phun bot gou gu thot vu
nhun dnh, dunh gu. Nhong gu thot mu tu mung vuo phong
dum phun thoong u nhong nhun dnh co tho vo nhong hunh v
co tho nhum um ro nhong dong co num suo nhong hunh v do vu
do hoo v suo nhong so kon nhut dh nuo do du xuy ru. No u mot
booc qoun trong trong qou trnh tm hom mo qoun ho nhun qou.
1rong kh do, nhong nhun dnh dunh gu thoong u nhong nhun
dnh buo qout, thuo soot vo hum y nho mot dnh y vo mot con
ngoo, no mung tnh but bon. Nhong nhun dnh nho vuy thoong
duy ngoo b nhun xot vo phu phun ong too coc chong u tu vu
duy tu vuo tho v khong nung dong. Chong khong tot cho qou
trnh guo top dum phun.
40
2.3. Xay dong cac moc tico dam pban
Suo kh tho thup thong tn vu dou ru cuc gu thot, booc
qoun trong nhut trong qou trnh choun b ko houch dum phun u
xuy dong cuc moc too dum phun, v noo booc vuo dum phun
khong co moc too co tho, rut do bon phon dum phun thunh mot
cooc no choyon phom. Doo duy u nhong o tho cou voc xuy
dong moc too dum phun:
Xuy dong cuc moc too dum phun booc nhu dum phun
phu tnh trooc mnh cun g, tu suo cun vu phu bo ru cu
g do do u cu mnh cun. Xuy dong cuc moc too cong
gop nhu dum phun trong voc qoyot dnh cuc thou hop,
cuc nhoong bo trong qou trnh dum phun.
Xuy dong cu moc too dum phun gop ngun chun ky kot
nhong thou thoun but cun, guy thot hu.
Mot ho thong cuc moc too dooc choun b cun thun gop
trunh nhong oong coong trong dum phun, khong do cho
do phoong o dong nhong oong coong, nhum un co tho
xuy ru.
Dum phun tron mot khong moc too co tho gop tot kom
tho gun dum phun, nhunh chong d don thou thoun. lhun
on nhong ngut qoung trong qou trnh dum phun doo co y
do thoo choun b.
oun trong hon cu, nhong choun b vo moc too dum
phun gop nhu dum phun co o tho trong qou trnh dum
phun. Do phoong so bot doo hon kh nhu dum phun co
khu nung um cho do phoong y thoc dooc nhong nho cuo
vu mong moon cou unh tu. 1hut mu mu, toun bo moc
dch cou qou trnh dum phun u dup ong nhong nho cuo
4l
cu nhun vu to choc. Noo tu khong toyon bo tu do ho cu
g th um suo tu co tho mong moon nhong do ho cou tu
dooc dup ong. Ch no vo ngoo khuc u tu moon o ho cu
g mu khong no don nhong do ho cou tu co tho um cho
ngoo khuc kho hoo no tu. tLovcky: l993)
Nhong do ho co tho do u cu g trong dum phun thoong
mu: Mo cooc dum phun so co mot out cuc doo khoun cun dooc
buo hum trong kh xuy dong moc too. Nhong nhn chong, kh
xuy dong moc too cun xom xot nhong cho do suo:
1. Icn gia dlch
Cu dch u gu tu so tru cho cu tu do ho trong dum phun.
Duy u moc gu hop y thoo tnh toun cou tu do do u cu tu nhun
dooc noo dum phun d don thou thoun dooc ky kot vu thoc hon.
Loo y: thout ngo gu o duy dooc dong vo nghu pho qout cou no
do du don cho gu tr cou cu dung dooc truo do. Co nhoo cooc
dum phun khong uy don v thunh toun ton to.
Cu dch u gu tu so tru cho cu tu do ho trong dum phun.
Duy u moc gu hop y thoo tnh toun cou tu do do u cu tu nhun
dooc noo dum phun d don thou thoun dooc ky kot vu thoc hon.
Loo y: thout ngo gu o duy dooc dong vo nghu pho qout cou no
do du don cho gu tr cou cu dung dooc truo do. Co nhoo cooc
dum phun khong uy don v thunh toun ton to.
2. Xac d]nh pham vi dam phan
lhum v o duy co tho hoo u go hun to thoo vo o nhoun
vu tu co tho chup nhun trong kh xom xot cuc do ngh cou do
phoong. Cuc nhu y thoyot dum phun huy dong thout ngo doong
chun toong tbottom no) do ch khu nom nuy. Kh tu du rot
xoong doong chun toong, tu khong con cho do rot xoong nou,
42
ch con doong cho tu rot ru kho cooc dum phun. Song song vo
doong chun toong, tu cong tnh don doong kch trun nghu u
doong hun cho mu noo tu voot qou th do phoong co tho so rot ru
kho cooc dum phun. Khoung bon dong gou doong chun toong
vu doong kch trun chnh u phum v dum phun trong mot vun do.
lhum v dum phun con co tho buo hum nhoo vun do vu cuc vun
do co tho on qoun vo nhuo. 1rong troong hop nuy, tu co toun
bo cuc vun do u mot ho thong vun do co qoun ho toong tuc vo
nhuo trong mot tong tho. So bo tro choo gou chong ch co y nghu
bo phun. Vo tong tho, chong vun phu dum buo moc o nhoun
cou tu to moc chun toong on moc kch trun.
3. Quyct d]nh nhung nhuong ho:
Do u qoyot dnh vo nhong booc o qoyon o mu tu so phu
chup nhun trong dum phun do d don thou thoun.
4. Ncu co thc, quyct d]nh cai ta phai tha ra
Do do uy nhong nhoong bo cou phu bon ku, cu tu thu
ru tgvo uvuys) khong phu u nhong nhoong bo thoo qoun dom
cou nhoo nhu y thoyot dum phun. 1hong thoong tu ch co tho
dunh gu gu tr do do uy gu tr, nhong do kh tu co tho khong
mut g houc mut rut t do dut dooc cu g tu do ho. Doo nuy thout
nhn co vo khong thoc to, nhong noo tu tnh don vu tro cou cuc
to ttho ogo) trong dum phun th no u u mot vun do thoc to. Co
vo thut ru chung co gu tr g do vo tu th u co gu tr on do vo
ngoo khuc. 1rong dum phun thoong mu, doo nuy on qoun don
voc trunh nhn nhun gu tr cou mot ch tot nuo do thoo qoun
dom cou rong tu vu voc tm ru gu tr tco tho u cuo hon cou ch
tot do) do vo phu bon ku. Lu con mot so ch tot mu tron thoc
to chong khong dooc dunh gu tron but ky co so nuo ngou co so
cum tnh. 1ut cu cuc hung xu x dong cho ngoo too dong do
trung tr cuc vun phong du don, tro so cou cong ty doo dooc bun
43
don thoun tron co so hup dun cum tnh. 1rong dum phun thoong
mu, so co nhong mut hung tuo ru dooc so hup dun cum tnh, tu
phu bot khu thuc soc hup dun do vu co kh ch tron co so do
tho, tu co tho nung cuo v tho dum phun cou mnh.
Nho vuy, tu co tho dunh do mot cu thu ru thoo nho mot
booc o gu tuo, doo hnh thoc mot nhoong bo vo hu) do uy mot
nhoong bo thoc so gu tr. 1rong ngoon to oo nghon coo vo khou
hoc vu ngho thout dum phun thoong mu, booc o gu tuo nuy
dooc go u phop do nooc bot uy buc non tsosh or svor).
S. Ncu khuon kho han chc vc thoi gian
Do u so tro tnh trooc oong tho gun cun thot do d don
thou thoun vu cong u so tro tnh trooc hun cho vo tho gun mu
phu bon ku co tho noo ru.
6. ]nh v] cac tac dong anh huong tu hcn ngoai
Do vo qou trnh dum phun, cuc nhu bung, cuc co qoun
chnh pho, cuc to choc cong doun u mot vu v do vo cuc to
choc bon ngou co tho qoun tum don qou trnh vu kot qou cou
cooc dum phun mu ho khong troc top thum gu.
7. Nhan hict nhung dong thai cua tac gia
Co nhong dong tuc gu mu do phoong co tho tong ru vu tu
phu on ko houch um tho nuo do voot qou nhong tro ngu do.
8. Tlnh dcn giai phap thao go
Do u nhong gu phup tu co tho dou ru noo cooc dum phun
khong d don dot khout tV do nho tu co phoong un hu nuo chung
do boc doong do ngh cou tu:.)
9. Iap danh vach nhan vu tham gia dam phan
44
tCho do nuy so dooc trnh buy ky oong doo duy nho mot
booc choun b qoun trong). Dunh such tnh don khong ch cuc
doun von cou phu doun mu cu cuc co vun, v do cuc ko toun,
out so cong d do thum khuo y kon to vun vo cuc vun do co tho,
cuc tro , v do cuc tho k, phon dch von
10. Quyct d]nh cac giai phap thay thc ncu dam phan khong
thanh cong
Doong nhon khong phu cooc dum phun nuo cong do ho
phu buo qout l0 tmoo) cho do tron trong kh xuy dong moc too
dum phun. 1oy nhon, voc choun b k so gop tu khong buo go
nhum un ,bo ro houc ho honh trong dum phun.Soy cho cong,
do phong but ngo buo go cong u phoong un un toun,t nhut
cong u un toun trong choun b do ro d don kot qou dum phun
mot cuch chou chut.
2.4 .Cboan b| nban so va d|a dicm dam pban
2.4.1.Cac tico cb toycn cbon nban so
a.Ticu chl chuycn mon :
lhoong chum u dum phun vo nh voc choyon mon nuo th
cun choyon gu thooc nh voc choyon mon uy. 1hom vuo do,
phun on cuc cooc dum phun do ho cuc kon thoc vu k nung
choyon mon vo out, ko toun vu vun bun. 1hong thoong, ngoo tu
hun cho qou trnh chon nhun so thoo nhong choc nung dooc co
u hung duo trong dum buo thunh cong cou dum phun. Ngoo tu
cong mo mot so choyon gu do thum gu vuo mot so cong doun
trong qou trnh dum phun kh cun, do trunh thunh up nhong
doun dum phun trong do co nhong thunh von cho truch nhom
trong phum v hop.
45
h.Ticu chl tlnh cach
Duy u too ch qoun trong tho hu suo too ch choyon mon
nhong u huy b xom nho, thum ch mot ngoo nuo do dooc co u
co tnh kh rut kho cho nhong u vun dooc chon v do choyon
mon. Mot cuch ou chon nho tho du bo qou mot so thut u: dum
phun mot qou trnh hoong vuo con ngoo, u cooc thuo oun chu
so qoyon o cho khong phu u mot cooc hop choyon mon. Chon
su ngoo nhoo kh guy ru nhong thot hu khong dung phu cho.
V vuy, huy chon nhong ngoo bot ong xo nhuy bon, khon khoo,
bot oc nuo phut boo, oc nuo ngo ngho. Hot soc trunh nhong
ong bu to mom, dnh kon cu nhun, nhong ngoo t co khu nung
phut hon, khu thuc o tho chot hon, chot mut trong qou trnh
dum phun. Do tun dong khu nung choyon mon cou nhong choyon
gu co tnh cuch khong pho hop vo do ho vo tnh cuch nhu dum
phun thoong mu, tu co tho xn to vun choyon mon cou ho trong
qou trnh choun b dum phun houc nguy cu trong kh dum phun,
thum ch cu suo kh dum phun du kot thoc.
c. Ticu chl to chuc:
1oo ch co cuo to choc u too ch khong trunh kho kh
chon nhun so cho dum phun, nhut u o cuc don v on o phong
bun choc nung no kot qou dum phun co tho co nhong tuc dong
nhut dnh. Doong nhon nhong phong bun co qoun ho troc top
to kot qou dum phun cun co mot houc hu thunh von thum gu
doun dum phun.
1oy nhon, qoun tum don dum phun co tho con u nhong
bun nhom no u do buo vo qoyon o cou ho trong dum phun
nhong thoc chut ho moon thum gu dum phun don thoun ch v
gunh dou houc boc bo v ho khong dooc tnh don trong dunh
such phu doun. Duy u vun do to nh. 1u huy qoun tum don ngoo
46
but don xunh cou ho trong co cuo unh duo cou don v. Song cong
cun oo y rung tu on ko houch cho mot phon dum phun cho
khong phu cho mot cooc tup hop qoun chong cuc pho phu.
d. Ticu chl chicn luoc:
Mot phu doun on cuc tuc dong tum y do vo do phoong
nho mot so boo doong soc munh. Do do pho, do phoong cong
boo doong u bung mot phu doun cuc choyon gu cou ho. Vuy
vun do u mot phu doun o tum co tho nuo u hop y. Noo do
phoong u phu tu co tho dum phun do hon vo nhong phu doun
nho, houc nho nou, tron co so mot- mot, th rut khong non thunh
up mot phu doun on.
Coo cong, co nhong cooc dum phun do bun chut cou vun
do dum phun, do ho tnh buo mut. 1rong tnh hoong nuy, tu
phu co gung gum so oong doun to moc thup nhut.
c. Ticu chl ch ticu
1oo ch nuy dooc up dong kh cuc bon co thou thoun trooc
vo so oong thunh von cou mo doun. Do co o tho, tu tnh so gup
u qou bun dum phun do tron co so do tu chon thunh von cou
doun mnh. Ngou vun do ch too, cuc vun do khuc nho co so huo
cun tu du dom dum phun houc khoung cuch cong u mot vun
do unh hoong don so oong doun von cou phu doun.
2.4.2. Nbong tico cb dc cbon troong doan:
1roong doun u nhu unh duo doun dum phun. 1roong doun
u ngoo co tnh cuch munh ho tro cho thunh cong cou doun dum
phun. Do u:
Kha nang ra qu,c| dnh dung dan |rong dcu |cn
cang |hang
47
Kha nang |hau gop cac quan dcm dan |ra |hanh
mo| |ap hop
Kh cha| ncn na
Tnh nang dong dc do pho |p |ho vo |nh hnh
Co |a am cho nguo |hac |n |uong vao mnh
Co |a phan bc| |ha|, ga
1hom vuo do, troong doun phu u ngoo chom dooc ong
tn houn toun cou cup tron, dooc cup tron oy qoyon huy thuy mut
mnh phut boo tron bun dum phun vo do phoong. Xot thoo
qoun dom tnh cuch nhn nhun to do phoong, cong non chon
mot troong doun co tnh cuch cho phop guo top tot do vo phu
bon ku.
2.4.3. |a dicm cbo dam pban:
Co y oun cho rung cuc ou dong vut co khu nung to buo
vo cuo nhut kh chong hout dong tron vong unh tho cou chong.
Con ngoo cong u ou dong vut song thoo phun vong unh tho vu
cong co nhong khu nung toong to tron vong unh tho cou mnh. V
vuy, du dom dum phun tot nhut do vo nhu dum phun u nhong
no unh tu cum thuy gun go vu qoon thooc, do co tho un ngo doo
dun, thuo ooc thou mu, tm ngoon choyon gu do dung vu thum
khuo y kon cou cup tron thoong xoyon.
1ru u, kh b do no um voc, con ngoo so cho tuc
dong xuo vo tho chut vu tnh thun, do nhong thuy do dot ngot
trong tho qoon. 1hum ch, voc d nhu tum cong tro thunh vun do
kh tu don cho ngoo u. Huy ch voc d don no qo dnh cong
48
um tu mut nhoo nung oong tho chut vu thun knh.
1oy vuy, dum phun o mot du dom khuc no um voc
hung nguy cong tuo cho nhu dum phun nhong thou mu rong.
Do u co ho do mut thuy, tu ngho, do kh u co ho do ch nho
nho trong nhong nguy ngh coo toun huy gou cuc phon hop.
1rong oc guy cun, co tho to cho tru o v y do khong mung thoo
tu oo duy do.
Dum phun u mot cong voc nung nhoc. Kh dum phun o
no xu, nhu dum phun cun don trooc phon hop t nhut u 24 thu
moo bon) go do co tho gun uy u soc.
2.S. To danb gia mnb va doi pboong
Co nhun co cuo: ot mnh u mnh, bot ngoo u thong,
bot mnh, bot ngoo u coong. Cuo no nuy thut co y nghu trong
choun b dum phun.
2.S.1. To tm bico kc boacb tro cboi coa doi pboong:
1ron thoc to, thou thoun u doo do dut dooc noo cuc bon
doo ut ngou con bu cou mnh, vu co o phun on cuc cooc dum
phun doo khong phoc tup um, v thoong cuc bon thum gu dum
phun chup nhun phoong thoc tro cho nuy. 1oy nhon, vun con co
u do no ho moon tho nuy, tho ku, nhong thoc to khong hun u
nho vuy. 1rong guo dch gou ngoo bun/ ngoo mou, co nhong
yoo to bo mut um unh hoong don dum phun. o vuy, trooc kh
dum phun, cun co so phun tch ky oong nhong ko houch tro cho
cou do phoong.
49
A u
Mot v do
Cong ty A dung dum phun do bun cuc mut hung cho cong
ty , u mot khuch hung qoon. Nhu dum phun cou cong ty A rut
nguc nhon kh thuy cong ty do ngh mot moc gu qou thup so
vo thoong o o nhong cooc dum phun trooc. Vu muc do du chun
thunh do ngh bon xom xot u, du don cou cong ty khong rot
u do ngh gum gu. Dum phun b tun vo v bun vo gu cong ty
do ho th bon A khong tho dooc o nhoun g hot.
Cong ty A suo nuy mo phut hon ru rung cong ty du co
don dut hung thuy tho o cong ty X cho mut hung cong chong ou
co chut oong kom hon nhong dong thoo moc gu mu cong ty
du b cong ty A khooc to. Cong ty A cong phut hon cong ty X cho
cong ty nhong doo kon thunh toun oo du, doo mu cong ty A
khong bot tu tho dom dum phun. Mu doo nuy cong ty A co tho
bot noo nghon coo mot chot- u cong ty dung gup kho khun vo
tu chnh. o vuy, cong ty moon tm ngoo cong cup vo ch ph
thup hon vu cuc doo khoun thunh toun do du hon.
Cong ty A houn toun co khu nung ky mot hop dong toong
to vo cong ty bung voc thuy tho mut hung troyon thong bung
mut hung chut oong thup hon, nhong gu ro hon. nhong cong ty
A du bo o co ho v khong bot dooc kho khun tu chnh cou cong
ty mu ch bot kot to cong ty o dong qoun ho um un sun co
gou hu bon do dou ru nhong do ho but hop y
A u
V do nuy cho thuy, nuy cu kh cuc bon dung co qoun ho
um un vo nhuo, trooc kh dum phun vo nhuo vun cun co nghon
coo vo nhong thuy do cou phu bon ku, vun cun co nhong phun
50
tch vo nhong thuy do do do tm ru ko houch tro cho cou ho.
Khong non y u vuo nhong gu thot co do booc vuo cooc dum
phun mo.
Mot phoong phup khuc do phut hon ko houch tro cho
cou do phoong, ngou voc tho oom vu phun tch thong tn vo
ho: ho mou sun phum cou tu v gu, v chut oong, v doo kon
thunh toun, doo kon guo hung huy v cuc yoo to khuc. Num
dooc cuch nhn cou do phoong u qoun trong v no so gop tung
coong o tho cou cuc nhu dum phun kh dum phun cuc doo
khoun co tho cou thou thoun.
2.S.2. So sanb moc tico coa ta va doi pboong:
Kh booc vuo dum phun, mo bon doo mung thoo moc
dch vu nhong moc too co tho. 1rong troong hop co bun nhut,
bon bun buo go cong bun vo gu cuo nhut, bon mou buo go
cong moon mou vo gu thup nhut so vo gu tr cou hung hou.
Nguy trong troong hop co bun nuy du co so khuc bot gou cuc
bon. V vuy trong choun b dum phun, voc so sunh moc too cou
cuc bon u mot do ho tut yoo.
Doong nhon, trong thoc to, voc tm hoo moc too cou
do phoong khong ch dooc thoc hon trong qou trnh tho oom
thong tn vo do phoong. 1rong nhoo troong hop, tu khong tho
xuc dnh dooc toun bo moc too cou do phoong trooc kh dum
phun but duo. Nghu u co mot so moc too cou do phoong ch
hon on trong bun thun qou trnh dum phun. 1hum ch mot so
moc too mu trong soot qou trnh dum phun tu cong khong phut
hon ru.
Muc do vuy, cung phut hon ru nhoo moc too cou do
phoong cung tuo ru nhoo o tho do d don thou thoun/ ky kot hop
5l
dong. Suo kh co cuc doo kon, tu tm cuch gu bu toun so cho
co dup so tch coc. 1u ot ko cuc moc too chnh yoo vu tho yoo,
do tnh nhong nhoong bo co tho vu cuc doo khoun mong moon
cou cuc bon. 1ron co so do, tu tm cuc yoo to chong vo qoyon o
cho cuc bon. Nhong yoo to nuy tou thunh kho voc tom nung cho
cuc thou thoun co tho dut dooc.
2.S.3. Tm bico cac moc tico giao kn
Nho du trnh buy o moc 2.5.2., co nhong moc too cou
do phoong khong buo go dooc boc o. Nhong moc too nuy do
kh ch on qoun don phu do phoong mu khong um tro ngu
don qou trnh vu kot qou dum phun.
1oy nhon, khong phu oc nuo cuc moc too guo kn cong
u choyon vo hu. V do, mot don v knh dounh nuo do dong y
guo hung cho tu vo mot gu rut hu. Doong nhon, mou dooc hung
vo gu thup u doo thoun o cho tu tu tho dom ky kot. Nhong
co tho tu gup kho khun suo nuy, v do, hung khong dooc guo
dong hun, hung khong dut phum chut, dounh nghop do co tho
phu sun trooc kh guo hung.
1m hoo cuc moc too guo kn khong phu u choyon don
gun. V tho, do co tho phut hon dooc cuc moc too nuy, ngou
voc doo tru, nghon coo, tho thup thong tn, nhu dum phun do
kh con phu dong don do nhuy cum cou mnh do phut hon co
mot cu g do khong on trong cuch top cun vun do cou mnh vu
cou do phoong vu xo y kp tho.
2.S.4. Tm bico qoycn ban coa doi pboong
Co nhong cooc dum phun toong nho du d don kot qou
52
bong nhon tro thunh mot phon hop tro b kh do phoong toyon
bo so xn y kon chup thoun cou cup tron cou ho. Do trunh nhong
choyon nho vuy, phu tm hoo qoyon hun cou do phoong, oo
unh tu co phu u ngoo qoyot dnh coo cong tron bun dum phun
huy khong.
Co nhong nhu dum phun co do qoyon qoyot dnh nhong
ho vun buo oo qoyon xn y kon cup tron, do ro, trooc mot thou
thoun dut dooc, ho co tho sou do thoo hoong co o cho ho. Xop
cou to khong chup nhun do ngh nuy, nhong noo cuc ngu nung
on thouc gum xoong) mot chot th to dum buo tu vun doy tr
dooc thou thoun u toyon bo thoong thuy kh gup phu cuc nhu
dum phun koo nuy.
2.S.S. Cboan b| dc xoat giai pbap
Mot so koo guo dch thoong mu yoo cuo phu co vun
bun tro b um co so cho dum phun. 1um qoun trong cou vun bun
tro b on don moc nhoo kh no qoyot dnh co non ton hunh dum
phun nou huy khong. No dong chnh cou vun bun tro b buo
gom cuc do xout, gu phup. No phu thou mun yoo cuo suo:
a. Tnh chnh xac vc ap uan va o cu
b. Tnh da, du nhung ngan gon
c. Tnh |hu,c| phuc
d. Tnh |huc |c
c. Tnh ang |ao
f. Tnh nha| quan gua ap uan va con o
53
g. Tnh phong phu vc o cu
h. Tnh phu hop gua no dung va phong cach
|rnh ba,
. Tnh dc hcu do vo nguo doc.
54
ChuJng
Cac ky thuat can ban trong
dam han thuJng mai
1. ky thuat dam phan gia
1rong qou trnh dum phun, dum phun gu thout nhn toong
u cong doun mu cuc bon to ru thut thu vo nhuo. 1u toong toong
mot qou trnh mot bon noo moc gu, bon ku chup nhun houc do
ngh doo chnh on houc xoong ro hu bon d don hop dong ky
kot, ton truo, chuo moc. Nhong tron thoc to, voc dnh gu mot
sun phum truo do tron th troong dong u mot tro cho, thoo
dong nho dnh nghu cou cuc nhu y thoyot tro cho, v gu cou
mot sun phum khong ch dooc qoyot dnh bo mot bon cong cup
houc top nhun vu u bo t nhut bu yoo to: 1) ^ha an xua|/ |nh
doanh 2) Khach hang va J) Cac nha canh |ranh.
Khuc vo y thoyot tro cho mu chong tu tong bot tho hon
trong tho thuo, hoc vun, nhong tro cho cho tong doong tpostvo
som), tro cho dnh gu u tro cho cho tong um tnogutvo som).
Nhong tro cho cho tong doong u nhong tro cho kot thoc vo kot
qou snh o cho ngoo thum gu. Do vuy, qou trnh thum gu tro
cho cung koo du, cung cung thung th phun thoong gunh cho
ngoo cho cung on. o mo cou tro cho cong u mot yoo to
qoyot dnh tum co cou phun thoong. Ko chon thung tm dooc
vnh qoung vu o nhoun, ko thou cooc rot dooc knh nghom mo
mut cho bun thun suo kh thum gu cooc cho. Vu khong co u
cum thuy ho toc u du thum gu cooc cho, doo nuy gu thch tu
suo ngoo tu u khong co thu do tch coc do vo tro cho koo nuy
trong gu tr ttho thuo) nho bong du, trong hoc doong nho th hoc
snh go cup thunh pho huy th Oympc ooc gu, trong knh
55
dounh dooc dch vo nho cuc ho tro tron um qooc gu huy kho
voc. Cuc thunh von cou cooc cho do vuo cooc thoo tnh thun
khong thunh cong cong thunh nhun.
Ngooc u, voc b hup dun vuo nhong tro cho cho tong
um tnogutvo som gumos) so dun don nhong kot qou too coc.
Nhong ngoo thum gu trong cooc cho tm cuch hu sut, trong
phut nhuo. 1rong cooc song hung nguy, dso co tho u mot cu
nhun no xuo, cho bu suo ong ngoo khuc. 1rong cooc song knh
to chnh tr xu ho rong on, do co tho u chon trunh qoun so,
chon trunh gu cu, cum vun knh to. 1ut cu u nhong tro cho cho
tong um, no hu thup to cuch cou ko no xuo trong con mut ngoo
khuc, no buo mon soc munh knh to cou ko sut phut vu ngoo b
sut phut. Nhong tro cho koo nuy, noo koo du, th thum ch ko
thung cooc cong khong cho dooc tho thot. Ch ph cho ngoo
cho houn toun khong tnh toun thoo ngoyon tuc cou oong tr huy
o nhoun knh to.
Mot thoc to cou dum phun thoong mu u nhoo kh nhu
dum phun toy rut y thoc vo huo qou cou tro cho tong um, nhong
vun b duy vu tro cho uy. 1rong nhong houn cunh uy, coo cunh
cou nhu dum phun khong gong nho coo cunh cou nhu ch hoy
chon dch u phu thung trun bung mo gu mu u hun cho to
thoo do cung thung vu tun so xout hon cou cuc tro cho bung so
khon khoo ngou guo. So khon khoo ngou guo khong phu u so
hou houn huy duo hung mu u ngho thout cun nhuc mot cuch
unh dum nhong ch ph vu o nhoun tho dooc nhum dum buo d
don moc too dum phun mu khong guy ru nhong xong dot khong
cun thot.
56
1.1. Tai sao pbai dam pban gia:
1rong thup ky 70 vu 80 cou tho ky nuy, xout hon bu yoo
to khon dum phun gu tro non cun thot:
1rooc hot, co so y oun cou dum phun gu u do co so ton
tu cou gu co dnh vu gu thou thoun. 1hoc to th troong phoong
1uy trong thup ky 70 cho thuy co cuo kom sout gu du khon cho
nhoo cong ty muc kot gou mot bon u gu co dnh sun phum cou
ho, vu mot bon u ch ph duo vuo cho qou trnh sun xout sun
phum tung. Do to buo vo, cuc cong ty du nung vot gu cong bo
tpobshod st prco) cou sun phum do suo do gum gu don chong
mut trong qou trnh oo thong sun phum do tron th troong. Duo u
gu thunh toun thoc to cou mot sun phum/ mot dch vo: Doo nuy
ch thuy dooc qou dum phun gu. Duy u knh nghom cu nhun
cou tuc gu: cunh nhu ooc ho My o \ushngton DC, co khuch
sun mung ton Cupto H. Kh mo cou booc vou phong don cou
khuch sun, tu nhn ro boo gh gu u 2l9 |SD: dom. Nhong trong
dum phun gu trooc kh vuo khuch sun, khuch hung du dooc thong
buo ho phu thunh toun l59 |SD/ dom to cho nhut don tho num
hung toun vu 90 |SD/ dom trong cuc nguy tho suo vu tho buy
hung toun. 1rong troong hop co to 2 thu) don 4 tbon) ngoo o
chong trong mot phong th mo ngoo o thom ch phu tru 20
|SD/ dom. Nghu u, noo hu ngoo o chong mot phong don, mo
ngoo ch phu tru tSl59 + S20) 2 = S89,5/ dom to cho nhut
don tho num vu tS90 + S20) 2 = S55/ dom vuo nguy tho suo vu
tho buy. Noo o bon ngoo th con thup nou. 1hut u hup dun.
1ho hu, o thup ky 80 sung 90, o cuc nooc phut tron nho
o My, oc, tron th troong too tho, soc mou nghong hun vo cuc
trong tu m bu n o kho ng o tnho \u-Murt, Suovuy Crocory, Kmurt,
\oovorth). Soc mou khong o cou cuc trong tum soo th nuy cho
phop ho dum phun gu thoo hoong co o cho ho, thum ch vo cu
57
cuc nhu sun xout on. Nho vuy, y do do cuc trong tum soo th do
co tho dum phun vo cuc nhu sun xout don gun v ho u khuch
hung on.
1ho bu, o cuc qooc gu phut tron th th troong cung co
boo hon phut tron don do buo hou, vo toc do tung troong chum,
vo khuch hung co hoo bot hon, y thoc vo gu tr sun phum vu
dch vo hon. 1huy v chnh y hung out chnh such gu cu vu o
nhoun do phun unh chnh xuc hon mo troong cunh trunh, cuc
cong ty cong ong hung hou vu dch vo thoong xoc ton voc cut
gum gu tron qo mo tu khoun rong o. Vu khuch hung nhun
thoc dooc rung cu gu mu ho phu tru cho mot hung hou/ dch vo
nuo do co on qoun nhoo hon don soc munh vu khu nung dum
phun cou ho hon u gu tr dch thoc cou hung hou/ dch vo do.
Kot qou u qou trnh bun hung choyon to qou trnh tm gu phup
tot nhut cho khuch hung thoo qoun dom hop tuc sung qou trnh
chu so o nhoun mot cuch khong khoun nhoong. 1rong tnh hoong
nho vuy, cuc cong ty cong ong hung hou/dch vo thuy rung kh ho
tuo ru nhong hung hou/ dch vo co chut oong tot hon, khuch
hung cong khong moon tru nhong hung hou/ dch vo tot hon do
thoo gu cuo toong ong. Vo phu khuch hung, so nhun thoc vo gu
tr chut oong cou hung hou vu dch vo mu ho dooc cong ong ch
u dum buo do ho don vo nhu cong ong vo ong to tn ho so dut
dooc cu mnhmoon. Con mong moon vo gu cu, ho moon dum
phun do hu gu xoong cung thup cung tot.
1.2. Cac giai doan tnb gia
Dum phun gu thunh cong tdo vo cu bon bun vu bon
mou) khong phu u qoyot dnh phot choc mu u kot qou cou mot
qou trnh phun tch, tnh toun cuc yoo to tnh gu cou mot sun
phum houc mot dch vo. ou trnh nuy buo gom 3 tbu) gu doun:
58
KY THU T A M PHA N THNG MA I QU C T
(1) giai oan thu lm thong tin, (2) giai oan phan tch thong
tin va (3) giai oan quyet nh gia.
1.2.1. Giai oan hnh thanh thong tin
Cu doun nuy doong nhon dooc ton hunh trong qou
trnh choun b. Nhu dum phun cun um bu tup o nhu trooc kh
don bun dum phun, vu do phu u ou bu tup tong hop vo thong
tn ch ph um ru sun phum/ dch vo, thong tn vo khuch hung vu
thong tn vo do tho cunh trunh.
* Thong tin chi ph lam ra san pham: Duo u phun ch ph
tung on ngou do kon tncromontu cost) on qoun don ch ph
sun xout, dch vo khuch hung vu tro gop ky thout: Duo u cuc
pho ph tuddtonu oxpondtoros) cho cuc khoun tron:
* Nhan biet khach hang: Cu tr knh to cou sun phum/
dch vo nuy co y nghu nho tho nuo do vo khuch hung: Con
nhong yoo to nuo khuc unh hoong don do nhuy cum vo gu cu cou
khuch hung: tnho so kho khun trong so sunh cuc gu phup thuy
tho, nhong o tho on qoun don voc mou sun phum/ dch vo
l. 1H| L|OM 1HONC 1lN
ll. lHAN 1lCH 1HONC 1lN
lll. |YL1 DlNH ClA Quyet nh cuoi cung
4.lhun tch
tu chnh
5.lhun tch duc
tho do phoong
2.Nhun bot
khuch hung
3.Nhun bot do
tho cunh thunh
6. lhun tch
cunh trunh
l.1nh toun
ch ph
59
nuy, nhong hun cho vo tu chnh/ ngun such, khu nung choyon
toun bo houc mot bo phun cou ch ph cho ngoo khuc)
* ^han bc| do |hu canh |ranh: A u do tho cunh trunh
chnh hon nuy: Noo cuc do tho cunh trunh hon dung cunh
trunh tron th troong th moc gu guo dch thoc to cou ho u buo
nhoo: khuc bot tho nuo so vo gu cong bo: Duo u moc too
chnh cou do tho cunh trunh: Lo nhoun huy dounh so bun ru:
1.2.2. Giai doan ra soat pban tcb, tong bop tbong tin:
Cong gong nho gu doun tup hop so oo, gu doun phun
tch tup trong vuo bu yoo to co bun: ch ph, |hach hang va canh
|ranh. Nhong khuc vo gu doun choun b, cuc yoo to dooc phun
tch so dong vu tro ch pho un nhuo. Voc phun tch tu chnh so
dooc ton hunh tron co so xom xot moc gu dup ong nho cuo cou
khuch hung vu dum buo o tho cunh trunh. 1rong dum phun gu,
so phun tch tu chnh cou nhu dum phun u nhum dum buo tho
dooc o nhoun qou bun sun phum/ dch vo dong tho do do
phoong noo moc gu mong moon thoo phun tch cou ho tron gu
tr knh to cou sun phum/ dch vo cong ou tron th troong.
* |han |ch |a chnh: Lo nhoun tho dooc cho mot don v
sun phum u buo nhoo noo bun vo gu kch sun: lhu dum buo
mot oong bun ru u buo nhoo th mo co o nhoun cuo hon kh
hu mot moc gu: lhu mut mot oong bun ru u buo nhoo th mo
trung tru dooc khoun ch ph co dnh pho thom tncromontu
xod costs) nho qoung cuo, guo dch, dum phun, ky kot nhum d
don thou thoun:
* |han |ch |hach hang: Non xuc dnh mot moc gu khuc
bot nho tho nuo do vo nhong khuch hung khuc nhuo tkhuc
nhuo vo do nhuy cum gu, ch ph pho thom kh phoc vo ho):. Lou
60
chon phoong thoc do thong buo mot cuch co hoo qou gu tr knh
to cou sun phum/ dch vo do vo khuch hung nho tho nuo: 1m
bon phup do tuo ru nhong ruo chun ngun chun thong tn gou cuc
kho voc th troong, khuch hung nho tho nuo:.
* |han |ch canh |ranh: Cuc nhu cunh trunh so phun ong
tho nuo do vo cuc bon phup gu du dooc up dong vu oo ho con
co nhong bon phup gu nuo khuc nou khong: Hunh dong vu
phun ong cou cuc nhu cunh trunh so co tuc dong tho nuo do vo
o nhoun trooc mut vu uo du cou cong ty: Cong ty so dut nhong
moc too g vo o nhoun muc do co so phun ong cou cuc nhu
cunh trunh.
1.2.3. Giai doan qoyct d|nb va cong bo gia:
Kh qoyot dnh vu cong bo gu tron bun dum phun, nhu
dum phun phu hot soc y thoc vu tro cou gu thunh trong thunh
cong huy thut bu cou dum phun. 1rong coon Hoong dun ru
qoyot dnh tgu) thoo hoong o nhoun tNugo. 1.1. vu Hodon
k.K., l995), cuc tuc gu phun bot bu ou qoyot dnh gu:
a. Gia bot vang (Skim Pricing)
Cu hot vung u gu mung tnh vo chop co ho to du hou
o nhoun but ko gu tr knh to cou ou hung hou, dch vo truo do
vu oong bun ru. Dnh nghu ngun gon, gu hot vung u gu cuo so
vo moc gu phun on khuch hung to ngoyon thunh toun.
Cu hot vung u ou gu ch co tho dooc up dong trong
dum phun gu kh do phoong houn toun mut do nhuy cum gu do
ho dnh gu knh to cou ou hung hou/ dch vo dooc truo do qou
cuo, houc do ho co tho choyon ch ph cho ngoo khuc, no thoo
cuch no cou ngoo Vot, ho co ton chou.
6l
b. at gia tbam nbap (Pcncntration Pricing)
Dut gu thum nhup u dut gu doo moc gu tr knh to cou
sun phum houc dch vo nhum tho hot vu doy tr co so khuch
hung. oyot dnh dum phun gu o moc do thum nhup u qoyot
dnh d don thou thoun bun ru vo so oong on vu hy snh o
nhoun cuo. Khong non hoo gu thum nhup u gu ro, mu non hoo
no u gu hu so vo gu tr knh to cou hung hou houc dch vo dooc
truo do.
Cong nho gu hot vung u ou gu ch dooc up dong trong
nhong doo kon dum phun co tho, gu thum nhup u ou gu
nhum hup dun do phoong thou thoun hop dong vu to bo bun
hung co. 1oy vuy, khong phu co dum phun gu thum nhup u
dum buo thunh cong cou dum phun, v khong phu u cong y thoc
vo so khuc bot chut oong vu gu tr knh to cou sun phum houc
dch vo mu ho dung dum phun. Nhu dum phun, kh y thoc dooc
doo nuy, so khong dou ru moc gu thum nhup noo khong cun
thot.
c. at gia trong tnb (Ncutral Pricing):
1rong top th, ngoo tu hoo gu trong tnh u gu khong
nhum moc dch mo rong th troong bung so hup dun cou gu cu,
dong tho, no cong khong phu u ou gu nhum hun cho th troong.
1rong dum phun thoong mu, gu trong tnh khong phu u gu hup
dun do phoong xot thoo gu tr cou hung hou/ dch vo mu gu
phun unh. 1ron bun dum phun, nhu dum phun dou ru moc gu
trong tnh kh khong tho ru qoyot dnh vo gu thoo hu phoong
thoc du do cup, v thoo phoong thoc tho nhut, do phoong co tho
bo bun dum phun do d tm ngoon cong ong thuy tho, von khong
kho trong mot th troong guo cuc do tho cunh trunh, houc v,
thoo phoong thoc tho hu, do phoong co tho cun co vuo gu thup
62
do dunh gu thup gu tr cou hung hou/ dch vo dung dum phun.
Nhu dum phun cong co tho noo moc gu trong tnh ch cot
do doy tr tnh nhut qoun vo chon ooc gu cou cong ty. Cu trong
tnh khong co nghu u gu trong bnh moc gu cou cuc nhu cunh
trunh. Vo ngoyon tuc no co tho u moc gu cuo nhut, cong co tho
u moc gu thup nhut tron th troong mu vun mung tnh trong tnh,
trong tnh so vo moc gu tr knh to dooc gh nhun cou sun phum/
dch vo.
Nhu dum phun o but ky troong hop nuo kh cong bo gu
sun phum, dch vo, doo phu cun co vuo gu tr knh to cou sun
phum, dch vo.
1.3. Phan tch o nhay cam cua gia cua oi phng:
Nhun thoc do nhuy cum vo gu cou do phoong gop nhu
Nhan thc ve chenh lech chat lng
Cao
Thap
Thap
Cao
63
dum phun y thoc ro mot doo: khong phu do phoong nuo cong
gong do phoong nuo trong vun do dum phun gu.
Nhong th troong khuc nhuo snh ru nhong do phoong
khuc nhuo. 1hum ch nhong th phun khuc nhuo cou cong mot th
troong cong co nhong do phoong khuc nhuo. Co nhong do phoong
don bun dum phun vo hung out gu phup thuy tho, co do phoong
ch co cooc dum phun u gu phup. Co nhong nhu dum phun rut
co trong gu tr knh to cou sun phum/ dch vo vu rut xo mo so
chonh och gu tr gou cuc ngoon cong cup, trong kh co nhong
nhu dum phun ch tnh toun v ho too ton nhu, co nhong nhu
dum phun rong ru v ho too ton chou, huy no thoo ngon ngo
knh to, ho co tho choyon knh ph cho bon tho bu.
1hoo mo hnh tron:
Khuch hung trong gu cut goc tru phu tron) u ou khuch
hung tm cuch mou vo gu thup nhut, vo chut oong chup nhun
o moc to thoo thoo too choun cou nhun huy cou nhu cong cup.
Nhu dum phun thoo qoun dom trong gu cu so khong dunh do
mot gu cuo hon do uy chut oong cou hung hou/ dch vo houc oy
tn cou mut hung.
Khuch hung trong gu tr tgoc phu phu tron) u ou khuch
hung vo nhun thoc ngu ch ph cuo vu nhun thoc chonh och vo
chut oong tgou cuc do tho cunh trunh) cuo. Nhu dum phun thoo
qoun dom nuy ch sun sung tru, chup nhun mot gu cuo suo kh
kom tru k oong cuc duc dom cou mut hung vu phun tch so
chonh och chut oong vu so chonh och vo ch ph gou cuc gu
phup thuy tho .
Khuch hung trong ton o tgoc tru phu doo ) u khuch
hung co nhun thoc thup vo ch ph vu chut oong. Nhu dum phun
64
thoo qoun dom nuy thoong chon no cong cup ton o nhut, khong
so sunh cuc gu phup thuy tho do tm ru chonh och vo ch ph vu
chut oong .
Khuch hung trong thunh tgoc phu phu doo) u khuch
hung co nhun thoc vo chonh och chut oong cuo vu chonh och
ch ph thup. Nhu dum phun du don cho nhom khuch hung nuy
thoong u ngoo sun sung dunh do ch ph do uy chut oong sun
phum, dch vo mu ho bot ro vo oy tn tnh chut vu qou so dong.
1hoong cuc nhu dum phun koo nuy u nhong ngoo tong um un
vo nhuo trooc vu du co mo qoun ho chut cho trong qou trnh
knh dounh.
Do co tho dut gu suo cho hoo qou nhut, kh dum phun
gu ,cun dunh gu xom xot k do phoong thooc vuo vong phun
pho nuo tron mo hnh tron .
1.4. a dang boa pboong tboc dam pban gia
Cuc thu do nhuy cum khuc nhuo tuo ru nhong mong moon
vu phun ong khuc nhuo kh qoyot dnh gu sun phum, dch vo
tron bun dum phun. Kh dnh gu co tho mot bon dut co so vuo gu
tr, tnh chut, duc dom cou hung hou / dch vo, con bon ku u
dut co so vuo dom khuc, v do nho gu thup. Kh gup nhuo tron
bun dum phun,cuc bon dum phun doo co nho cuo but bon ku
chup nhun do ho cou mnh. Song, thunh cong cou dum phun u
num o cho nhu dum phun co to doo chnh mnh do d to thou
thoun chong dooc khong. Mot trong nhong cun co do doo chnh
u du dung phoong thoc vo nhong do phoong khuc nhuo.
1.4.1. am pban voi dai dicn coa kbacb bang trong gia ca
Do phoong trong gu cu thoong u du don cou nhong
65
cong ty on,cuc co qoun chnh pho,co qoun ho rong vu so choun
b cuc gu phup thuy tho on. Ho tm cuch mou vo gu thup nhut
thoo nhong doo kon chut oong o gu to thoo chup nhun dooc.
Kh dum phun vo nhong do phoong trong gu co mot voc kho
nhong non um, u tup trong cho y cou ho vuo gu tr cou hung
hou/ dch vo vu um tung so to ngoyon cou ho trong chup nhun
mot moc gu cuo hon cho cuc sun phum/ dch vo co nhong duc
dom gu tr cun dooc thunh toun thou dung. 1rong troong hop
nhu dum phun cou phu trong gu khong thuy do, cun up dong
tho thout nhup cooc ou chon tsooctvo purtcputon) nghu u
cun nhuc ky gou moc too ngun hun vu du hun cou nhong guo
dch vu ch chup nhun do ngh cou nhu dum phun trong gu kh:
tl) 1u vun buo dum co u, t2) So chup nhun khong unh hoong
don voc knh dounh trong toong u.
Cuc nhu dum phun cou khuch hung trong gu thoong u
nhong ngoo cong run vu kho thoyot phoc nhut, don gun u v ho
mou vo kho oong khong o. oy tuc 80/20 phut boo rung 80%
so bun ru cou cong ty do pho thooc vuo 20% so khuch hung on.
Khong dum phun vo du don cou khuch hung trong gu u doo t
u moon xuy ru.
1.4.2. am pban voi kbacb bang trong gia tr|:
Khuch hung trong gu tr tvuoo boyors) khong tm mut
hung/ dch vo co chut oong cuo houc ro nhut. 1huy vuo do, ho ru
qoyot dnh mou tron co so cun nhuc cuc thooc tnh cou hung hou/
dch vo, phun tch nhong bo tro trong qoun ho gou cuc thooc
tnh hung hou/ dch vo vu gu cu cou chong. Nghu u ho tup trong
vuo cuc hung hou/ dch vo cho do thou dong cuo tnh thoo gu
don v. Khong gong cuc nhu dum phun thooc nhom khuch hung
trong gu cu, nhong ngoo ch cho trong vuo ch ph, nhu dum
66
phun thooc nhom khuch hung nuy co tnh doncuc ch ph cho do
thou dong non co tho chup nhun cuc gu phup gu cuo. Chnh v
tho cuc nhu dum phun thooc nhom khuch hung nuy co tho tuo co
ho cho bun hung cou mnh tho o nhoun cuo noo ho dooc thoyot
phoc vo gu tr voot tro hon hun cou hung hou/ dch vo dung dooc
dum phun. Cu kho kh do don vo cuc nhu dum phun thooc
nhom nuy u mut uo du cou nhong guo dch v ho oon dunh gu
cuc gu phup thuy tho. Mot cu kho nou, ngou doy tr qoun ho
uo du, u thong tn gu tr cou hung hou/ dch vo dung truo do.
Coo cong, v bun dooc gu cuo, kh dum phun cuc thou
thoun gu cu, phu tnh don khu nung xout hon xong dot vo suo.
Cun um ro nhong g du dooc dum phun, truo do vu nhong g
khong. Nhong but dong vo cuch thuy do, nhn nhun qoun ho gu
cu - gu tr hung hou/ dch vo co tho dun hu bon don cho dou ru
nhong qoun dom do up mu khong co o thout.
1.4.3. am pban voi kbacb bang trong tbanb
Khuch hung trong thunh u do coc cou nhom khuch hung
trong gu cu, nghu u ho qoy trong chut oong du bot vo hung
hou/ dch vo vu dut ong tn vuo cuc nhu cong cup moc chut oong
ho yoo cuo. Cuc nhu dum phun thooc nhom khuch hung nuy ngu
so ro ro vu bup bonh co tho xuy ru noo guo dch vo cuc nhu
cong cup chou dooc tho thuch. Do vo ho, moc gu thup tdo
cuc gu phup thuy tho tuo ru) khong tho bo dup so thoo hot nuo
do cou hung hou/ dch vo dooc cong cup. o vuy, ho trong nhong
gu phup du co, du dooc tho thuch tron thoc to vu moon doy tr
qoun ho guo dch tron co so do.
Khuc vo cuc cooc dum phun mung tnh chut do dch
nho trong dum phun vo du don nhom khuch hung trong gu cu,
67
cuc cooc dum phun vo du don thooc nhom khuch hung trong
thunh mung tnh chun tnh vu tup trong vuo cuc gu phup thou
mun moc dch cou ngoo bun un ngoo mou.
Muc do vuy, tho go u mot thong ong duy bon do.
Nhoo kh tru qou mot cooc bo duo, nhong doo von co o khuch
hung trong thunh khong con nou. Vu nhu dum phun cou ho do
gong, v tron thoc to, ho du nghong sung phun vong hung khuc.
1.4.4. am pban voi kbacb bang trong ticn Ioi
Nhom khuch hung trong ton o, u nhom khuch hung ch
gup trong houn cunh duc bot co tho. 1rong cooc song hung nguy,
tu gup ho o cuc cho vo, cho cup, cho xuch, no ngoo mou,
moc dch u vo nhu cho nhunh, vu moon ngoo bun bun cho
nhunh. 1rong th troong rong on, do u nhong thou thoun mou
bun phut snh trong qou trnh thoc hon nhong thou thoun tum co
hon. V do, voc chon dut mot bou toc on tu mot khuch sun co
tho co ngoyon do cuc phu doun du dut cho trong tho gun ho
ngh tu khuch sun do.
Cuc nhu dum phun thooc nhom khuch hung nuy, do uy
moc too chnh u so ton o, co y thoc thup vo so sunh ch ph vu
so sunh chut oong sun phum, dch vo. Cong gong nho cuc bu d
cho vo, cho cup, cuc nhu dum phun qoun tum cho yoo don
voc thou thoun cung nhunh cung tot. Ho ru do ngh vu ho thoc
goc ngoo bun dong y. Ho sun sung bo qou nhong khuc bot, ru
hun chot, to thoo hou cuc tro ngu do d don voc gu qoyot vun
do toc th. 1o oo y thoyot dum phun go ho u cuc nhu dum
phun thoo koo no nhunh cho dooc voc tots got t dono typo).
Muc do cuc nhu dum phun koo no nhunh cho dooc
voc t qoun tum don ch tot, tu cong khong tho co ho u nhong
68
con ngoo cuo thu. Ho co tho bot rut ro ho dung um g. Mot so
nhu dum phun thum ch o dong phong cuch no nhunh cho
dooc voc vu tum tho sun co cou bon ku vo duc dom cou ou
khuch hung ton o do ngoy trung cho nhong cu buy. Ho moon
hop dong dooc ky kot trooc kh nhong cu buy do b phut hon.
Doong nhon, do to vo, khong non qou hup tup d don
thou thoun thoo koo nho vuy.
1.S. ky tboat tboyct pboc trong dam pban gia
1rong dum phun gu vo tut cu cuc koo khuch hung, do
cho tu co cho gu cou mnh u hop sy buo nhoo d nou th phu
bon ku vun co gu cou tu u qou cuo. Co hu y do co bun do soy
ngh nho vuy: tl) A cong moon co co ho kom o vu noo bon nuy
chuo gu tho nuo, bon ku chup nhun tho uy, doo do khon bon
chup nhun cho rung ho du to du hou o nhoun cou mnh. Vun do
u phu chu o nhoun tho nuo cho hop y, nghu u phu gum gu
chuo bun duo xoong, t2) 1hoong co gu thot cho rung gu bun duo
chuo buo go cong u gu tho phong do con tro huo cut gum trong
dum phun gu.
A u
Mot trong nhong ky thout gu trnh trong dum phun gu
cu u um ro cho do phoong thuy gu tr knh to toconomc vuoo)
cou sun phum vu dch vo mnh cong cup.
Cu tr knh to cou sun phum vu dch vo u moc gu mu
khuch hung phu tru trong doo kon co cuc gu phup thuy tho
huy nhut tgo u gu thum khuo goc) kot hop vo phun gu tr
chonh och gou mut hung hon tu vu mut hung thum khuo tgo u
gu chonh och). Nho vuy, gu tr knh to cou sun phum/ dch vo
69
dooc tnh nho suo:
Cu tr knh to = Cu thum khuo goc + Cu chonh och
1rong do:
Cu thum khuo goc: tkooronco vuoo) u ch ph cou sun
phum cunh trunh mu khuch hung cho u gu phup tot nhut cho
thoong vo.
Cu chonh och tDorontuton vuoo) u phun gu tr mu
khuch hung tthom vuo houc bot ru) kh so sunh so khuc nhuo gou
sun phum thum khuo goc vo sun phum/ dch vo cou thoong vo
hon tu . 1hout ngo gu tr o duy dooc hoo u so thou mun mu
khuch hung co dooc qou so dong sun phum/ dch vo. Cuc nhu
knh to go no u gu tr so dong toso vuoo) huy do thou dong
totty) cou sun phum/ dch vo.
tNgoon: kchurd Hurmor, oston |nvorsty)
A u
1ron bun dum phun, so phun tch gu tr knh to cou sun
phum/ dch vo do vo khuch hung u mot cong co bun hung tot,
duc bot kh khuch hung dung do mut vo nhong soc op vo ch
ph, vu bo vuy, rut nhuy cum gu tprco sonstvo). ung 3.2 doo
duy tom tut cuc booc cun thot trong voc qoyot dnh gu tr knh
to cou hung hou/ dch vo.
70
Trong am phan gia, ay la bc can thiet trong giai trnh
gia vi oi phng. Neu oi phng la nhng nha kinh te thc
thu (economic man & women), ngha la nhng ngi co thong tin
ay u e phan tch cac quyet nh mua san pham/ dch vu cua
ho, ay la qua trnh t chuan b ve pha ho. Thong tin ve gia tr
kinh te cua san pham/ dch vu tren ban am phan, ve pha ngi
ban, co y ngha giai trnh thuyet phuc oi phng tra gia cao hn
cho thng vu.
Cac bc trong qua trnh gia tr kinh te cua hang hoa/
dch vu:
Bc 1: Nam chi ph cua san pham/ dch vu canh tranh
ma khach hang am phan cho la giai phap thay the tot nhat (qua
thu lm thong tin trong qua trnh chuan b am phan).
T
o
n
g

g
i
a

t
r

k
i
n
h

t
e
Gia tr
chenh lech dng
Gia tr tham
khao goc
Gia tr chenh lech
am
7l
ooc 2: 1rnh buy cuc yoo to chonh och gou sun phum
dch vo cou tu vu sun phum/ dch vo cunh trunh: tu) Vo tnh nung
thon/ kom), tb) Vo cuc duc dom thon/ kom), tc) vo ch ph buo
doong tcuo/ thup), td) vo do tn cuy tcuo/ thup), to) vo ch ph vun
hunh tcuo/ thup), t) Vo dch vo tnhunh/ chum).
ooc 3: Khung dnh vo do phoong vo do chonh och gu
tr vu d don qoyot dnh gu.
1.6. ky tboat dc ngb| tron goi
Kh cho do cou cooc dum phun ch on qoun don mot vu
yoo to cun thuo oun, cuc nhu dum phun thoong so dong cuch
tnh tron go. Nghu u: thuy v dum phun tong phun do d don
thou thoun coo cong, ngoo tu dum phun tron co so gop cuc ch
tot thunh mot tong tho chong vu tnh toun tron co so tong tho do.
Ly do pho bon nhut do dum phun tron co so tron go
chnh u tnh thoc to cou no: Kh cuc vun do do ho phu d don
nhong thong nhut khong nhoo th cong khong non mut nhoo
tho gun cho voc trunh cu. Nho vuy, phoong phup tnh tron go
gop trunh nhong but dong thoong xuy ru kh thuo oun gu. 1hong
thoong, kh hu bon tm cuch d don thou thoun gu bung cuch
dum phun tong yoo to ch ph rong o thoong xout hon nhong do
vo do khong thong nhut dooc vo so hop y cou gu tong bo phun
um non cu tong tho.
Mot v do: Huy xom so phun tch ch ph suo duy:
72
Hu y gu tho t mo c gu phu chu ng nu m trong khou ng
S85.000 don S90.000. kut do co khu nung bon mou so dut gu
num trong khoung do mu khong phu mut nhoo cong soc thuo
oun do dut dooc thou thoun. Nhong cong huy gu thot, bon bun
vu bon mou dum phun tong yoo to ch ph rong bot do d don
qoyot dnh gu hop dong, bon mou, suo kh xom xot cuc so oo,
dou ru y kon ch ph vut oo tkhoun c) ch khoung S28.000 u
hop y. on bun up oun so S2.000 ku u ch ph nguo snh
tcontnoncy) cho cuc khoyot tut vu up oun thom rung, noo cut
S2.000 cou ch ph vut oo th ch ph uo dong troc top so tung
l0% tSl.000) do tu cho csc ch tot khoyot tut. Hu bon muc cu
d muc cu u mu khong bon nuo cho nhoong bo vo dom nuy
tron ngoyon tuc.
Huy xom xot tuc dong cou voc cut gum cuc ch ph vut
oo tto S30.000 xoong S28.000) vu tung ch ph uo dong troc
top on Sl.000 tto Sl0.000 on Sll.000). 1u co bung suo
73
Nho vuy, kh gum S 2.000,00 cuc ch ph vut oo vu
tu ng Sl.000,00 ch ph uo do ng tro c to p, gu thuy do to
S90.533,28 sung 90.477,50 tchonh och S55,78). 1rong v do
nuy, cuc so oo thoc khong qoun trong um, mu qoun trong u
chong rot ru cuc kot oun suo:
*5.l. Kh dut vun do tnh cuc yoo to ch ph rong o,
thoong um xout hon nhong but dong khon cho kho mu d don
thou thoun. 1rong nhong troong hop coc doun, dum phun co tho
tun vo.
*5.2. 1ro kh gu noo u moc gu but hop y, tu non dum
phun tron co so tron go do trunh nhong duo duo, bo v, nho
trong v do tron cho thuy, trunh cu vo nhong ch tot ch ph rong
o khong mung u tuc dong thuy do g nhoo do vo tong gu.
*5.3. Cuc yoo to ch ph rong o co on qoun don nhuo.
*5.4. Doong nho co khoynh hoong bo qou mot so thut u
cu tu qoun tum u gu coo cong cho khong phu yoo to ch ph
nuy huy yoo to ch ph khuc um thunh tong gu.
74
1.7. ky tboat so Ic
Con so bot no. Vu khong ro uy co so to duo, kh nhn
vuo nhong con so khuc nhuo ngoo tu thuy nhong do tn cuy khuc
nhuo. Mot con so du ou nho Sl09,7l co vo nho co do tn cuy
cuo hon con so ll0. Co o, v con so tho nhut co cu vo chnh xuc
cou muy tnh, vo hum y duy khong phu u con so toy ton do mot
nhu dum phun du cum ung ung tong ru. Chnh v tho, trong dum
phun, con so o co o tho thoyot phoc hon con so chun.
Moon so dong ky thout so o trong dum phun, tu ch voc
chnh con so mong moon cou tu thunh con so o don moc nho
ton xo tconts), do tung do dung tn cou con so tu noo ru.
1.8. ky tboat doi pbo voi so kbang gia coa doi pboong
|oc tnh gu cu knh to cou sun phum/ dch vo trong dum
phun gu co y nghu cun bun trong voc thoyot phoc do phoong
chup nhun moc gu do ngh, song cong ch u mot mut cou vu tro
cou gu trong qoyot dnh cou ngoo mou. Con co nhong yoo to
khuc unh hoong don qou trnh ru qoyot dnh gu cou do phoong.
Doo duy u nhong yoo to pho bon nhut:
1.8.1. Yco to tbay tbc:
No chnh xuc hon, do u yoo to nhun thoc gu phup thuy
tho cou do phoong. Kh do phoong cung nhun thoc dooc nhoo
gu phup thuy tho, do nhuy cum gu cou ho do vo moc gu dou
ru cung cuo.
Do do pho vo do phoong co nhoo gu phup thuy tho,
nhu dum phun tup trong no oc cou mnh vuo voc gum tuc dong
cou mut hung thuy tho tgu tr thum khuo goc) bung cuch gu
trnh tnh doc duo cou sun phum/ dch vo cou mnh.
75
1.8.2. Yco to cboycn doi cbi pb:
Ch ph choyon do u ch ph mu ngoo mou phu bo ru
kh ho so dong hung hou houc dch vo mo do thuy do nhu cong
cup. Ly do do yoo to nuy ton tu u nhoo sun phum do ho khuch
hung phu co duo to choyon bot do so dong chong. Noo nhong
duo to nuy so b up u kh choyon so ou chon nhu cong cup sun
phum hon tu sung mot nhu cong cup sun phum mo, th ch ph
duo to do dooc go u ch ph choyon do. 1rong dum phun, nhu
dum phun so cung t nhuy cum vo phu gu kh nhong ch ph
choyon do pho nuy cung on. V do, cuc hung hung khong so rut
mon coong kh choyon so ou chon nhu cong cup muy buy to
oong sung Arbos, bo v um nho tho, ho phu duo tuo u tho
muy vu duo to u do tro pho tong thuy tho.
1.8.3. Yco to so sanb:
Khu nom gu tr knh to gu thot rung nhu dum phun co
tho so sunh cuc nhu cong cup sun phum/ dch vo toong ong vo do
chonh och thou dong vu gu cu. Nhong tron thoc to, duy u mot
voc um kho gu qoyot vo nhong thooc tnh cou sun phum/ dch
vo mu ngoo tu chou buo go so dong. Vu tro cou knh nghom vu
tum y ngu ro ro so duy nhu dum phun don cho top toc chup
nhun do phoong, co tho o moc gu thou thoun cuo hon moc gu
thum khuo goc.
1.8.4. Yco to qoan bc gia- cbat Ioong:
No chong, khu nom gu ch don thoun u oong ton mu
ngoo mou phu tru gu cho ngoo bun do do uy nhong gu tr cou
hung hou/ dch vo. Song co nhong sun phum, gu khong ch u
thooc do gu tr knh to.
76
Nhong sun phum nuy ro vuo 3 tbu) phum tro: tl) Sun
phum un toong tlmugo lrodoct), t2) Sun phum doc ton tLxcosvo
prodoct), t3) Sun phum chut oong tung un tlrodoct vthoot routvo
qouty coos).
Do vo nhong sun phum nuy, do nhuy cum gu cou khuch
hung thoong thup, vu ngoo mou thoong co khoynh hoong so dong
gu um tn hoo chut oong cho sun phum. Luy v do vo sun phum
guy un toong, nho xo kos koyco, kho co u co tho up oun dooc
rung ou xo nuy co do thou dong cuo hon nhong xo sung trong
khuc co gu thup hon nhoo. Lou xo nuy, thoo phun tch ky thout,
dooc um bung tuy thund-mudo), non do on kot gou cuc nh
kon kom, nooc son tho vu ch ph buo doong cuo tNugo & kood,
l995:83). Nhong ngoo mou xo kos koyco khong tnh don hoo
qou ch ph d u tcost- ooctvo trunsportuton), cong nho ngoo
mou choc dong ho koox bung vung khong ch do xom tho gun.
Ho mou nhong sun phum nuy do no vo ngoo khuc rung ho co
do ton do mou chong. Ho tru gu cho tho don cou ho bung cuch
mou mot sun phum co gu tr nho u boo toong cou so guo co.
O nhong troong hop t coc doun hon, do u ton nhun vu oy
tn cou no vo. o Hurvurd |nvorsty tMy) co mot to hop knh
dounh mung ton: lhong cuch Hurvurd, no ngoo tu bun mot
choc cu vut vo gu S70. o duy, hnh unh oy tn cou Hurvurd
|nvorsty u cu ngoo tu qoun tum, gong nho kh d mou qou oo
nom, ngoo tu qoun tum don du dunh gh tron sun phum hon u
gu tr cou sun phum.
1.8.S. Yco to pbai cbang
1ho nuo u gu phu chung: ko rung, khu nom phu chung
ton tu nho mot thoc to, nhong t u gu thch no. 1hoo cuc nhu y
thoyot dum phun gu, so nhun thoc vo tnh phu chung trong dum
77
phun gu xout hon to 3 tbu) yoo to:
(1) Ycu to kinh nghicm:
Ngoo tu thoong dom moc gu hon tu do so sunh vo moc
gu trong qou kho. 1ho go do vo ho u mot bnh nooc ung,
khong song, khong go, khong um phut, khong g hot.
(2) Ycu to d]a phuong:
Ngoo tu dom gu o no nuy so sunh vo gu o no khuc.
1ho go do vo ho nho mot mut phung no tu ngoyon vu nhun
oc tru doo.
(3) Ycu to quan nicm:
Ngoo tu tup trong vuo cuc mut hung thot yoo, nghu u
nhong mut hung to cun thot do doy tr moc song hon tu. Do
gu cuo do vo mot mut hung thot yoo nuo do u mot voc um b
on un.
Kh ngo bon bun dum phun, nhu dum phun cun y thoc
rung tnh phu chung cou gu houn toun khong co on qoun g
don o nhoun. o th troong My, o nhoun cong ty xung duo o doo
moc o nhoun trong bnh cou non cong nghop nooc nuy, nhong
cuc cong ty nuy oon b on un vo choyon dou ru moc gu khong
phu chung, gu bop huo. 1rong kh do, o cuc kho voc khuc nho
cong nghop cho bon thoc phum tsocou Codvu, kom Huugon
Duzs) huy cong nghop gu tr u nhong ngunh cong nghop dut
gu cuo vu co o nhoun cuo th u khong b on un. 1oong to, o
Vot Num, ch cun so gu xung duo vo gu nooc khoung thon
nhon Luvo, tu cong thuy knh dounh nooc thon nhon u don
chong nuo. Do do pho vo nhun thoc vo so phu chung cou gu
cu, thoong cuc cong ty phu oon doo chnh gu do phun unh
qoun ho cong/ cuo. Dut gu thoong troc trogour) o moc cuo
78
nhut co tho, cho khong phu dut gu o moc trong bnh huy moc
gu thong dong. Nho vuy, tron bun dum phun, nhu dum phun co
tho gum gu cho but co u, vuo but co oc nuo, do dum buo tnh
phu chung cou gu.
1ron duy du trnh buy mot so yoo to um co so khung gu
cou do phoong vu ky thout chong khung gu cou nhu dum phun.
Lo nhoun, gu tr, dong co cunh trunh, ong koo hunh cu nhun
cou khuch hung huy nhu dum phun du don cho khuch hung u
nhong yoo to phu dooc tnh don trong ky thout khung gu.
2. Cac ky thuat tricn khai can han
Houn toun khong gong nho nhoo ngoo ngh, mot nhu
dum phun go khong phu u ngoo bt mut do phoong do uy
ton cou ho bung cuch but ho phu ky vuo thou thoun hop dong co
hu cho ho vu co o cho mnh. Ngooc u, nhu dum phun go u
ngoo co nhong phum chut vu tnh cuch cun thot do dum buo
cho thunh cong cou dum phun nho bot thou hop, bot kon nhun,
bot hop tuc gu qoyot vun do...., nhong phum chut vu tnh cuch
cou ngoo so hoo tr too khon khoo dut moc dch.
1rong dum phun thoong mu, nhu dum phun u nhun vut
chnh, do toong cou dum phun u truo do hung hou, dch vo vu
moc too o nhoun. Nhong v o nhoun khong phu u y do bt
mut ngoo khuc mu tho dooc, moon co no, nhu dum phun phu co
nhong ky thout xo y tnh hoong cun thot.
2.1. kbi ta gap mot doi pboong bat tr|
Kh tu gup mot do tho but tr, ngoyon nhun co tho u:
*u. Nhu dum phun ku co tnh bop chut vu dom no vuo
79
bun dum phun. Nhong ngoo co tnh nong nuy thoong kho
kom cho mnh kh vup phu nhong but dong trong dum phun.
Muc do dum phun vo nhong ngoo nho vuy chung tho v g,
nhong thoc ru tu u co o tho. 1hoong nhong ngoo khong kom
sout dooc tnh cum cong u nhong ngoo khong kom sout dooc
tnh hnh, thum ch nguy cu cuc v tho mu ho dung co troong
on. Ho do nhum un. 1u huy bo qou tnh cuch cou ho vu o
dong co ho cou ho gunh cho tu.
*b. Mot so nhu dum phun thoo knh nghom um toong
rung up duo do phoong bung tnh cuch bop chut trong dum phun
u nhun to chu khou do dut dooc thung o. 1oy vuy, nhong nhu
dum phun koo nuy thoong xoong gong kh ho nhun thoc dooc
rung tu khong do g b mut tnh thun mu thou thoun thoo y ho.
*c. Do kh cuc nhu dum phun so dong phoong phup bop
chut, up duo tum y v ho moon tn rung ho co tho ho dou dooc tu.
1hong thoong nhong do doo nuy xuy ru kh ho booc vuo dum
phun vo nhong do tnh vo tho munh cou ho vu to cho ho qoyon
dut out cho. Co dong up troong cou tu nguy to duo u bon
phup ngun chun uo toong cou nhong nhu dum phun koo nuy vu
um cho ho vo mong.
*d. Do phoong co tho dong bon phup ho dou do up
om nhong dom yoo trong v tho dum phun cou ho. Ho hy vong
rung bop chut hoo chon co tho u dong tuc gu do dunh uc
hoong tu vuo thu do cou ho vu khong nghon coo suo do ngh cou
ho. Noo co doong tu tu d, khong b dunh uc hoong bo tho phup
ou do tmunoovor) cou ho, voc cho chun cou do phoong so mut
tuc dong vu co ho tu so chop dooc got chun Asn cou ho do u
ho d thoo hoong cou tu.
ut ko y do nuo, noo so gun do vu tho dch cou do
80
phoong on qou ngoong cho phop, vu noo cun thot, tu huy tum
ngong cooc dum phun. Mot khoung tho gun tnh tum do vo ho
so cho ho thuy tu don bon bun dum phun u do thou thoun, cho
khong phu do thuch duo. kong vo gu phup cho vun do nuy,
cong trnh nghon coo vo dum phun cou kogor lshor vu \um
|ry tkogor lshor & \um |ry, l99l) co nhong kon gu hot
soc thoyot phoc vu co tho.
2.2. Tm pboong tboc booc doi pboong doa ra dc ngb| trooc.
Do do phoong dou ru do ngh trooc so tuo cho tu o tho.
1rooc hot, no tuo cho tu so cum nhun vo so cuch bot vo qoun
nom cou hu bon. V do noo do ngh bun duo cou do phoong qou
cuch xu nhong g tu cho u hop y, tu so nhunh chong tm ru cuc
gu phup do hu bon xch u gun nhuo.
Mut khuc, tu co co ho do trnh buy phun tch cou tu nhum
hoy bo do ngh bun duo cou do phoong vo moc too khon do
phoong phu dou ru do ngh khuc. 1rong kh do phoong vun chou
bot t g vo qoun dom cou tu nho tho nuo. 1ho phup ch kho
thunh cong kh tu gup nhu dum phun sunh so. Ho so khong do g
b do vu voc thuo oun do ngh cou ho. Ngooc u, ho so do ngh
dou ru y kon phun buc vu hu bon cong ut ngou qoun bu.
Mot o tho khuc cou voc yoo cuo do phoong dou ru do
ngh trooc u tu co co ho - co tho u mong munh - nhong vun u co
ho do nhun mot do ngh cho tu o nhoun cuo hon do ngh mu tu
choun b dou ru. Noo dooc nho vuy, cooc dum phun tro thunh
mot vun ho muy mun. 1rooc nhong o tho nho vuy, ngoo on
tong duo ton tron bun dum phun thoong u ngoo yoo cuo phu
bon ku dou ru do ngh. Cuch thoc tot nhut do gunh qoyon do
ngh do phoong ut qoun bu cou ho u tu dut nguy cuo ho suo tho
toc khu muc dum phun kot thoc.
8l
2.3. oa ra dc ngb| va kicn tr bao vc dc ngb| da doa ra.
Cuc tnh hoong dum phun cho phop tu non nhong do
ngh qou dung khong phu u nhong tnh hoong pho bon. Vo co
bun, kh tu dou ru do ngh, tu phu tnh toun tho nuo do do ngh
cou tu num trong phum v thou thoun, nghu u trong phum v mu
do phoong co tho tnh don choyon doo chnh vu tu co mut bung
nhoong bo mu vun dum buo o nhoun cuo nhut co tho.
Vo mut ky thout, do tn cuy tCrodbty) cou do ngh bun
duo cou tu u cuy guy ch hoy dum phun cong tup trong vuo bun
nhuc do cong no on mot tong no. Co nhong do ngh bun duo
hop y dooc chup nhun nguy suo kh chnh y do chot vu cooc
dum phun d don thunh cong nhunh chong. Ngooc u, noo tu dou
ru do ngh bun duo nhum ngou vong thou thoun thoo ooc tnh
cou do phoong, do phoong so co do u do ngh ph y. Duy u
ngoyon nhun khon cuc bon xu nhuo hon vu dum phun tro thunh
cong voc kho khun koo du. Mot trong nhong tro ngu do voc dou
ru o do ngh bun duo but hop y nou u no do ho phu co nhong
bon tuo doo nhoo hnh thoc nhoong bo do d don thou thoun-
Doo nuy co nghu u tu phu nung moc gu thoo do kon bun duo
cou tu hot nuc nuy don nuc khuc, co kh nhong nuc du, noo tu u
ngoo mou vu ngooc u tu phu hu gu mong moon bun duo noo tu
ngo o phu ngoo bun bon bun dum phun. Do tu u ngoo mou
huy ngoo bun mo kh tu o mot booc vo o nhoun, do phoong
u co qoyon dut thom so ngh ngo vo phu tu, vo qoun dom cou
tu. Vu huo qou u kh tu o du hot nuc, do phoong vun ngh u ho
co tho dum phun top do tu xoong thung.
1om u, kh dou do ngh, tu non dou ru nhong do ngh mu
do phoong cho u hop y vu tu tm cuch buo vo do ngh du dou ru.
Noo tu du um bu tup o nhu, nghu u du co choun b trong qou
trnh choun b dum phun, voc buo vo do ngh cou tu khong phu
82
u voc kho. Mot so tho thout buo vo do ngh bun duo tron bun
dum phun so dooc do cup trong choong lll cou coon such nuy.
2.4. Tm pboong tboc tict kicm tboi gian dam pban.
Cooc dum phun nuo cong tho, cung koo du, cung co ngoy
co kho d don thou thoun. Do trunh ung ph tho gun, ton cou vu
soc oc do thoo doo nhong cooc dum phun koo du mu co kh
khong thunh cong, tu phu tnh don phoong thoc khoyon khch
do phoong chup nhun do ngh cou tu cung nhunh cung tot. Co
mot so ky thout dooc so dong do dut dooc moc dch nuy, buo
gom:
2.4.1. at dico kicn tboi gian
Ky thout nuy nhum ho tro cho voc chup nhun do ngh
cou tu nhum guy soc op vo phu bon ku do ho xom xot khun
troong. Kh up dong ky thout nuy, phu tnh don yoo to do phoong
co tu um phuch vu co cho cho don hun xom suo. V tho, tu
phu dou ru y do xuc dung cho voc un dnh doo kon tho gun.
2.4.2. an d|nb ticn tboong
Duy cong u ky thout do do u so chup nhun nhunh. V
do Noo chong tu co tho d don thou thoun trong nguy hom nuy,
phu chong to so cho ch ph vun choyon trong qou trnh hop
dong. Cong gong nho o 4.l., o duy, kh dou ru do ngh, tu cun
nhong y do hop y cho voc v suo tu u do ngh nho vuy. Noo
khong, kh hot hun chot vo tho gun cou tu mu dum phun vun tot
toc, phu bon ku so co so ngh ngho vo so ton thoong tu do ngh
thut ru ch u xoong thung. Hon nou, kh tu du dou ru mot do ngh
nuo do on qoun don gu tr tv do: ton thoong), tu rut kho o vu
83
rot do ngh trong but co troong hop nuo. V tho, trong dum phun,
khong non dou ru nhong hou hon co doo kon. Nhong doo kon d
kom co tho khong dooc thoc hon, nhong nhong g tu du hou th u
dooc co nho doong nhon, nho mot bo phun cou thou thoun.
2.S. oi pbo voi tbo tboat doa dc ngb| cbot coa doi pboong:
1rong dum phun, trooc houc suo kh dou ru do ngh, do
phoong thoong thong buo do u do ngh coo cong cou ho. So thut
do ngh coo cong do chou hun du u do ngh coo cong mu ch u
voc on nuc thung tum y vo hum y noo tu khong chup nhun do
ngh cou ho, dum phun so tun vo. Do do pho, tu co tho buc bo
do ngh coo cong cou do phoong vu noo y do v suo tu um
nho vuy. Cuch xo y nho vut so gop don bong qouy u sun do
phoong. Noo do phoong vun top toc dum phun th ro rung tu vun
con co ho do gunh dooc do ngh co o hon. Mot cuch do pho
khuc u tu bo qou do ngh cou do phoong. Noo ho vun top toc
dum phun th ro so do dou bo bun dum phun cou ho ch don gun
u mot tho thout don op.
2.6. ky tboat Iac dc
Mo cooc dum phun doo co cho do rong. Song, nho du
trnh buy o moc 4.8, nhoo kh voc mo xo cho do do so guy ru
uch tuc trong dum phun. Mot o thout kho uch tuc u tu dou ru
mot do ngh dot ngot tu tho dom khong ngo. Ky thout nuy dooc
go u ky thout uc do. Ky thout uc do thoong dooc up dong kh
do phoong dung nhum vuo cuc dom yoo trong v tho cou tu. Noo
khong guy dooc tuc dong g, no cong booc do phoong phu dong
u xom xot. 1rong nhong troong hop dum phun bo tuc, ky thout
uc do co tho tuo ru so hup dun thoo mot hoong khuc do thout
kho bo tuc.
84
2.7. ky tboat rot dc ngb|
kot mot do ngh dooc dou ru tron bun dum phun houn
toun khong do, tro kh tu dnh bo vo mu khong cun dut thou
thoun. u hoc o duy khong phu u: vuy th tu so dou ru nhong do
ngh mu kh cun rot tu co tho rot do dung. So thut khong phu u
nho vuy. Mot do ngh, mot kh du dooc dou ru, so dooc phu bon
ku co nho u qoun dom cou tu, thum ch nguy cu kh do ngh do
du dooc rot bo.
1oy vuy, vun co mot so co so cun xom xot do vo voc rot
do ngh:
2.7.1. Kh tnh hnh bon do, y do co tho u so thuy do
vo tu chnh, vo khong kh cunh trunh um cho do ngh cou tu
thunh mot do ngh thou thot, booc tu phu rot do ngh co vu dou
ru do ngh mo do dum phun trong mot houn cunh mo troong mo
du thuy do. Voc cun um u gu thch co tho so xuc dung cou
ngoyon nhun v suo tu thuy do do ngh. 1rong doo kon nhong
thuy do u tuc dong to bon ngou, nhong tuc dong tu khong kom
sout no, do ngh thuy do cou tu do dooc chup nhun. 1rong doo
kon so thuy do do bon do no bo cou tu guy ru, do phoong so
tm cuch rung booc tu vuo do ngh co.
2.7.2. Kh tu dnh um dong tuc gu do op do phoong d
don thou thoun: Kh tu so dong chon thout nuy, tu cun phu choun
b to thu do rot kho bun dum phun vu hy vong phu bon ku so
on ho u. Noo chon thout thunh cong, do phoong so dong y vo
nhong doo khoun mo, houc t nhut vo nhong chnh y cou tu,
nhong so vo do ngh co, do ngh mo u mot gu phup tot hon vo
tu.
2.7.3. Kh tu b su uy trong bun dum phun: 1rong houn
cunh nuy, tu phu chon l tmot) trong 3 tbu) gu phup:
85
u. Kot thoc dum phun vo y dnh khong qouy tro u
b. Do u do ngh tron bun dum phun vo o mo do
phoong on ho u noo suo nuy ho chup nhun qoyot dnh do.
c. kot do ngh v hoo rung khong rot cong khong dut
dooc cu g.
Doong nhon, suo kh du xom xot ky, tu bo cooc khong tro
u do u mot qoyot dnh ogc. Con so ou chon gou do u tron
bun dum phun huy rot do ngh th pho thooc vuo voc tu du d don
gu doun nuo cou dum phun. 1u do u do ngh ch kh do vo tu,
do u do ngh coo cong.
2.8. ky tboat cbnb Iy moc tico ban dao trong dam pban.
1hong thoong, cuc cooc dum phun chong u u do cu hu
bon do bum qou chuc moc too bun duo cou mnh mu khong tnh
don oo tron nhong co so nho vuy co tho d don thou thoun dooc
khong. Vuy chnh y moc too bun duo, tu cun xom xot mot so yoo
to suo:
*l. Khong vo vu chup nhun mot do ngh dot ngot - do
cho do ngh do co vo hup dun - noo do ngh do khuc xu vo nhong
g du dnh ru trong moc too bun duo.
*2. Khong vo vu chnh y but ky moc too nuo noo chou
phun tch ky tuc dong huo qou mu moc too chnh y do guy ru.
*3. Khong thuy do qoun dom don gun ch v tu dung o
tnh trung bo tuc. 1u huy dunh gu cun thun oo thuy do moc too
bun duo cot do d don thou thoun co tot hon u khong dut dooc
thou thoun huy khong.
86
2.9. ky tboat xo Iy bo doa trong dam pban.
So ho dou vo to cuch u mot tho thout dum phun co tho
mung don thunh cong, nhong cong co tho mung don thut bu. Kh
tro ho dou b ut tuy, ngoo ho dou ch con cuch u dong thon do
mut. 1rong dum phun, thunh cong cou voc ho dou khong pho
thooc vuo kh tong ru o ho dou mu u khu nung xo y o ho suo
kh b thuch do. Ly do thut don gun, kh b ho dou, do phoong co
tho thuch thoc houc bo qou co nho khong ngho thuy vu cho xom
bon ho dou phun ong tho nuo. Noo dum phun vun top toc bnh
thoong, so ho dou co gu tr bung khong t= 0)
Ngoyon nhun um cho ho dou thunh cong u khu nung
kom phun bot cou con ngoo vo duo u ho dou, duo u thut. No
cuch khuc, do u so mo thong tn vo tuc dong too coc cou no u
um cho nun nhun b tro trong mot mo bong bong trong gu hou
cooc. Do phun bot, ngoo tu thoong dut ru cuc cuo ho:
* Lcu pha bcn |a co gap |ho |han g ncu ho |huc hcn
o dc doa cua ho
* Lcu ho co ga phap |ha, |hc ncu dam phan |ha| ba
* Tnh cach cua cac nha dam phan pha bcn |a va nhung
dcu ho |u,cn bo cu co nhung cn hc g
2.10. ky tboat xo Iy nbong nboong bo
Mot trong nhong doo cun oo y trong kh dunh do cuc
nhoong bo u tu phu dum buo chuc cchun tu do mot tho g do co
gu tr toong doong to phu do phoong. Co nhoo so nhoong bo,
nhn tron bo mut th co vo u chut, nhong trong thoc to u t co y
nghu houc thum ch vo nghu. Co 3 tbu) vun do tu cun qoun tum
kh xo y nhoong bo:
87
*l. Loo cu mu do phoong truo cho tu co phu u tho co
gu tr khong: 1ho gun thut gu un on, nhut u tron bun dum
phun no u cong moon dooc nhoo mut t. Cu bo ngou co tho
dunh ou tu. Mut khuc, kh booc vuo dum phun, bon nuo cong do
tnh u so phu co nhoong bo. 1ho u, do choun b cho nhoong bo,
ho tho phong moc too bun duo on. Kot qou u trong qou trnh
dum phun cuc bon co tho dut dooc nhong nhoong bo cou phu
bon ku, nhong thoc to do ch u so cut xon nhong qou dung cou
moc too do dou cu khong tho dut dooc don cu khu th.
*2. Do phoong do u cu g kh truo nhoong bo: Mot
trong nhong cu buy khu pho bon u kh truo nhoong bo u do
mot do u tSl) uy mot do u tSl). Doo nuy duc bot co y nghu
kh qoun dom cou hu bon khuc nhuo qou xu. V do: S200.000 u
gu cuo nhut tu moon tru. Ngoo bun do ngh tu cou do moc gu
coo cong cou ho u S300.000. 1u so phu truS225.000. Doo co
y nghu o duy u nhong dunh do co cong gu tr nhoo kh cong
guy thot hu. V vuy, kh xom xot nhoong bo cou tu mu do phoong
do ho, phu xom xot no trong khoon kho moc too chong cou tu,
cho khong phu ch tron co so l tmot) do l tmot).
*3. Loo nhoong bo co dooc thoc hon nghom chnh vu
duy do khong: Nhoo nhoong bo co nhong ch tot num nguy
trong no dong thoc hon cou thou thoun hop dong. Kh hon toong
nuy xuy ru, tu phu tuch no dong co tho cou nhoong bo thunh
mot vun bun dnh kom. Noo khong, doong nhon u co so nhoong
bo nhong no khong dooc thoc hon.
3. ky thuat chong xau choi trong dam phan
1rong cong trnh nghon coo no tong vo dum phun cou
kogor lshor & \um |ry tl9l: l29-l43) cuc tuc gu phun ou
88
cuc koo xuo cho trong dum phun thunh 3 tbu) phum tro:
* Co |nh ua do do phuong Dcbcra|c Dcccp|on)
* Chcn |ranh |am , |,choogca Varfarc)
* Thu doan ga, ap uc vc ap |ruong |o|ona |rcurc
Tac|c)
1ron thoc to, do kh tu gup phu cuc nhu dum phun khong
to but ky tho doun nuo mon u ho dut dooc moc too o nhoun
cou ho. Doo duy, mot so ky thout chong xuo cho trong dum
phun so dooc trnh buy:
3.1. ky tboat cbong tbai do Iang tranb trong dam pban:
1rong qou trnh dum phun, tu co tho phut hon ru duo
hoo cho thuy do phoong dung ung trunh, cuc duo hoo do u:
Ho khong dou ru cuc to oo chong mnh kh dooc yoo
cuo
Ho khong co phoc dup toc th cho cuc phut vun
Ho dou ru nhong o hon soong nho u Chong to so co
gung um doo do houc Co khu nung chong to so tnh don
doo do.
Ho khong dou ru cuc cum kot dot khout
Ho toyon bo su vo nhong g ho co tho vu khong tho um.
Ho muo thoun vo up troong trooc cuc vun do
Ho tru o cuo ho o dung chong chong vu khong tru o co
tho.
Ho thou nhun chou num ro nhong khu cunh co bun cou
cho do dum phun.
Nhong boo hon rong o tron khong hun du u bung
chong do kot oun do phoong moon ou do, cuc tu cun kh
89
phut hon do phoong co boo hon ung trunh u tm xom do
phoong moon cho duo cu g. Dut vun do duo doc cou do
phoong sung mot bon, tthoo phoong chum tuch so voc ru kho
con ngoo cou kogor lshor & \um |ry, l99l) tu tup trong
vuo voc tm cuc cuo tru o cho ngh ngo cou tu bung cuch:
Dut cho do phoong cuc cuo ho mu tu du bot ro cuo tru
o. 1u dut cuo ho mot cuch tnh co vu khong chnh y cuc cuo
tru o su houc uc do cou do phoong.
Khong cong kch thu do cou do phoong kh phut hon
cuc ch tot tru o do tru do khong dou do phoong vuo tho
phong tho.
Suo kh co kot oun co co so vo do phoong, noo dong do
phoong co co ch ou do, tu co tho thong buo thung cho do
phoong vo ngh ngo cou tu vu choun b do phong nhong ou do
khuc trong qou trnh thoc hon hop dong, noo hu bon d don thou
thoun hop dong.
3.2. Ky thuat chong thai o e doa trong am phan:
No chong, kh gup phu thu do do dou trong dum phun,
tu huy co gung bo qou noo tu um dooc nho vuy. Noo khong, tu
huy phun tch dong co cou do phoong kh dou ru do dou vu ngo
y cou do phoong nhum op tu um g vo o do dou do.
Do dou trong dum phun xuy ru doo mot so hnh thoc:
*1. Qui nh thi han chot
1ho doun nuy dooc dong thoo nhoo cuch vo hum y do
dou ngum. Kh dum phun bo tuc, tho doun nuy dooc dong do
booc tu phu nhoong bo trooc. Kh do don vo tho doun nuy, u
khong bot so, bot cho do phoong ngooc u cu ho dung tm
kom, ngoo do so runh tuy mu thung cooc.
90
*2. Dung phcp giuong dong klch tay
1ho doun nuy dong do op u do phu thou thoun thoo
nhong doo khoun mu o ru khong non chup nhun. Mot bon tho
khuc cou tho doun nuy u do dou to oo cong voc. Noo dong u
do phoong co tho to oo dooc cong voc, ho du chung mut tho
gun vu ton cou do dum phun vo tu.
Vo co bun, goong dong kch tuy u koo do dou huo,
cuch tot nhut u tu phun ong thoo koo toy cuc ngu tsot yoorso).
Noo tu qoun tum, nghu u tu du mo do phoong op tu nhoong bo
xu hon.
*3. Dung phcp rut dc ngh] o phut chot
Mot koo do dou khoo oo hon do u do phoong khung
dnh mot so ngoo trong to choc cou ho phun do d don thou
thoun. Do do, don phot chot, thou thoun co tho u b houn. 1ho
doun nuy dooc dong do thoc op u do chup nhun nhong doo
khoun co o cho bon do dou tdo thou thoun nuy dooc thong qou).
ko rung, trooc tho doun nuy, cu tu cun um u khong phu so thou
thoun khong dooc thong qou. 1u ch so tu thou thoun thoo nhong
doo khoun co hu cho tu.
3.3. ky tboat cbong pban bac coa doi pboong
Nho du trnh buy o l.l cou choong nuy, trong dum phun
cu tu thuy nhoo kh ch u nhong tnh cuch tkhong tho sou do)
houc phong cuch dum phun choun moc cou do phoong. o vuy,
noo tu phun buc ho- cong chou hun du guy dooc tuc dong g, mu
co kh con kch thch do phoong tm cuch tru dou, guy cung
thung cho dum phun. lhoong thoc chong phun buc u tu bot
kom cho vu khong buo go y kon phun buc cou ho thunh no
dong thuo oun.
9l
3.4. ky tboat cbong so Ian toi coa doi pboong
Do do phoong dong but ky tho doun nuo, mot trong nhong
yoo to chu khou do tu tro vong trong dum phun u tnh nhut qoun.
1u co hut mu mot dop khoc. Vu voc tu co hut mu mot dop
khoc so dun do phoong to cho tn rung tu khong do g nhoong bo
o mot so dom. ou do, tu co tho ch thoc hon nhoong bo o cho
nuo tu moon vu booc phu bon ku dou ru cuc gu phup mu tu co
tho chup nhun. Do phoong khong tho un to do gunh thom o
nhoun cou ho dooc.
3.S. ky tboat cbong so on ao ma kbong co tboa tboan
1rong dum phun cong co choyon um thuy nhoo mu,
um chu con kho uy chong. Khong dut dooc thou thoun v on uo
qou. Nhoo y kon qounh bun dum phun khon cho thou thoun tro
thunh xu vo.
Do gu qoyot, nhong vun do thon chot non dooc dum
phun tu no yon tnh, gou hu troong doun. Choong Dum phun
cou coon Ngh thoc knh dounh Nhut un tDunu kovund,
l985) co nhoo kon gu huy cho vun do nuy.
4. ky thuat giao ticp trong dam phan thuong mai.
4.1. Cac cboc nang dam pban va dac dicm coa giao ticp dam
pban:
4.1.1. Cboc nang:
1hoo kogor lshor & \um |ry tl99l), dum phun u so
truo do y kon qou u nhum dut dooc thou thoun trong kh bun vu
92
phu bon ku co mot so o ch chong vu mot so o ch do khung.
1ron thoc to, huo nho mo hout dong tron bun dum phun doo u
hout dong guo top noo thout ngo guo top dooc hoo thoo nghu
rong nhum buo hum nhong truo do vo thong tn, qoun dom, thu
do, co ch gou cuc bon trong dum phun.
Cuo top tbuo gom guo top ngon bun vu vun bun) u
phoong ton do truo do cuc do ngh vu phun buc, cuc thou thoun
vu nhoong bo thoong thuy trong qou trnh dum phun. Cuo top
con u phoong ton gh nhun kot qou dum phun.
Ngou choc nung truo do vu gh nhun, guo top dum
phun con u phoong ton tuc dong qou u gou cuc bon dum phun
nhum thoc duy qou trnh dum phun ton tron houc thuo go cuc
uch tuc co tho co.
4.1.2. Cac dac dicm coa giao ticp dam pban
Do nhong choc nung noo tron, guo top trong dum phun
co nhong duc dom nhut dnh. Doo duy u mot so duc dom:
a. Tlnh hc thong:
1nh ho thong trong guo top dum phun do ho ngoo guo top
phu tnh don tut cu cuc yoo to unh hoong troc top don hoo
qou guo top. Yoo to qoun trong nhut dum buo hoo qou guo
top u khu nung guo top cou nhu dum phun. un thun khu
nom khu nung guo top tcomoncutvo compotonco) cong u
mot ho thong cuc khu nung, buo gom khu nung ngo phup, khu
nung ngon ngo - xu ho, khu nung ngon bun vu khu nung chon
ooc.
A u
Khu nung guo top
93
Ho thong cuc khu nung tuo thunh khu nung guo top cou
nhu dum phun co tnh pho thooc toong do vo nhuo. Khong tho
tuch hun khu nung ngo phup ru kho khu nung ngon ngo xu ho vu
toong to gou khu nung ngon ngo xu ho vo khu nung ngon bun...
Khu nung guo top u co so vun bun do hnh thunh ky nung guo
top dum phun tnogotuton/ commoncuton sks) cou nhu dum
phun.
l. Kha nang ngu phap gramma|ca compc|cncc): Do
u khu nung um cho cuc qo tuc ngon ngo to no vu co ch), cuc
don v to vong, cuc qo tuc ngo um, cuc don v ngo nghu tnghu
hon ngon, nghu hum ngon...), cuc bon phup to to. Khong non
ngh rung khu nung ngo phup ch u vun do do vo nhong ngoo
no ngou ngo.
2. Kha na ng ngo n ngu - xa ho oco-ngu|c
compc|cncc): Do u khu nung um cho cuc phop so dong ngon
ngo suo cho pho hop vo ngo cunh, kh nuo th dong ngon ngo
soong su, kh nuo th dong ngon ngo trung trong. No mot cuch
hnh unh, do u khu nung bot to doo chnh do dong muc com-o,
cu vut thuy cho qoun uo tum tron bu tum vu ngooc u dong muc
qoun uo tum trong phong ho ngh. Khu nung ngon ngo xu ho con
buo hum cu khu nung kot hop gou no dong thong buo vo co ch,
thu do, ngo doo nhum tuo ru hoo qou to oo cho no dong ngon
ngo dooc choyon tu.
J. Kha nang ngon ban Dcourc Compc|cncc): Do u
khu nung vun dong, kot hop cuc tn hoo ngon ngo thunh mot
chnh tho thong nhut, gun bo chut cho, ogc gou no dong vu
hnh thoc qou so dong cuo to no, cuo choyon y, cuc bon phup
dop ngo, cuo troc doun, cuo troc bu, so bum sut cho do, dut dun
vun do, so chut cho trong up oun...
94
4. Kha nang chcn uoc S|ragc|c compc|cncc): Do u
khu nung um ro no dong thong tn cun troyon dut trong guo top
qou so dong cuc bon phup chon ooc nho gu nghu khu
nom, dnh nghu thout ngo, ngon ngo co ch ho tro houc tung
coong hoo qou guo top qou co y gum toc do o no, so dong
ngon to bong buy nhum tung tnh hong bon.
A u
So kot hop nhoun nhoyon gou khu nung tron trong guo
top vuo dum phun u dum buo to oo hou duo vuo trong qou trnh
guo top dum phun. 1rong qou trnh guo top dum phun, so cup
konh gou cuc khu nung tron u ngoyon nhun cou lCD tlntornutonu
Commoncuton Dsordor), co nghu u so ro oun guo top qooc
to.
h. Tlnh muc dlch:
Dum phun oon co moc dch cou no. Vuy guo top trong
dum phun cong phu co moc dch: tho oom vu truo do thong tn,
dong hou cuc moc too do khung, tm ru kho voc thou thoun co
o vu guo koo, ky kot hop dong. No cuch khuc, guo top trong
dum phun thoong mu u nhum gu qoyot mot huy mot so vun do
o nhoun on qoun gou cuc bon. Ngou moc too o nhoun,
dum phun thoong mu qooc to trong bo cunh guo top choo vun
hou con co moc too trunh guy houc b soc vun hou tcotoro
shock).
A u
Nhong ky nung guo top cun cho y
Mot so cong trnh nghon coo du tm cuch xuc dnh, trong
95
chong moc co tho, nhong ky nung guo top co tho up dong thunh
cong trong tut cu cuc non vun hou. Doo duy u suo ky nung dooc
tuc gu coon oun y torry Knurd: l988) co u mung tnh pho
dong cho tut cu cuc non vun hou:
l. 1on trong do phoong: Doo nuy co y nghu u kh guo
top cun do xo vo do phoong bnh dung, khong mut sut, hu thup
do phoong o tut cu cuc phoong don. Khong no trong khong mu
non dong cuc choc dunh trong xong ho.
2. Dum buo tnh mom doo: Kh do phoong co hunh v
but cup, nhu dum phun bot cuch cho guo so kho cho cu nhun
cou mnh
3. 1hon cum: Nhu dum phun chong to cho do phoong
bot mnh rut qoun tum don vun do vu co do phoong u ngoo co
tum qoun trong song con do vo cooc dum phun.
4. Khuch qoun: nhu dum phun khong chop mo do phoong
5. Xuc dnh so oo: Nhu dum phun khong soy don tron
co so nhong thong tn chou duy do vu khong dnh kon.
6. ot mnh bot ngoo: Nhu dum phun nhn nhun vun
do to qoun dom cou ngoo khuc, cou do phoong. Duy u ky nung
to cun thot trong guo top choo vun hou.
A u
lhoong thoc trnh buy no dong guo top co tho mung
tnh hu hooc, nhong phu dooc doo tot o dong oong vou phu.
1rong houn cunh guo top choo vun hou, cong xn nho rung: cu
co tho guy coo trong non vun hou nuy co tho houn toun khong
guy coo trong non vun hou ku. 1oy vuy, to doy ogc cou nhun
96
ou nhn chong u gong nhuo.
A u
1ong coo
Coo pho tong thong My A.\. urkoy tl887-l956) u ngoo
no tong hu hooc. Ong u dung von dung Dun cho. 1rong mot
chon dch vun dong trunh co gho 1ong thong cou Dung mnh,
ong du tu dung Cong hou bung mot choyon d dom nho suo:
No s Doruthy Dx du nhun dooc boc tho nho suo cou mot
ngoo khong qoon bot: 1hou co Dx, to dung yoo mo mot mot
co gu dop toyot trun vu to moon coo co tu um vo. Nhong to uy
um ho thon vo y ch cou mnh. Nung bot ro to co om gu um
gu gung ho, co om tru dung b to, co ong buc dung o tru tum
thun. Nhong nung khong bot rung to co hu ngoo unh u Dung
von Dung Cong hou. Loo to co non no cho nung bot doo do
khong:
tNgoon: Hoo Ngoc, Ho so vun hou My, NX 1ho go,
l997, tr. 509-5l0)
A u
Moc dch guo top so qo dnh phoong thoc ton hunh
guo top tbung tho tn, bung ux, bung omu huy gup troc top...)
1rong troong hop gup troc top qounh bun dum phun, tnhmoc
dch cong qo dnh tnh cuch noo vun do cou nhu dum phun.
c. Tlnh ngoai canh:
Khong cunh cou cooc dum phun chnh u ngou cunh cou
guo top dum phun, buo gom tho gun, khong gun, du dom,
97
phong toc tup qoun, do toong cho so tuc dong cou guo top dum
phun. Ngou cunh cou dum phun thoc so u mot vun do dooc xom
xot trong guo top, thum ch nguy do vo thunh von trong mot
cong dong ngon ngo, v do nho cong dong Anh ngo. Cuc cong
trnh nghon coo nhong khuc bot gou tong Anh Anh trtsh
Lngsh), vo tong Anh My tAmorcun Lngsh), huy tong Anh oc
tAostruun Lngsh) bun thun nhong khuc bot du no on doo
nuy. Nhup gu toy toc co o u cuo no thunh ngo huy nhut kh
ngh vo tnh ngou cunh cou guo top trong dum phun.
A u
1o phong hop don rostroom tphong ngh)
1rong tong Anh- My, to toot tnhu vo snh), dooc thuy
bung to rostroom) vu hung out cuc oyon ngo khuc. Nhong to vu
com to doo duy co tho co u nhong duc ngo My nhum ch
toot o Anh vu Chuo Ao.
kostroom
\ushroom
Sundbox
1hrono
1ho convononcos
Contomon/ udos
Knghts/ udos
Covboys/ cov grs
98
1ho utur
Coukroom
1ho ohn
1ho gonts
lovdor room
1ho oothooso
buthroom
mons room/ udoss room
boys room/ grs room
commodo
tho uctos
uds/ ussos
goys
dos
tho osor boor dopurtmont
by
ndoor pombng
tho cun
uvutory
99
tho utrno
Vu cong trong tong Anh My, kh moon so dong toot, ngoo
tu so dong cuc oyon ngo, du ou:
\ush my hunds
Vst tho rostroom
1uko u tnko
|so tho uctos
Huvo u vush
Spond u ponny
|so tho pombng
Muko u pt stop
Ht tho houd
lovdor my noso
Muko u cu o notoro
1uko u poo
Stop my buck tooth rom outng
Co Nombor Ono/ Nombor 1vo
Co voo voo
l00
Co cuo choyon vo ko rung mot nhu dum phun My o 1rong
Dong dung um voc th bong ho do tuc cou mnh vo phong
ngh trostroom) o duo. ounh phong um voc, chuc chun co
phong ngh thoo nghu trong cuo ho cou nhu dum phun My.
Nhong trong cuch hoo cou do tuc 1rong Dong, unh tu khong
hoo tu suo nhu dum phun My u tm nhu ngh trong oc dum
phun. Kho khun thuy.
tNgoon: kogor L. Axto: l995)
A u
d. Tlnh thuyct phuc:
Kh booc vuo dum phun, mo bon thum gu doo mung
thoo mot om nhong moc too chnh yoo, tho yoo vu cu nhong
moc too guo kn. 1rong dum phun thoong mu, ngou cuc moc
too khuc, co tho u moc too thum nhup, mo rong th troong, doy
tr khuch hung, dum buo chut oong houc do ton o... moc too
chnh yoo buo go cong oon u o nhoun knh to. Mu o nhoun
knh to th do g u du to bo. 1nh thoyot phoc cou guo top dum
phun chnh u yoo to muo chot do cuc bon dum phun tm ru so
thong nhut gou cuc mut do up nho du noo trong choong l cou
coon such nuy.
A u
Cuo choyon vo hu chung nghon thooc u
1rong mot boo ngho gung duo, co hu chung nghon thooc
u ngo un nhuo trong dum con chon. Mot chung thun nhon
ngo hot thooc trong kh ngho gung. Con mot chung thom thooc
l0l
qou mu khong dum hot. Cho mu cho don kh bu gung kot thoc,
chung khong dooc hot thooc trong go gung duo mo ton don
bon unh chung kh nuy hot thooc trong go gung duo vu ho:
Nuy unh bun, um tho nuo mu unh co tho hot thooc trong
kh chu dung gung duo mu vun khong b chu nhuc
Co g duo, to xn phop chu
1ho suo to cong xn phop chu mu khong dooc! 1hum
ch chu con no cuo!.
Anh xn phop chu tho nuo:.
1o no: 1hou chu, con co tho hot thooc trong kh ngho
chu gung duo dooc khong u:
Anh xn phop tho th don to cong no cuo
1ho unh xn phop nho tho nuo mu chu khong no cuo:
1o no: 1hou chu, con co tho ngho gung duo nguy cu
kh con hot thooc dooc khong u: Vu Chu du rut vo vo dong y!.
A u
ou cuo choyon vou ko tron, tu thuy hot thooc trong kh
ngho gung duo vu ngho gung duo nguy cu kh dung hot thooc
u hu phoong thoc trnh buy vo cong mot vun do vo cong mot
moc dch. Nhong qou hu cuch dut vun do, tu thuy hnh nho trong
troong hop tho nhut tdo ngh dooc hot thooc trong kh ngho gung
duo), ngoo noo vun do um mot chon khong song duo, khong
nghom toc, con o troong hop tho hu ttroong hop con u) ngoo
noo vun do u mot con chon ngoun duo.
l02
Co so munh mo nhut do dum buo tnh thoyot phoc u nhu
dum phun to dut mnh vuo houn cunh vu mong moon cou do
phoong. No cuch khuc, nhu dum phun phu bot mnh, bot
ngoo trong up oun vu do xout gu qoyot vun do, co tho u vun
do chu so choc bunh o nhoun nho tho nuo cho do phoong
chup nhun dooc.
c. Tlnh xa giao:
1nh xu guo u mot duc dom khong tho thoo cou guo
top dum phun. 1nh xu guo um cho no dong dum phun do
dooc chup nhun hon. No dong co tho cou cooc dum phun do
ho hnh thoc guo top phu pho hop vo no dong do. Song, gou
no dong vu hnh thoc vun co tnh doc up toong do. Nhu dum
phun co tho to chon hnh thoc pho hop vu hoo qou nhut cho no
dong mu mnh troyon dut. No cuch khuc, trong guo top dum
phun, nhu dum phun khong tho co thung toon toot do doc chum
nooc cuy, chom to kho do kh trnh buy, cong khong tho nguy
tho nhn vuo hnh thoc cuo cho, thuy up unh nghu u vung.
A u
Nhu thou
Nhu thou tmotu-tuk) u hnh thoc guo top trong do cu
no ru chou hun du u cu ngoo no dch thoc dnh no. Cu dnh
no u von dun boc doong, co thoc chut gho gom hon hnh thoc
bon ngou cou no nhoo. Nhong phut ngon nuy do ho phu dooc
gu mu ky oong. 1rong guo top dum phun, nhu thou u mot
hnh thoc xu guo ngon ngo qoun trong. Cuc hnh thoc cou nhu
thou co tho u:
Vo nbon minb (faIsc bomiIitics)
- ln my nombo opnon.../ 1hoo thon y cou to ...
l03
- l do tho bost l cun.../ 1o so rung hot soc mnh ...
- lur bo t rom mo to suy .../ 1o xn munh dun no rung
...
- As yoo uro uvuro .../ Nho ngu du bot ...
- As yoo vo knov... / Nho ngu du bot ro
Nhong phut ngon co cuc com to tron thooc ou phut ngon
hou mo, no cot do tung boc ngoo ngho on. Cuc com 1hoo
thon y cou to..., 1o thut buo gun kh no rung... hum y ngoo
ngho co cuo kon hon ngoo no, ngoo ngho co tum hoo bot soo
dung hon ngoo no. Cuc com Nho ngu du bot..., Nho ngu
du ro... co hum y ngoo no khong co y o dong don dun do xoc
phum so oyon buc cou ngoo ngho bung cuch no u nhong doo
ngoo ngho du bot. 1rong kh tron thoc to, ngoo no co tho no
Nho ngu du bot... trong kh bot ro Ngu hun chou bot rung...
Xoa d|o (softcncrs)
Xou do u hnh thoc guo top ngon ngo tch coc hou vu
tro cou ngoo ngho, xou do phun ong cou ngoo ngho trooc doo
sup dooc trnh buy.
- lt goos vthoot suyng .../ Vun do hon nhon u...
- \ood yoo bo knd onoogh to .../ Xn ngu um on...
- l um soro somoono us ntogont us yoo.../ 1o tn mot
ngoo thong mnh nho ngu...
- Yoo uro vory porcoptvo uboot .../ Ngu qou u nhuy cum
vo...
l04
- \hut s yoor oxport opnon o my .../ 1ho con y kon
choyon mon suo cou ngu vo ...
X xoa (forcbordcrs)
X xou u hnh thoc guo top ngon ngo phun unh ngooc
thoc tu:
- Nothng s vrong/ khong co choyon g su sot duo.
- lt doosnts muttor... / Choyon nuy khong thunh vun do
- l huvo nothng moro to suy. / 1o khong con g do no
nou.
Xoc tac cbo y (intcrcstcrs)
Xoc tuc cho y u hnh thoc guo top ngon ngo kch thch
so qoun tum cou ngoo ngho.
- And do yoo knov vhut ho sud: / Anh co bot ong tu vou
no g khong:.
- \hut do yoo thnk o .../ Ngu ngh g vo...
- l cood suy somothng uboot thut./ 1o xn co chot y kon
vo vun do do.
Vo vinb/ danb Iac boong (scIf- doobt)
Vo vnh/ dunh uc hoong u hnh thoc guo top ngun chun
ngoo ngho qoun tum don tnh chun thoc cou nhong doo so trnh
buy
- l do my bost / 1o so co gung hot soc
l05
- l try/ 1o so tho xom
- oovo mo/ Xn huy tn to
- lm not kddng/ 1o khong no dou.
- l huvo to to yoo.../ 1o phu no thut rung...
- l voodnt o to yoo/ 1o khong ho no do .v.v...
Suo phut ngon 1o so co gung hot soc co tho so khong co
g xuy ru trong cong voc v bun thun ngoo no co tho thoo nung
oc um doo unh tu du hou hon. Suo cuc phut ngon 1o khong
dou, 1o khong ho no do, co tho ngoo ngho so dooc ngho
nhoo doo khong dong so thut. 1oong to, kh mot sop no: l
vunt thoro to bo compoto runknoss botvoon os ut u tmos/ 1o
moon gou chong tu oon oon u mot so thung thun, th trong
ong dung thoc so dnh no: Dont to mo unythng l dont vunt
to hour./ Dong no vo to nhong doo to khong moon ngho.
Houc kh mot sop khuc no: On tho vhoo, yoor dous soond
u rght. Lot mo soop on t.: Vo tong tho, y kon cou unh ngho rut
dooc. 1o so ngh thom vo vun do nuy to nuy, th dong tn rung
sop so mut ngo v y kon cou bun. Noo bun cho mot doo g
toong to nho vuy vu sung hom suo, bun so rut do b thut vong duy.
Fba dam (dowcrs)
lhu dum u hnh thoc guo top boc o so yoo tho:
- Mnd yoor ovn bosnoss/ Huy co chong.
- Stuy oot o ths/ 1ho xop vun do nuy sung mot bon.
- 1ho muttor s cosod/ Mon bun top
l06
- l dont vunt to hour uny moro/ 1o khong moon ngho
nou.
tNgoon: Corurd Noronborg & Honry Cuoro, trong
Lovcky: l993)
Nhu thou thoong don ru trong cuc houn cunh guo top
kh khong co so phun bo toong doong vo qoyon oc vu soc munh,
houc kh thoo so thut co mo gou cuc bon thum gu guo top
A u
f. Tlnh thicn cam:
ounh bun dum phun u nhong cu nhun du don cho cuc
bon, co kh u do phoong cou nhuo, do thu do bon trong thoc to
u tho nuo, trong guo top dum phun vun phu dum buo tnh thon
cum. Vung no, cooc guo top thunh trun duo khuo vu dum phun
tro thunh mot cong voc duo duo.
Cong nho trong cooc song hung nguy, co nhong ngoo
thoc to chung co bong du tum du g, nhong nhong o o cou ho
ngho do so qou, houc co nhong ko tnh cum co kh duy chun
thoc, nong nun mu u co huy buc khuo, tron bun dum phun
cong co kh co nhong ngoo chom to kho mun. Cuc nhu dum
phun thuo voc oon u nhong ngoo bot chon hnh thoc thch
hop do cho phut ngon cou mnh mung muo suc thon cum hon.
Hnh nho cuo 1o khong ngh ngu dong tl dont thnk yoo uro
rght) do ngho hon cuo Ngu nhum tYoo uro vrong), houc nho
cuo Xn ngu gu thch thom dooc khong t\hut do yoo moun)
do ngho hon cuo 1hut khong hoo ngu dnh no g t1hut doosnt
muko uny sonso!). Ngoo Vot co mot cuo cu duo huy trong troong
l07
hop chon o - Lo no chung mut ton mou, Lou o mu no cho
vou ong nhuo.
A u
Nhong guo nooc unh do vuo qou trnh guo top:
1. ka cb tb|
Yoo most ... tCuc ngu phu...)
l oxpoct yoo to ... t1o mong cuc ngu non... )
Yoo cunnot ... tCuc ngu khong tho...)
2. c doa ngam
Yoo hud bottor .. t1ot hon u cuc ngu ...)
l yoo dont ... tNoo cuc ngu khong ... th ....)
3. kbycn bao
Yoo shood ... tCuc ngu non...)
lts yoor doty to ... tCuc ngu co nghu vo)
lts yoor rosponsbty to ... tCuc ngu co truch nhom...)
4. Goi y kbi cbang ai yco cao
Lot mo soggost... tCho to xn go y cuc ngu...)
lt vood bo bost yoo ... tVo cuc ngu th tot nhut u....)
S. Tm cacb day bao doi pboong
l08
Lot mo gvo yoo tho ucts ... tCho phop to trnh buy vo
cuc ngu cuc so oo... )
Lxporonco tos os thut... tKnh nghom cho chong to
thuy...)
6. Nban xct cbc bai doi pboong
Yoo uro not thnkng strught tCuc ngu soy ngh vong vo)
Yoo uro vrong tcuc ngu nhum)
7. kbcn ma
Yoo uro un ntogont porson tNgu u ngoo thong mnh
duy)
Yoo huvo moch potontu tNgu qou u du tu)
8. Cbop mo
Yoo uro u soppy vorkor tNgu u ngoo khong thung thun)
Yoo rouy goood on ths ono tNgu dnh no trunh cho
nuy duy)
9. nb Ioan tam Iy
Yoo uro ouoos tNgu muc chong ghon ro duy)
Yoo huvo probom vth uothorty tNgu gup ruc ro vo
sop ro)
10. Coi nbc van dc coa pba bcn kia bang cacb noi cbong
cbong:
l09
1hngs v got bottor tMo tho ro so on)
ohnd tho cood, thoro s svor nng tSuo con mou u
nguy dop tro uy mu)
11. Coi nbc van dc coa pba bcn kia bang cacb noi doa
1hnk uboot tho postvo sdo tlhu to doy tch coc on
cho)
Yoo thnk yoovo got tho proboms tCuc ngu ch toong u
mnh co vun do duy tho)
12. kc ca
\hy dd yoo do thut: t1u suo cuc ngu u um tho:)
\ho hus nooncod yoo tA u ngoo guy unh hoong don
cuc ngu vuy:).
tNgoon: Mury 1rumo & Hoon koynods: l993)
A u
g. Tlnh hai chicu hoac da chicu
Cuo top bun thun no u mot qou trnh hu choo houc du
choo. 1hunh cong trong guo top dum phun trooc hot co nghu u
dum buo so oo thong thong tn gou cuc choo khong b muc o.
Do vu tro vo cong qoun trong cou guo top trong cooc song knh
to, ngoo Hy Lup co du u nhong ngoo duo ton nghon coo qou
trnh hu choo cou guo top dum phun. Nhong khu nom cou
ngoo Hy Lup co vo Logc, thoyot phoc, trnh buy vun bun, o o
cho don nuy, suo hon hu moo nhum tho ky, vun con nhong gu
tr khou hoc.
A u
110
Mo hnh giao tiep cua ARISTOTLE
Cung giong nh cac ly thuyet hai chieu ve giao tiep trong
thi hien ai, ly thuyet cua Aristotle tap trung vao cac yeu to can
ban cua qua trnh giao tiep: ngi noi, thong iep, thnh gia. Mo
hnh ve giao tiep cua Aristotle mieu ta di ay cho thay giao tiep
la mot qua trnh cau truc n gian trong o ngi giao tiep (ngi
phat thong tin) truyen mot y ngh, mot t tng, tnh cam cho mot
ngi khac (ngi tiep thu)
A a
Trong nhng nam gan ay, mo hnh nay a c chnh ly
e co the tiep thu them cac phat hien khoa hoc cua cac nha hanh
vi hoc va tam ly hoc hien ai. Trong mo hnh giao tiep di ay,
giao tiep am phan c xem nh mot he thong phc tap bao
gom t tng, tnh cam, quan he, thai o, ky nang, muc ch giao
tiep cung nh qua trnh chnh ly va tien trien cua giao tiep.
A a
Mo hnh giao tiep am phan
Thuyet minh cho mo hnh:
Ngi nghe
(Ngi nhan tin)
Ngi giao tiep
(Ngi phat tin)
Thong iep
BEN A BEN B
C ch
lll
1rong mo hnh nuy, cu nhun cuc nhu dum phun vou phut,
vou tho thong tn. Cu ngoo phut thong tn un ngoo tho thong tn
doo co mot khong thum choo rong tdo u nhong moc dch, moc
too cou rong ho, cuc too choun, cuc gu tr knh to vun hou mu
ho thoo doo cong nho cuc do kon chon ooc, such ooc, cuc ko
houch, cuc phong cuch cou rong ho ...) Mo nhu dum phun thum
gu vuo qou trnh hout dong trong mot mung ngo nghu tsomuntc
not) cho phop unh/ ch tu gu mu vu moc no thum choo cuc
thong dop nhun dooc. Mo nhu dum phun cong so dong cuc ky
nung guo top cou mnh nho cuc khu nung ngho hoo, doc hoo
tthout ngo qoun trong o duy u hoo v co kh tu ngho mu khong
hoo, doc mu khong hoo, houc hoo chou hot y cou ngoo no).
Cuc tn hoo ph ngon ngo vu cuc tn hoo dooc gu mu to cuc
choo thong dop u um co so cho qou trnh phut thong tn tro u
to phu ngoo nhun thong tn. ou trnh phun ho thong tn co tho
bung phoong ton ngon ngo houc ph ngon ngo. So phun ho bung
phoong ton ngon ngo co tho u mot phoc dup ngon bun tno houc
vot). So phun ho bung phoong ton ph ngon ngo co tho thong
qou mot co ch, mot hunh dong tmot cu ngup du, mot no coo
tngoo tu no co to 36 koo coo), mot cu oc nhn hom hnh ...)
Am thunh nhoo tnoso) huy con go u tong on u yoo to cun
thop too coc to bon ngou, guy cun tro qou trnh guo top, co kh
bop moo thong tn ngoo nhun dooc.
Mo troong guo top tmodu) cong thum gu troc top vuo
qou trnh vo to cuch u mot yoo to ho tro tch coc. ou trnh guo
top ch thoc so thunh cong kh ngoo phut thong tn vu ngoo top
nhun thong tn tm hoo thong dop thong tn nho nhuo. ou trnh
phun ho thong tn cho phop so thoyot mnh, gu thch, nhuc u,
nhun munh thong dop cho don kh no dooc thong hoo nho dong
ngoo phut thong tn mong moon.
A u
ll2
h. Tlnh thoi doan:
1nh tho doun cou guo top dum phun do ho phu ton
trong tnh trooc mut, tnh uo du cou moc too dum phun. ou
kho u mot non thum khuo tot cho voc thoc hon cuc guo top
hon tu vu hon tu u co so cho nhong tot dop vu co tho cho cu
nhong thum hou trong toong u. Cuc nhu y oun vo dum phun
cho rung cuc nhu dum phun uo oyon gunh rut nhoo tho gun
choun b cho voc xom xot cuc khu nung toong u cou vun do,
trong kh do, cuc nhu dum phun thoo knh nghom u ch huy
tup trong vuo cuc moc too trooc mut. Nhu dum phun uo oyon
ngo trooc tnh tho cou dum phun nho ngo trooc mot bun co. Ho
khong dot chuy gu doun vu tnh dooc nhong nooc co xu, do kho
thum cu tum, thot ong vo.
Dum buo tnh tho doun trong guo top dum phun con co
nghu u ton trong do phoong, khong dom cuc too choun vo tho
doun trong dum phun cou mnh up dut cho do phoong. 1rong
dum phun thoong mu, ngoo My thoong thch phoong phup vuo
do nguy, ut ngou qoun bu, trong kh do ngoo Nhut u thoong
but duo qou trnh dum phun bung nhong tho toc xu guo mu thoo
ngoo My u room ru, khong cun thot.
i. Tlnh dong ho:
1nh dong bo o duy dooc hoo u so nhut qoun gou y
ngh, tnh cum bon trong vo o no, thu do, co ch trong guo
top dum phun. No mot cuch dun du, yoo cuo vo tnh dong bo
trong guo top dum phun u yoo cuo nhu dum phun tthoong mu
vu rong hon, nhu dum phun no chong) khong non xunh vo do
ong nho mot cuo thunh ngo Vot Num du tong kot mot cuch co
hnh unh. Co so khou hoc cou yoo cuo nuy u y thoyot tro cho
tgumo puyng) trong guo top dum phun. 1ro cho tgumo) o duy
ll3
dooc nhn to khu cunh phun tch guo top t1runsuctonu Anuyss,
go tut u 1A). 1hoo 1A, tro cho u mot chon ooc guo top ngum
cho ru mot kot qou too coc. No u ngum v ngoo thum gu tro
cho ngou mut th to ru dung um mot voc thon cum vu co ch
do vo do phoong, nhong thoc ru dong co bon trong do um voc
do u houn toun ngooc u. Vu cu dong co uy dooc thunh mnh,
no thoo thout ngo cou 1A, bung tum tho cho rung 1u th tot tl
um OK), nhong Do phoong u khong tot t1hoy uro not OK). Vu
tho u snh ru mot don cong kch, thoong doo dung to nh.
A u
Mot v do
Mot v do knh don vo tro cho guo top u tro NlCYSO
tNov lvo Cot Yoo, Yoo Son O tch - lhon nuy cho bot tuy tu).
Duy u tro bo ong tm vot do duy cho do phoong mot bu hoc.
1rong tro cho nuy, ngoo dong co phut hon mot su sot nho cou
do phoong, v do - don chum, do um cu co cho voc khu qout
hou so doung v, so thoo nghom toc cou do phoong. Noo A u
ngoo dut tro, u nun nhun, A co co so do khong hu ong vo ,
do trot buo cum xoc don o trong ong. o ong tm vot duy nhong
A vun u ko cuo thoong:
A: Lxcoso mo, \hut tmo do yoo huvo:
tXn o, thoo dong ho cou ong th buy go u muy go:)
: Aboot ton toon
tKhoung moo go moo um phot)
A: Ddnt vo ugroo to moot ut ton on tho noso:
tCo phu chong tu du dong y chuc chun gup nhuo oc
ll4
moo go khong nh:)
: kght. lm sorry. Ono o tho toum got u phonocu ut tho
ust mnoto
t1o xn o. Mot doun von trong doun to bun mot co don
thou nguy phot chot).
A: Lots stck to oor vord thon, und not koop tho mombors
o my commttoo uvuy rom u thor othor obgutons. l shood
cortuny hopo thoso nogotuton uro us hgh u prorty or yoo us
thoy uro to os.
t1u du don hon th non y hon, vu phu duo cuc thunh von
trong phu bo cou to khong co nhong nghu vo khuc. 1o rut hy
vong rung cooc dum phun nuy cong dooc xop mot trut to oo ton
cuo o phu cuc ong cong nho no du dooc co nho vuy o phu
chong to)
tNgoon: koudng 6-3, Lovcky: l993)
A u
Cu nom vo mu A du co dooc suo kh uy mnh ru um
goong do duy do u o cho co kh toong A nghom toc thoc so
cho khong ngh don choyon A khoo khch mnh. Nhong mu do
um g: 1rong tro cho guo top koo nuy, soy cho cong, khong co
ko chon thung.
j. Tlnh tinh huong:
1rong kho tung choyon coo dun gun Vot Num co mot
cuo choyon huy vo tnh tnh hoong trong guo top
A u
ll5
Choc cho unh ch tot do
Nhun nguy tro nung dop, chung Ngoc d cho xoun. Ngoc
qou mot ung no vu thuy trong ung co mot dum coo nh dnh.
Ngoc moon vuo un co coo um, nhong v unh tu u ngoo xo u
non khong u mo, Ngoc dunh vo khong qoun tum, bo d, nhong
trong bong vun uy um boc toc um. 1o vo don nhu, Ngoc thun
vun vo vo vo choyon do. Vo Ngoc u ngoo thong thuo go gung
mo choyon, uo yom dun Ngoc:
Mnh u, un suo noo mnh moon ngoo tu mo, mnh co
thun nhon booc vuo trong dum mu vu no to: Choc cho unh ch
tot do!. 1ho nuo mu chu dooc bou chon no xo chun cho!.
Ngoc dnh nnh thooc o vo dun.
Hom suo, Ngoc u d cho xoun. Soot doc doong, Ngoc
ch um bum Choc cho unh ch tot do! v so bot duo o qoon
mut o vo dun. Dung um bum th thuy co dum ngoo nhon nhp
chuy ngooc chuy xoo. 1h ru trong ung dung co dum chuy on.
Ngoc ho hu chuy thoo dong ngoo, to tm gup cho nhu, ro on
tong no: Choc cho unh ch tot do!. Cho nhu ngho xong, tron
tron mut v toong Choc cho unh ch tot do u Choc cho unh
ch to dot!. Ngoc on b mot trun don nho to.
Vou khong dooc un, u vou b dunh, Ngoc hum hum vo
nhu tm vo...
A u
1ut cu cuc nhu dum phun khong u u chung ngoc, tru u,
do u nhong con ngoo thong mnh vu co thou knh nghom duy
dun, nhong con ngoo cong ch v qoyon o do up nhong u pho
thooc un nhuo mu ho phu do don nhuo trooc bun dum phun.
ll6
1nh hoong dum phun v tho gong nho bong muy tro, moon
hnh moon dung. Ngon ngo cou con ngoo cong du dung khong
kom. 1ron tho gun nuy khong ho co choyon hu ngoo no gong
hot nhuo.
lm ung cong u hnh thoc guo top: m ung khong hun u
dong y, nho mot cuo thunh ngo vun qoon ngho. lm ung do ung
ngho, do tho oom thong tn vu xo y no. Duy cong u boo hon
cou tnh tnh hoong trong guo top dum phun.
4.2. Cac ky tboat giao ticp can ban
4.2.1. Soc manb coa so im Iang trong dam pban tboong mai:
Doo g so xuy ru kh do phoong ngong no vu tu phun
ong: 1u no mot doo g do, tu dut cuo ho, tu phun buc do ngh
cou ho. 1u noo dun chong chong mnh qoun dom cou tu u dong,
doy nhut dong. Do u choyon thoong tnh trong dum phun, v
thoong co xo hoong chong cho rung m ung u khoung tho gun
chot mu tu co nghu vo phu um cho no song. lhu no, thum ch
phu no mot cu g do ngo ngun. 1hut khong muy, doo nuy thoong
dun don mot kot qou khong huy du tong um cot cho buo nhoo
cuo choyon coo, ch co tuc dong gop ngoo khuc gu tr. Cu hu
snh ru tron co so so nhun thoc vo so dot nut cou ngoo khuc, co
ngoo phut boo nho vuy. Con vo moc too cou dum phun, chuc
chun khong co cooc dum phun nuo uy moc too u so gu tr.
Hom ngoo nhun ru rung so m ung - to thun no vu trong
no - co tho u mot cong co co gu tr. Vu noo dooc thoc hunh phu
chung, so m ung nhoo kh no nhoo hon nhong bu phut tron
du, buo vo cuc doo khoun trong dum phun. So m ung co tho
dooc so dong do thong buo so kho cho, do nhun munh mot dom,
ll7
do booc bon ku top toc phut boo. Vu kh ngoo tu no trong kh
chou co choun b, khong moon, co nhoo doo toyot vo co tho xuy
ru, to nhong g ngoo cunh sut tho dooc qou o tho nhun don
nhong g nhu dum phun dut dooc qou nhoong bo.
lm ung con u mot vo kh thoyot phoc do choyon tu so
thut vong. V do, kh mot nhu dum phun kot thoc phut boo vu ho
ngu ngh tho nuo:, tu ch voc uc duo bon no qou bon ku u du
no hot ro. Noo tu do nhoo guy, m ung mu qou tro d, do
phoong cou tu u booc phu vuo cooc tno).
lm ung doo hnh thoc m ung ngun trong choo o no
con co tuc dong tho hot so cho y cou do phoong. 1u suo to nhon
u co so ngut qoung trong choo o no cou do phoong. Do
phoong cou tu co tho v moon tm hoo vu tup trong hon vuo
nhong g tu no.
So m ung con tuc dong boo th so mon coong. Kh tu
dong u ro no top, co ch do hum y tu khong moon no doo tu
no. Vu duy u tn hoo thon cum cou tu do vo ngoo ngho, tn
hoo do co tho gop cho phu bon ku cum nhun vu mong moon
hop tuc cou tu do d don thou thoun.
4.2.2. tang ngbc trong dam pban tboong mai:
1rong cooc song hung nguy, t u nhun mnh u ngoo nhoo
o. Doong nhon, toyot du du so chong tu u cong to cho tu khu
nung u bot ung ngho. Song do co o u toyon bo con xu so thut,
bo v nguy trong cooc song hung nguy, du co khong t hoo um.
Vu noo nguy trong cooc song hung nguy, voc khong bot
ung ngho t kh guy ru nhong huo qou nghom trong cho ngoo
khuc, th trong dum phun, vun do khong hun u nho vuy. 1rong
ll8
dum phun, ung ngho khong phu u ch phop ch so trong guo
top, mu u mot yoo to cun thot, v nhu dum phun khong tho um
khuc kh muc cu vo gu sun phum/ dch vo truo do.
1rong dum phun, ngou choc nung tho oom thong tn,
voc ung ngho con mot so o tho khuc: tl) Do cho phu bon ku
no kh tu ung ngho so gop tu phut hon so thoo nhut qoun co
tho co trong qoun dom cou phu bon ku, t2) Lung ngho con gop
phut hon nhong dom thon chot co gu tr do soy doun do chun
thunh trong phut boo vu trnh buy cou phu bon ku.
Doo duy u mot so tho thout nhum tung coong khu nung
bot ung ngho cou nhu dum phun:
Cho y: Dong u khong phu oc nuo cong tup trong cho y
dooc, nhut u trong cuc cooc dum phun koo du. Nhong noo khong
cho y, tu so bo qou cuc vun do qoun trong.
* lhut mot thong dop cho thuy tu dung ung ngho tmot
cu nhn, mot no coo, mot cu gut duo... )
* Dut cuo ho mot cuch do ngho tbung mot ngon ngo vu
doo ngo trong tnh), trunh guy cum guc tu dung hou ngh nhong
doo tu dung ngho cho do phoong.
* oun sut nhong co ch cou nhu dum phun phu bon ku
tv do: so bo ro cho thuy nhu dum phun khong chuc chun vo
nhong g mnh no.)
* Khong cut ngung: Mot o pho bon nhut cou nhu dum
phun u phun buc toc th nhong cho thoo nhut qoun trong qoun
dom cou do phoong. Nhong xn huy nho, moc dch khong phu
u do no, mu u do tho oom y kon nhum um cho qoun dom
dum phun cou tu co co so hon.
ll9
* Kon nhun: 1u cong phu hoc cuch kom cho so cum do
moon phut boo gop kh nhu dum phun ku gup nhong kho khun
trong cuch don dut. 1rooc hot, so gop do cou tu so um cho nhu
dum phun ku boc bo. 1hom nou, hup tup phut boo ho co kh u
u no vo qoun dom cou tu.
* 1hon cum: 1u thon cum vo phu bon ku do nhun u
so thon cum cou ho. Doo nuy gop voot qou cuc dom kho khun
trong dum phun mot cuch do dung.
* Yoo cuo gu thch nhong dom tu chou hoo: Kh nhu
dum phun ku phut boo xong, co tho ho cuo ho vo nhong dom
mu unh tu chou do cup nhong u on qoun don hop dong toong
u. Xn huy nho, cu khong dooc no ru cong qoun trong nho cu
no ru.
* 1m kho voc thou thoun cho hu bon kh ung ngho y
kon trnh buy cou phu bon ku. Doo nuy gop tu tho hop phum
v cuc vun do mu o do rut co tho xuy ru but dong. Cut gum phum
v cuc vun do but dong u um tung hoo qou cou dum phun.
4.2.3. ky tboat dat cao boi trong dam pban tboong mai:
1ron bun dum phun, ngoo tu khong buo go ut ngou qoun
bu on cho tu chon. Ngooc u, do phoong moon tu bot vo ho
cung t cung tot vu ch dou ru nhong up oun nhum buo vo qoun
dom cou ho. V vuy, tu phu bot cuch dut cuo ho do tho oom
thong tn nhum phun bot thut gu. 1ut nhon, vo tho oom thong
tn co nhoo cuch, v do nho ung ngho tnho du trnh buy o moc
l.3. o choong nuy) bung cuch ung ngho, tu phut hon nhong ch
tot vu nhong dom ngh vun do ho vuo tho dom pho hop. 1ho
nuo u tho gun pho hop: 1hong thoong tu khong cut ngung phut
boo cou ngoo khuc tdoun khuc) bung cuo ho cou tu. Ho no
l20
cung du, cung co co ho cho tu tho oom thong tn co gu tr.
Cong xn nho, khong u co m ung mu u so o b mut. V vuy, kh
tu ngho co chun, vun phu kon nhun. Do u so kon nhun dooc tru
gu.
Lou cuo ho tu dut so pho thooc vuo no dong co tho cou
dum phun. 1hong thoong, tu moon tm hoo qoun dom dum phun
cou do phoong, moc too cou ho, tnh khu dong vo moc gu cou
ho. No cuch khuc tu moon xom do phoong cun g, tu suo vu
nhun dnh g qou thou thoun.
Doo duy u mot so o ky thout trong cuo ho dum phun:
* Khong dut cuo ho co tho tru o bung co houc khong, tro
kh do u doo tu cun.
* Dut cuo ho yoo cuo tru o bung so oo, cho khong phu
u gu phup.
* Ngo doo cou cuo ho u trong tnh vu thu do ho u bnh
tnh. Nhong cong kch to mom houc up dut khong mung u nhong
dup ong tch coc.
* Noo tu dnh uy thong tn kho mo, huy dut mot out
cuc cuo ho mom mong trooc do to dong hou cuo tru o cou do
phoong. Suo do tu dut cuo ho chnh.
* Noo tu gh chop chum houc yoo vo ky thout uy tn, tu
ho cuo ho cun mot cuo tru o ky thout du do co tho gun tho
nhut thong tn. Co nhong kh do phoong khong moon truo thong
tn cho tu, ho dou ru o hou so qouy u vun do, hy vong tu so qoon
ch tot ho hou. o vuy, tu khong non qoon tbo qou) nhong cum
kot so trnh buy suo, vu dum buo thoo doo nhong cum kot do don
kh tu nhun dooc thong tn.
A u
l2l
Cuc ou cuo ho trong dum phun
Chong to bot rung nghon coo cuo ho u mot vun do du
dooc tron khu toong do rong ru trong cuc cong trnh nghon
coo ngo phup, guo hoc phup, houc ngon ngo hoc so sunh do
choo. Xot vo mut cuo troc tnho trong cuc nghon coo ngo phup
hoc troyon thong buy nuy) cuo ho dooc chu thunh cuo ho chong
tYos/ No oostons), cuo ho duc bot t\h- oostons), cuo ho
co doo t1ug- oostons). 1rong phun doo duy, chong to trnh
buy tom tut cuc ou cuo ho do cup don trong Hoong dun chon
ooc vu chon thout dum phun tChostor Kurruss: l993). Cuo ho
trong dun gu cou Kurruss dooc xom xot cho yoo to goc do ngo
dong hoc vu up dong cho mot ngo cunh co tho u dum phun
thoong mu.
1. Cau hoi co d]nh huong (dircct qucvtionv)
Cuo ho co dnh hoong dooc dong kh ngoo ngho khong
thoc so qoun tum houc chun cho trong voc ru qoyot dnh. V do
kh ngoo bun ho ngoo mou moon uy ou hung muo nuo, muo
xunh huy muo do vu ngoo mou no xunh cong dooc, do cong
dooc, muo nuo cong dooc th do u tho dom dut cuo ho hoong
dun. Cuo ho co dnh hoong u cuo ho mung tnh co tho, yoo cuo
tru o vo nhong dom co tho.
Cuc v do vo cuo ho co dnh hoong:
- \hut huvo yoo boon puyng: / 1ho ong tbu) vun thoong
mou mut hung nuy vo gu buo nhoo:
- \hut prco most l moot: / 1ho to phu tru don buo nhoo:
- \hut v ths chungo cost mo: / 1ho to phu ch buo
nhoo cho thuy do do:.
l22
- \hon dd yoo rst bocomo onhuppy uboot thut outoro:/
ong but duo kho cho vo ch tot do to buo go:
2. Cauhoi khong d]nh huong (Non-dircctivc qucvtionv)
Cuo ho khong dnh hoong u nhong cuo ho khu qout,
khong rung booc ngoo tru o d vuo cuc no dong co tho nho
trong cuo ho dnh hoong. Ngoo tru o co tho do cup mot no
dong rong huy hop toy y vu co tho kom so oo, nhun dnh, dunh
gu cou mnh trong cuo tru o. Cuo ho khong dnh hoong dooc
ho dong oc nhut kh phu bon ku co mong moon boc o bun
thun.
Cuc v do vo cuo ho khong dnh hoong:
- Hov do yoo dotormno u prco on spuco purt: / Lum tho
nuo mu cuc ong dnh gu dooc cuc pho tong:
- \hut roqoromonts uro most mportunt to yoo us u boyor
o ... / Vo to cuch u khuch mou,... , ong co nhong yoo cuo g
- Hov do yoo oo uboot tho qounty o oor dscoont goods:
/ Ong cum thuy tho nuo vo chut oong cuc mut hung hu gu cou
chong to:
- \o huvo troutod yoo vo n uny crcomstunco, huvont
vo: / Do houn cunh nuo th chong to vun do xo tot vo cuc ong
dong khong:
3. Cau hoi trinh hay thong tin (qucvtionv that givcv
information)
Cuo ho trnh buy thong tn u cuo ho cong cup thong tn
cho ngoo ngho.
l23
Cuc v do vo cuo ho trnh buy thong tn:
- Huvo yoo hud u chunco to ook ut oor nov prodoct: /
Cuc ong du co dp xom sun phum mo cou chong to chou :
- \ood t bo ur to suy thut yoo oo ths vuy...: / Khong
bot co cong bung khong kh no cuc ong dung cum thuy...:
- Do yoo knov thut vo chock ouch purt sx vuys: / Cuc
ong co bot rung chong to kom tru to tong ch tot bung cu suo
phoong phup khong:
- Yoo uro sorprzod ut oor ov prco, uront yoo:/ Cuc ong
nguc nhon trooc gu hu cou chong to phu khong:
- l l ondorstund yoo corrocty, yoo uro st hostnutng
uboot oor prodoct qouty, uront yoo:/ Noo chong to hoo dong
th cuc ong vun con ngun ngu vo chut oong sun phum cou chong
to, dong khong:
Suo nhong cuo ho trnh buy thong tn thoong u nhong
oun gu tdu).
4. Cau hoi klch thlch vuy nghi (qucvtionv that vtimulatc
thoughv)
Cuo ho kch thch soy ngh u nhong cuo ho khon ngoo
b dut cuo ho phu xom xot u cuch ngh cou mnh vu tho soy
ngh thoo hoong khuc.
Cuc v do vo cuo ho kch thch soy ngh:
- \ood yoo consdor u tvo your contruct:/ Cuc ngu co
tho xom xot mot hop dong hu num dooc khong:
l24
- Hov doos ths dou grub yoo: / Cuc ngu dou y toong nuy
tron co so nuo:
- Aro yoo soro: / Cuc ngu co chuc nho tho khong:
- \hut vo ordorod tvco us muny:/ Noo chong to dut
hung vo so oong gup do th tho nuo:
- lnuton s u probom, snt t:/ lhu tnh don cu vun do
um phut nou, dong khong:
- \ood yoo consdor u dou ko ths:/ Cuc ngu tnh bun
buc tho nuy tho suo:
S. Nhung cau hoi klch thlch ra quyct d]nh (qucvtionv that
cauvc dccivionv to hc madc)
Duy u nhong cuo ho dong do kot thoc vun do. Chong
cong co tuc dong kch thch do phoong xom xot ru qoyot dnh vu
kot thoc bun buc.
Cuc v do vo cuo ho kch thch ru qoyot dnh:
- \ yoo tuko t or ouvo t:/ Cuc ngu chup nhun huy to
bo:
- Hov muny do yoo vunt to ordor:/ Cuc ngu dnh dut
hung buo nhoo:
- Dd yoo knov thut tho prco s gong op Monduy: ottor
uct nov.: Cuc ngu co bot don tho hu toun suo th u gu khuc
ro khong: 1ot hon hot u qoyot dnh d.
- Aro yoo propurod to gvo os tho vhoo ordor vo rodoco
tho prco by l0 porcont: / Noo chong to gum gu l0% oo cuc
l25
ngu co cho chong to hoong toun bo don dut hung khong:
6. Cau hoi xo xicn (loadcd qucvtionv)
Cuo ho xo xon u cuo ho chou ngum trong no dong cou
no mot dnh kon xuo houc mot boo hon khnh thoong cou ngoo
ho do vo ngoo b ho.
Cuc v do vo cuo ho xo xon:
- Do yoo st bout yoor spooso:/ ong ho nuy vun huy
dunh vo duy cho:.
- ls yoor uccoontng systom st bud:/ Ho thong ko toun
cou cuc ong ho nuy vun to nho trooc phu khong:
- Aro yoo uskngmo u oudod qooston ugun:/ Ong u dnh
ho xo xon to nou huy suo:
- \hon dd yoo rst soo tho probom:/ Ong phut hon ru
vun do kh nuo vuy:
7. Cau hoi map mo (amhiguouv qucvtionv)
Cuo ho mup mo u cuo ho co tho dooc hoo bung nhoo
cuch.
Cuc v do vo cuo ho mup mo:
- Hov do yoo pot ths qooto togothor:/ Ong gop buo gu u
tho nuo:
- 1hut doosnt ook rght, doos t:/ 1rong tho khong on,
dong khong:
- 1ho cost ook hgh, dont thoy:/ 1rong ch ph cuo qou,
l26
dong khong:
- Yoo cun do bottor thun thut, cunt yoo: / Cuc ong con co
tho um tot hon, dong khong:
8. Cau hoi dan dat (lcading qucvitionv)
Cuo ho dun dut u ou cuo ho gop choyon sung mot
hoong tm hoo khuc houc hoong up oun cou ngoo tru o tong
booc, tong booc choyon thoo ogc cou ngoo ru cuo ho. Cuo ho
dun dut con co tho u mot cu buy trong kh ngoo ho moon kom
tru xom ngoo tru o co no thut huy khong:
Cuc v do vo cuo ho dun dut:
- Aro yoo soro o thut goro: lt sooms to bo doront on
pugo 2. \hch s rght: Hov do yoo oxpun thut: Nov ook ut
yoor sommury. lts doront ugun. Lots sturt rom my goro n
thut cuso./ Ong co chun chun vo con so do khong: Xom trung 2 u
thuy khuc. Cho nuo u cho dong: Duy u con cho tong kot nou.
Con so u khuc. 1ho tho nuy th but duo u thoo con so cou to
d.
9. Cau hoi tu tu (rhctorical qucvtionv)
Cuo ho to to u cuo ho thoc to khong cun cuo tru o.
Cuc v do vo cuo ho to to:
- Do yoo rouy vunt mo to boovo thut:/ Co dong u ngu
moon to tn nho tho khong:
- Do yoo uvuys como so vo propurod or uro vo ost
ocky:/ Duy u do cuc ngu oon choun b ky huy ch don thoun u
tu gup muy:
l27
- lsnt thut u concdonco:/ Duy phu chung u so trong
hop:
- Nov vhut do yoo thnk my boss vood suy to thut:/ Du
tho nuy ngu ngh sop cou to so no g vo choyon nuy:
10. Cau hoi that (candid qucvtionv)
Cuo ho thut u cuo ho ngo y houc gop tuo ru mot so gun
go chu so.
Cuc v do vo cuo ho thut:
- \hut s tho oust yoo v tuko: 1o mo. / t nhut phu
buo nhoo th dooc: Ong no d.
- Yoo und l both knov thuts rght. kght:/ Cu cuc ngu vu
to doo bot tho mo phu. Dong khong:
- Cun yoo trost mo: Cuc ngu khong tn to no suo:
11. Cau hoi kct luan (clovurc qucvtionv)
Cuo ho kot oun u cuo ho gop khop u cooc thuo oun
tum tho houc vnh von.
Cuc v do vo cuo ho kot oun:
- Cunt yoo soo: 1hs s bottor or yoo./ Ngu khong thuy
suo: Doo nuy tot hon hun cho ngu.
- ls thut yoor nu oor: / Do u o chuo gu coo cong cou
cuc ngu phu khong:
- Do yoo knov hov good u dou yoovo oorod mo:/ Ngu
co bot u ngu du chuo to mot thoong vo tot don tho nuo khong:
l28
- Yoovo soon my costs. Cun yoo usk mo to oso monoy. l
vont. / Ngu du thuy ch ph cou chong to bo ru ro. Ngu moon
chong to o chung: Khong duo.
tNgoon: Chostor Kurruss: l993)
A u
4.2.4. ky tboat tra Ioi cao boi trong dam pban tboong mai.
Nhu trot hoc Anh tho ky XVl, Sr lruncs ucon, no rung
dum phun u mot qou trnh khum phu. Cuo ho dooc dou ru vu
dooc dup ong bung cuo tru o, ro don toyon bo, buc bo houc doo
chnh. Nhu dum phun phu cho mot up oc on do co nhong
nhun dnh, nhong cuo tru o hop y cho nhong cuo ho. Vun do o
cho t u trong so chong tu co khu nung dou ru cuo tru o my mun
mot cuch toc th. 1hoong nhong cuo tru o uy oo on suo kh cuo
ho du u choyon qou kho, kh ngoo tu ngo tron xo do d vo nhu
chung hun.
Nho vuy, moon tru o tot phu co so choun b. Co o voc
qoun trong nhut u tnh trooc nhong cuo ho co tho so dooc do
phoong noo ru. Moon vuy, tu cun:
* Co tho gun soy ngh
* Khong dou ru cuo tru o noo khong hoo cuo ho.
* lhut hon nhong cuo ho khong dung tru o.
* Dou ru nhong cuo tru o ch thou mun mot phun no
dong cuo ho cho khong phu u toun bo cuo ho.
* 1m cuch ung trunh cuo ho bung cuch dou ru cuo tru
l29
o uc do, cuo tru o cho mot cuo ho nuo do khong dooc ho.
* Houn cuo tru o v y do chou do tu oo houc khong
nho.
* ooc phu bon ku to tm cuo tru o, do u, yoo cuo ho
um ro u cuo ho cou ho.
* Kh co ngoo cut ngung, vo vo chup nhun so cut ngung
do.
Ky thout tru o cuo ho num o cho dong trooc mot cuo ho
tu xuc dnh dooc toc th cu g non no ru, con cu g khong non
no ru, vu dong oong cou mo tho u buo nhoo. Ky thout tru o
cuo ho trong dum phun khong num o cho dou ru cuo tru o dong
huy cuo tru o su. Cuo tru o dong trong dum phun chou hun du
u cuo tru o huy, mu con co tho u nhong cuo tru o ngo ngun.
Cuo tru o uc do, thum ch su uc hun so vo cuo ho chou hun u
boo hon cou so hun cho kon thoc, huy khong hoo cuo ho tnho
trong cuc gu thou vo cuc hoc snh kom trong cuc op hoc ngou
ngo). un dum phun khong phu u op hoc huy ho thuo khou
hoc. ounh bun dum phun, con ngoo cun dooc thoyot phoc,
nhong cuo tru o vung u, thou khong v tho rut kho tm. Co
mot cu g do gong nho gu thou vo nhu ngou guo tKh nhu
ngou guo boo o so nhut tr th phu hoo do u so co tho, kh nhu
ngou guo no co tho th phu hoo do u khong, kh nhu ngou
guo no khong, unh tu khong con u nhu ngou guo nou). Cuc
nhu dum phun thoong mu cong rut thun trong kh tru o pho
dnh, nguy cu kh booc phu bo bun dum phun.
4.2.S. ky tboat tra Ioi ma kbong tra Ioi.
Co mot cuo choyon vo ko rung: Hu vo chong nhu no rut
l30
yoo nhuo. Mot dom, trooc kh d ngo, ngoo chong no vo ngoo
vo: Anh bot chong tu rut yoo nhuo. Anh yoo om vu om yoo unh.
Nhong khong hoo v suo co mo un unh ho om doo g dso th
om u tru o unh bung mot cuo ho. Ngoo vo ung ngho chum
cho, ro dup 1hut tho u, unh thun yoo cou om:. 1rong cooc song
hung nguy, tu co tho tru o mot cuo ho bung mot cuo ho, v do:
Ho om yoo unh khong:, Dup: Suo unh u ho om nho vuy.
Cuo tru o vun u cuo tru o nhong khong tru o g hot.
A u
Nhong cuo tru o khong phu u nhong cuo tru o
1rong dum phun thoong mu, voc dou ru nhong cuo tru
o khong phu u cuo tru o co tuc dong gop nhu dum phun co
nhoo tho gun do soy ngh vu phun ong trooc do phoong, doy tr
tho cho dong vu dunh uc hoong do phoong. Doo duy u mot so
v do vo nhong cuo tru o nhong khong tru o:
- |cac, rcpca| |hc quc|on Xn ha, nhac a cau ho)
- don| qu|c undcr|and |hc quc|on To chua hcu
ro cau ho cua nga)
- Tha| dcpcnd on ... Van dc na, con phu |huoc vao... )
- Tha| qu|c ano|hcr ubcc|. !a, a a mo| chu dc
hoan |oan |hac)
- Youvc go| |o undcr|and |hc h|or,. | rca, bcgan...
^ga ncn nam van dc cho co ngon nguon. Kho |hu, van dc...)
- cforc anvcr |ha| ,ouvc go| |o undcr|and |hc
dc|acd proccdurc... Trong |h cho do |o cong nhan dung a
nga da hcu |hu |uc ch |c|...)
l3l
- | appcar |o mc... Thco nhu cho |o quan a| duoc...)
- rcca |... Thco nhu |o con nho...)
- don| rcca To |hong nho)
- havc no fr|- hand cxpcrcncc v|h |ha| bu| havc
hcard... To |hong |ruc |cp nam van dc na,, nhung |hco |o
duoc bc|...)
- | varc bccauc... van dc na, con |u, v...)
- Somc|mc | doc vor| |ha| va,. !o |h nhu |hc |h
cung duoc)
- | no| a quc|on of ,c or no. | a quc|on of dcgrcc,
morc or c. !a, |hong pha a van dc dong , ha, |hong dong
,. !a, a van dc vc muc do, |hcm cn ha, bo| d)
- Your vord u| p||ng har. You arc |c a profcor
pa,ng v|h vord. Cau ho cua nga chang |hac g chc o |oc
am |u. ^ga gong nhu mo| gao u |hch cho chu)
- You mu| undcr|and |hc rcaon. | va no| u| onc
|hng |ha| caucd |. u| man,. for cxampc... ^ga ncn nam
can ngu,cn. Khong pha ch co mo| ngu,cn nhan ma a nhcu
ngu,cn nhan ga, ra chu,cn na,...)
- Lc| gc| pccfc Chung |a ncn dc cap vao nhung van
dc cu |hc)
- | gcncra, vor| |ha| va, ^hn chung |h phuong
|huc do cung |ha d)
- |cac brca| |hc quc|on dovn n|o par| Xn nga
l32
ncu van dc |hanh |ung muc)
- ô. | no| |hc va, ,ou ad Khong, no nhu nga
|hong dung)
- can| |a| abou| |ha| bccauc... To |hong |hc ban vc
chu,cn na,, v...)
- | a ma||cr hov ,ou oo| a| | Van dc no nhu |hc a v
nga nhn |ha, no nhu |hc).
- don| mcan |o qubc v|h ,ou bu|... To dau co muon
vong vo |ranh uan vo nga, nhung...)
- can| agrcc v|h |hc |a|cmcn| par| of ,our quc|on
To |hong |hc |an |hanh phan |hang dnh |rong cau ho cua
nga)
tNgoon: ChostorL. Kurruss: l993)
A u
4.2.6. ky tboat xo Iy nbong cao tra Ioi map mo:
Nhong cuo tru o mup mo co gu tr thong tn khong hon
g so m ung. Nhong cuo tru o mup mo cho thuy phu bon ku
khong dooc mnh buch um trong qoun dom vo vun do dooc ho.
Co hu y do dun don cuo tru o mup mo: tl) Co tho u cuo ho cou
tu qou do houc t2) Cuo ho cou tu huy qou, t nhut thoo qoun dom
cou do phoong.
V y do g d chung nou, nhong cuo tru o mup mo u
nhong cuo tru o dong nghu vo so unh ong vu guy cum guc
kho cho, v cu dch cou tu khong dooc dup ong. 1rong nhong
troong hop nho vuy:
l33
* 1u nhuc u cuo tru o cou do phoong vu yoo cuo um ro
nhong ch tot chou um ro.
* o qou nhong cuo tru o chou pho hop nhong so dut u
cuo ho tmu tu du ho) vuo mot tho dom but ngo nuo do. 1ho
thout nuy cho tu mot cuo tru o houn toun khuc do yoo to but ngo
um mut so phong b cou do phoong.
* Dut nhong cuo ho top thoo do dou do phoong vuo
goong cou tu.
* Kon tr ho don kh tu tm dooc cuo tru o. 1u khong
ngu kh do phoong no cuo. V nhong cuo ho ch u tho thout
cou do phoong do trunh tru o.
4.2.7. ky tboat giai ma cac tn bico ngon ngo va pbi ngon ngo:
Nhu dum phun nuo cong u ngoo soy doun y ngh do xom
do phoong dung ngh g. Soy cho cong, dum phun ch u mot
cong voc nho nhung noo tu bot do phoong dung do xo cong
bung vo tu huy ch hoyon houng toyon troyon do tm o tho.
Song thut gu kho oong non tu phu tm cuc muo chot do phun
dnh. Cuc muo chot do co tho tm dooc trong tl) 1hu do cou do
phoong, t2) Don muo cou do phoong, t3) Co ch cou do phoong,
t4) Cong doo cou do phoong.
a. Thai do:
1u xom do phoong u ko hunh ton, thun thon huy thung
thun. Noo u ko hunh ton, cooc dum phun so don ru trong khong
kh do dch. Noo do phoong u ko co thu do thun thon, thou
mu, dum phun so don ru trong hop tuc gu qoyot vun do. Do
cho cum guc bun duo cou tu vo do phoong u tho nuo d nou,
l34
cong khong non vo vu tn vuo cuc gu thot vo thu do cou do
phoong nguy. Co tho do phoong co thu do nhu nhun, thun thon
kh mo gup, nhong ch cun vou but dong vo unh tu, unh tu du
dnh ngoum co, mo root tu ro.
h. Dicn mao:
Don muo co tho ou tu. Nguy to nhong bu hoc vo ong vo
cooc do, ngoo tu du bot co nhong con so do ot coo, co
nhong ko mut nhun to mu bong hom uc tlhun o Chuo). Ngooc
u, cong co nhong ngoo dong dun, trong thoc nhong hnh thoc
bo ngou th kho co. Nhu dum phun dong cu knh nghom, cu
nh cum, cu thong tn gom dooc do co cuch hunh dong. No
cuch khuc, kh gup mot do phoong co don muo khuc thoong,
nhu dum phun phu on ho cu qoun sut dooc vo nhong do oo
khuc do dum buo so chnh xuc cou cum nhun.
c. Cu ch:
Mot no coo, mot cu chuo muy, mot cu oc mut hom
hnh co tho u tn hoo phun ho trooc nhong doo tu no. Song
cong cun oo y co nhong nhu dum phun gu do huy phut tn hoo
rom. 1u phu cun thun do dong qou tn vuo ngon ngo co ch. Co
nhu dum phun mu tu co cum toong noo tro tuy ong tu u th ong
tu khong no dooc. Cong co nhu dum phun ngo nguy ngoo tron
gho. Chou hun nhu dum phun hoo dong du u ngoo nung dong
vu chou hun nhu dum phun ngo nghom du u ngoo nghom
khuc, kho bun buc.
d. Giong dicu:
1oc ngo Ngu co cuo: oun trong khong phu u bun no
cu g, mu u bun no tho nuo. Dong vuy, ngoo tu kho mu co tho
guo dooc y ngh qou gong no. Cu gong no uy co kh qou ro do
l35
tu bot do phoong moon no g vo tu Do ngo, cuc unh dnh um
g: Dnh un cup cu dounh nghop cou to huy suo:. Nhong cong
co kh gong no uy rut kho gu mu. Khong cun thun, tu rut do b
ou trooc cu o ngou thon thot no coo. Mu trong nhum hom
got ngoo khong duo tNgoyon Do), trooc cu Mong num mo,
bong mot bo duo gum cou do phoong. Vun do o cho nhu dum
phun phu tnh toong, phu do y do kho b nhum. Mot dong
nghop tum so cong chong to: Ngoo thong mnh co bu phum
chut: Do y, Nho nhunh, vu 1uo nhunh cuc mo on ho bon trong
vu bon ngou. 1rong bu phum chut uy, Do y u phum chut qoun
trong nhut.
4.2.8. ky tboat kbac pboc nbong tro ngai giao ticp trong dam
pban.
1ro ngu guo top pho bon nhut trong dum phun u choyon
u no nuy ngho. Hon toong nuy xout hon kh bon nuo cong cho
rung qoun dom cou mnh u dong. Do khuc phoc khoynh hoong
nuy, tu cun tnh tuo trooc nhong phut boo. 1rong nhong cooc
dum phun koo du, yoo to mot mo cong um hun cho so tup trong.
V tho, cunphut hon cuc duo hoo mot mo vu noo cun ngh oong
cu pho, ngh un trou houc d thum phong cunh trong mot nguy.
on cunh, cong cun oo y don mot so ky thout dum buo
thong thoung qou trnh guo top trong dum phun, do u:
* So dong tr hu hooc: Nhum um cho khong kh dum
phun thou mu, thun thon hon. Dong oong cun thot cou hu
hooc cong cun tnh suo cho hop y do dong thu qou, bon tu vuo
v tho kom ch pho vo suo.
* Choyon trong tum: nhong buo cuo tu chnh vu ky thout
du do um cho ngoo tu boon ngo. Vuy kh phut hon mo ngoo
l36
khong cho y ung ngho, tu huy choyon trong tum sung mot vun do
khuc, do o vun do dung trnh buy vo suo.
* Cu nghu cuc dom nhum un, nhum dum buo ngoo
ngho hoo nhong g tu trnh buy. 1rong troong hop ngoo ngho
khong hoo kh du co gu thch, tu phu tm ngon to khuc do oun
gu.
4.2.9. ky tboat trnb bay Iap Ioan trong dam pban
Dum phun vo co bun u mot trun duo khuo. Nhong khu
nung trunh oun cou tu do tot don duo cong u vo nghu noo ngoo
bun khong bun vu ngoo mou khong mou, nghu u khong co thou
thoun. V tho kh trnh buy up oun, oon phu tnh don qoun
dom cou phu bon ku vu tnh don muo chot thoc duy phu bon
ku chup nhun nhong do ngh.
Doo duy u mot so too xuo:
* Chong mnh up oun cou tu bung dun chong. Nhong
dun chong nuy so co gu tr thoyot phoc hon nhoo noo co xuc
nhun cou mot bon tho bu.
* Dun y kon choyon gu do buo vo qoun dom. y kon cou
choyon gu cung co thum qoyon cung co gu tr thoyot phoc. 1rong
nhong troong hop co tho, co tho so dong nguy choyon gu cou
phu bon ku do chong mnh cho oun dom cou tu.
* 1runh cuch no ho hou houc khong co co so. lhu bon
ku so ch cho y don nhong up oun tron co so so oo.
* 1oy khong nhun vuo nhong dom yoo trong do ngh cou
tu nhong cong khong non ung trunh. Noo co tho, tu to noocuc
l37
dom yoo do vo nhong thoyot mnh vo khu cunh tut yoo cou no.
V do gu cou chong tu toy co cuo hon gu cunh trunh, nhong do
u v phu cong thom cuc pho ph do dum buo chut oong cuo hon
cou mut hung. Cho phop to trnh buy cuc chong nhun vo chut
oong mu.... Cu tu um o duy u to tu noo vun do trooc kh phu
bon ku dut vun do dom yoo trong do ngh cou tu, vu v tho, tu co
tho xo y vun do tho cuc doo khoun cou tu cho khong phu cou
do phoong. Cong qou do, yoo to tn cuy gou tu vu do phoong
dooc tung coong.
4.2.10. Nbong ky tboat tboyct pboc co ban
1nh hop y cou qoun dom dum phun cou tu u yoo to
qoyot dnh trong thoyot phoc phu bon ku d don thou thoun. 1oy
vuy chou hun oc nuo doo nuy cong dong. Nghu vo cou nhu dum
phun u phu um cho phu bon ku tn u ho so dut dooc mot thou
thoun co o nho tu moon ho tn.
Doo duy u mot so ky thout co bun
l. Loon oon dong cuo ngun, ro rung, khoc chot do dum
buo cho ngoo ngho hoo dooc, hoo dong, hoo ro nhong g dung
dooc trnh buy. Cuc nhu vun on tron tho go doo u nhong nhu
vun vot do hoo. Ngoo trnh buy vun do tot u ngoo no doo kho
hoo thunh do hoo.
2. 1oc do vou phu do co tou co tho do thoo do vu gh
chop. 1hoo Chostor Kurruss, co tho tm cuc choyon gu dum phun
su nh so toxporoncod proossonu) trong cu c pho n du m phu n nho n
nhp bung cuch qoun sut toc do cou cuc nhu dum phun tron don
dun. Nhong ngoo nh mo ttun bnh) trong mot trun dunh u nhong
ngoo d mot oot hot cu mot bung dun. Nhong ngoo nh thon
chon u nhong ngoo bun thong thung co kh ch hu von mot.
l38
3. Loon oon go to thu khung dnh vu so dong cuo khung
dnh trong ngon to: Noo tu hunh dong, boo hon, soy ngh vu
trnh buy vo phong thu houn toun tn toong vuo nhong g tu trnh
buy, to thu do so tuc dong don do phoong do ho tn thoo.
4. Nho so oo cou tu vu trnh buy so oo mot cuch thoun
thoc: Do dum phun thunh cong, tu chou hun du dooc do phoong
yoo thch nhong dot khout phu um cho ho knh trong tu.
5. Dum buo chuc chun cho ngoo ngho hoo tu: 1u trnh
buy, phun buc, do ngh, sou do bung ngon to mu do phoong
cum thuy do hoo. Nghu u, tu phu bnh dun hou so oyon buc
cou mnh. Nhong thout ngo ky thout cun dooc gu thch. Nhong
khu nom vu thout ngo kho hoo cun dooc nhuc u.
6. No choyon vo ngoo ru qoyot dnh: ut ko ngoo ru
cuo ho u u, kh trnh buy/ tru o cuo ho, tu phu hoong vo phu
ngoo dooc ru qoyot dnh. Do mo u ngoo tu cun thoyot phoc.
7. Khong cong kch cu nhun do vo do phoong, troc top
houc gun top: o v, cu nhun con ngoo ngo do don vo tu tron
bun dum phun u ngoo du don cho cu mot tup doun ngoo, cup
tron, cup doo vu to choc cou unh tu. kot duy th dong rong.
8. Noo co tho, dun chong up oun cou tu bung so xuc
nhun cou bon tho bu: o v, doo nuy um tung soc thoyot phoc
cou tu. V do Cong ty MNZ du tung 20% sun oong duo ru do soc
so dong muy cou chong to.
9. Ch cho phu bon ku cuch tu co tho gu qoyot vun do
cou ho: Noo tnh hoong dum phun cho phop tu um tho, voc dut
tu vuo v tho cou phu bon ku do noo cuch gu qoyot so co tuc
dong rut thoyot phoc do vo ho.
l39
l0. Cuch trnh buy hup dun: Do do u do ngh vun bun
huy guo top duo khuo, cuch trnh buy hup dun cong co soc
thoyot phoc. un chut con ngoo u choong hnh thoc, nhoo kh
phu don moc phu cun nhuc. 1ut nhon, cu not dunh chot cu
dop. 1rong dum phun, cu dop khong phu u do phoong cou
cu chot.
Cuc cong trnh cou 1uko Kuguyuk tl995), Dunu kovund
tl985) u nhong cong trnh do cup munh vuo vun do nuy trong
guo top dum phun.
4.3 Vai tro coa pbicn d|cb trong dam pban tboong mai:
1rong dch thout thong thoong, ngoo tu du no Dch u
phun dch. Vu ngoo tu cong huy no dou nhong ngoo um cong
tuc bon, phon dch u nhong dch gu, dch gu cho khong
phu u dch thut.
1rong dum phun thoong mu, voc so dong phon dch
nho tho nuo cho hoo qou du tho hot cho y cou nhoo nhu nghon
coo. Nhong gu thou vo dch thout vong qounh tho go vo nhong
cuo choyon khong bot non khoc huy non coo do dch su nguy
cung nhoo thom. Doo duy xn trch ngoyon bu buo Cu mo
qou nhoo bun dch, mot cuo choyon dooc nhoo ngoo trong
go dch thout bot don. 1uc gu bu buo, guo so Do 1hon, ngoyon
u mot choyon gu vo dch thout.
A u
Cu mo qou nhoo bun dch
A cong bot dch to tong nuy sung tong khuc u mot
cong voc khong don gun, do dung. o v no dooc hot y, don
l40
dut hot to toong, tnh cum cou ngoyon bun, choyon dooc cuc suc
thu to to, hnh thu boo dut, ... cou mo tho tong u voc vo cong
phoc tup, chou no don choyon ngoo dch hoo su ngoyon vun
dou don nhong kot qou boon coo. Suo duy u mot th nghom vo
dch mu ngoo tu du um o Lon Xo do chong mnh doo do. Cuo
choyon co vo kho hu nhong du dooc ton hunh mot cuch rut
dong dun. Ngoo tu mo nhoo dch gu choyon nghop, nhoo
nhu guo vu mot so snh von troong Du hoc Hoo ngh gou cuc
dun toc, Du hoc 1ong hop Lomonoxop, Hoc von ngou ngo thum
gu cooc th nghom.
Cuo xout phut do dch u mot cuo rot ru to troyon ngun
Cu mo cou nhu vun Cogon, <...> tum dch u:
nh |a muon nhn xcm ca no| mun ma |o hom qua da
|a, cn |rcn mu anh |a. ^hung anh vo cung ngac nhcn v |ha,
o ca mu cua anh |a mo| cho phang ,.
Ngoo tho nhut dch cuo nuy sung tong cou Corvuntos vu
Lopo do Vogu vu dch tong to. 1hoo ngo phup tong 1uy un Nhu
dong trooc trung ngo houn toun phu u mot dong to. V vuy,
ngoo dch bon thom vuo cuo ngoyon vun dong to xout hon.
Ngoo dch tho hu thong thuo tong 1uy un Nhu vu tong
lhucs. 1rong o dch cou unh tu, thoo tong lhucs, mot mon
nho do thunh mot cho phong on kho cho, thuy bon thunh
khum phu ru, moon tro thunh sup sou.
1op thoo, mot ngoo khuc dch to tong lhucs ru tong
Nhut. Co o v tong Nhut ngoo tu ou dong nhong to to nh non
tnh ngo kho cho tcho phong on kho cho) dooc gum nho
xoong thunh khong guy dooc thch tho thoc so, to tuy on co
vo thoo tuo nhu cho non dooc thuy bung nho on to mot do cuo
nuo do.
l4l
Sung tong Hu Lun, cho phong on du bon thunh mot
mo dut. Don ngoo dch sung tong cou dun toc |-o-o-pho song
o Sonogun th mo dut du cuo on thunh ngon do, ngon do nuy,
thoo ngoo dch, khong tho o tron mo mu phu u o trooc mo
mo hop ogc. Con vo cong nguc nhon nhoong cho cho hnh
unh nho b sot dunh. V vuy, don bun dch ru tong lhup th cuo
cou Co-gon thunh ru:
nh |a ap ua nhn cn do ma |o qua da o mo hcn ra
|ruoc mu, nhung nhu b c| danh anh nhan |ha, a ca mu cua
anh |a |hong con nua.
Cong bung mu no, phu thou nhun u nhong ngoo dch
nguy cung d xu bun goc khong phu do co y. Ngoo nuo cong co
gung hot soc mnh dch cho chnh xuc vu cong co y moon u dch
huy hon ngoo trooc do chot. 1oy nhon, voc dch pho thooc vuo
nhoo duc tnh cou ngon ngo dch, vuo tnh cuch rong cou dun
toc, vuo tnh tnh, so cho y vu cu trung thu tnh thun cou ngoo
dch. Cho non voc d xu dun cuo goc co tho top toc.
1rong tong ongu, sup sou nhn bon thunh nom mot
cu nhn, sung snh von ngoo My thuy thunh ngo do bung mot
thunh ngo khuc co tnh hu hooc do con mut ro xoong vu dunh
to con mut suo kh choyon sung tong o Duo Nhu dooc nhu
choyon mon dch thunh ong von knh.
Suo do, nhong ngoo dch thuo oun vo nhuo, du y nho
suo: cuo vun du dooc dch ru khong ro um vo cuc to nho do,
ong von knh, sot dunh, o cho cu mo khong con g cu...
Chuc phu co choyon tuo thoyon g do ty kon nuy cou mot nhu
choyon mon tong Nu |y, mot nooc bon bo du doong). 1ho ro to
do choyon qou tong 1op, tong Y-o-rop vu tong Nu |y. Vu cuo
vun cou Co gon, khong con u cuo vun cou Co gon nou, co dung
l42
thoc suo:
To qua dung |rcn ngon do nhn |hang ra pha |ruoc
anh |a bong nhcn danh ro ong vcn |nh: Truoc ma| anh |a
hcn ra mo| con |hu,cn da b c| danh a|.
1rong so nhong ngoo thum gu vuo cooc th nghom ngon
ngo nuy co nhoo ngoo khong bot nhoo tho tong. Co mot ngoo
bot tong Nu |y vu tong 1ho. Ong tu khong cho phop u thuy do
mot to nuo trong cuo vun du dch. Suo do ngoo tu u dch u to
tong 1ho sung tong Num Doong. Co mot doo trong tong 1ho vu
tong Num Doong tcong nho trong nhoo tho tong khuc), du to
nhun xong khong co gong doc, gong cu, unh, ch doo dooc
thuy bung mot to. Ngoo dch tong Num Doong nuy ru y ngh :
Chuc chun duy u mot cuo vun rot gon to mot tuc phum tu mot
cooc tnh doyon ko choyon mot thoo no cho mong ngoo yoo cou
mnh u mot thoy tho nuy du chot v dum thoyon... Vu nho vuy,
to qou nung dong tron do mong do.... Nhong tu suo u to
qou: kut co tho u vo boo to tv bun nguy nung bun cong voc)
nung huy on do trong bon cu mong cho, vu cong co tho boo to
nhuc cho nung mot ky nom nuo do... V vuy, cuo dooc dch sung
tong Num Doong thunh:
!cm dcm nang ha, |rco cn mo| mom da |rcn ma|
bcn, nhung hom na, nhn ra xa nang bong ro chcc ong nhom:
Chcc |hu,cn cua chang da b bao danh dam.
Cong voc dch co tho top toc mot cuch nghom toc. Ngoo
dch suo do mot cuch co y mom du tron bon thunh hu dung
tv o duo co tho nhn ro ru bon trong mot dom to noo khong phu
u tron mot ngon hu dung:). Do tung thom soc don cum, nhong
ngoo dch nhun munh thom so duo kho cou cooc tnh doyon tun
vo bung cuch cho choc thoyon dum ch con u nhong munh vo.
l43
o du y, to ng no co u yron, co u Omur Khuyyum, co u Adum
Mkoorvcz, cou Dunto, mo tong mung thom tnh chut sung tuo
ngho thout vuo vu kh cuo dch coo cong dooc choyon tro u
sung tong cou Co-gon th tu co:
!ung |rcn ngon ha dang nhn ra pha xa, nang buong
ro chcc |nh vcn vong |h nhan ra nhung manh vo cua chcc
|hu,cn cua chang.
Do u kot coc b dut cou cuo choyon Cu Mo suo kh
dch cuo vun cou Co gon ru nhoo tho tong vu cu mu thoo tu
Kovuov trong troyon do thuy o cho cu mo cou mnh u ... nhong
munh thoyon vo tro gut tron mut bon ...
Cuc co tu xou thoong no tum suo thut bun tbu un suo
chop th mut bun goc). Chong tu cong co tho rot ru mot kot oun
toong to kh dch mot ngoyon bun qou nhoo tho tong.
tNgoon: Do 1hon, 1up sun So phum Ngou ngo, 3/
l976)
A u
Dch thout u mot nguy choyon mon do ho nhoo ky
nung phoc tup. 1rong ung dch thout cong phun ru um nhoo
du, hung, co ngoo choyon bon dch, co ngoo choyon phon
dch. lho n dch u co dch to c th, qoon go u dch cubn
tsmotunooos ntorprotuton), nghu u ngoo no vu ngoo dch
um voc dong tho, co tou co tho ngho don gu chnh houc phon
dch toy thoo khu nung ngon ngo cou mnh. Khuc vo dch toc th
u dch doo tconsocotvo ntorprotuton), nghu u don gu chnh
trnh buy trong mot khoung tho gun ngun, ngoo dch ung ngho,
gh nho vu ton hunh dch. Co tho top don cho don hot phut
boo cou don gu chnh.
l44
Co nhong ngoo um ngho ngou ngo soot do nhong khong
buo go um no cong tuc dch thout, nhut um nhong vun bun co
tum qoun trong, no su mot y, d mot dum.
Cuc gu thou trong dch thout ttrunsuton unocdotos) dooc
cuc nhu nghon coo vo dum phun gh u nguy cung nhoo. Cuc
gu thou co khong gun to cuc boo gup go ngoyon tho qooc gu
don cooc duo cho ngou o cou cuc phu doun trong nguy ngh.
Choyon ko rung kh tong thong My mmy Curtor don u Lun, ong
dooc doo mot phon dch ngoo u Lun gun nho o phot chot trooc
kh vuo hop. Khong qoon vo phong cuch ngon ngo cou Curtor,
ngoo phon dch nuy du ho nhoo cho. 1huy v dch Curtor ro
nooc My unh tu dch thunh Curtor to bo nooc My. 1huy v dch
Curtor khuo khut moon bot thom vo cooc song o u Lun, unh tu
dch thunh Curtor co doc vong vo u Lun.Vu coo cong, vun cu
y Curtor mong moon bot thom vo dut nooc vu con ngoo u Lun,
unh tu dch Curtor rut uy um hu ong co mut tu u Lun do
chom ngoong cho kn cou ngoo u Lun t!!!). 1rong mot cooc
duo cho o ngou o 1hoong Hu, hoong dun von do ch cou 1rong
ooc no vo khuch up oc dun so trong thunh pho on don moc
thunh pho to cu ru vuy ttho cty s poorng oot to tho skrt) t!) Cu
phu doun coo vo vo. 1rong tong Anh, to poor oot co nghu u
trun ru, ootskrt co nghu u ngou o. Ngoo hoong dun von
do ch dnh no dun thunh pho trun ru ngou o.
A u
Cuc gu thou vo dch
Cuc thong buo o khuch sun cong u munh dut muo mo
cho cuc gu thou vo dch. Xn oo y: chung u ngo ngun don moc
ru nhong thong buo co no dong nho nhong thong buo doo duy.
Nhong do b dch su sung tong Anh, chong du guy ru cuc thum
l45
hou, ro rung tron guy trung moc don
o mot khuch sun lurs:
|cac cavc ,our vauc a| |hc fron| dc| Xn qu, |hach
dc a cua qu o ban |cp |an)
O mot khuch sun 1hoy Sy:
ccauc of |hc mproprc|, of cn|cr|anng guc| of |hc
oppo|c cx n |hc bcdroom, | uggc|cd |ha| |hc obb, bc
ucd for |h purpoc Do co ba| |cn |rong vcc cac qu |hach
|hac go vu |hu |rong phong ngu, xn go , dung hanh ang cho
muc dch na,)
O mot khuch sun Acupoco:
of |hc va|cr n |h ho|c ha bccn pcrona, pacd
b, |hc managcr Ta| ca nuoc |rong |hach an na, dc a nuoc
ga cua gam doc)
O mot khuch sun Nhut:
You arc nv|cd |o |a|c advan|agc of |hc chambcrmad
Xn mo qu |hach dung co hau phong
o mot khuch sun Num 1o:
Thc fa||cn|ng of undcrvcar v|h pcaurc |hc ob of
|hc chambcrmad Vuo| do o| cua qu |hach mo| cach vu vc a
cong vcc cua co hau phong)
Vu con nhoo v do nou.
tNgoon: kogor L. Axto: l995)
l46
A u
Muc do vuy, trong dum phun thoong mu, voc so dong
phon dch do suo cong co nhong o tho. Co nhoo cooc dum
phun, co tho no, noo khong co phon dch th khong tho tron
khu dooc v cuc bon thum gu ngon ngo but dong. Nhong o tho
cou voc so dong phon dch trong dum phun co tho u:
* Ngoo phon dch, do thong hoo ngon ngo, phong toc,
tup qoun vu vun hou knh dounh tCorporuto Cotoro) cou nooc mu
unh tu nghon coo, co tho um co vun tot cho tu kh dum phun.
Ngoo phon dch co tho gop tu gu mu cuc tn hoo ngon ngo vu
ph ngon ngo duy do vu chnh xuc hon.
* Khoung tho gun do ngoo dch um voc bon bun dum
phun u khoung tho gun yon ung do vo tu. 1u co tho qoun sut
phun ong cou do phoong vu co tho gun choun b phun ong u.
* Ngoo phon dch dong vu tro um gum choung vung
vun hou tcotoro shock) cho tu. Kh choyon cuc tn hon ngon ngo
to tong nuy sung tong khuc, ngoo phon dch du cun co vuo cuc
duc dom ngon ngo/ vun hou cou tong tho tong do tm cuch phut
ngon pho hop tron co so buo toun no dong thong buo.
* Ngoo phon dch dum buo do tn cuy cou no dong vun
bun kh no dooc ky kot bung hu huy nhoo tho tong.
* Mot o tho nou cou so dong phon dch u tu co tho do
o so dong so hoo um on ngoo phon dch, thum ch nguy cu
kh o u o cho khuc. Duy u mot ngon guo top mu cuc nhu dum
phun thoong so dong trong voc rot do ngh, chup nhun houc
chnh y cuc thou thoun.
Co mot choyon coo vo guo top dum phun qou so dong
l47
phon dch: Mot phu doun dum phun cou nooc thooc kho voc
Chuo u, 1hu nh Doong kh dou ru mot doo khoun b phu doun
Hou Ky khong tun thunh, troong doun no: Duy u bun dch mo
cou doo khoun vu ong chnh y u doo khoun do do do dooc
chup nhun hon.
Vu tro cou ngoo phon dch trong dum phun thoong mu
khuc hun vu tro cou ngoo dch cubn huy dch doo don vun tu
Du Ho dong Lon Hop ooc. 1rong dum phun thoong mu, ngoo
phon dch thoo do cooc thuo oun vu ch on tong kh dooc yoo
cuo. Ngoo phon dch dong vu tro thoc tho u tho k cou cu doun,
dun xop ko houch top xoc do don houc qou don thou. o My,
cong ty A1 & 1 cong cup phon dch cho hon l40 tho tong vuo
but ky tho dom nuo trong nguy houc dom. 1u ch cun thong buo
ch trooc cho A1 & 1 vu yoo cuo ngoo phon dch mu tu du tn
nhom.
S.ky thuat kct thuc dam phan
Cu g mo duo cong co kot thoc. Nhn chong, tut cu tot
dop th kot thoc tot dop tShukospouro). 1rong cuo no nuy cou
Shukospouro, to qoun trong nhut u to tut cu. 1ut cu tot dop u
mot ngoyon nhun y toong do d don kot qou tot dop. Song trong
thoc to, khong phu oc nuo tu cong co dooc cu ngoyon nhun y
toong uy. Cuc cooc dum phun buo go cong d don hu kot coc co
bun: tl) Dut dooc thou thoun vu ky kot hop dong, t2) khong dut
dooc thou thoun. 1rong doo kon khong dut dooc thou thoun,
trong dum phun, doo nuy chou hun du u mot thut bu. Ngooc u,
noo d don thou thoun, nhong nhong thou thoun uy dom u o
nhoun cho do phoong vu thou thot cho tu th duy chnh u thut
bu.
l48
S.1. kbi nao ta ncn bo ban dam pban
Co mot so ngoyon nhun khon cho dum phun khong d
don thou thoun. Do u:
*l. lhu bon ku khong moon ky kot thou thoun. Suo buo
nhoo vut vu choun b vu cung thung tnh toun, thut kho co tho
toong toong mot cu nhun huy mot tup doun nuo do d don bun
dum phun mu u khong co y dnh d don thou thoun. Song noo
soy tnh cho ky, voc phu bon ku khong moon ky kot thou thoun
cong co ngoyon do cou no. 1rooc hot, phu bon ku co tho thum
gu dum phun mu chou tnh don nhong huo qou cou voc d don
thou thoun. Doo nuy do thuy nhut trong troong hop bon nuo do
trong bun dum phun uy dong co hong tho tnh cum um co so
bun duo cho xout phut dom cou moc too dum phun cou ho, Mot
nhu dounh nghop chou um hoo th troong, mot cong ty mo dooc
thunh up, dung tm kom bun hung u nhong v do. 1ho hu,
nhong ngoo booc vuo bun dum phun khong phu do tnh toun
cou chnh ho mu u do up oc to phu bon ngou, do ro don chong
cooc ho phut boo du ou chong to du co gung hot soc nhong
khong d don thou thoun
*2. lhu bon ku moon kot thoc dum phun bung thou thoun,
nhong tron co so but hop y mu phu tu khong tho nuo chup nhun
no. Co tho, kh booc vuo dum phun, ho cong khong co y dnh
thou thoun g, nhong vun vuo cooc vo hy vong ho dooc do ngh
nhong thou thoun houn toun co o cho ho th cong khong non bo
qou. Noo h vong do khong thunh so thut, ho so do bo tong cuc
gu phup vu un sun qoyon o khon do phoong phu boc bo
bo d. Houn cunh duc tho cho chon ooc dum phun koo nuy u
co mot bon nuo do moon bon dum phun thunh bu tho nghom
xom sun phum/ dch vo houc nhong tnh chut nuo do cou sun
phum/ dch vo do co gu tr th troong. 1rong houn cunh nho vuy,
l49
moc too cou do phoong ro rung khong phu u thou thoun, mu
ch u mot cooc thum do do tru doo hnh thoc mot cooc dum
phun.
*3. Kh nhong g phu bon ku do ngh khong num trong
cu tu do kon dou vuo dum phun. Duo u bon tho cou chon thout
hoo hou vo bnh, hoo bnh vo hou trong cooc duo tron bun dum
phun. No thoo ngon ngo hung nguy, do u ky thout dong tuc gu,
dou tu vuo dum phun do ro dou ru do ngh gu phup mu tu chou
tnh don, du ou mut hung A chong to khong con sun xout nou,
nhong cuc ngu co tho uy mut hung u mut hung thuy tho co
chut oong cuo hon. Doong nhon, mut hung - u houn toun
mo vo tu - so co gu cuo hon rut nhoo mu chou hun du u oo vot
hon vo chut oong thoo qoun dom cou chut oong cou tu. 1u
moon don bun dum phun u v moon co A trong thou thoun, cho
khong phu u d tm sun phum/ dch vo thuy tho cho A.
*4. Kh co nhong so oo, co tho xout hon trong bo cunh
dum phun, co tho do bon ngou cong cup, mu tu num dooc khon
cho voc d don thou thoun do vo tu khong con hup dun nou.
Duy co tho u so thuy do chnh such knh to houc cuc doo kon
knh to trong xu ho um unh hoong don hout dong knh dounh.
1rong dum phun ngou thoong, cuc chnh such cum xout, cum
nhup houc cuc chnh such hun cho xout nhup mot so mut hung u
nhong v do.
V but ko y do g, tu non nhu nhun rot ru kho cooc dum
phun mu khong ho toc. Nong gun huy boc toc do o cho do
phoong khong d don duo cu. Noo kot thoc dum phun v y do
knh dounh cou tu cho khong phu v nhong hunh dong cou bon
ku, tu huy dou ru nhong y gu vo voc tu khong tho top toc kh
doo kon cho thou thoun bon no thunh nhong thou thoun but
khu th, ph thoc to.
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O nhong troong hop tron, voc khong d don thou thoun
khong phu u thut bu cou dum phun. 1u huy nhunh chong kot
thoc dum phun vu dung mong u tu um dooc voc do, tu du khong
thou thoun g hot.
S.2. ky tboat kct tboc dam pban kbi dat dooc tboa tboan:
Suo mot phon dum phun duy cung thung, cu but tuy vo
vo buo hoo so ru do cou thou thoun, nhong doo do khong co
nghu u nhu dum phun du hot o. 1rong nhoo troong hop, kh tu
khong cun thun, chnh vun bun thou thoun u u ngoyon nhun
cou xong dot dun don mot vong dum phun khuc. Doo nuy co
nghu u nghu vo cou nhu dum phun khong chum dot o tho dom
ky kot thou thoun dum phun.
S.2.1. Bicn loi hua thanh cam kct
1hum ch nguy cu kh chou ky kot thou thoun dum phun,
kh mo phut boo thou thoun bung mong, nhu dum phun cong
cun oo y dum buo chuc chun mot doo u hu bon dung hut chong
mot bun nhuc. Nghu u, trooc mot thou thoun, khong tho bon
nuy cho rung vun do du dooc gu qoyot thoo cuch nuy con bon
ku cho rung vun do dooc gu qoyot thoo hoong khuc. Noo choyon
do xuy ru mu khong dooc phut hon kp tho trooc kh k kot, no so
u ngoyon nhun dum phun u hop dong.
Do ngun chun nhong cuch hoo khuc nhuo vo cuc doo
khoun dum phun, kh kot thoc dum phun, tu non gunh tho gun
do tom tut cuc doo khoun thou thoun, um ro cuc qoy dnh vu
tong tho, xom xot u toun bo kot qou dum phun. 1hoo tnh thun
mut ong trooc, dooc ong suo, tu non kon tr ru sout toun bo no
dong ky kot thou thoun nguy cu kh phu bon ku toyon bo khong
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cun thot phu um nho vuy.
Voc thong nhut hou cuch hoo vu thoc hon cuc doo
khoun dum phun dooc go u qou trnh bon o hou thunh cum
kot tcommtmont). Cum kot o duy dooc hoo u cuch top cun nhut
qoun cou cuc bon trooc mot vun do thou thoun nhum tuo ru nhong
rung booc trong thoc hon thoo dong nho cuch hoo kh thou thoun.
S.2.2. Gianb qoycn cbap bot nbong tboa tboan:
Suo kh thong nhut bung mong, voc gunh qoyon chup
bot thou thoun khong nhum moc dch g ngou voc tu cho khong
phu ngoo khuc qoyot dnh cuc g so doocdou vuo hop dong. Co
nhong ch tot nho trong qou trnh dum phun t dooc qoun tum
duy do, nhong don kh xom xot u mo thuy u nhong ch tot uy
co tho guy vun do. Duc bot trong kh thoc hon hop dong, cuc ch
tot uy toong u nho nhong u u nhong hut sun, thut kho noot.
Mot o tho nou cou voc chup bot u tum y chong ngu
ou tro mot cu g do kh no du thunh vun bun. Do do, co tho phu
bon ku moon phut boo mot doo khoun nuo do khuc d mot chot,
nhong ho u ro vuo tum tho khong moon ngoo khuc ngh mnh
u nhoo so, houc chong to mot cu g do non ho t co khu nung
phun ong hon. 1hom vuo do, qou buo nhoo mot mo go mo d
don thou thoun, ngoo tu khong moon koo du cong voc dum
phun. 1um y do trong knh to hoc ngoo tu go u trung thu trunh
to trunh sung, nghu u suo mot nguy um voc mot mo, cu
ngoo tu ngh don u ngo ngon, t u ngh don phu trooc tu con cu
mot toun um voc.
Coo cong, cu g dooc vot thunh vun bun vu dooc ky kot,
cu do co nghu. No cuch khuc, thou thoun u thou thoun vun bun
cho khong phu thou thoun y nghu qoun bun dum phun.
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V nhong y do tron, noo tu u ngoo chup bot thou thoun,
chnh cuch hoo cou tu vo thou thoun d vuo thou thoun. Co nhon,
tu khong tho bop moo nhong cun bun cou thou thoun, nhong ch
v mot trong nhong y do tron tho cong khon voc chup bot u
voc thut dung um.
S.2.3. Nbong tai boa coa nbong tboa tboan cbap bot do
Nho du trnh buy o 5.2.2, voc tu gunh qoyon chup bot u
do tum y ngu ro ro cou tu. Nhong ro ro do cuc thou thoun chup
bot do guy ru co tho u kon tong, xong dot guy mut tho gun vu
unh hoong xuo don qoun ho cuc bon. Ngou ru, con co tho xuy ru
nhong troong hop suo duy: tl) Cuc doo khoun b bo sot khong gh
trong hop dong, t2) Ngon to du nghu guy nhong y gu khong
nhut qoun, t3) Cuc doo khoun muo thoun nhuo mu khong co qo
dnh ro doo khoun nuo qo dnh doo khoun nuo.
S.3. Nbong dico kboan cac tboa tboan ncn co.
on cunh cuc doo khoun on qoun don thot cho hunh
chnh vu out phup mu cuc thou thoun booc phu co, tu cong cun
dum buo so phun unh chnh xuc nhong g du dooc dum phun vu
thou thoun trong vun bun ky kot. Doo duy u mot so doo khoun
co bun mu thou thoun non co:
S.3.1. ico kboan vc tcn bang:
Doo khoun nuy gop hu bon hoo dong ton ou hung truo
do. Noo thou thoun on qoun don truo do nhoo mut hung nhong
chu thunh nhoo ou vo nhong duc dom chut oong khuc nhuo
th phu up bung ot ko tbung pho oc) dnh kom vu gh ro trong
hop dong voc buo oo bun pho oc nuy.
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S.3.2. ico kboan vc so Ioong bang boa
Doo khoun nuy do ho phu noo ro 3 tbu) vun do co bun:
tl) thong nhut chon don v do oong cho ou hung hou, t2) Chon
ngoyon tuc qo dnh so oong vu t3) up dong rong cho cuc hop
dong mou bun ngou thoong, chon ho thong do oong kh cuc
dounh nghop o hu qooc gu co ho thong do oong khuc nhuo.
S.3.3. ico kboan vc cbat Ioong, qoi cacb bang boa
Doo khoun nuy do ho phu noo ro phum chut, qo cuch,
too choun ky thout, kch thooc, muo suc, mo v, do um, tup
chut... cou hung hou truo do. 1hong thoong, cuc bon cong thou
thoun voc xuc dnh chut oong, qo cuch cou hung hou qou: tl)
ho too choun dooc chon so dong, t2) cuc thooc tnh, phum chut
cou hung hou, t3) muo hung tdo vo ou hung hou co chut oong
on dnh), t4) hum oong chut trong hung hou, t5) hum oong thunh
phum tv do: ot doong to guo, duo to hut), t6) nhun hoo hung
hou, t7) trong oong to nhon, t8) cuc thong so ky thout tgh ro to
choc up boo ko vu cuc ch so co bun cou boo ko do), t9) hon
trung hung hou tup dong cho yoo do cho mut hung too song),
tl0) phum chut bnh qoun toong doong tnghu u so toong doong
gou hum oong chut qo dnh trong hop dong vo hum oong chut
co thut trong hung hou).
S.3.4. ico kboan vc bao b va ky ma bico:
Doo khoun nuy do ho qo dnh ro ou buo b tbuo b
boc ngou nho hom, buo hop curton, contunor vu buo b bon
trong gun on vo hung hou) vu qoyon so hoo buo b tv do: ngoo
mou co phu tru u buo b cho ngoo bun huy phu thunh toun
rong buo b cho ngoo bun). Vo k mu hoo, cong cun qo dnh:
l54
tl) nhong duo hoo cun thot do ngoo mou nhun hung tnho ton
ngoo go, ngoo nhun, trong oong tnh cu b, so hop dong, so
hoo choyon hung, kon hung), t2) nhong ch tot cho voc to choc
vun choyon, boc do vu buo qoun hung hou tron doong d.
S.3.S. ico kboan tboatboan vc dico kicn giao nban bang:
Doo khoun nuy do ho dooc qo dnh ro: tl) 1ho gun
guo nhun co tho thoo dot, thoo nguy thung, t2) Du dom guo
nhun co tho, t3) lhoong phup guo nhun co tho tou cun, dong,
do, dom vu kom nghom kh cun thot thoo cong phoong thoc du
thou thoun gou duo guo vu duo nhun), vu t4) doo kon cou ngoo
don nhun hung.
1rong mou bun qooc to do tnh chut phoc tup hon cou
doo kon guo nhun hung tduo bun, duo mou o hu qooc gu cuch
xu nhuo), ngoo tu tuch doo khoun nuy ru um 2 thu) doo khoun
thou thoun: tl) Doo khoun thou thoun vo doo kon co so guo
hung vu t2) 1ho gun, du dom vu phoong ton guo hung.
S.3.6. ico kboan tboa tboan vc gia ca:
Doo khoun nuy do ho phu qo dnh ro: tl) don v tnh
gu cu vu t2) phoong phup dnh gu.
Voc chon don v tnh gu cun dou thoo tnh chut cou ou
hung truo do vu thong o boon bun mut hung do tron th troong
t1nh thoo trong oong, tho tch huy do du...). 1rong mou bun
qooc to, doo kon guo hung co tho unh hoong on don gu hung
trong hop dong vu tup qoun mou bun qooc to th unh hoong voc
ou chon dong ton tnh gu. 1um y chong, ngoo xout khuo nuo
cong tnh gu bung dong ton khu on dnh, ngooc u, ngoo nhup
l55
khuo u moon tnh gu thoo dong ton b mut gu.
Vo phoong phup dnh gu, tron y thoyot, hu bon thou
thoun dnh gu vuo thou thoun k kot thou thoun thouc trong tho
gun hop dong co hoo oc, houc tu tho dom thoc hon thunh
toun) toy thoo phoong phup tnh gu mu up dong cuc ou gu suo
cho thch hop: Cu co dnh, gu nh hout, gu troot, gu qo dnh
suo.
*Ca co dnh: Lu gu thou thoun kh ky kot vu khong thuy
do trong soot qou trnh thoc hon hop dong.
* Ca |ruo|: Lu gu thou thoun kh ky kot nhong suo do co
tho dooc doo chnh u noo xot thuy co so thuy do gu cou mut
hung tron th troong vuo tho dom guo hung.
* Ca d dong: Kh k kot thou thoun hop dong, gu co so
vu co cuo gu dooc qo dnh ro, toc u qo dnh ty trong nhong
khoun ch ph nho o nhoun, ch ph up dut, khuo huo, ch ph
mou ngoyon vut oo, ch ph ton oong, tong ton um phut, dong
tho con qo dnh phoong phup tnh troot gu so dooc up dong
trong tho gun thoc hon thou thoun hop dong.
* Ca qu dnh au: 1oc u gu xuc dnh trong qou trnh
thoc hon hop dong. Chung hun thoo thou thoun hu bon, gu co
tho dooc xuc dnh trooc kh guo mo choyon hung, tu mot dom
thoo so ou chon cou ngoo mou.
on cunh nhong phoong phup dnh gu, tu doo khoun
nuy cong noo ru moc gu, dooc xuc dnh trong qou trnh dum
phun co tnh don cuc yoo to gu cong bo, gu tnh toun, gum gu.
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S.3.7. ico kboan vc tbanb toan.
Do vo mou bun no du, voc thunh toun dooc qo dnh
toy tnh chut cou guo dch vu cuc qoun ho ch tru thoo mot trong
nhong tho thoc thunh toun suo: tl) thunh toun bung hung do
hung, t2) thunh toun oy nhom ch tchoyon ton), t3) thunh toun
bung soc, t4) thunh toun bung tn dong .... 1rong mou bun qooc
to, doo khoun thou thoun vo thunh toun co phoc tup hon, buo
gom cuc qo dnh vo: tl) Lou ton dooc so dong do thunh toun
tcorroncy o puymont) u ton cou nooc nuo: t2) 1ho hun thunh
toun co tho, t3) lhoong thoc thunh toun co tho tbung do hung,
ton mut, ong trooc, huy thong qou tn dong), t4)Hnh thoc thunh
toun tbung nho tho, tho tn dong tL/C), gh so topon uccoont),
bung soc tcourunco) huy ho phoo tb o oxchungo).
S.3.8. ico kboan vc dam bao tboc bicn tboa tboan:
1rong guo dch thoong mu no du, doo khoun nuy on
qoun don voc qo dnh cuc bon phup dum bum vut chut cho
voc thoc hon hop dong, buo gom cum co tho chup, buo dum tu
sun. 1rong mou bun qooc to, voc dum buo thoc hon hop dong
dooc cum kot trong cuc doo khoun vo buo hunh, khoo nu.
S.3.9. ico kboan vc giai qoyct cac tranb cbap bop dong.
Doo khoun nuy qo dnh 3 tbu) vun do co bun: tl) Xuc
dnh truch nhom thong buo cho nhuo bot vo ton do thoc hon
thou thoun hop dong, t2) 1hou thoun gu qoyot trunh chup tnoo
co) gou hu bon doo hnh thoc thoong oong, t3) trong troong
hop hu bon khong con khu nung to gu qoyot trunh chup, so cun
so cun thop cou trong tu vu qo dnh oon u so cho ch ph kom
tru vu ch ph trong tu tthoo thong o, u co o ngoo uy phu gunh
cho ch ph but duc d nuy).
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S.3.10. ico kboan tboa tboan kbac
S.4. ky tboat kct tboc dam pban kbi kbong dat dooc tboa
tboan:
Ngoo 1rong ooc co cuo Mot bun tuy khong um non
tong vo. Muc do tu mong moon, co kh don chuy bong, cho mot
cooc dum phun kot thoc trong thou thoun hop dong, muc do tu du
up dong cuc ky nung dum phun don moc hoo qou nhut, nhong
thoc to khong phu co cu g tu moon cong dut dooc. Ngou tro
nhong troong hop kh do phoong moon bon bun dum phun thunh
no gung co vo nghu, vu tu non bo dum phun, con co nhong
troong hop tu co gung no koo mu dum phun vun bo tuc. 1rong
nhong troong hop nho vuy, noo tu co thu do tm gu phup tch
coc, chou phu cuc co ho dum phun du hot.
S.4.1. Tbong bao cbo pba bcn kia bict ta da di bct ngoong
gioi ban.
Co nhong cooc dum phun koo du o tho mu chung d don
duo, don gun u v khong co bon nuo cho dou ru gu phup kot
thoc so ung ph tho gun vo ch. Vun do mot phun u o cho cu
hu bon doo cum thuy mon coong dou ru do ngh coo cong v
bot rung co o mot booc th do phoong u ton mot booc vu tho
u booc o u tro thunh vo nghu. Do phoong u top toc guy soc
op vu chnh do u tho dom tu don gun dong duy vu ru kho bun
dum phun.
Cuc nhu dum phun co knh nghom kh do don vo so bo
tu c ko o nu y thoo ng so do ng tho thou t boo c o coo co ng
trnkngshp, tong Anh co nghu u bon bo voc, o nou th d
xoong voc) kom thoo mot thong dop cho do phoong u tu du d
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hot ngoong go hun. Suo do, tu bo dum phun. Voc tu bo dum
phun so khon cho do phoong y thoc dooc ngoong go hun cho
do ho cou ho.
1rong troong hop do phoong buc bo booc o coo cong v
ho du hy vong nhum, co tho ho so on uc u vu tu so tho dooc kot
qou, co tho, o un dum phun suo vo ho.
S.4.2. o ngo cac giai pbap kbi dam pban bc tac:
Voc bo ngo cuc gu phup kh dum phun bo tuc co khuc
vo tho thout trnh buy trong 5.4.l kh tu vun con, tron o no vu
hunh dong, thong buo cho do phoong bot vo so qoun tum don
kot qou dum phun. o ngo cuc gu phup kh dum phun bo tuc co
nghu u: tu) 1u co tho no rung tu khong qoun tum to voc top toc
dum phun vo ho nou, tb) 1u do ngoon, tm mot gu phup ngoon
trosoorco utornutvo) khuc co tho cong cup cho tu sun phum/
dch vo thuy tho vu but duo dum phun vo ngoon mo, tc) 1u cho
bong tron cu hu sun, sun co vu sun mo, vu thong buo cho do
phoong co vu cu do phoong mo vo qoyot dnh cou tu. Nho vuy,
trong mot chong moc nuo do, bo ngo cuc gu phup dum phun co
nghu u choyon to dum phun song phoong sung dum phun du
phoong. Do co tho thunh cong kh up dong ky thout nuy, tu phu
duy nhunh toc do dum phun vo ngoon mo do nhunh chong d
don do ngh coo cong. Dong tho, tu co tho do bo tong cooc
dum phun vo ngoon bun duo do co tho tup trong vuo ngoon dum
phun mo. Vun do chon thout o duy u kh nuo tu thong buo cho
do phoong cou tu vo do tho cunh trunh cou ho. o v, noo tu du
phu dum phun vo ngoon mo, vo tum y, tu khong moon d don
thou thoun vo ngoon co vu do ngoon mo cot hong. Vu nou, phu
tnh don yoo to ngoon mo rot o, vu voc dou tu u vo vo con
ngou co, ko mu tu khong tm thuy co so dum buo nuo so dou tu
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don thou thoun. Cu phup tot nhut, v vuy, u ton nhunh don do
ngh chot to hu bon do phoong cou tu. Cuc booc top thoo u tl)
1hong buo cho ngoon mo vo do ngh chot cou ngoon co do thum
khuo, t2) 1uo co ho cho ngoon mo d don do ngh hop dong suo
kh thum khuo thong tn dum phun cou tu vo ngoon co, t3) 1hong
buo cho ngoon co bot vo do ngh hop dong cou ngoon mo mu tu
mo dut dooc, t4) 1u tho dom nuy, tu do cho do phoong duo
thuo hop dong vo tu.
S.4.3. Mo Iai dam pban trong tbc dicn
Kh dum phun do vo, cu tu ngho dooc to phu bon ku u
so m ung unh ong tdouonng sonco), nhong do chou hun u
duo chum hot cho tron vong mot thou thoun. Doo cun um u
guy mot kch thch ho snh dum phun bung cuch do cho phu
bon ku on ho u, mot mut bot dooc oo ho con qoun tum
nghom toc don cooc dum phun nou khong, mut khuc tuo cho tu
mot o tho chon ooc: tl) Ho u ngoo on ho u, v tho, t nhut
tron y thoyot, ho u ngoo qoun tum don voc dut thou thoun hon
tu, t2) 1u u ngoo co co ho chon tho gun vu du dom cho cooc
dum phun tro u. No cuch khuc, co kch thch nuy mot mut co
tuc dong go tho don vu tuo so cho dong.
1ho don u mot vun do to nh, Chostor Kurruss tl993: 65-
66) up oun rung, ngoo tu co toong ch co ngoo Chuo u mo
qoun tum nhoo to tho don con ngoo phoong 1uy th khong. Do
u mot so hoo um vo y. Ngoo My cong qoun tum don vun do
tho don nho but ky u, o but ky duo. Mot thou thoun thou thot
cho cong ty tmu nhu dum phun du don) chou hun du u thou
thot cho cu nhun unh tu/ ch tu. Nhong ngooc u noo cu nhun
nhu dum phun b mut tho don th duo cho thou thoun dut dooc u
co o cho cong ty, do vun u thot hu do u cum guc cuy dung.
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Chnh v vuy, khu nung mo u dum phun ch ton tu kh hu bon,
suo un dum phun thut bu, vun go tho don cho nhuo.
1rong thoc to, noo phut dong dum phun tro u khong co
tn hoo phun ho, trong kh tu vun moon dou dum phun don thou
thoun, tu co tho co nhong on ho chnh thoc hon, nho no choyon
troc top. So co hu khu nung: tl) lhu do phoong to cho vo y
do khong qoun tum don dum phun nou, t2) lhu do phoong ung
ngho y kon cou tu vu xom xot u y do dou don dum phun do vo.
Noo vuy, mot vong dum phun mo co tho dooc mo tro u vu co
khu nung d don thou thoun.
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ChuJng v
van hoa trong dam han thuJng mai
quoc te
Dum phun gou cuc do phoong trong cong mot non vun
hou von du u voc kho. 1rong dum phun thoong mu qooc to kh
cuc bon dum phun khuc nhuo vo chong toc, tong no, muo du, vo
cuc choun moc duo doc vu guo top, cong voc guo top - dum
phun cung tro non phoc tup vu kho khun hon.
Cu goc cou nhong phoc tup trong guo top - dum phun
qooc to chnh u vun hou. Vun hou o duy dooc hoo u tup hop cuc
thu do, so cum nhun, o co xo mu cong dong dun toc, qooc gu
cong chu xo, cong thoc hon mot cuch to dong hou. Vun hou u
tong tho kot hop gou cuc phop ong xo xu ho choun moc, phoong
phup to doy, thu do boo hon y ngh, to toong, tnh cum dooc co
u doong nhon trong phum v mot cong dong mu noo um tru so
b on un. Mot kh du dooc hnh thunh, vun hou co soc song rong
cou no, co tho troyon to do nuy sung do khuc vu tuo thunh troyon
thong. Co nhong troyon thong chong um non so toong dong cho
cu nhun ou ton bo nho tnh thun nhun vun, tnh thoong yoo
dong ou, tnh yoo dut nooc qoo hoong xo so, yoo no snh ru vu
noo doong mo con ngoo chong tu... Nhong troyon thong do
khon cho mo con ngoo kh booc qou bon go, don no dut
khuch qoo ngoo, vun co cum guc con ngoo tu ch khuc nhuo
vo tong no, muo du, con con tm th o duo cong nho nhuo. Song
noo ch co nho vuy, chong to khong dum dou vun hou thunh mot
choong moc on cho coon such nuy. Nhong khuc bot vo vun hou
guy tro ngu trong guo top - dum phun u mot thoc to.
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1.Nhung khac hict van hoa: phuong dong va phuong tay doi
chicu:
Doo khong non um trong kh bun vo vun hou u dou ru
hnh unh dnh kon vo vun hou. 1oy nhon, cong khong tho pho
nhun so ton tu khuch qoun cou hu nhom vun hou co bun tron tho
go: vun hou thoo cho nghu cu nhun tcou lhoong 1uy) vu vun
hou thoo cho nghu tup tho tcou lhoong Dong). Do choo hu
nhom vun hou nuy so gop tu nhun bot mot so cot moc vo vun
hou um co so cho nhong khuc bot trong phong cuch dum phun
thoong mu qooc to.
1.1. Cbo ngbia ca nban va cbo ngbia tap tbc
Cuc non vun hou thoo cho nghu cu nhun u cuc non vun
hou pho bon o cuc qooc gu nho My, Aostruu, Cunudu, Nov
Zouund, vu mot bo phun cou 1uy Ao. 1rong cuc non vun hou
nuy, moc too tup tho o thooc vuo moc too cu nhun vu con ngoo
cu nhun dooc co u don v hut nhun co bun cou xu ho. Con ngoo
cu nhun dooc khch o song to do, chun thoc, thung thun, doc up
ru qoyot dnh vu doc up hunh dong.
Cuc non vun hou thoo cho nghu tup tho u nhong non
vun hou pho bon o Chuo u, Dong Ao vu Chuo My Lutnh, no
moc too cu nhun cho so ch pho cou moc too tup tho. Cu dnh
vu no um voc dooc co u don v hut nhun co bun cou xu ho.
Song co nghu vo trong so hou hop, tnh khom ton, ch so u do
ho qoun trong cho mo thunh von xu ho. Cu nhun khong dooc
tuch mnh ru kho tup tho, khong dooc boc o doc up bun thun
nho trong vun hou cho nghu cu nhun.
lho hop vo cuc duc dom chong nhut cou hu nhom vun
hou noo tron, thunh von cou nhom vun hou thoo cho nghu cu
l63
nhun thoong tro hon trong phut mnh sung cho, con thunh von
cou nhom vun hou tup tho thoong tro hon o cuc no oc tup tho
nho cho tuo, dch vo. Vo mut tum y, voc nhun munh vuo tnh
hou hop trong cuc non vun hou thoo cho nghu tup tho khon
ngoo Chuo u nhuy cum hon vu tnh to trong to doy vu hunh dong
hon ngoo phoong 1uy. Ngoo Chuo u cho y don qoun ho nhoo
hon u cho y don hop dong trong kh ngoo phoong 1uy u cho y
don hop dong nhoo hon u ngh thoc xu guo.
1.2. Co cbc tang bac:
Dom muo chot tho hu trong do choo vun hou Dong-
1uy u tnh tung buc trong cuc mo qoun ho xu ho thooc vun hou
lhoong Dong. o duy co so phun bot ro Dong- 1uy, vo nhong
ngoo thooc vun hou phoong Dong nghong vo phu ton trong too
tuc, thum non, du v vu qoyon oc hon nhong thunh von cou
vun hou phoong 1uy. o qo mo qooc gu, doo nuy dooc tho hon
qou tnh thun do cuo trut to, ky coong trong cuc xu ho phoong
Dong. Vo mut ch so, cuc xu ho phoong Dong u nhong xu ho
cho unh hoong cou Khong 1o vu mot so nhu trot hoc phoong
Dong khuc, nhong ngoo cho rung ngoo tu snh ru von khong
bnh dung, con vou th u um vou, con su o chou u qoot u
du. Huo qou, cong khong bot non go duy u huo qou huy kot
qou u ngoo dun thooc vun hou phoong Dong co xo hoong nn
nhn, to kom cho trong phong cuch guo top xu ho thoo koo
mot doo nhn u chn doo unh ttoc ngo Vot Num). Cho do
phong kon lhoong Dong v tho co do co so do ton tu o tho trong
ch so lhoong Dong. 1rong cu co cho tung buc oun- 1hun-
lho- 1o, ngoo lhoong Dong du yon phun muy ngun num. Nuy
no tro thunh mot duo un vun hou tuc dong gun nho vo thoc on
con ngoo, do u so qoun tum don cho dong cou mnh trong thung
qoun ho too tuc, du v, qoyon oc ... trong guo top.
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1rong non vun hou phoong 1uy, do unh hoong cou nhong
doo kon ch so vu knh to xu ho ch pho tcuc hoc thoyot khu
sung vu cuc cooc d dun to Chuo Ao sung Chuo My to suo tho du
lhoc hong), ngoo tu co qoun nom: mo ngoo snh ru doo co
qoyon bnh dung. Du v, v tho, khong phu u yoo to ch pho
nung no trong guo top. 1rong boo duo gup top xoc vo cuc du
don cou phoong 1uy, cuc mon do cou Khong 1o qou kho co tho
chup nhun nhong v khuch khong cho qoy trooc Houng do bun
troo tnho tu du thuy kh xom phm 1o toong Loo go), huy nhong
ngoo no tho tong go tro bung no, go cho bung unh ttong
Anh: lt runs = 1ro mou tlt = no), nho trong mot cuo cou mong
cou ong no to, mot co do, kh to con bo.
1.3. Tnb ky Ioat va tboi gian ra qoyct d|nb
Khong gong nho o lhoong 1uy, no cuc thong o vun hou
cho phop cu nhun dooc to doy doc up, dooc phun buc dong
nghop, thum ch cu ong cho. Chuo u cho unh hoong suo suc cuc
ngoyon tuc cou Khong 1o vo 1rong- 1n- Lo- Nghu, nghu u
trong thunh, thoc hon tron von nghu vo, go ong tn cou mo
ngoo, ton trong nhong gu tr cou cong dong. 1rong guo top vu
dum phun thoong mu, yoo to nuy tuo ru so khuc bot trong qou
trnh ru qoyot dnh. 1rong dum phun, cuc do tuc Chuo u thoong
ru qoyot dnh chum v ho con phu tnh toun cho ky tCho bu
qounh mo num, ngoo bu num mo no- 1oc ngo Vot Num) houc
con cun tho gun do thum khuo y kon dong nghop ngou phong
dum phun, thum ch thum khuo y kon to tro so chnh cou cong ty
o chnh qooc cuch xu du dom dum phun co kh to hung vun
dum.
l65
1.4. Vai tro coa Cbnb pbo:
Do u nh hoo ng co u tnh tu p tho trong co cho vu n hou lhoong
Dong, Chnh pho cuc qooc gu Chuo u dong mot vu tro ho tro
phut tron rut on trong hout dong knh dounh no chong vu trong
dum phun thoong mu qooc to no rong, vo to cuch khong phu
ch nho mot co qoun doo pho mu con vo to cuch mot co qoun
gum sut. Chnh hon toong nuy du dun to cu go u upun lnc-
1ong Cong ty Nhut un. Chnh pho cuc nooc Snguporo, lndonosu,
Hun ooc cong dong vu tro ho tro toong to trong thunh cong
knh to cou cuc qooc gu nuy. o Vot Num, nhong thunh cong vo
knh to co dooc nho cong cooc do mo knh to trong hon mot
thup ky qou u nhong bung chong thoyot phoc vo vu tro cou
Chnh pho trong qoun y vu doo tot non knh to qooc dun.
1ut nhon o phoong 1uy, Chnh pho cong dong vu tro
doo pho thoong mu, nhong so cun thop cou Chnh pho thoong
b ngh ngo vu dom u nhong boc bo, 1hut tho v kh cuc tuc gu
cou coon Vot Num thoo hoong kong buy tVon nghon coo
phut tron qooc to Hurvurd) u dom cu boc bo rut duc tho vun
hou phoong 1uy cou ho kh ngh vo so cun thop cou Chnh pho
do soy don vo tnh hnh Vot Num. 1rongtho go knh dounh
My, cuo no 1o u du doncou Chnh pho. 1o don duy do gop
cuc bun u cuo no dou do mou mot tong coo. Cho nghu cu
nhun u cu goc vun hou cou tong coo do. No cho thuy thu do
bu xch so cun thop cou Chnh pho vuo knh dounh.
2. TRUNG QUOC:
Nhuc don 1rong ooc to trooc don nuy ngoo tu huy nhuc
don bu bo phun: 1rong ooc oc du ttoc Cong hou Nhun dun
1rong Hou), Hong Kong tthooc du, du dooc truo tru cho CHND
l66
1rong Hou trong thung 7/l997) vu Du Loun. Mot so phun chu
nho tho ch co y nghu bon go du y. Vo tong tho, cuc gu tr
vun hou ch pho bu phun unh tho nuy vun toong do thoun nhut.
Co dun cou bu phun unh tho nuy doo to huo u con chuo cou mot
do qooc vun hou co du, cou Khong 1o, ngoo ru do trooc Chou
Coso 55l num. tkogor Axto: l995). Kh dum phun vo ngoo
1rong ooc, nhong vun do vun hou doo duy dooc cuc nhu y
oun dum phun nhun munh:
2.1. Goanxi:
Counx, tong 1rong ooc, co nghu u qoun ho. Counx
u mot trong nhong yoo to cun bun cou xu ho 1rong ooc. Counx
buo hum mung oo nhong qoun ho rong chong ch pho vu rung
booc con ngoo cu nhun trong cong dong vo to toong, tnh cum,
vu nghu vo. Nhong qoun ho nuy co tho dooc xuy dong tron co so
rung booc vo gu toc, ngho nghop, houc tnh bun, dong non,
dong khou, dong oo ... Chong co y nghu khong ch u qoun ho
tnh cum don thoun mu u nhong co so do gop do nhuo kh cun.
1rong cooc song hung nguy, do u so oo ton cho nhuo trong hoong
o, v do, co qoun ho vo ngoo bun vo o rup hut co tho gop ngoo
tu mou vo do dung nguy cu kh vo hom, huy co qoun ho vo buc
sy co tho gop ngoo tu nhun dooc so chum soc y to tot hon to
chnh buc sy qoon bot do. Houc, kh mot ngoo ho hung huy bun
bo thun thot dung um voc trong mot co qoun co oy tn vu nhoo
duc qoyon duc o, ngoo tu co tho nho vu nhong ngoo ho hung
vu bun bo kh cun, v do, xn voc cho con chuo ho hung.
Khu nom gounx co tho do hoo do vo ngoo Chuo u
no chong, song khu nom nuy do kh kho hoo do vo ngoo
lhoong 1uy. Duy u tnh hoong dooc noo trong coon 1rong ooc:
So tuy guo top choo vun hou toun rck: l99l). ohn, mot nhun
l67
von ngou guo Aostruu du tong um voc tu uc Knh. Suo kh
mun nhom, ohn vo nooc. Muc do o Aostruu, ohn cong co rut
nhoo bun 1rong ooc, song unh vun nho nhong ngoo bun uc
Knh. V tho, ohn rut vo kh mot ngoo bun uc Knh vot tho buo
unh tu sup sung Aostruu. ohn khoo vo nhong ngoo bun 1rong
ooc dung o Aostruu doo do. Nhong khong muy, ngoo bun
uc Knh cou ohn u khong uy dooc th thoc vuo Aostru. Vu
ohn thuy thu do cou nhong ngoo bun 1rong ooc cou ohn
bong nhon b thuy do hun d. Chuc chun phu co doo g troc
truc gou unh vu ho, ohn bo ro vu khong hoo v suo cu.
Counx trong xu ho vun hou 1rong ooc u mot phum
tro qoun ho mung tnh muo suc toong thun toong u dum du, gop
nhuo kh cun,cho khong phu koo qoun ho co d co u, thoc
dong, ong co chun go th bu tho chu rooo. oun ho co d co
u tron thoc to ch u so do chuc. 1rong troong hop cou ohn tron
ku, thu do cou nhong ngoo bun 1rong ooc cou unh do vo unh
thuy do v ho ngh ohn co tho gop ngoo bun uc Knh cou unh
uy th thoc vuo Aostruu mu unh u khong gop. ohn du khong
um thoo ngoyon tuc ong xo dooc co u doong nhon thoo koo
Counx trong phop ong xo vun hou 1rong ooc.
2.2. Tbc dicn
1ho don, thoo cuch hoo nom nu, u hnh unh tch coc
cou mot cu nhun huy mot tup tho vo chnh bun thun ho. Chnh v
tho, tho don u mot phum tro y thoc vun hou mung dum du muo
suc cho qoun. Cu u tho don o no nuy chou hun du u tho don
o no khuc. Co nuh y oun guo top dum phun du thun rung dnh
nghu tho don th thut u kho, bo v kho mu co tho bot dch xuc
o tong no tong cho tho don chnh xuc buo hum nhong tho g, ch
bot rung tho don u mot yoo to trong guo top dum phun, toy rut
l68
qoun trong nhong u rut do b mut t!). Lu co ngoo thun rung hnh
nho trong cuc nghon coo vo guo top vun hou, ngoo tu ch nhun
munh tho don nho u not duc tho cou ch cuc non vun hou lhoong
Dong. 1u suo ngoo lhoong 1uy u b co u khong co hnh unh
tch coc vo chnh bun thun ho: Ngoo My, v do, cong co tho don
nho but ky u o duo.
Dong vuy, tho don co trong tut cu cuc non vun hou to
Dong sung 1uy, ch nhong tho hon cou tho don u khuc nhuo
thoo phun bo du vu vun hou. 1rong xu ho vun hou 1rong
ooc, tho don gun vo oy tn, unh hoong cou mot cu nhun, mot
tup tho thong qou gounx . oun rck tl99l: l29 - 30
)nhuc don mot troong hop tho don thoo nghu nuy. Mot tho ky
cong ty go thoo cho ong cho mot ngoo tho don 1rong ooct
mot ngoo bun cou co tu) don do muc mot so doong duy trong co
qoun cong ty. Kh buo gu thunh toun ngoo tho don du co tnh hu
gu xoong doo moc mut bung thunh toun thoc to, do thoo unh tho
don gu thch go tho don cho co bun tho k dung um voc tu
cong ty. Anh cho rung ong cho cong ty so khon ngo co tho k,
bun unh v du go y thoo dong ngoo, vo gu ro vu so dunh gu
cuo hoo qou vu so hoo bot cou co tho k. 1ho don thoo nghu
nuy buo hum mot cu g do thut mong munh, v no khong pho
thooc vuo cho tho cou tho don mu vuo khuch qoun ngoo khuc.
1rong troong hop v do ngoo tho don noo ngoo tho don um
voc qou kom, nhong u do ton tho uo qou cuo chung hun, th
choyon g so xuy ru cho ngoo go thoo: Chuc chun so mut tho
don v du go thoo nhum ngoo.
1ho don u mot yoo to guo top mung tnh xu ho. Con
ngoo trong cooc song guo top hung nguy cong nho guo top
dum phun thoong mu oon oon thum gu vuo qou trnh doy tr vu
truo nhun tho don trong kh guo dch. 1rong xu ho vun hou
l69
1rong ooc , khong phu co khon nhuo u truo tho don cho nhuo.
Dong u cho ngoo kho, khon ngootdo uy ong cong rut kho). Kh
dou ru o khon u do, cun trunh dou ngoo dooc khon vuo tnh
hoong kho xo, v phun buc o khon th khong moon mu chup
nhun o khon th u u khom nhu thoo qoun nom vun hou cou
ngoo 1rong ooc.
1ho don cong con u mot yoo to guo top dum phun mung
tnh cu nhun. Vo phoong don nuy, tho don gun nho dong nghu
vo dunh do tcu nhun) cou cho tho guo top dum phun. Mot
ngoo dooc co u co tho don kh dooc cong nhun u doc do, trong
thoc vu thung thun. No cuch khuc, tho don gun vo to cuch duo
doc cou ngoo guo top dum phun. 1rong ngoon to oo vo guo
top - dum phun qooc to, cuc vun do dot ot, mou chooc , ou gut,
gu do, tho hun trong dum phun thoong mu qooc to, cot do dut
dooc moc too o nhoun cho ch rong mnh dooc phum tro hou
trong cuc phun vo qoun ho gou guo top - dum phun vo duo doc
thoong mu. 1ho don, vo phoong don nuy, u mot cu g do houn
toun khong mong munh, houn toun pho thooc vuo cho tho guo
top, dum phun, vu ch b mut kh cho tho guo top- dum phunv
phum cuc too choun duo doc. 1oy vuy, mut tho don trong phum
v nuy thut rut kho uy u.
1rong xu ho vun hou 1rong ooc, tho don u cu thoong
dooc nhuc don cong khu. Chnh v tho, co nhu nghon coo cho
rung tho don o 1rong ooc mung tnh xu guo bon ngou thoong
ngou) hon u vun do thooc no tum thoong no) . Co nhong vun do
do vo ngoo phoong 1uy th gun vo nhun thoc duo doc tdong /
su), con o 1rong ooc gun vo tho don tvnh / nhoc). Dong buo
go vo tnh huy hoo y um um chum don tho don cou phu von
huy phu doun 1rong ooc. So mut tho don do u cu hon cou to
thun cho thoong vo dum phun.
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2.3. So knb trong doi voi ngooi cao tooi
Co o thunh du thunh qou qoon thooc vo ngoo Vot cuc
cuo thunh ngo co hnh thoc um thunh Hun - Vot : knh uo duc
tho , houc cuo thunh ngo thoun Vot : yoo tro th tro don nhu.
1rong gu th gu do too cho . Cong nho ngoo 1rong ooc, knh
trong ngoo gu u mot not vun hou troyon thong cou ngoo Vot.
1rong guo top - dum phun ngoo 1rong ooc xom too tuc u mot
yoo to qoyot dnh phong cuch ngon ngo, cuch xong ho mu ho so
chon. 1ru u , trong xu ho vun hou phoong 1uy too tuc khong
phu u yoo to qoun trong trong guo top dum phun. Nhong cuo
ho du ou nho ong/ bu num nuy buo nhoo too ro u: u cuo
ho khong co cu du v tuo so thun mut gun go trong guo top
dum phun o phoong 1uy.
Chong to ttuc gu ) du qoun sut thuy tron cuc toyon xo
don ngum o oston tHou K) co cuc hung gho gunh cho ngoo
gu dut o cho ton o nhut cho voc on xoong xo, nguy phu suo
boong u. Nhong cuc hung gho uy nhoo kh b bo trong thum
ch kh tron xo co ngoo gu. Khong u moon ngh mnh u gu vu
ngo vuo cho dunh cho ngoo gu. Hnh nho trong vun hou phoong
1uy, dum ngh vo ngoo khuc u du gu u doo qou phum thoong
, nhut u do vo pho no. 1rong tong Anh, ngoo tu du phu tuo ru
mot to trong tnh gou Mrs tbu) vu Mss tco), u Ms do tro hou
do toong. Chung dooc un tht un xo, cong dooc cuch go cho
ngoo tum ong!.
2.4 Nbong Ioo y kbac
Ngou nhong vun do tron, kh guo top - dum phun vo
ngoo 1rong ooc, cong cun oo y cuc doo suo duy:
Co hoo bot vo 1um guo tLuo guo/ Khong guo/ l hut
guo) u nhong ton guo du cum ro suo trong cooc song vun hou
l7l
1rong ooc to hung ngun num nuy vu vun con unh hoong munh
mo trong cooc song vun hou hon tu, nhut u o Hongkong vu Du
Loun. Kon thoc vo tum guo so gop y gu mot so ngh thoc vu
doc tn cou ngoo 1rong ooc trong choun b vu ton hunh dum
phun.
1rong xu guo , cu but tuy u co ch vun hou pho
bon. Song trong top xoc vo ngoo hon too, nhut u o Du Loun,
co tho num tuy phu, dong tuy tru boc tuy phu , dou on ngung
ngoc, dong tho ho co duo. Hong Kong du tong u trong tum
thoong mu qooc to, no co dun du t nhoo ngoo b qooc to
hou song mot co ch nho vuy vun dooc chuo don nong nhot v
no cho thuy so nhon mnh, knh trong vu nhu nhun cou tu.
Dong buo go but ngoo 1rong ooc phu to cho thung
thong. Kh to cho, ngoo 1rong ooc, nhut u ngoo 1rong ooc
oc du , thoong no doo nuy but ton houc voc nuy kho um.
Ngoo 1rong ooc toc du) co tho qoon vun hou u
vo tuy kh chuo mong huy chu tuy. 1u huy vo tuy dup u ho.
3. NHAT BAN
Nhut un u coong qooc knh to on tho hu tron tho go,
suo My vu u qooc gu dung co duo to on o Vot Num. Noo trong
phut tron knh to, Nhut un u mot hon toong doc duo, tuo non
cu mu cuc nhu phun tch knh to go u so ky doo Dong u, th
trong guo top dum phun, Nhut un cong co mot phong cuch
rong rut doc duo. lhong cuch guo top cou dum phun Nhut khuc
hun so vo nhong qooc gu ung gong gun go vo tum y vu du y
do vo Nhut un nho 1rong ooc, 1roo 1on, vu cung khuc xu so
vo phong cuch dum phun phoong 1uy. V vuy, trong nhong num
l72
vou qou, nhoo cong trnh nghon coo vo guo top choo vun hou
tcross-cotoro commoncuton) du do cup rut munh don hon toong
phong cuch guo top dum phun Nhut un.
3.1. Tatc Sbakai
1ong Nhut, Ta|c nghu u tho buc tron doo, Sha|a u xu
ho. 1uto Shuku u xu ho tung buc.
No chong cuc xu ho vun hou Chuo u doo u xu ho tung
buc. 1rong cuc xu ho do, hout dong guo top dum phun do ho
phu tnh don qoun ho tho buc. 1rong qoun ho guo top hung
nguy, qoun ho tho buc do cuc yoo to too tuc, du v, trnh do hoc
vun vu go tnh ch pho. 1rong dum phun thoong mu, yoo to ch
pho qoun ho tho buc u tum co cong ty, oy tn cu nhu dum phun
huy cou doun dum phun, houc qoun ho u u ngoo bun, u u
ngoo mou. 1rong dum phun, ngoo mou u ngoo co qoyon do
ho, khuch hung u thoong do, vu ngoo bun co thu do choo
ong ngoo mou.
1rong xu ho vun hou Nhut un, do con u qoun ho Oyubon-
Kobon tthuy tro). oun ho nuy co goc ro to tho phong kon cou
xu ho Nhut un tll85-l868). 1rong tong Nhut, oyu co nghu
u chu mo, vu ko co nghu u con, nhong oyubon-kobon
u com to ch qoun ho thuy tro, vu suo nuy no dooc dong do ch
qoun ho cho tho. Ngoo cho oc duo u ngoo duy voc cho tho, u
thuy. 1rong cuc cong ty Nhut hon nuy, ngoo tho cu, ngoo duy
voc vun u ngoo rut co oy tn, no mot cuo bung muy cuo cou
ngoo khuc. Mot koo qoun ho tung buc khuc u qoun ho Sumpu-
Kohu tthum non), trong do Sumpu u ngoo co thum non
cuo, Kohu u ngoo co thum non t hon. Sumpu ch buo knh
nghom cho Kohu vu dup u, Kohu bo qou nhong dom yoo cou
Sumpu.
l73
oun ho Sumpu- Kohu co kh koo du don cu do ngoo.
Cong gong nho qoun ho Oyubon- Kobon, Sumpu- Kohu u qoun
ho mu thunh cong huy thut bu cou cuc bon doo unh hoong don
phu bon ku, gun gong nho koo xuo chung ho u trong xu ho
vun hou Vot Num.
3.2. Amac
mac co nghu u dom boc un nhuo, toong thun toong u.
Amuo u nop song vun hou xout hon trong bo cunh ch so cou
mot xu ho dut chut ngoo dong, phu cong nhuo chu xo ngoon tu
ngoyon t o do cong ton tu. Nhu Nhut un hoc ngoo My Dunu
kovund tl985) kh so sunh vun hou Nhut un- phoong 1uy gu
thch: Amuo u mot khu nom vun hou khong tho dch troc top
sung tong Anh. Amuo co tho v nho tnh cum cho cho, buo dong
cou ngoo mo dunh cho con vu so buo vo tn toong cou ngoo con
dup u dunh cho ngoo mo. 1rong guo top hung nguy, boo hon
cou Amuo u thu do ou ngot cou ngoo Nhut vo nhuo vu so do
chong trooc nhong ngoo nooc ngou, nhong ngoo mu ho khong
co qoun ho Amuo. Amuo boo hon munh nhut trong cuc mo
qoun ho gu dnh, cong dong, cong ty. Chnh v Amuo mu ngoo
tu thoong huy no don mot koo hnh muo cong ty koo Nhut un,
hnh thoc cong ty no mo ngoo co nhuo nho thunh von mot gu
dnh. Vu thum ch cu Nhut un cong dooc ngoo tu go u mot
upun lnc. t1ong cong ty Nhut un)
1rong guo top vu dum phun, ngoo Nhut buo go cong co
gu doun xu guo um qoon, buy to mong moon hoo bot un
nhuo, qoun ho, um un uo du, cho khong d thung vuo voc nho
ngoo phoong 1uy. Cun nho thunh mot cong thoc dum phun thoo
koo Nhut un, do u dum phun qou bon gu doun: tl) gu doun
muo duo, um qoon, t2) Cu doun vuo voc dou tron co so hoo
l74
bot un nhuo, t3) gu doun thoyot phoc, t4) gu doun thou thoun,
ky kot. 1hum ch, trong guo top hung nguy, ngoo Nhut cong
khong vuo do thung. Mot ngoo Nhut sung hung xom moon cu
xong, unh tu cong but duo to nhong choyon khuc choyon moon
cu xong trooc kh booc vuo cho do chnh. Mot vu trot hoc ngon
ngo phoong 1uy du so dong thoc to vun hou nuy do thoyot mnh
vo phop to doy hnh xoun oc cou ngoo phoong Dong cou ho.
Amuo u mot bun suc vun hou co cu g do gun nho cu
nop un trong no, ngo trong hoong, do kho dooc ong tu xot
xu ong ngoo trong nop song vun hou Vot Num. Dong u, trong
guo top dum phun thoong mu, ngoo mou co o tho cou thoong
do dooc to do ou chon chut oong vu gu cu hung hou, dch vo
thoo nho mong moon. Nhong bon cunh cu to do uy u y thoc vo
Amuo, y thoc truch nhom ngum phu xom xot qoyon o, o nhoun
mu ngoo bun xong dooc hoong. Dum phun thoong mu thoo phong
cuch Amuo Nhut un v tho vo ngoyon tuc, khong mung muo suc
sut phut bung mo gu vu mo cuch.
3.3. Wa
Va, tong Nhut, co nghu u hou. Do go vu, trong guo
top dum phun, ngoo Nhut rut ngu to cho thung.
A u
Co hou
Ngoo Nhut co to l6 tmoo suo) cuch khooc to khong
do ng cho kho ng mu vu n co nghu u kho ng tohn Cruhum &
Yoshhro Suno: l9993). Doo duy u mot vu dun chong:
- chcc| | and do vha|cvcr can To c |cm |ra a
va c co gang hc| uc)
l75
- do ma, bc| af|cr dcung v|h m, cnor
cxccu|vc To c co gang hc| uc au |h |rao do vo cp cua
|o.
- |hn| abou| | To c u, ngh vc van dc na,)
- handc | |hc bc| can To c xu , van dc na,
bang hc| |ha nang cua mnh)
- | vcr, dffcu| Chu,cn na, |ho am)
- condcr | n a forvard oo|ng mancr. To c xcm
xc| van dc na, |hco huong nhn vc |uong a)
- ma|c an cffor| To c |hu xcm)
Cong nho Amuo, \u u mot gu tr vun hou dooc dunh gu
cuo trong xu ho Nhut. Ngoo tu dunh gu cuo so hou hop, co kh
u nn nhn, thoo koo cot suo cho kn tron bon doo, vo vo to
trong gu dnh tChong gan |h vo am anh; \cng cuo |um |m
rang: nh gan g) don ru ngou xu ho tLo no chang ma| |cn
mua; Lua o ma no cho vua ong nhau.) 1hum ch trong xong
dot y kon t\o| cau nhn a chn cau anh) nho trong xu ho vun
hou Vot Num.
A u
1rong guo top - dum phun, chnh cu y thoc vo \u cou
ngoo Nhut khon cuc nhu dum phun phoong 1uy thoong huy
thun phon vo so kho khun trong tho nhun thong tn phun ho to
phu Nhut. lhu Nhut hnh nho ch phun ho y kon suo kh do
dnh phun ho cho do phoong du dooc bun buc, thong nhut thou
mu trong no bo ho. Do vo cuc nhu dum phun phoong 1uy, so
khong co tn hoo phun ho toc tho to phu ngoo Nhut suo kh
l76
dum phun u dong nghu vo so to cho. Nhong nhoo kh so thut
khong hun u nho vuy.
Co nhong cu g do gun nho vun so kho duo nun trong
mo qoun ho guo top dum phun vo ngoo Nhut. Mot kh du co
qoun ho bun hung, ngoo Nhut moon co Nagai Tsokiai, tong
Nhut, Nugu u uo du, 1soku u qoun ho, tnh cum bun bo.
Nugu 1soku u mong moon qoun ho um un uo du.
3.4. Honnc va Tatamac
Nho tron du trnh buy, ngoo Nhut dunh gu cuo so hou
hop, co kh don moc khon ngoo guo top, nhu dum phun qooc
to sunh so kh dong trooc so chnh chun cou ngoo Nhut vun phu
to dut cuo ho da, a u chan |hanh ha, |huc u ch a buc man
|ho tDunu kovund, l985). Duo u Honnc tso thut bon trong)
vu duo u Tatcmac tso thut bon ngou) vu oo hu cu so thut do co
trong khop on nhuo khong. 1rong guo top vu dum phun vo
ngoo Nhut, ch bum uy Tatcmac tso thut bon ngou) tho th
khong do v cu chnh tu cun u Honnc tso thut bon trong) cou
cooc guo top dum phun.
A u
Honno
Duo u Honnc trong cuc phut ngon suo:
- Do no| hc|a|c |o cxprc ,our ovn opnon tDong
ngu buy to y kon rong cou bun).
- |cac drop b, m, houc an, |mc tko qou nhu to cho
but ky oc nuo cong dooc).
l77
1rong mot xu ho vun hou uy cho Hou um trong, ngoo
no ch no cu ngoo ngho thch ngho. uy to y kon rong: Co
dong thut u ngoo no moon ngho y kon rong: Vu o mo cou
mong cou ngoo Nhut tro qou nhu to cho but ky oc nuo cong
dooc) co dong u o mo: Co dong u oc nuo cong dooc:. 1hut ru
nhong phut ngon vou trch co cu g duy gong nho cuo Anh/ ch/
Ong/ u d duo duy: trong guo top vun hou ngoo Vot. Kh phut
ngon, ngoo no qoun tum don ngh thoc hon u no dong phut
ngon.
1oong to duo u Honnc trong cuc phut ngon suo:
- am |hc prcdcn| of a vcr, ma compan, t1o u cho
tch mot cong ty rut nho).
- hod a vcr, ngnfcan| po|on t1o go mot choc vo
rut nho).
- am no| vcr, confdcn| can do | t1o khong chuc um
u to co tho um dooc doo nuy).
- am urc can no| do |h ob vcr, vc t1o chuc chun
u to um voc nuy khong dooc thuo um).
A u
ko rung, khong tho cun co vuo nghu don cou cuc phut
ngon vou dun, nghu u cun co vuo cu vo ngon ngo dooc trnh
buy, dooc boc o nho mot 1utomuo, do xo y thong tn trong cuc
tnh hoong guo top, dum phun cuc phut ngon tron... 1hoo cuc
nhu Nhut un hoc, cuc phut ngon koo nuy co ngoon goc to so
khom nhoong, u not tnh cuch vun hou troyon thong cou ngoo
Nhut. Chong rut do guy hoo um nhut u kh ngoo ngho u ngoo
phoong 1uy, u ngoo co cuch guo top vun hou khuc hun, nhong
l78
ngoo co tho co nhong phut ngon koo nho: 1o co mot cong ty
rut on, 1o rut to huo vo...
3.S. Naniwabosbi
1ong Nhut, Nunvu u ton go co cou Osuku nguy nuy,
osh u gong no. Cuo so Htom Musohuru, thooc Du hoc Lotton
tVoong ooc Anh) gh gu thch khu nom nuy trong phoo thum
do nho suo: Nunvubosh u cum nhun vo gu tr tnh bun, so cun
nhuc vo duo y do d don qoyot dnh co kh guy thot hu cho cu
nhun mnh.
1rong dum phun, Nunvubosh u so tun tnh cong cup
thong tn cou ngoo bun. Ngoo bun moo tu ch tot cu ho co vu
doo ho cun do ngoo mou xom xot vu qoyot dnh. Ngoo bun
khong phun do, cong khong yoo cuo ngoo mou gu thch qoyot
dnh cou ho. ou trnh truo do thong tn houn toun u mot choo,
to ngoo bun don ngoo mou.
3.6. No Tataki ri
1ong Nhut, Ta|a| u go cuo dunh so , Ur u bun. ô
Ta|a| Ur u phoong thoc bun hung bung cuch noo gu thut cuo
ro bun vo gu hu hon nhoo. Duy u cuch thoc bun hung cou
nhong ngoo bun choo rong tron doong pho Nhut trooc ku non
duy con dooc go u phoong thoc bun choo. 1rong dum phun,
ngoo Nhut cong up dong phoong thoc bun choo trong dum phun
gu.
3.7. lsbin- Dcnsbin
hn- Dcnhn, trong tong Nhut, co nghu u guo top
l79
khong bung o, thoo nghu tch coc cou to nuy. Hoo mot cuch
don gun, lshn- Donshn co nghu u so m ung, nhong khong co
nghu u phun do.
3.8. Ncmawasbi
1ong Nhut, ^c u ro, \avah u von trong. Coc ro co
suo bon th cuy mo xunh too, u mot cuo thunh ngo cou ngoo
Nhut.
1rong dum phun, ngoo Nhut o trooc choyon gup go, thuo
oun y dnh cou mnh vo ngoo khuc. Cu don ru tron bun dum
phun co kh ch mung tnh tho toc, thong qou nhong g du dooc
thong nhut.
3.9. Sbinyo
1ong Nhut, Shn,o u so tn nhuo, gun root, ch tnh vo
nhuo vu ro nhuo d... dunh chon. 1hoo con so cong bo, ch ph
hung num cho vo vo nhuo nhot trong guo top vu dum phun o
Nhut chom to l,5% tong tho nhup qooc no tCNl) trong kh ch
ph cho qooc phong hung num ch too ton co 0,9% cou CNl
tohn Cruhum & Yoshhro Suno: l995). Cuo top - dum phun co
nhuo nhot, tung qou do boo o tnh thun u nop song vun hou xout
phut to mot xu ho trooc duy nghoo vo vut chut.
4. HOA kY
Hou Ky tton go duy do : Lo n ung Hou Ky , huy Ho p
cho ng qoo c Hou Ky ) u mo t qoo c gu tro , xou t thu n to ngoo n
go c thoo c du.
l80
Ngu y l2/l0/l942, nhu hu ng hu ngoo y Chrstophor
Coombos, nhun dunh ooc voong 1uy un Nhu, du dut chun
on Chuo My, no ong toong nhum u un Do. uy num suo, nhu
hung hu xo lorontno ton u Amorgo Vospocc du don cou song
Amuzon, Num My vu xuc mnh duy u mot chuo oc mo, cho
khong phu u un Do nho Chrstophor du um toong. Num l507,
cun co vuo nhun dnh cou Amorgo Vospocc, nhu du y ngoo
Doc Murtn \udsoonmooor du dut ton cho chuo oc mo dooc
phut hon u Amorcu t1hoo ton cou Amorgo). Vu cong ko to do,
qou trnh thooc du hou Chuo My but duo. Cuc coong qooc Chuo
Ao cunh trunh nhuo do do trong cong cooc toyon bo cho qoyon
unh tho vu thunh up cuc thooc du mo o Chuo My. Don coo tho
ky XVll, so phut tron cou cuc nooc to bun uc My du chum ngo
cho cooc chon trunh gunh doc up cou moo bu xo thooc du
thooc Anh o uc My. 1hung 7/l776, toyon ngon doc up cou
nooc My dooc thong qou vu num l783, Anh ky Hop ooc lurs,
chnh thoc cong nhun doc up cou My.
1o mot nooc cong hou tro too tgom l3 too bung kho
ngoyon), nguy nuy Hou Ky tro thunh mot qooc gu rong on gom
50 too bung, mot soo coong knh to tho go. Do u kot qou cou
qou trnh khu houng mo dut, mo rong bon go, phut tron knh
to cou chnh ngoo dun My cong thom nhong thoun o vo mut du
y cou nooc My tcuch xu cuc trong tum xong dot cou tho go). Suo
Du chon tho go tho Nhut, My no but on tro thunh mot gu nhu
guo, mot cho no cou cuc coong qooc thung trun Chuo Ao. Suo
Du chon tho go tho hu, My tro thunh qooc gu dong duo phoong
1uy vo knh to.
A u
Nhu troo pho My
Chuo Ao du phut hon ru cu g mo - nhu troo pho My.
l8l
Ong tu sung Chuo Ao vo to ton duy up, ong d do duy nhn
khup, mom ngum x gu. Ong gu con gu cho cuc v cong huo
khong xo dnh to. Ong sum thum, mou cuc boc hou, toong, such
hom, uo du, ngho thout dop nhut vu xuo nhut, mou ch do mu
mou. Ong nung do nhong ngoo boon bun ngho thout, nhong tuy
phu sun song so, nhong ton bp bom, nhong chun ngho sy, vu
nhong ko um gu nhong o mot doc trong do go mo. Ngoo tu vo
trunh bom hou ong, ron ong- nhong ong mou on. Nhoo kh ong
khong ngo ngoc tro con nho vo ngou, nhong don gun ch u ong
bun voc, u um qou nhoo ton, khong bot too ru suo, ch co y
nghu o mo vun mnh u cu g do cun phu mou kh co v trong
to. Do kh, nho luo Morgun, ong bot ro mnh mou cu g, do
kh khong bot. Lum oc, ong b ou. Nhong coo cong, do mou
dooc cong don My, vu nhoo do nho tho um tung so hoong tho
vu phoc o cou nhun dun.
No duy cong mo rong mot cuch u ong y nom My vo
cong uo vu ton. Nhong buc du co pho- toyot du du so doo cho
rung guo nho tho u chou do. kut nung dong trong cooc do um
ong, nhong kh du co ton, ho cong khong cho ngo yon mot cho
mu ngh ngo hoong uc. Dong ton khon ho duy dot, v noo
khong bot dooc but k doo g khuc nou th ho cong bot dooc ton
u qoyon oy. Ho snh ru nghoo kho, cho kop dun don. Nuy ho co
tho do ton ru mou cong huo cho con gu, noo ho moon, khong co
choc tooc qo phu nuo ho co tho mou cho bun thun. Nhong co
ton cong phu um g cho!.
tStophon onot tl898- l944), phong thoo bun dch cou
Hoo Ngoc, NX 1ho go, l995).
A u
Doun moo tu nhu troo pho My tron duy u cou nhu vun
My onot dooc nhoo ngoo cho u mot boc chun dong nhu troo
l82
pho My don hnh. Song, nhong hnh unh dnh kon vun hou
nhoo kh ch co gu tr thoong thoc nhoo hon u gu tr ong dong
trong hout dong thoc ton. Kho co tho co nhu troo pho, huy nhu
dum phun du don cho nhu troo pho nhoo ton don moc khong
bot too ru suo, ch co y ngh o mo vun mnh u cu g do kh co
v trong to. Chun dong nhu troo pho My thoo moo tu cou onot
qou u kho khuo qou, nguy ngo qou, ch bot too tho, chung
bot g, gong nho mo tp nhun vut ung mung trong tho Xoun
Doo trooc Cuch mung tCh bot yoo tho chung bot g). Nhong
yoo th con u dooc, con co moc dch, cho too thoo koo tru ton
cho cu koo vo trunh bom hou mnh th thut hot cho no.
1rong thoc to, to Du chon tho go un tho 2, nooc My du
tro thunh mot trong nhong qooc gu hung duo vo nghon coo knh
to vu qoun tr knh dounh. kong vo nghon coo dum phun thoong
mu qooc to, nhong thup ky coo cou tho ky XX, ngoo My co
nhoo thunh too mo. Ngoo My nghom toc nhn u mnh trong
mo qoun ho um un vo cuc do tuc cou ho. Doo duy, xn trnh
buy so ooc nhong rot knh nghom cou cuc nhu phoong phup,
chon ooc vu such ooc dum phun My thoo cuch nhn cou ho.
Cuc vun do dooc noo dou tron co so so sunh do choo cuch hunh
v vun hou trong houn cunh guo dch on vun hou, on qoyon o
vu on moc dch.
4.1. So kbao nbong ngbicn coo vc dam pban trong nbong nam
gan day o My.
4.1.1. Tbo tm mot Iy giai
Co tho no nhong thup ky coo cong cou tho ky XX du
chong kon so mo rong cou nhong nghon coo vo dum phun.
Ngoyon nhun cou so no ro uy co tho nhoo, nhong co tho dom ru
l83
mot so ngoyon nhun co bun du dun don hon trung nuy:
So kot thoc cou chon trunh unh tCod vur) du tuo ru
mot cu tho phuo nho nhom cho cuc go chnh tr vu knh dounh
von rut nhuy bon vo tho cooc. Ngoo tu doong nho vo o ru mot
doo khon khong qou nho, khoo khong qou o. Nhong ko to cho
mnh u munh cong to moon co mot trut to tho go tuo ru to so hou
gu cuc qoyon o xong dot thong qou dum phun cho khong phu
thoo koo ru onh, up dut. Khong tho dong song dun vu vo oc do
no choyon vo nhuo. 1ron qo mo toun cuo vu tong kho voc xout
hon xo tho uy do thou thuy cho do duo houc bon bu chon
troong thunh th troong.
Xo tho ho nhup, xo tho kho voc hou vu toun cuo hou
u xo tho chong cho mot tho go knh to mu khong co mot qooc
gu nuo ko cu My, gu khong o vo knh to, co tho ton tu mot cuch
houn toun doc up, khong cho but ky unh hoong nuo to bon
ngou. 1rong mo qoun ho knh to toong tuc do, dum phun tro
thunh cong co do tm kom gu phup xuy dong, trunh tuc dong
too coc houc phu hou cou houn cunh khuch qoun trong chong
moc co tho.
Xo tho choyon sung knh to th troong tron qo mo
toun cuo suo so sop do cou Lon Xo co vu so tun ru cou cuc non
knh to tup trong ko houch hou o Dong Ao um cho hout dong th
troong tron qo mo toun tho go tro non nhon nhp hon, sun snh
ru cuc mo qoun ho boon bun duy duc hon. 1rong cu th troong
rong on vu duy but truc do, nhu dounh nghop, o but ky tum co
nuo trong but ky nh voc nuo, cong doo cun dum phun, t ru u do
tm hoo do phoong, tm khu nung vu co ho o nhoun, noo khong
phu u do to du hou o nhoun.
So ky doo Dong A , thoo cuch no cou cuc nhu knh to
l84
hoc hon du, du dong gop vuo voc um no tro vu tro cou non
vun hou Chuo u no chong vu vun hou dounh nghop Chuo u no
rong vu co unh hoong don nho cuo nghon coo guo top vu dum
phun do vo cuc qooc gu thooc kho voc nuy. Du xout hon nhong
cong trnh nghon coo vu phun tch knh to no vung on tong no
cou Chuo u, mot tong no duy bun nh vu to tn, duy to huo vo
troyon thong vun hou uo do vu vo nhong thunh tch trong tung
troong knh to khon cho phoong 1uy khong tho xom thoong.
Xout phut to nhong ngoyon nhun tron, cuc cong trnh
nghon coo vo dum phun xout bun o My trong nhong thup ky vou
qou xouy qounh:
tl). Cuc vun do o bnh don y thoyot vo dum phun tron
mo phoong don, trong do co dum phun chnh tr vu dum phun
knh to thoong mu u nhong vun do thon chot,
t2). Cuc vun do vo ky thout dum phun tron mo phoong
don dooc nghon coo ton khu th don nghon coo khu th, choun
b dum phun, ton hunh dum phun, kot thoc dum phun, gu qoyot
cuc vun do suo dum phun,
t3). Cuc vun do knh nghom dum phun, o mo cup do, to
dum phun o moc so cup doo nhong nhun do ngo nghnh nho:
Hoong dun dum phun cho nhong ko du kho don nhong cong
trnh tum co dong um tu oo gung duy o khou knh dounh cou
cuc troong Du hoc on tnho Hurvurd, Ml1),
t4). Cuc vun do qoun ho gou dum phun vo out, vo duo
doc knh dounh, vo thum vong cu nhun vu vo cuc phoc o xu
ho khuc bot trong cuc xu ho khuc nhuo,
t5). Cuc vun do thooc phum chut, nung oc, to cuch vu do
tn cuy cou cu nhun cuc nhu dum phun.
l85
4.1.2. Do an dam pban Harvard
Do un dum phun Hurvurd u mot do un nghon coo cou
Hurvurd |nvorsty nhum vuo cuc vun do dum phun, phut tron
vu troyon bu cuc phoong phup cuch tun vo dum phun vu hou gu
tModuton). No u mot bo phun cou choong trnh dum phun, mot
to hop nghon coo to vun cou cuc hoc gu du hoc Hurvurd, Ml1
tVon Cong ngho Musuchosottos) vu nhong no khuc. Cuc hout
dong cou do un buo gom:
tl). Xuy dong y thoyot vo dum phun,
t2). Cuo doc vu duo tuo vo dum phun,
t3). Xout bun cuc nghon coo vo dum phun,
t4). Nghon coo thoc du vo dum phun,
t5). Cong tuc nghon coo vo dum phun,
Co nhong cong trnh thooc do un nuy du dooc dch sung
tong Vot, v do Do dut dooc thou thoun- 1hoong oong thunh
cong mu khong thou thot cou kogor lshor & \um |ry tbun
dch cou NX thunh pho Ho Ch Mnh, l994). Cong trnh nuy du
dooc xout bun vo so oong tron 2 troo bun, bung l8 tho tong
khuc nhuo tron tho go.
4.2. Nbong gia tr| van boa My:
Doo duy, mot so duc trong gu tr vun hou My co unh
hoong don dum phun dooc do cup thoo tnh thun ot mnh u
mnh, bot ngoo u thong, bot mnh, bot ngoo u coong tChum
ngon co 1rong ooc).
l86
4.2.1. Van boa Noi bam
1rong co cuo dun co cou My, 83% u ngoo du trung, l2%
u du don vu 5% u ngoo u du vung. Khuch don My thoong nguc
nhon vo so du dung vo muo du cou co dun dut nooc nuy, con
ngoo My co duy u doo doong nhon. Ch cun qou vu tho ho,
nhong phong toc tup qoun cou co qooc mu ngoo dun nhup co
mung don My so b nnh nho trong cu No hum vun hou My.
Cu chut mo dooc tuo ru dooc nhu vun My v du Murk 1vun ch
ru kh so sunh kh chut ngoo Anh vo kh chut ngoo My. Ong
moo tu ngoo Anh u Ngoo um mot cu g do v voc do du co
ngoo um ro con ngoo My u ngoo Lum mot cu g do v voc
do chou co u um. Ngoo My thch tho soc vo cu mo v tn
rung cu mo hon u cu tot hon. Vo to cuch mot dun toc hnh
thunh to cuc oong nhup co koo du trong soot ch so My to nuy,
ngoo My dooc thou nhun co tnh thun ton phong. 1rong tho ky
XlX, tnh thun nuy so soc trong cuc cooc sun tm vung vu khu
phu dut houng mon 1uy. Khut vong tm mot cooc song mo u
mot duc dom vun hou no but trong tum hon ngoo My. 1hoo con
so thong ko gh nhun dooc, mot ngoo My trong bnh thuy do cho
o l4 un trong do, do cuc y do tuch ho, choyon voc, o bu houc
phut on vo knh to, chnh tr. Nhoo kh y do ch u tnh phoo
oo houc thuy do, tm kh huo thch hop cho bun thun.
4.2.2. Ngbi tbang
1hoo oo \uuco vu Cuo Motcu tl995) th to doy duc
trong thoo phong cuch My u to doy o gc toyon tnh, thoo do tut
cu mo tho tron do doo co ngoyon nhun co tho khum phu ru
dooc. No cuch khuc, mo tho khong to nhon xuy ru vu doo u kot
qou cou mot cu g do, to A guy ru dun don C, vu nhong tho nuy
phu dooc mnh chong bung cuc co so thong so do oo co tho.
l87
Nhu dum phun My ngo bon bun dum phun co do phoong
u ong thuy ru do kon do ho gu dum phun. Nhong bu toun co
do oo bung cum guc, nh cum, thoo co so xuc thoc u nhong
bu toun vo y, huy t ru cong u vo nghom do vo nhu dum phun
My. Nhu dum phun My thoong cum thuy kho cho trooc nhong to
doy mu ho cho u ro ru m, mo ng ong, kho ng tu p trong vu o
vu n do cu n gu qoyo t vu tu n mu n, co kh u c do . Nho mo t ho c
snh do c u p u m bu , nhu du m phu n My moo n co co so do o o
du y do , soy ngh tro n nho ng do ko n do , to mnh tm ru du p so
co u bu tou n vu qoyo t dnh hu bo t, do ng khong ko t qou trong ky
ko t ho p do ng.
4.2.3. Noi tbang
lhun on mo ngoo doo cho rung no thung u mot doc
tnh tot, nhong oc nuo cong u doo chou hun du u tot trong cuc
non vun hou trong qoun ho tung buc. 1oo choun vun hou My cho
rung no thung oon oon u tot, vu too choun nuy cho phop con
cu trunh oun vo bo mo, hoc tro co tho buc y kon cou thuy,
ngoo um cu u ong cho kh y kon cou ong cho khong dong.
Nghu u, ngoo My khong b rung booc bo qoun ho tung buc
trong don dut y kon, tnh cum cou mnh.
4.2.4 . Canb tranb
Cuc nhu phun tch vun hou cho rung cu no thung trong
tnh cuch My cong co ngoon goc cou no: Do u bun chut thch
cunh trunh cou ngoo My. Cunh trunh tut nhon co khu cunh tot
cou no trong thoc duy vu khch o mo ngoo co gung hot soc mnh
trong knh dounh cong nho trong cooc song. Nhong khut vong
moon voot on ngoo khuc tbung mo gu) do xo duy ngoo tu vuo
cho vo tum.
l88
4.2.S. Tnb doc Iap:
Cuc thunh von cou non vun hou My dooc khch o to
trong nhu troong o to doy doc up. Noo tu ho mot pho hoynh
My ho moon con cu ho so um g o troong, ho so tru o du ou:
1o moon chuo bot doc up soy ngh. , houc 1o moon chuo
hoc do suo nuy bot to ru qoyot dnh, bot to dong on buo vo nom
tn, vu co khu nung doong duo vo nhong thuch thoc cou cooc
song hon du. Khuc vo phong cuch guo doc My, phong cuch
guo doc co troyon phoong Dong trong voc gh nho kon thoc,
trong tnh cun co chum ch vu du tuo ru nhong nhu dounh nghop
suo nuy co tr nho tot, bot chum cho ung ngho, bot tong kot,
num but vun do runh much don tun tong ch tot nho, bot cun
thun vu thun trong trong hunh dong. Mot nhun dnh khu qout
nho tho khong co nghu My khong co ngoo chum ch, o phoong
Dong khong co ngoo sung tuo, mu ch co y nghu unh hoong cou
guo doc co ch pho phun nuo cuch ngh cou cuc nhu dum phun
vo to cuch u nhong cu nhun co tho, con do cou mot non vun hou
co tho, mot non guo doc co tho.
4.2.6. Van boa bicn coong
1nh doc up cou ngoo My thoong dooc gu thch nho u
d sun cou non vun hou bon coong trontor). Vong bon coong
cuch nuy hon tho ky u vong dut mon 1uy dun co thou thot, duy
nhong cunh rong houng, nhong ngon thuc no ngoo dun d co ch
co o mon cou ngoo du do ch o. 1hon nhon khuc nghot vu
cooc vut on do snh ton tuo cho ngoo dun d co nhong phum
chut nho tnh choong co bup, to oc, dong cum, dum um, phoo
oo, gunh dou, suy ngho n thu nh du t. Cu c coo c su n vu ng o
Cuornu, sun buc o Montunu, mo mung dut mo mon bon coong
phu 1uy du tuo ru buo cot troyon cho buo cooc phoo oo don nuy
vun con um nguy ngut tr toong toong cou ngoo My.
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4.2.7. Cbo ngbia ca nban.
Mot gu tr qoun trong cou vun hou bon coong u cho
nghu cu nhun. 1rong houn cunh bon coong tho khu houng mo
dut cuch nuy hon tho ky, con ngoo mot mnh tong hounh, do
don vo tho thuch, do dou vu to tm phoong thoc tuo ru chon
thung cho chnh mnh. Hnh unh cou ngoo hong bon coong
dooc don unh My dou thunh hoyon thou trong nhun vut ohn
\uyno. Cu ton ohn \uyno nuy du tro thunh boo trong cho cho
nghu unh hong cu nhun koo My. D sun cou cho nghu cu nhun
khon cuc thunh von cou non vun hou nuy ngh mnh u doc duo,
u mot con ngoo rong, khong thoo mot hnh muo tup tho nuo,
khong gong but ky u, trong kh tron thoc to tut cu nhong ngoo
My doong nhon doo co nhong toong dong.
1rong tho go knh dounh My, co hu to qoun trong: 1o
nhun tprvuto) vu o nhoun tprot). 1hoong troong u chon troong
tNooc My khong phu thon doong, nooc My cong khong phu du
ngoc. Nooc My u no qoun duo gou cuc cu nhun thoo doo cuc
moc too vu y toong o nhoun khuc nhuo). Cho nghu cu nhun
cong ch pho tum tho knh dounh cou ngoo My. 1rong tho go
knh dounh My, oon co so ngh ngo vuo vu tro cun thop cou
Chnh pho vuo knh dounh. Ngoo My tn rung so ton tu cou
Chnh pho ch u do buo vo to do cu nhun cou ho.
4.2.8. Qoy tboi gian.
1orsky tl990) du vot vo tnh dong go, tnh qoy tho gun
cou ngoo My doo mot too do khu hup dun Nhunh on! Nhunh
on! Nhunh on!. Huy dong go, 1ho gun u vung buc, Dong
ung ph tho gun, 1ho gun khong cho do u u nhong thunh
ngo ngoo My yoo thch, phun unh tnh sut suo vo tho gun vu
hoo qou cong voc cou ngoo My. Vo nhong doc tnh nho vuy,
l90
ho tuo ru cho mnh mot khong kh vu nhp do um voc khun
troong, vuo voc nguy, gu qoyot vun do nhunh. 1oy vuy, nhong
nghon coo so sunh phoong phup um voc Dong - 1uy cong ch
ru rung ngoo My ru qoyot dnh nhunh nhong thoc hon qoyot
dnh, nghu u tron khu do un chum. Ngooc u, ngoo Nhut
chum trong kh ru qoyot dnh nhong mot kh du ru qoyot dnh th
voc tron khu do un u nhunh.
4.2.9. Ngbi tboc xa giao
Cong nho trong nhoo non vun hou khuc, ngoo My so
dong trong guo top dum phun nhoo com to mung tnh ngh thoc
xu guo tChong tu so u gup nhuo / Hon gup nhuo suo/ Loc nuo do
chong tu cong d toc trou... ). Nhong com to mung tnh xu guo
ch nhum gop voc guo top cho tro chuy. Khong non co do u
choyon thut.
Ngoo tu cong thoong ngho thuy hu com to ngoo My huy
no Lxcoso mo tXn o) vu 1hunk yoo tCum on). Xn o
dooc dong kh ngoo xn o phum vong khong gun cu nhun
xong qounh ngoo khuc. Kh mot ngoo don qou gun ngoo khuc,
houc dong phu ngoo khuc trong dum dong, ngoo uy no xn
o. Xn o v ho du v phum khong gun cu nhun, thum ch vu
chum, nhong doo vun hou khong cho phop, nhong cong do boo
th v phum cou ho u khong co y. Ngoo My cong huy dong
Lxcoso mo kh um phon ngoo khuc. Ho so no Lxcoso mo
kh ho moon dut cuo ho, kh chon vuo trong thuo oun...
So vo ngoo u, th ngoo My doong nho huy dong com to
1hunk yoo tCum on) hon. Duy co o u com to mung tnh ngh
thoc xu guo dooc so dong pho bon nhut trong von to vong hung
nguy cou but ky mot ngoo My ch so nuo. Cum on ch u phoong
thoc boo thu do o ch thop vo but ky u, cho khong hun u thu
l9l
do to ong bot on nho mot nghu vo tnh cum. Nhu dum phun My
so no 1hunk yoo kh co u do d trooc nhoong o houc go cou
to dong gop cho ong tu/ bu tuvuo phong dum phun houc kh
nhun von top tun mung to cho ong tu/ bu tu mot tru.
Ngoo My cong no 1hunk yoo kh moon gum y thoc
vo nghu vo cou ho trong qoun ho hung nguy houc trong qoun ho
um un. Ho khong moon b voong vun vo cu cum guc u con
mot mon no cun phu tru vu nhoo kh gou hu ngoo My, mot
cuo cum on chun thunh co nho u tru xong. Doo nuy co vo nho
khong on um trong nhong non vun hou khuc, song phung thoc so
duy, nhong mu suo co tho tru no bung mot cuo cum on:
1rong nhoo non vun hou, nhn thung vuo nhuo u co ch
mung tnh thuch do. Ngoo tu trunh nhn thung vuo mut nhuo kh
truo do, nhut u do vo ngoo tron. Song ngoo My kh gup co ch
toong to ttrunh nhn thung) th ho u cho rung ngoo dung guo
top vo ho dung cho guo doo g do, houc ngoo do thoo thut thu
houc thoo to tn. Ngoo My trong co ch guo top bung mut toyo
contuct), mo un nhn cho phop to 5 don 7 guy, uo hon u
thunh so uo yom qou, nhut u do vo ngoo pho no. Doy tr guo
top bung mut ttrong khoung tho gun ngut doun) cho phop tuo
cho ngoo no/ ngoo ngho u ngoo My co cum guc ngoo guo
top/ dum phun vo ho u ngoo chun thunh, qoun tum don vun do
vu to tn.
4.2.10. An oong ticc tong.
1u cuc cooc dum phun, ngoo My huy co bou un cong
tuc, co tho u sung t7-9 go sung) , houc trou tl2- l3 go) houc to
tl9- 2l go). Cuc bou un cong tuc tbossnoss mous) thoong dooc
to choc o cuc khuch sun houc nhu hung pho hop vu ngoo tu co
tho thuo oun cong voc trong kh un. 1rong kh thuo oun knh
l92
dounh, co tho un mun sung cuc vun do xu ho ngou o. Vun do u
kh dooc mo khuch non don dong go.
Do kh khuch dooc mo don nhu rong, thoong u vuo bou
to, koo du khoung l9 don22 go. Khuch non don som hon tho
gun trong guy mo to 5 don l5 phot. Noo don chum hon tho
gun trong guy mo, non don thou cho cho nhun bot kh nuo th
khuch co tho don. 1ho gun ru vo houn toun u do khuch nhong
non u suo kh du un oong , oong cu pho vu no choyon do chot.
Kh thuy vu ngoo khuch du uc duc dong on choun b ru vo, noo
tu trong dum thoc khuch th non nhun co ho do mu rot thoo, noo
tu moon. Dong um ngoo duo ton cong dong um ngoo coo
cong ro kho bou toc .
1oc dong u hnh thoc toc toong do pho bon trong guo
top knh dounh o My. Moc dch cou no u tuo doo kon cho thoc
khuch gup go, no choyon, um qoon vo nhuo vu vo nhoo ngoo.
1hoc khuch d vong qounh, thoo ngoyon tuc hout dong mung.
oy tuc co bun u tm vu no choyon vo ngoo tu co cum guc
thch no choyon cong. A u cong co tho no choyon vo but k u.
1hoc khuch co tho qouy vuo mot nhom houc ro ru cho khuc tm
ngoo no choyon. Cho do cuo choyon thoong u nho nhung, num
trong qoun tum chong cou mo ngoo tgu dnh, ngho nghop, tho
thuo) houc cuc vun do tho so tknh to ,chnh tr)
4.2.11 Qoa cap
Khong co qoy dnh co tho nuo vo qou cup trong thong o
vun hou My, nhong nhn chong th ngoo My t tung qou cho
nhuo hon ngoo chuo u. lhun on qou tung, trong cooc song hung
nguy u cho bun thun houc ho hung. 1rong tung qou khong co
thong o co d co u. Dong boon noo kh tu tung qou mu khong
l93
nhun dooc qou tung u. Kh nhun qou ngoo My thoong mo nguy
vu phut boo cum toong vo mon qou kom thoo o cum on, houc
noo o xu ho cong thoong co muy o qou tho. Ngoo chuo u thoong
huy tung qou do tung coong qoun ho. Ngoo My khong co thong
o uy, ho tung qou ch don thoun v thuy mon qou uy num trong so
thch cou mot ngoo mu ho qoun tum. Kh dooc mo don nhu
rong ngoo My thoong mung thoo mot mon qou, v do, chu rooo
houc mot bo hou houc chot bunh koo, toy tong do toong.
Co knh dounh My do kh tung qou khong v cu g
ngou do qoung cuo. Ho khong qoun nom qou cup u tho vut chut
nhum gop thut chut qoun ho . Ngooc u ho cho rung khong cun
co qoun ho chut cho vo tnh cum ngoo tu vun co tho um un
thoun boom xoo go vo nhuo, cun g phu thoong xoyon qou cup:
nhoo cong ty My co chnh such ro rung cum tung houc nhun
nhong mon qou voot qou nhong go hun nhut dnh. Nhong mon
qou co gu tr on thoong b ngh ngo u phoong ton do dot ot
bun hung houc do tuc knh dounh. y thoc vo voc nuy so gop
trunh nhong hoo um khong cun thot co tho xuy ru trong kh truo
tung houc tung qou.
A u
Nhong o thun o Hurvurd bosnoss schoo
O Hurvurd osnoss Schoo, mot trong tum duo tuo cuc
nhu dounh nghop on cou My, ngoo tu thou nhun guo top dum
phun u hu mut thong nhut cou mot vun do. Chong qoy dnh un
nhuo. Do unh hoong cou qou kho khu houng, mo dut o My, cuc
nhu dum phun My don bun dum phun thoong vo thu do dooc
un cu , ngu vo khong tu do- or- do utttodo). 1rong mot tho go
knh to du dung nho tho go hon nuy, mot thu do koo nho vuy
u mum mong cou thut bu. Ch bung cuch nhun ru nhong hun
l94
cho cou mnh vu hoc ho thom vo cuc non vun hou khuc vu cuc
phong cuch dum phun trong cuc non vun hou do, ngoo My mo
co hy vong cu thon dooc thung o.
Nhong duc dom cou phong cuch guo top dum phun
thoo koo My doo duy dooc rot ru to nhong nghon coo too boo
u: tl) Ho cuc nhu dum phun nooc ngou: Xn dong nhum mut
bop co, t2) Dum phun vo mot khuch hung mu tu khong tho o, t3)
Dum phun vo cuc Chnh pho thooc tho go tho bu, nhong nghon
coo du dooc ou chon dou vuo choong trnh gung duy o Hurvurd
osnoss Schoo
1. Hay dc no cbo toi:
Cuc nhu dum phun My oon ngh ho co tho um cho mo
tnh hoong. on tuy Nhut un th du u cu g do vo mot ngoo
My. 1o khong cun tro y. 1o to co tho dun xop do d don moc
dch cou to vu cong ty. Do u cu trot y koo My. 1rong kh do,
thou kom vo so oong doun von, u don thoong doc mu u mot
but o trong but ky tnh hoong nuo.
2. Xin co goi toi Ia )obn
Ngoo My khong thch khuch suo. Vu ho dnh dom cu
to do cou mnh do up dut cho ngoo khuc. 1rong guo top dum
phun, ho bo hot tooc hoo, du v vu nhong tho toc khong cun
thot nho go thoo du dong. Kot qou u ch mo mnh ho cum
thuy thou mu con ngoo khuc th khong.
3. Xin bo qoa cbo cai ngoai ngo coa toi
Ngoo My co tong Anh u qooc to ngo. Dong vuy, ho d
duo, no vo u con hoo non khong cun go ngou ngo. ounh
bun dum phun, phu doun nooc khuc so dong phon dch thum
l95
ch cu kh ho co tho um voc bung tong Anh khong cun phon
dch. Kh phon dch no, nhu dum phun My qouy sung ngoo
phon dch. lhu do phoong co hun mot o tho do qoun sut phun
ong cou nhu dum phun My. Kh nhu dum phun My no, do phoong
co gup do oong tho gun do choun b tru o.
4. Can pbai tbam kbao y kicn o nba.
Ngoo My rut to huo vo bun thun ho co duy do qoyon oc
vu qoyot dnh mo tho. Ngoo hong don unh My tohn \uyno)
huy tuy hu song, xong vuo no um choong ngun trong, chung
phu xn phop u, mu ch thuy toun chon thung. 1rong kh do, o
cuc non vun hou khuc, thum qoyon hun cho u mot ngon dum
phun. Do d don thou thoun, ngu khong nhong ch phu thoyot
phoc to, mu con phu thoyot phoc cu xop cou to, o cuch duy
5000 dum.
S. Nbap dc ngay di cbo
Ngoo My khong thch vong vo, um g cong d thung nguy
vuo vun do. Khuc hun, o cuc nooc Chuo u, dum phun buo go
cong tru qou cuc booc : tl) Xu guo tNon-tusk soondng), t2) 1ruo
do thong tn cong voc ttusk - routod oxchungo o normuton),
t3) 1hoyot phoc tporsouson) vu t4) Nhoong bo vu thou thoun
tConssossons & Agroomont).
6. Hay Iat ngoa con bai
Ngoo My khong thch so m ung trong dum phun vu tho
u co co khoung trong trong dum phun u ho no. 1rong kh do, o
cuc nooc Chuo u, nho Nhut, nguy trong guo top hung nguy ngoo
tu cong co so m ung. Cho bu qounh mo num, ngoo bu num
mo no.
l96
8. ong co bao gio to cboi
Ngoo My dooc guo doc to bo tnh thun khong bo cooc,
phu ton on, phu thung. Vu tho u ho co bun dum phun u no
ho oon phu thung. Cong nho mot cooc cho, cooc dum phun
phu co mot kot thoc co tho, do u thou thoun qoy dnh phun o
nhoo hon cho ngoo My. Nhong trong thoc to, o nhoo nooc, bun
dum phun u no chu xo so hop tuc um un uo du, tut cu doo
thung, doo co o.
9. ooc dao xao day.
Ngoo My top cun cuc vun do dum phun thoo toun to, du
ou tu bun thou thoun so oong, suo do so bun vo gu. 1rong
dum phun o My, thou thoun coo cong v tho u tong nhoong bo
vo cuc vun do rong o. 1rong kh do o cuc nooc, duc bot o cuc
non vun hou Von Dong, kho co tho tm thuy cu phong cuch
dooc duo xuo duy koo My, thou thoun ch don o dom coo cou
cooc dum phun.
10. Tboa tboan Ia tboa tboan
Ngoo My ton trong thou thoun, du thou thoun u um but
ko houn cunh. 1rong kh do o nhoo no tron tho go, to cho yoo
cuo cou ngoo khuc u mut ch so. Cu ngoo My toong u cum kot
thut ru ch u mot cooc do thou thun thon.
11. Ta day dao pbai rang ai dao ma
1nh cuch cou ohn \uyno u tho, trong hunh dong. ut
ko tnh hoong nuy ohn \uyno cong u con ngoo hunh dong vu
thung thun. Hunh dong cou ohn \uyno u nhut qoun vu do doun
dooc. Vu cuc nhu dum phun ngoo My mung tnh cuch nuy vuo
bun dum phun. 1rong dum phun thoong mu qooc to, rut toc, so
cong nhuc co kh u su um chot ngoo.
l97
ChuJng v
Bam han thuJng mai J viet ham
trong nhung nam doi mJi
1. a m pha n thuong ma i o Vic t Nam trong tho i ki tic n
do i mo i:
1rooc tho ky do mo, non knh to Vot Num houn toun
mung tnh tup trong, kot houch hou trong do Nhu nooc num go
toun bo phoong ton sun xout vu phun pho cuc ch too chut
oong vu sun oong cho cuc don v sun xout thooc so hoo Nhu
nooc. Non nong nghop hop tuc hou dooc co u co so tuo gu tr
thung do cho xu ho do phut tron cong nghop nung. Cuc dch vo
dooc co u ph sun xout vu hout dong thoong mu ngou qooc
dounh b co u hout dong cho don. 1rong doo kon knh to nho
vuy, gu cu huo nho khong co y nghu g tbun ro nho cho), ngou
cuc choc nung phoc vo cho cong tuc kot toun.
1rong kho voc cong nghop, cuc x nghop dooc guo ch
too vu vut to cun thot cho sun xout. Ngun hung dong vu tro tho
dong cup von thoo qo dnh cu ko houch. Noo cuc x nghop b
thou o do bun hung thoo gu qo dnh cho qoun tchu thunh cuc
ou gu nho gu cong cup/ gu phun pho) th cuc x nghop u
dooc bo o bung cuc khoun tn dong tro cup von do doy tr sun
xout. Cuc x nghop houn toun yon tum khong phu tru o cuc cuo
ho sun xout cu g:, sun xout nho tho nuo: vu sun xout cho u:,
cung yon tum khong phu ru ngou x nghop do dum phun mou
bun sun phum.
1rong hout dong xout nhup khuo, cuc x nghop trong nooc
khong buo go phu tnh don qoun ho gou moc too sun xout trong
nooc vo xout nhup khuo. Ho khong co dong co do qoun tum don
l98
tnh hnh tu chnh cou mnh, don qoun ho vo ngoo mou vu
ngoo bun, thum ch ho cong chung qoun tum vo duc tnh sun
phum mu ho um ru. Ho ch co nhom vo on ho vo o cho qoun
vu co nho houn thunh nhom vo kh dup ong nhong yoo cuo o
cho qoun thuy mut cho oy bun ko houch Nhu nooc dou ru. 1ut
nhon, thoo cuc ko houch cou o cho qoun vu oy bun ko houch
Nhu nooc, ho cong xout ngou do dum phun cuc hop dong thoo
cuc doo khoun thou thoun du dnh sun trong ko houch Nhu nooc
vu ko houch ngunh.
Houn toun khuc, trong non knh to th troong, cuc cong ty
qoun tum trooc hot don khu nung vu thoc to o nhoun mu ho co
tho gunh dooc. Lo nhoun u too choun song con qoyot dnh so
ton tu vu phut tron cou mot cong ty. Vu do co o nhoun, ho
khong ngong cu ton cuc khuo thot ko vu sun xout gu cong sun
phum, tm vu chon ngoon cong ong vut to, thoo moon nhun cong,
qoyot dnh so dong cuc trung thot b co bun, tm ngoon tu chnh,
un dnh vu cu ton gu cu. 1rong oo thong phun pho sun phum,
ho phu tru o cuo ho sun xout cho u: Vu tm kom khuch hung,
co khuch hung u mot ngoo mung u o nhoun cho chnh mnh,
noo song mnh. Khuch hung u thoong do. Ho khuc hun nhong
cho gu cong nghop cou tho buo cup, nghu u, ho bot to tm
kom cho mnh nhong gu phup thch hop, bot to chon cho mnh
vong dut do phut tron. Kh ho thuy sun phum cou ho do munh do
xout khuo vu tuo ru o nhoun cuo hon, ho so tm cuch do mo rong
th troong qou xout khuo. Noo khong, ho cong to bot go hun
hout dong cou mnh trong phum v no du, to bot vun dong tm
so buo ho cou Chnh pho do vo ho nhum chong so cunh trunh
cou hung ngou nhup. Vu do um tut cu nhong voc no tron, dum
phun tro thunh mot cong voc on cou cong ty.
l99
2. am phan thuong mai o Vict Nam vau doi moi
Do mo knh to o Vot Num huy dooc nhuc don u but duo
to num l986, nhong thoc to, no dooc but duo tron y thoyot som
hon nhoo. Nho cuo boc thot phu do mo non knh to dooc do
cup tu Ho ngh 1rong oong un tho suo t8/l979) vu khong uo
suo do, do mo tro thunh mot hon toong thoc to vo hu vun bun
phup qo qoun trong: Ch th l00 cou un chup hunh 1rong oong
tl/l98l) chnh thoc qo dnh co cho khoun trong nong nghop vu
ngh dnh 25/Cl tho thoc hou co cho bu ko houch trong sun xout
nong nghop. Vo ch th l00, nong dun dooc qoyon, suo kh guo
nop sun oong thoo qo dnh tron nhong o dut nong nghop dooc
chu, go u phun con u do bun tron th troong vo gu ho moon.
Nho vuy, cho do hu gu du dooc thot up. Vo ngh dnh 25 Cl,
cong nhun phu houn thunh ko houch dooc guo tko houch l), co
thom phun sun oong voot ko houch do mou thom vut to sun xout
tko houch 2) vu co tho co cuc hout dong pho khuc tko houch 3).
Cuc x nghop qooc dounh thoc hon ko houch 3 mot cuch hung
suy vu hon toong phu ruo nuy, toy do oc b pho phun u chun
ngou du hon chun trong, nhong du dou don qou trnh thoong
mu hou mot cuc to phut cuc x nghop qooc dounh.
Don Du ho Dung un tho Vl tl2/l986), vo ngh qoyot
Vl, Do mo but duo d vuo cooc song knh to, xu ho Vot Num vu
tro thunh mot un song rong khup. Don 3/l989, cong cooc do
mo tro thunh mot booc nhuy vot tcho dong cou Von lhut tron
Knh to Hurvurd), do co cho hu gu b xou bo vu Nhu nooc gun
nho chum dot voc qo dnh gu. Nguy cu nhong ou gu vun con
b khong cho nho don, duo, x mung, sut thop vu vun tu cong
tung dun to moc gu th troong. 1rong houn cunh do, cuc chnh
such thoong mu qo dnh cuc vun do thoo qoun, thoo nhup khuo,
hun nguch, thoo xout khuo vu guy phop cho phop cuc don v, cu
nhun dooc phop boon bun knh dounh pho hop vo mot non knh
200
to th troong dung hnh thunh vu phut tron.
1rong non knh to th troong, cuc don v sun xout knh
dounh khong con ngoo cum tuy ch voc nho trong non knh to
tup trong ko houch hou nou, mu phu to o cho so ton tu vu phut
tron cou mnh. Cunh trunh so gop phun bot gou mot cong ty
go vo mot cong ty kom trong mot nh voc nuo do. lhu sun
khong dooc co u mot so do vo duo don mu ch don thoun u
choyon qoyon so hoo von vu cuc to oo sun xout to tuy mot don v
um un to sung mot don v um un go. Cuc don v sun xout knh
dounh v so song cou chnh mnh, v phun thoong vut chut vu tnh
thun do o nhoun mung u, vu nhong hnh phut gung xoong do
um un thou o, so phu to bot boon tru vu ou chon con doong
um un cou mnh. Noo mot cong ty ngh rung xout khuo u co u,
cong ty do so xout khuo. Noo do u su um, to ho so phu bot oo
com gup mum, to tm cho mnh mot khoon kho thum vong hop y
vu mot mo troong t song go qou thuy do cuch um un. V tron
vong co u, cuc cong ty so duo to do tho thup thong tn vo th
troong, cong ngho sun xout, ho thong top th vu phun pho sun
phum cong nhong khu cunh khuc trong choyon ngunh knh dounh
cou ho.
Vo cho troong dong dun cou Dung vu Nhu nooc tu vo
choyon do knh to to tup trong qoun oo buo cup sung non knh
to th troong co dnh hoong xu ho cho nghu, cong vo nhong
bon phup, chnh such doo chnh co tnh khu th, non knh to
nooc tu du co nhong choyon bon tch coc. Non knh to phut tron
on dnh, toc do tung troong cuo, um phut dooc kom cho o moc
thup, do song nhun dun nguy cung dooc cu thon, xu ho vu cu
nhun but duo co nhong tch oy, cuc ngunh, cuc nh voc doo co
nhong ton bo voot buc, cuc dounh nghop dooc to cho vu to do
hon trong cuc hout dong knh dounh cou mnh. Nhu nooc du tho
20l
hot tut cu cuc thunh phun knh to thum gu vuo xuy dong, phut
tron knh to. Mot oong von dung ko thum gu vuo phut tron non
knh to, ko cu von nooc ngou, von to nhun, von tup tho. Noo tnh
rong voc tho hot duo to nooc ngou th chong tu du dut kot qou
khu khu qoun. 1nh don thung l2 num l996, non knh to Vot
Num tho hot mot so von dung ko to nooc ngou vo tr gu u
26.997.l40.335 do u trong do von phup dnh u l2.040.03l.730
do u cou l568 do un.
1hoo dunh gu cou cuc choyon gu trong vu ngou nooc,
non knh to Vot Num suo hon moo num do mo du co nhong
booc phut tron nhuy vot. Doo nuy dooc tho hon trong ho thong
cuc ch too knh to v mo trong bung l,2 vu 3 suo duy.
202
ung 3 tMcrosot Lxo, book l)
ou mot out cuc ch too tron chong mnh cho chong tu
thuy rung, so do mo vu choyon hoong non knh to u pho hop vo
qo out phut tron cou non knh to xu ho. So on dnh vu tung
troong cou non knh to Vot num cong vo mot out cuc chnh
such knh to dong dun ko cu chnh such vo knh to un chnh such
ngou guo um co so vong chuc cho non knh to Vot num tong
booc hou nhup vuo non knh to tho go. 1hung 7 num l995, Vot
num dooc kot nup chnh thoc u thunh von dy do cou Hop ho
cuc nooc Dong num Chuo u ASLAN vu u mot trong nhong non
knh to nung dong vu phut tron vo toc do cuo nhut trong kho. 1o
num l992 don nuy, toc do tung troong CDl doo voot moc 8,5-
9,5% trong do num l996 tung khoung 9,36% vu thoo do kon th
num l997 so tung khoung 9-l0%. 1o cuch thunh von cou Vot
Num du gop phun nung cuo tom oc cou cuc nooc ASLAN.
203
Vo so phut tron on toc cou non knh to Vot Num cong
vo y thoc cuo trong voc thum gu vuo qou trnh qooc to hou non
knh to tho go, ngunh knh to do ngou cou tu du dut dooc nhong
thunh too dung ko. Xout khuo tung khong ngong, th troong nooc
ngou dooc mo rong. Vot Num to mot nooc nhup khuo cho yoo
cuc mut hung do dup ong cho non knh to nuy du tro thunh nooc
xout khuo cho yoo mot so mut hung nho guo, cuo so, cu pho...
Hon nou non knh to du dup ong dooc cuc nho cuo vo hung hou
co bun cou non knh to. So oong cuc to choc thum gu vuo hout
dong knh to do ngou tung on cu vo so oong vu chut oong, buo
gom cu non knh to qooc dounh vu to nhun. Co cho qoun y vu
doo hunh cuc hout dong do ngou no chong vu hout dong xout
nhup khuo no rong nguy cung hop y vu hoo qou hon. Duo to
nooc ngou tung on ro rot vo so oong dong gop vu tro qoun trong
trong voc phut tron non knh to nooc tu. Doo duy u km nguch
xout khuo cou Vot Num trong nhong num vou qou:
Num Km nguch xout- nhup khuo Km ngu ch
xout khuo
2.944,2 789,l
3.309,3 854,2
3.795,l l.038,4
4.5ll,8 l.946,0
5.l56,4 2.404,0
4.425,2 2.087,l
5.l2l,4 2.580,7
6.909,2 2.985,2
9.880,l 4.054,3
l2.800,0 5.300,0
l7.000,0 7.256,0
204
Vo knh nghom tron 30 num phut tron ngunh ngou thoong
vu so ko thou nhong thunh too but khu chon bu trong dum phun
ngou guo Vot Num tron troong qooc to cong vo voc ko thou
troyon thong qoy buo cou dun toc Vot Num cun co, sung tuo vu
nhuy bon, cuc nhu knh dounh Vot Num du dong gop mot phun
qoun trong vuo voc thoc duy so phut tron cou non knh to no
chong vu ngunh ngou thoong no rong.
1rong nh voc dum phun thoong mu gou cuc nhu knh
dounh Vot Num vo cuc khuch hung nooc ngou, do u bun hung
Chuo Ao huy Chuo u, uc My huy 1rong Dong... vu do u dum
phun o duo, tu Vot Num huy o nooc ngou khuc no chong doo
gunh cho khuo dum phun mot so qoun tum thch dung. Vun do
trooc ton u ou chon nhun so ton hunh dum phun, yoo to con
ngoo oon dong vu tro qoyot dnh. o v dum phun u mot hout
dong khong ch co tnh khou hoc vu ky thout mu con buo hum
trong no tnh ngho thout. Nho chong tu thuy cuc cong ty, cuc
hung thoong ou chon cun bo dum phun thoo cuc ch too suo:
Nhong cun bo co qoyon du don cho phup nhun,
cong ty. 1hoong thoong duy co tho um gum doc- nhong ngoo
du don doong nhon huy nhong ngoo dooc oy qoyon.
Nhong cun bo co nung oc, trnh do vu knh nghom
thum gu vuo cuc hout dong guo dch qooc to nho co kon thoc vo
xout nhup khuo, bot ngou ngo, co kon thoc xu guo, do ngou,
co knh nghom trong dum phun thoong mu qooc to.
Nhong cun bo co phum chut duo doc tot, co tnh
thun truch nhom cuo, trong thunh vo o ch dun toc vu qooc gu,
bot kot hop o ch cou phup nhun vo o ch cou qooc gu, o ch
cou cu nhun trong kh th hunh cong vo.
205
Duc bot u do vo cuc dounh nghop thooc cuc thunh
phun knh to qooc dounh th vun do nuy cung qoun trong bo o
kh mu khong gun o ch cou cu nhun ngoo dum phun th nhoo
kh khong noo cuo dooc truch nhom cou cun bo dum phun vu do
um unh hoong to o ch chong. Con do vo cuc thunh phun
knh to khuc th mo hout dong tron bun dum phun doo gun on
vo o ch cou chnh cun bo dum phun. 1oy nhon do u doo goc
do nuo th nhu dum phun cong cun phu kot hop tot gou cuc o
ch co on qoun: Nhu nooc, tup tho, cuc nhun, co vuy mo dum
buo ky dooc nhong hop dong mou bun co hoo qou cuo. Hot soc
trunh nhong troong hop chon ngoo d dum phun v y do ngh
hoo, huy v nhong y do khong chnh dung khuc.
Kh doun dum phun ch co mot ngoo th phu chon ngoo
toun don vo mo mut, kh co nhoo ngoo th phu bot pho hop
soc munh tup tho do tung o tho vu non doun kot, thong nhut
qoun dom vu y kon trooc, tup trong phut ngon cho mot ngoo.
Huo hot cuc cooc dum phun cou tu vo khuch nooc ngou
u dong ngou ngo. Do vo cuc cooc dum phun nho th huo hot
khong dong phon dch nhong do vo nhong cooc dum phun on
th chong tu doo dong phon dch, duy u vun do co tnh chon
thout, bo v qou phon dch chong tu mo co tho gun soy ngh ky
trooc kh phut ngon, dong tho qou phon dch chong tu mo co
tho hoo ky tong vun do mu khuch hung do cup muc do huo hot
cun bo ngou thoong cou tu u thong thuo ngou ngo. 1oy nhon
cun phu tnh don mot doou kh chong tu du dut to mot v tr
nhut dnh trong th troong th tu Vot Num non chung dong tong
Vot do dum phun.
Mot trong nhong doo qoun trong mu cuc nhu dum phun
Vot Num khu thunh cong u guy thon cum cou khuch hung do
vo mnh. 1hoo mot so choyon gu, noo guy dooc thon cum th so
206
gunh dooc thung o to 30% kot qou cou choyon dum phun bo
o kh co thon cum th so co khong kh dum phun thun thon mu
kh co khong kh dum phun thun thon th kot qou cou cooc dum
phun so trong tum tuy bo o so rut do dung thoyot phoc khuch
hung chup nhun do ngh cou mnh. So d co dooc thon cum do
vo cuc nhu knh dounh Vot Num chung nhong u v nhun dun cu
tho go bot Vot Num nho nhong ngoo unh hong khong tho
khout phoc trooc mo tho oc do qooc mu con o voc nhu dum
phun Vot Num so dong nhong bon phup ky thout dum phun nh
hout, thoong thoong co tho so dong cu nhong bon phup tnh
thun nho: phong thu ch so, hou nhu guy thu do thun mut co
mo vu bnh dung don nhong bon phup co tnh vut chut nho: qou
boo, tung phum vu hon nou nhong cooc choo du trong khong
kh thum tnh unh om. 1oy nhon, trong kh so dong, phu tnh
don yoo to tum y, vun hou cou tong dun toc, v do nho ngoo Doc
th oon thon cum vo tnh chnh xuc, kh um voc th phu chnh
xuc vo go guc, vo no dong du thou thoun, ngoo thoo duo Ho
th co ro pho no kh do noo ngoo ngo dum phun u pho no th so
rut kho dut dooc kot qou mu cong ty du do ru.
Kh ton hunh cuc hout dong dum phun cuc nhu knh
dounh Vot Num du so dong nh hout cuc hnh thoc dum phun
do nung cuo hoo qou cou hout dong knh dounh no chong vu
dum phun no rong. Nguy nuy, vo so ton bo cou khou hoc ky
thout con ngoo dooc trung b nhong phoong ton thong tn hon
du nho : don thou, muy lAX, don thou unh, don thou d
dong... song, do vo cuc nhu knh dounh th mo cong voc do
phu tnh to hoo qou knh to. Do vuy cuc nhu dounh nghop Vot
Num du bot kh nuo dong muy lAX: do u kh cuc bon ky nhong
hop dong gu tr khong on, hu bon du hoo bot nhuo ky oong,
Kh nuo dong don thou: do u kh cuc doo khoun khuc cou hop
dong du dooc thou thoun ch con do u nhong doo khoun co tnh
207
tho so vu ngun gon nho moc gu chung hun, vu kh nuo th gup
go troc top dum phun: do u kh hu bon ky kot nhong hop dong
phoc tup co gu tr cuo vu do ho phu thou thoun ky cung nhong
truch nhom vu nghu vo cou mo bon huy kh moon kot hop dum
phun ky kot hop dong vo voc nghon coo khuch hung vu th
troong. Cong co kh so dong kot hop nhong hnh thoc khuc nhuo
trong kh ky mot hop dong. 1oy nhon do troong hop nuo th cong
phu tun dong to du nhong oo tho cou tong ou dum phun vu
num chuc cuc ngoyon tuc phu toun tho cou tong ou hnh dum
phun do khu thuc to du nhong oo tho cou tong ou dum phun.
Do doo hnh thoc nuo th moc dch coo cong phu dut dooc u co
nhong bun hop dong vo cuc doo kon thoun o nhut, co hoo
qou knh to cuo, buo vo dooc o ch cou cong ty kh b v phum.
Mot trong nhong thunh cong nou cou cuc nhu dum phun
Vot Num u du ton hunh cuc cong tuc choun b mot cuch cho
duo. Mot khuo qoun trong u khuo nghon coo khuch hung. Lu
mot bon trong hop dong, chong tu phu num ro dooc thu do cou
khuch hung cou mnh xom ho co thon ch xuc up mo qoun ho
knh dounh vo tu huy khong: |y tn cou bun hung nho tho nuo
tron th troong: V noo tu chon khong dong th do co bo ru buo
cong soc cong chung dut dooc kot qou g. Suo do don cuc yoo to
tu chnh, no dooc tho hon o cuc ch too nho: ty sout o nhoun,
ty o houn von tkotorn on Lqoty), tmoc trong bnh cho cuc dounh
nghop u to l2-l5%), oong von oo dong, khu nung ton mut
tLqodty) tton mut vu cuc phoong ton khuc co tho choyon nhunh
thunh ton mut), huy ch too tru no nhunh tAcd- tost kuto) ttrong
bnh vo cuc dounh nghop u o tron moc l.99)... Dong tho kot
hop vo cuc ch too khuc nho dunh gu khu nung tu chnh cou
do tuc tronco so do cuc nhu dounh nghop Vot Num co tho dou
ru nhong qoyot dnh chnh xuc vo chon thout cou mnh. Dong
tho chong tu con nghon coo chon ooc knh dounh cou cong ty,
208
moc dch chon ooc cou cong ty do tuc, co cuo to choc cou cong
ty khuch hung do xuc dnh co cho ru qoyot dnh, qoyon hun vu
truch nhom, duc dom vu tnh cuch cou ngoo troc top thum gu
dum phun, oy tn cou cong ty do tuc tron th troong... tron co so
do cuc dounh nghop Vot Num dunh gu nhong dom munh vu
dom yoo cou do phoong do co mot phoong such thch hop tron
bun dum phun.
Cong vo voc nghon coo khuch hung chong tu du ton
hunh nghon coo cuc ch too khuc cou th troong, nho tnh hnh
cunh trunh, th hoo cou khuch hung tron th troong, tnh hnh
cong cuo tron th troong, v tr cou hung hou tron th troong, tnh
hnh duo to du hun trong ngunh hung, khu nung hung hou thuy
tho, doo kon guo thong vun tu, chnh such qoun y cou Nhu
nooc so tu, doo kon phup out vu cuc tup qoun thoong mu tron
th troong. 1ron co so do xuc dnh nhong do dou to mo troong vu
do kon tho co mou bun hung tot nhut. Do um dooc doo nuy,
cuc cong ty cou tu thoong so dong cuc bon phup suo:
Co cun bo troc top nghon coo th troong do toong
1ho thup thong tn vo khuch hung vu th troong qou
co qoun du don thoong mu cou Vot Num tu th troong do
toong
Nghon coo th troong thoo phoong thoc tu vun phong
thong qou cuc tu oo co tho tho thup dooc.
Nghon coo qou cuc dch vo cou cuc cong ty choyon
nghon coo th troong.
1on hunh mou bun tho tron co so do num dooc tnh
hnh khuch hung vu th troong.
209
Dong tho vo voc num vong th troong vu khuch hung th
cun bo dum phun phu bot dooc nhong dom yoo, dom munh
cou mnh, vu cong ty mnh vo tut cu cuc mut nho: oy tn, khu
nung tu chnh, trnh do cun bo dum phun, v tr cou tu tron th
troong, co cuo bo muy to choc... do co tho phut hoy oo tho cou
mnh kh co tho co don tuo ru soc munh up duo do phoong, booc
do phoong chup nhun y kon cou mnh dou ru.
1o do suo kh num vong vo th troong vu khuch hung chong
tu but duo vuo choun b vu xuy dong ko houch dum phun. 1hoong
thoong cuc nhu dounh nghop Vot Num xuc dnh cho dooc moc
too cou cooc dum phun, moc too chnh u g: cuc moc too bo
tro u g: toy chon ooc cou cong ty trong tong gu doun mu xuc
dnh moc too co tho khuc nhuo nho: ky hop dong um un co hoo
qou, thot up mo qoun ho um un uo du, nghon coo, thum do
th troong, nung cuo oy tn cou tu tron th troong do toong, suo do
chong tu ton hunh xuy dong ko houch dum phun. Ko houch dum
phun thoong buo gom nhong no dong suo:
Ko houch vo mut tho gun vu du dom: cooc dum
phun so dooc ton hunh o duo: tho gun nho tho nuo: cuc yoo to
bon ngou unh hoong nho tho nuo: Do kon co ho thoun o so
don vuo oc nuo:
Ko houch vo nhun so thum gu vuo doun dum phun:
so oong ngoo thum gu: 1roong doun u u: Co cun phon dch
khong: lhun cong truch nhom trong tong nh voc vu moc too
nho tho nuo: Xuc dnh ro nhong dom munh, dom yoo cou tu u
g: Dom munh, dom yoo cou do phoong u g: Do kon tho co
ky hop dong.
Ko houch vo mut tu chnh nho tho nuo: Ch ph guo
dch, d u vu don top ru suo, ch ph un o vu cuc ch ph do
2l0
phong khuc u buo nhoo:
Ko houch vo cuc phoong un tuc nghop tron bun dum
phun nho tho nuo: nhong do kon cou tu, do kon vo phun ong vu
nhong yoo such cou do phoong trong qou trnh dum phun: nhong
nhoong bo cou tu o moc thup, cuo, vu vou phu nho tho nuo:
Dong tho sup xop oo ton do vo tong vun do, tong doo khoun vu
tron co so do dut ru nhong moc too cun phu dut dooc, nhong
moc too tho yoo do co tho cho dong ru nhong qoyot dnh chnh
xuc vu co hoo qou tron bun dum phun.
Ko houch vo cuc bon phup rot o ru kho cooc dum
phun kh hu bon khong d don mot so thong nhut nuo vu trong
troong hop do th up dong nhong bon phup nuo do dut dooc
nhong moc too khuc.
Do vo nhong cooc dum phun qoun trong th cuc
cong ty non ton hunh dum phun tho do rot knh nghom do tron
co so do chong tu co tho cho dong up dong cuc such ooc tron bun
dum phun.
1rong qou trnh ky kot hop dong, cuc nhu knh dounh
Vot Num du so dong khu thoun thoc cuc bon phup ky thout
nhum dut dooc moc dch cou mnh vu nung cuo oy tn cou tu tron
th troong tho go. So d dut dooc nhong kot qou nho vuy u chung
nhong cuc nhu dum phun du co so choun b ky oong nho o phun
tron du do cup to mu con tho hon trnh do kon thoc cuo vu co
knh nghom trong nh voc dum phun thoong mu. Huo hot cuc
nhu dounh nghop Vot Num du phut hon dooc y do chon ooc
cou do phoong nguy to nhong go phot booc vuo cooc dum phun,
bo v noo num dooc y dnh do phoong vu trong tong doo kon,
houn cunh co tho cou cooc dum phun so dong cuc bon phup ky
thout do gunh o tho. V do phoong phup ngho co hoo qou,
2ll
phoong phup ho do tru o houc dong hunh dong do up huy u
goong dong kch tuy.
1rong qou trnh dum phun, chong tu thoong xoyon kom
tru hunh v co ch cou mnh ro ngho ngong dunh gu nhong co
ch cou do phoong do up dong nhong bon phup thoyot phoc hoo
ch do do phoong chup nhun y kon cou mnh v nho chong tu du
bot dum phun u qou trnh thoyot phoc. 1hoo Murry Montor, qou
trnh thoyot phoc ngoo ngho co tho dooc so dong thoo 4 moc suo
duy:
1oy nhon, trong qou trnh dum phun thoong mu, vun do
qoun trong u suo cho do tho chup nhun cuc do ngh cou mnh
noo ru vu do do cuc nhu knh dounh thoong so dong cuc moc, l
tuo ru tnh hoong cong so vu dong truch nhom, 2 o moc nuy tu
tm cuc bon phup vu go y do khuch hung thuy o ch do ho chup
nhun cuc y kon vu do ngh cou mnh, 3 o moc nuy chong tu tm
cuch thoyot phoc khuch hung cou mnh bung nhong o ch cou
nhong do ngh tu dou ru vu o mo moc no toy thooc vuo v tho cou
cuc bon trong dum phun, cuc such chon ooc mu mo bon so
1hup moc do thum gu Cuo
1hup
moc do
kom sout
thong tn
Cuo
4. 1o
3. 1o
2. 1o
l. 1o
2l2
dong. Nhoo kh ngoo dum phun co tho dong kot hop nhoo moc
do khuc nhuo do dut dooc y dnh cou mnh.
Co nhong cooc dum phun co tho khong dou u cho tu
nhong kot qou g. 1oc u hop dong khong dooc ky kot song tu
khong non qou b qoun bo chong tu u nhong ngoo dum phun vu
oon oon phu tm dooc nhong cu dooc trong nhong doo mut.
Khong non co duy u choyon dooc thou do tuo khong kh co tnh
too coc trong cooc dum phun. Do khong k dooc hop dong nhong
cuc nhu knh dounh Vot Num oon oon tm ru cuc o ch khuc
nho: thot up mo qoun ho uo du, nung cuo oy tn cou tu tron th
troong... vu nhong doo nuy do t nhoo doo co ch cho hout dong
knh dounh suo nuy vu co tho co gu tr cho cuc hout dong khuc
cou cong ty trong tho gun to.
Nhoo kh trong qou trnh dum phun k kot hop dong chong
tu gup phu troong hop khuch hung dou ru nhong hop dong go u
hop dong muo dooc choun b ky oong. 1oy nhon duy khong
phu u muo mu ch u nhong hop dong dooc soun thuo trooc,
phun on cuc doo khoun thon vo o ch cou mot bon do do kh
gup phu chong tu phu nghon coo ky vu sun sung sou do, bo
song vu dum phun u tron co so bnh dung th mo dooc, vu pho
hop vo ngoyon tuc trong dum phun no chong vu dum phun
thoong mu qooc to no rong. 1ron thoc to co nhong hop dong
khuch hung dou ru b thuo oun u vu guch gun hot, ch con dooc
chup nhun khong to l/5 so vo bun duo. Houc kh nhong hop
dong mu hu bon du thong nhut, trooc kh ky kot cong phu xom
u do trunh nhong o nho n su, dunh muy nhum huy co nhong
sou chou mu chou kp buo. Do vo nhong hop dong buo gom
nhoo no dong, trong qou trnh dum phun khong tho thong nhut
nguy dooc th non bot ou chon do qoyot dnh no dong nuo cun
dum phun vu gu qoyot nguy kh vu co khu nung thong nhut
2l3
nguy, no dong nuo do u to un suo.
Muc do chong tu du dut dooc nhong thunh too trong nh
voc dum phun nho o tron song cuc nhu dum phun Vot Num cong
con co nhong hun cho cun phu rot knh nghom:
Cong tuc choun b cho dum phun chou co tho, ch
tot pho hop vo moc dch cou mo cooc dum phun.
Voc ou chon nhun so, thunh up doun dum phun
chou mung tnh khuch qoun, co nhong cong ty chou dunh gu
dong moc hout dong dum phun cho non voc ou chon nhun so
con nhoo so ho, guy ru nhong thot hu khong dung co v do nho:
co cun bo dum phun cou tu du go gu doo nuy guy thot hu knh
to cho Nhu nooc vu um mut oy tn cou cun bo knh dounh cou tu
tron th troong nooc ngou.
Mot so cun bo dum phun cou tu chou co knh nghom,
hong vo kon thoc vu chou co dooc nhong kon thoc vu chou co
dooc nhong kon thoc vo ong xo tong doo kon co so khuc bot vo
vun hou.
Chong tu chou gun o ch cu nhun vo hout dong
dum phun vu chou co nhong ch too co tho dunh gu mot cooc
dum phun co hoo qou.
Hon tu o Vot Num vun do dum phun chou dooc co
trong o cu cuc troong duo tuo vo knh to cong nho xu ho no
chong
lhun on cuc cong ty cou tu chou xuy dong cho mnh
mot chon ooc knh dounh cho non hout dong dum phun nhoo
kh khong co dnh hoong.
2l4
Chou co trong dong moc trong voc so dong ngon
ngo do dum phun.
Do vo nhong cooc dum phun qoun trong th cuc
nhu dum phun non ton hunh dum phun tho do rot knh nghom
do co tho cho dong up dong nhong such ooc dum phun thch
hop.
2l5
Tai lieu tham khao
l. urry ormun & oo Lvuns
Murkotng
Mucmun lobshng Compuny, l990
2. ovord Noodos & Honry Andorson, umos Cudvo
lrncpos o Accoontng
Hooghton Mn Compuny, l990
3. Chostor L. Kurruss
Cvo und tuko, Nogotutng Strutogos und 1uctcs,
Hurpor ossnoss, l995
4. Duvd ogg & Stunoy lschor kodgor Dornbosch
Knh to hoc tun dch), tup l & ll
5. Duvd umos
Asu lucc Commoncutons. Dong osnoss ucross tho
lucc. Kodunsu lntornutonu, l995
6. Dunu kovund
unpunoso osnoss Ltqootto
7. Duo Doy Ngoc tCho bon) Von qoun ho qooc to
ASLAN vu so ho nhup cou Vot Num
NX Chnh tr ooc gu Hu no, l997
8. lCS. Dnh Xoun 1rnh
Cuo trnh thunh toun qooc to trong Ngou thoong.
NX. Cuo doc, l993
9. Ldgur Schon
Orgunzuton Cotoro
uss lobshor, Sun lruncsco, l992
l0. Ltonmun Stonoh
Motnutonu osnoss lnunco, 7th od.
Moott, l995
ll. lrod k Duvd
Concopts o Strugotc munugomont tun dch)
2l6
l2. Coorgo S.
1otu Cobu Strugoty
Yp, l992
l3. C.. orro
Commorcu Luv.
ottor vorths, l978
l4. lorom t1up ch)
1up ch don dun knh to, so 4/l990
l5. Hu D.C.L.
Lch so Dong Num u NX Chnh tr ooc gu, Hu no, l997
l6. Hurvurd osnoss kovov ook
Koopng Costomors.
Hurvurd |nvorsty lross, l993
l7. Hurvurd lnsttoo or lntornutonu Dovoopmont
Votnum: ln sourch o Drugons 1ru
l8. Hovurd kuu
1ho Art und Sconco o Nogotuton
l9. Hoo Ngoc
A lo on Amorcun Cotoro Ho so vun hou My
NX 1ho go, Hu no, l995
20. lntornutonu 1rudo Contor lorchuso
Munugomont & Admnstruton
2l. oun rck A Hundbook n
lntorcotoru Comoncuton Lungougo und Cotoro- Soros Ono
Mucqoro |nvorsty, l99l
22. ohn Dunos & Loo. H
lntornutonu osnoss tLnvronmont und Oporutons),
kodobuogh, l988
23. ohn Cruhum & Othors
Nogotutors Abroud Dont shoot rom tho hp Hurvurd osnoss
2l7
lobshng Co., l995
24. ohn Cruhum & Yoshhro Suno
1ho upunoso Nogotuton Styo
ln Lovck & Othors , l993
25. oshoph k. yrnos
Codonos or Loctvo Nogotutng
ln Lovck & othors, l993
26. Knurd .
Munugomont
D.C. Houth und Compuny, l988
27. Mchuo Ldgumund & Othors
Lconomc und Contomporury lssoos
Drydon lross, l99l
28. Lovck & Othors
Nogotuton tCoocton o Artcos)
lrvn lst od., l985, 2nd od., l993
29. Loos 1. \os
Nogotutng vth 1hrd \ord Covornmonts
Hurvurd osnoss kovov, l996
30. Loo Vun Lo & Ngoyon Anh Vo
Cuc cooc thoong oong Lo Doc 1ho- Kssngor tu lurs
NX Cong un Nhun dun, l996
3l. Ngoyon 1hunh Chuo tsoo tum)
lhup out vo xout nhup khuo
NX 1l Ho Ch Mnh, l995
32. lonku Chomunut
Commtmont
Hurvurd osnoss Schoo, l99l
33. kundy Churos Lppng
Hoong dun booc vuo th troong qooc to tbun dch)
Hu no, l995
34. kogor Axto
Dos & 1uboos o |sng Lngsh Aroond tho \ord
2l8
ohn \oy & sons, l995
35. kogor lshor & \um |ry
Cottng to Yos, Nogotutng Agroomont vthoot Cvng n
longon ooks, l99l
36. kogor lshor & Scott rovn
Cottng 1ogothor, odng koutonshp us \o Nogotuto
longon ooks, l989
37. koy Lovck & Othors
Nogotuton
lrvn, l993
38. Such thum khuo
Mot trum cuo ho vo cho do dounh nghop hon du
NX Chnh tr ooc gu, Hu no, l995
39. 1orrono Dou & Othors
Coporuto Cotoros
Addton \osoy lobshng Co., l995
40. 1uko Kuguyuky
Chnh phoc do phoong tbun dch)
NX 1hunh non, l995
4l. 1homus Nugo & kood K. Hodon
A Codo to lrotubo Docson Mukng
lrontco Hu, l995
42. 1orsky L. & 1oroky M.
1ho |SA: Costoms und lnsttotons, 3rd od.
lrontco Hu, l990
43. 1homus Kossor
Nogotutng vth u Costomor Yoo cunt Aord to Loso
Hurvurd osnoss Schoo, l996
44. Vormon Hondorson &\um looo
lrncpos o Mucrooconomcs
D.C. Houth & Compuny, l99l
45. lCS. Vo Hoo 1oo
2l9
Ky thout Nghop vo Ngou thoong
NX Cuo doc, l996
46. \or L.k.
A stody Codo to Accompuny Munugomont
D.C. Houth und Compuny, l988

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