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K NNG M PHN THNG LNG C BN

MC TIU BI HC

Trang b cho hc vin nhng kin thc c bn v m phn v thng lng. Gip hc vin c kh nng tin hnh nhng cuc m phn thng lng hiu qu

NI DUNG BI HC

Khi nim m phn Bn cht ca hot ng m phn Cc hnh thc m phn Quy trnh m phn o lng thnh cng ca cuc m phn

1. KHI NIM M PHN

m phn l qu trnh gii quyt cc vn c lin quan gia hai hay nhiu bn cng i n 1 tha thun, nht tr vi nhau. m phn l phng tin c bn t c ci m ta mong mun t ngi khc. l qu trnh giao tip c i c li c thit k nhm tha thun trong khi gia ta v i tc c nhng quyn li c th chia s v c nhng quyn li i khng.
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2. BN CHT CA HOT NG M PHN

2.1. M PHN L HOT NG MANG TNH TT YU CA CON NGI

Mi con ngi l mt ch th nhn thc c nng lc, tnh cch, quan im, s thch ring. Nhng mi con ngi khng th tn ti 1 mnh nn phi tm cch tha thun hp tc vi ngi khc cng tn ti. Xu th tt yu ca th gii l i thoi ch khng i u.
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2.2. M PHN L HOT NG MANG TNH PH BIN CA CON NGI

Qu trnh m phn din ra khp ni, mi lnh vc ( kinh t, vn ha, x hi,) Trong mi con ngi ( khi phi suy ngh cn nhc tng vn ) Trong mi gia nh Trong quan h hng xm Trong c quan doanh nghip Trong cc b, ngnh Trong khu vc Trn ton cu

3. CC HNH THC M PHN

Da vo thi , phng php v mc ch ca ngi m phn, c th chia thnh 3 kiu m phn: m phn kiu mm m phn kiu cng m phn kiu nguyn tc

3.1. M PHN KIU MM

L kiu thng lng hu ngh. Ngi m phn ht sc trnh xung t, d dng chu nhng b gi mi quan h tt p gia hai bn. Nhn mnh mi quan h ch khng t nng v li ch kinh t. Cch thc thng thng l tin cy i tc, ra kin ngh, chu nhng b, gi gn mi quan h thn thin. Kiu m phn ny thng c s dng trong gia nh, bn b.
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3.2. M PHN KIU CNG

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

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3.3. M PHN KIU NGUYN TC

m phn kiu nguyn tc (hay cn gi l thut thng lng harvard) C 4 c im: o Tch bit cm xc v cng vic o Hai bn tp trung vo li ch thc s ch khng c gi ly lp trng o Cn ra cc phng n khc nhau la chn thay th o Kt qu ca tha thun cn da trn nhng tiu chun khch quan
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BNG SO SNH 3 HNH THC M PHN


m phn kiu mm i tc Mc tiu im xut pht Ch trng Lp trng Phng php Phng n Coi i tc nh bn b t tha thun,gi mi quan h Nhng b gi quan h Vic v ngi n ha D thay i xut kin ngh a ra phng n m i phng c th tip thu c Trnh xung t n mc ti a Khut phc sc p ca i tc m phn kiu cng Coi i tc nh ch th Ginh c thng li bng mi gi Bt p i tc nhng b Vic v ngi u cng rn Kin tr gi vng lp trng Uy hip i tc a ra phng n c li cho mnh Tranh ua sc mnh ch Tng sc p khin i tc khut phc m phn kiu nguyn tc Coi i tc nh nhng cng s Gii quyt vn hiu qu v thn thin Tch bit cm xc v cng vic n ha vi ngi, nguyn tc vi vic Ch ti hiu qu Cng kim li ch chung Tm nhiu phng n 2 bn la chn Cn c tiu chun khch quan t tha thun Khut phc nguyn tc ch khng khut phc sc p 12

Biu hin

Kt qu

4. QUY TRNH M PHN

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4.1. GIAI ON CHUN B

Abraham lincol: Nu ti c 9h n ng 1 ci cy, ti s dng 6h mi sc li ba ca ti

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ca

4.1.2. T NHN THC V BN THN

Tm hiu nhng u im, nhc im, mt mnh, mt yu ca mnh. Nhn bit nhng c im tm l ca mnh khc phc trong cuc m phn. Cn tp luyn mt s k nng cn thit cho m phn - S kin nhn,kh nng kim ch cm xc; - Nhy cm tin on hnh ng ca i tc; - K nng nghe ch ng; - K nng ni; - K nng hi; - K nng tr li, vv

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4.1.3. TM HIU V I TC

Tm hiu thc lc ca i tc, ng cp, uy tn ca i tc. S thit thc v tnh khn trng ca vic m phn. Nhu cu v nh ca i tc. Nhn vin m phn ca pha i tc ( a v tnh cch, kinh nghim m phn ca mi ngi). Quan h trong nhm m phn ai l ngi gi vai tr quyt nh? Kim nh li cc thng tin v i tc qua nhiu knh.

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S DNG SWOT PHN TCH TNH TRNG 2 BN TRC KHI M PHN


SWOT Opportunities (c hi): Threats (nguy c):

Strengths (im mnh):

SO *:Kt hp im mnh v c hi s a ra chin lc g?

ST *:Kt hp im mnh v nguy c s a ra chin lc g?

Wecknesses (im yu): WO*:Kt hp gia im yu v c hi s khc phc c g?( chin lc g?)

WT*:Kt hp im yu v nguy c cn trnh n j?( chin lc g?)

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4.1.4. T CHC I NG M PHN

Ty thuc vo ni dung thng lng la chon 1 i ng m phn thch hp (cc thnh vin trong on m phn khng ch cn ph hp vi yu cu v nhng phm cht cht nh m cn cn phi b sung cho nhau v cc mt). Thng thng t m phn c t chc theo 3 chc nng:chc nng thng lng, chc nng phn tch v chc nng quan st. Chn -kp, phn chia cng vic,chin lc v chin thut khi no,vi ai Sp xp ni dung m phn mt cch logic. Tham kho cc chuyn gia, nhng ngi c kinh nghim thm nh li. Tp dt, din tp, d kin cc tnh hung,chun b cc phng n la chn (alternatives).

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4.1.5. XC NH BATNA

Xc nh BATNA (best alternative to a negotiated agreement) trc khi tin hnh m phn. BATNA_ best alternative to a negotiated agreement _ phng n tt nht cho mt tha thun c thng lng. - Nn xc nh r gii php thay th tt nht (BATNA) nu tha thun khng c hon ton nh mun. - C gng xc nh BATNA ca i tc bng cch tm kim cc thng tin lin quan, t mnh vo v tr i tc,tham kho kin ca nhng ngi hiu bit v i tc,vv.. - Tm v vn dng c BATNA thnh cng l mt ngh thut.

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4.2. GIAI ON TIN HNH M PHN

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4.2.1. TO KHNG KH THN THIN TRC KHI M PHN

To bu khng kh ci m, tin cy ln nhau,thnh tht hp tc l iu v cng cn thit khi bt u tin hnh m phn. Nhng ng tc khng hp l nghi, nhng cu ni khng ng ch c th gy mt thin cm ban u. Cn tm cch by t thnh ca mnh, chim c s tin cy ca i tc.

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4.2.2. HAI BN A RA YU CU CA MNH

Vic a ra yu cu cn hp tnh hp l nu khng, bn s b nh gi l thiu thnh gy ra s khng tin tng.

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V d: mt cuc m phn thng lng mua bn. Vic a ra gi c thch ng l rt cn thit c bit l gi c do bn bn a ra lc u. V cuc m phn s c tin hnh xoay quanh gi v tha thun t c cng nm trong gii hn . Gi c nh th no l hp l?
o o o

L gi c th hin li ch chung ca hai bn. L gi c c th tha mn yu cu hp tc lu di ca hai bn. L gi c thng nht gia yu cu k thut v yu cu kinh t.

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4.2.3. IU CHNH YU CU

S chnh lch nhau v yu cu ca hai bn l iu khng trnh khi. V vy cn phi c s bn bac, iu chnh li ch cho hp l. Thng thng th hai bn u mun gi lp trng ca mnh. Nhng i n tha thun chung cn phi c s nhng b ln nhau.

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XC NH RANH GII PARETO

BATNA ca B Khu vc c th tha thun (ZOPA) n v hi lng ca A


W Z X

BATNA ca A

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V d: 500.000 VND 700.000 VND

ZOPA

Gi ti thiu ca ngi bn

Gi ti a ca ngi mua

ZOPA l khu vc hay mc m ti c th xut hin mt tha thun lm va lng c hai bn

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Khi cn phi nhng b i tc bn nn i tc thy c vic nhng b ca bn l mt bc quan trng, biu th s thnh mun hp tc ca bn ch khng phi l bn s p lc ca h hoc hp tp vi vng.

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Khi cn nhng b i tc bn hy i ly phng n thay th c gi tr ngang nhau. C ngha l nn ly nhng b i ly nhng b ch khng nn nhng b n phng.
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i tc nhn nhn ng yu cu ca mnh, bn nn tun th nhng im sau y:


o o

Gi bu khng kh chan ha, gt b nhng cm xc tiu cc. Cn ch lng nghe kin ca h, khng cp li, khng vi vng a ra kin nhn xt. Cn hiu thu o kin ca h trong tng li ni hnh vi ca h, hiu ng c ch thc ng sau li ni hnh vi . Tm tt li kin ca i tc xem mnh hiu ht ca h cha ri mi tip tc thc hin cc bc tip theo.

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Din t chnh xc kin ca bn, lm cho li ni c tnh thuyt phc. Dng ngn ng gin d, r rng, kt hp vi nhng yu t phi ngn ng biu th cm xc v thnh ca mnh. Mun li ni c trng lng hn bn phi a ra con s bng chng c th, ch khng phi ch bng li ni tru tng.

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Bn cn lng trc nhng cu hi m i tc t ra cho bn v sn sng tr li nhng cu hi . Mun th, trc khi m phn, bn cn phi chun b mt cch k lng. Khi tr li cu hi bn cn t tin, dt khot. ng i tc b mt th din. Trong m phn lm sao va phi lm cho i tc nhng b tng bc, va phi m bo th din ca h. Cn chun b nhng nc thang h nhng b trong danh 32 d v thoi mi v tinh thn.

4.3. KT THC M PHN

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Sau khi tha thun xong mi iu khon, hai bn c th tin hnh son tho hp ng. Nhng quy nh trong hp ng cn phi c th, chi tit, r ngha, thng nht v thut ng, Hai bn nn tin hnh kim tra li ni dung m phn mt cch k lng, trc khi k kt hp ng.
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5. O LNG THNH CNG CA MT CUC M PHN


1. Lm tt hn phng n tt nht ca bn cho mt hp ng c thng lng (BATNA). 2. Tha mn cc li ch: - Ca chng ta tht tt - Ca h, t nht l chp nhn c - Ca nhng ngi khc, mc va phi 3. Kt qu t c l la chn tt nht trong s nhiu la chn m bn tham kho. 4. Cc bn xem kt qu v quy trnh l cng bng theo cc tiu ch mc ch ra. 5. Nhng cam kt c hoch nh tt, y v c kh nng thc hin c. 6. Thng qua giao tip hiu qu, cc bn hiu nhau v bit r nhng g h tha thun. 7. Gip xy dng mi quan h cng vic v danh ting m bn mun gia cc bn.
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TI LIU THAM KHO

1. Travor D.Clark, Sea-change partners, Negotiation skills and business culture, 2008. 2. THI TR DNG, K nng giao tip v thng lng trong kinh doanh, NXB Thng k 2007. 3. V HU KIN, Bi ging k nng m phn, Inwent and VCCI, 2008. 4. HOWARD RAIFFA, The art and science of negotiation, The balknap press of harvard university press, 2002. 5. Roger Fisher and Danny Ertel, Getting Ready to negotiate, Penguin books, 1995.

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