Bi 2: Tin trnh m phn v chun b m phn A. Tin trnh m phn Mt s cu hi tho lun: 1. m phn l mt tin trnh nn hiu th no?

2. C ngha khng nu cho m phn l mt tin trnh? 3. Nhng thnh t c bn trong tin trnh ny l g? m phn c th c xem nh l mt tin trnh gm ba thnh t c bn. Bn cnh ba thnh t ny chng ta cn thy vai tr tham gia ca nhiu thnh t khc. Tin trnh ny c th c minh ho bng s di y do Shanta Nagendram (SkillFocus, Malaysia) nu ra:

u vo (1)

Bin i/thay i

u ra (3)

u vo: C th c nhiu yu t u vo, tch cc hoc tiu cc. u vo bao gm thng tin nh l cc d liu, s thng k, s kin m cc nh m phn c th c c bng con ng nghin cu hoc thu thp. N cng c th bao gm tiu s, lch s, cc gii php thay th, cc la

chn, ch th, nguyn tc, quy nh, kinh nghim, kin thc, kin thc chuyn su v mt lnh vc no v tt c nhng g c th lin quan n m phn. Ngoi ra cc yu t khc nh ti chnh, chng hn nh chi ph gi c, chi ph c hi, ngha ca chi ph, thi gian (ngn hn hoc di hn) qun l/iu chnh thi gian, s khn thit ca cc vn c m phn, nhng ngi tham gia m phn (k nng ca h, thi , i ng, tinh thn ng i, chuyn mn), v.v.v. Bin i/thay i: Vi nhng thnh t u vo, chng ta hy vng c th to ra nhng thay i trong sut qu trnh m phn v sau m phn. Chng ta dng mi phng tin bin cc thnh t u vo thnh cc thnh t u ra. Nhng phng tin ny bao gm giao tip (ni, nghe, t cu hi, ngt li ), quyn lc, thi gian, chin thut v k thut (tch cc hoc tiu cc), e do, v.v.v nhm t c cc thnh t u ra. u ra: Kt qu ca mi cuc m phn c th l tch cc hoc tiu cc, ngha l m phn c th tht bi hoc thng li hoc thm ch gia hai thi cc ny. Cc thnh t u ra c th l mt hip nh, hp ng, tho thun, bn ghi nh, gii php m lm tho mn cc bn tham gia m phn hoc ngc li c th l bt ng, tnh trng b tc/tin thoi lng nan, mu thun, th ch, mt mt

,v.v.v. Trong bt c hon cnh no th vi n lc ca cc bn m phn, lun c mt kt qu u ra ca m phn (cho d l tht bi, thnh cng hay gia hay thi cc. m phn c th c hiu nh mt tin trnh chia lm nhiu giai on/cng on, hiu y tin trnh ny i hi nhiu thi gian v cng sc. Nhiu nh nghin cu v hc gi dy cng nghin cu tin trnh ny ca m phn v u khng nh rng m phn cng ging nh vic giao tip lin lc gia cc nhm cng gii quyt vn v trong nhng mi tc ng qua li khc trong thc t i sng hang ngy u tri qua tng cng on/bc c th. Jean M. Hiltrop v Sheida Udall m t 6 giai on ca mi cuc m phn nh sau: A/Giai on trc m phn 1. Chun b: L giai on m cc nh m phn nhn bit vn v xc nh cc mc tiu cho mi vn m phn. 2. Hoch nh chin lc: mi bn xc nh chin lc v phong cch m cho mnh B/Giai on trong khi m phn 3. Bt u m phn: l giai on m mi bn trnh by nhng i hi ban u hoc trnh by vn .

4. Xy dng s hiu bit nhau: giai on ny cc bn trnh by v lp trng ca mnh v c gng xc nh lp trng ca i tc. 5. Mc c/thng lng: Cc bn c gng ginh c s nhng b t i tc. 6. Kt thc m phn: giai on ny mt tho thun cui cng t c hoc m phn b gin on/ngng tr. C/Giai on sau khi m phn 7. Cam kt vi tho thun t c: cc bn a ra cam kt v thc hin cam kt B. Chun b cho mt cuc m phn Cu hi tho lun: Chng ta thng chun b cho mi cuc m phn nh th no? i khi chng ta cho rng vic chun b l khng quan trng nhng thc t n li rt quan trng. Khi chun b k cho mi cuc m phn trc khi m phn chng ta to ra kh nng c th c c nhng tng hay, nhng lp lun tt c th nhanh chng gii quyt mt vn m c th em li li ch cho cc bn. Chng ta c th to ra hai mt ca s sng to ca chng ta. Nhng cng vic chun b li i hi thi gian. Mt ngi m phn c chun b tt l ngi c th thu tm c cc vn tm ra l l, lp lun, a ra cc la chn hayhoc nh gi c nhng li ng gi u tin mt cch nhanh chng v khn ngoan hn

mt nh m phn khng c s chun b no hoc chun b khng chu o. Mi tnh hung khc nhau i hi lng thi gian chun b cho m phn khc nhau. D trong bt c hon cnh hay tnh hung no th vic cng c nhiu thi gian ginh cho chun b th cng thi gian sau ny. Chun b c hiu qu cho m phn i hi nhiu cng sc vo nhng vn nh: - Xc nh vn - Sp xp phn loi cc vn v chun b cho phng n thng lng. - Xc nh li ch. - Xc nh cc gii hn - Xc nh mc tiu ca mnh (mc tiu v nhng m c ban u (bt u t u). - Xc nh nhng nhim v m mi ngi phi chu trch nhim. - Tm hiu i phng, cc li ch v mc tiu ca i phng. - Xy dng chin lc cho m phn. - Lp k hoch cho cc vn s trnh by v bo v. - Xc nh nhng nghi thc l tn - m phn u v khi no, thnh phn tham d, chng trnh ngh s, v.v.v.

Nhng nhn chung, c ba thnh t c bn cho bt c mt cng vic chun b no cho m phn. Cn phi nh rng khu chun b l cc k c ngha. Mt nh m phn khng chun b k lng th khng sm th mun s t ra khng bit m phn th no, v vn g. Ba thnh t c bn l: 1. Xc nh mc tiu m phn 2. nh gi i phng (dng phng php SWOT) 3. nh gi th mnh, yu tng i ca mnh (dng phng php SWOT) Ta hy xt k tng thnh t mt. (1)Xc nh mc tiu m phn Trong m phn, ging nh nhiu hot ng khc, mt iu rt quan trng l phi hiu rng nu ta khng bit ta i u, th c kh nng ta s b lc li. iu bn cn phi lm y l phi suy ngh k trc khi tin hnh m phn v nhng g m bn mun t c sau khi m phn xong. Ni tm li chnh l mc tiu ca cuc m phn ca bn l g. Vy xc nh mc tiu th no? Khi chun b, hy lit k mt lot cc mc tiu m bn hng ti hn l ch a ra mt ch duy nht. t khi c cuc m phn no ch c mt mc tiu. Sau khi lit k cc mc tiu

xong, bn hy sp xp cc mc tiu theo th t u tin. Xc nh mc tiu no l sng cn. Sau sp xp chng theo 3 th t u tin sau: 1. Cc mc tiu cao nht: l nhng mc tiu l tng nht, l kt qu tt nht t c sau khi m phn. 2. Cc mc tiu thp nht: l nhng mc tiu ti thiu bn phi t c sau khi m phn v m bo bn khng cm thy b tht bi. y l nhng mc tiu thp nht nhng vn c th chp nhn c. 3. Mc tiu hng ti (ch): y l nhng mc tiu thc t nht. y chnh l nhng g bn thc t mong mun t c. Vic m c thng lng thng din ra vi mc tiu cao nht gia hai nh m phn trong khi tho thun t c li nm gia nhng mc tiu thp nht. Nu cc mc tiu thp nht gia cc bn m phn khng trng nhau th kh c th i n mt tho thun. Lm th no xc nh c phm vi thng lng/ mc c ca mnh? Bn hon ton c th xc nh c bng cch t hi nhng iu m ti c th mt nhiu trong cuc m phn ny l

g? tr li cu hi ny s gip bn tnh ton nhng g bn c th mt mt. y gi l BATNA ( gii php thay th tt nht i vi khng t c tho thun) v iu ny cng gip bn xc nh v quyt nh mc tiu thc t ca mnh thng qua thc t nht. N cng xc nh mc ho phng ca bn n u khi m phn v u s l im bn ri i khi cuc m phn. xc nh BATNA cho mnh bn hy t hi: Ta c th i ti u? khi no th ta nn iu g s xy ra nu ta thi khng m Ta c cn ai cho vic thc hin cch gii H c cn ta khng? Thng thng, bn cng c BATNA tt th th m phn/thng lng ca bn cng mnh v bn cng c th i hi nhiu hn trong khi m phn. Tuy nhin xc nh th mnh m phn ca mnh bn cn xem xt BATNA ca i phng k lng. (2)nh gi/phn tch i phng dng m phn? phn? quyt ca mnh khng?

 chun b cng phu cho cuc m phn bn cng cn phi a ra nhng nhn nh ca mnh v i phng, c bit l phn ng ca h i vi nhng i hi/yu cu ca mnh. Nhng nhn nh phi l nhng tin on tt v phi c kim nghim. Mt s thng tin quan trng bn cn phi nm c l: Cc ngun lc hin ti ca i phng, li ch/ nhu cu ca h Cc mc tiu ca i phng Danh ting ca i phng, phong cch m phn ca i phng Nhng gii php thay th ca i phng (BATNAs) Quyn lc/quyn hn ca i phng Chin lc v chin thut ca i phng Cc th mnh v im yu ca i phng (phn tch theo SWOT) (3)Xc nh th mnh tng i v nhng im yu ca mnh: Sc mnh l th m bn c th thc hin khi i ph vi cc hnh ng ca i phng. Mt iu rt quan trng l bn phi hiu c th mnh v im yu ca mnh v tt c nhng ci

 s tc ng n th m phn ca bn cng nh l kt qu ca m phn. Sc mnh v nh hng c th th hin di cc dng sau: Quyn a ra quyt nh (bn l sp/ l siu cng) Kin thc uyn thm v vn tranh chp Ngun ti chnh d dt hn C nhiu thi gian gii quyt vn C s chun b k lng C sc mnh cng, sc mnh mm C nhiu kinh nghim trong m phn Sc mnh bn ngoi v sc mnh tim n

Ni tm li m phn l mt qu trnh v mun thnh cng cn phi c s chun b k cng trc khi m phn.