AM PHAN TRONG KINH DOANH QUOC TE

PGS.TS.oan Th Hong Van

NTDP - PGS.TS. Doan Thi Hong Van

Bai m au
Gii thieu mon hoc AM PHAN TRONG KINH DOANH QUOC TE

NTDP - PGS.TS. Doan Thi Hong Van

Gii thieu mon hoc AM PHAN TRONG KINH DOANH QUOC TE

S can thiet cua mon hoc. Muc ch cua mon hoc. Pham vi nghien cu Phng phap nghien cu Ket cau cua mon hoc

NTDP - PGS.TS. Doan Thi Hong Van

1.S CAN THIET CUA MON HOC.

Trong cuoc song hang ngay, moi chung ta du muon hay khong muon cung van c la mot nha am phan. Mot nha quan tr gioi ng nhien phai la mot nha am phan gioi, nhng e tr thanh nha am phan gioi la ieu khong n gian. Muon tr thanh nha am phan gioi oi hoi phai co kien thc, co kinh nghiem, phai hoc hoi va phan au khong ngng.

NTDP - PGS.TS. Doan Thi Hong Van

1.S can thiet cua mon hoc (Tiep)

Trong ieu kien hoi nhap, th trng ngay cang m rong, canh tranh ngay cang gay gat, muon chien thang c tren thng trng lai cang can co nhng nha am phan gioi. Chnh v vay, trong chng trnh ao tao cac nha quan tr KDQT luon co mon hoc am phan trong kinh doanh quoc te. Mon hoc cung cap nhng kien thc can thiet e giup cac ban phan au, ren luyen e tr thanh nha am phan trong KDQT gioi.

NTDP - PGS.TS. Doan Thi Hong Van

2. MUC CH CUA MON HOC

Vi muc ch phuc vu cho sinh vien, cac chu doanh nghiep va va nho, cac nha quan tr, cac nhan vien, cac nha am phan hien tai va trong tng lai, mon hoc am phan trong kinh doanh quoc te cung cap nhng kien thc can thiet e sau khi hoc xong mon hoc nay, cac ban co the hieu sau sac hn va van dung tot hn nhng van e sau:

NTDP - PGS.TS. Doan Thi Hong Van

2. MUC CH CUA MON HOC

- Nhng van e ly luan c ban ve giao tiep va am phan trong kinh doanh quoc te; - Ky nang giao tiep va am phan trong kinh doanh quoc te. - am phan kinh doanh quoc te gia cac nen van hoa khac nhau; - Rut ra nhng bai hoc kinh nghiem ve am phan trong kinh doanh.
NTDP - PGS.TS. Doan Thi Hong Van

3. PHAM VI NGHIEN CU CUA MON HOC:

Trong cuoc song hang ngay co vo so cac cuoc am phan, co nhng cuoc am phan trong o yeu cau at ra khong cao va khong can lap ke hoach trc cho qua trnh va ket qua am phan, v du nh: cac cuoc am phan, trong gia nh, gia nhng ngi ban be than thch, trong cuoc song i thng

NTDP - PGS.TS. Doan Thi Hong Van

3. PHAM VI NGHIEN CU CUA MON HOC:

Ngc lai, cac cuoc am phan trong kinh doanh, yeu cau can at c rat cao, oi hoi phai chuan b ky lng ve thong tin, ve nang lc cho oi ngu can bo am phan, phai lap ke hoach, xac nh muc tieu, xay dng chien lc am phan Trong mon hoc nay chung ta ch tap trung nghien cu dang am phan th hai - am phan trong kinh doanh, ac biet la am phan trong KDQT.

NTDP - PGS.TS. Doan Thi Hong Van

4. PHNG PHAP NGHIEN CU

e nghien cu mon hoc nay, co rat nhieu tai lieu tham khao. Nhng e gup cac ban au t thi gian cho mon hoc mot cach tap trung va hieu qua, xin gii thieu mot so tai lieu tham khao chnh:

NTDP - PGS.TS. Doan Thi Hong Van

Cac tai lieu tham khao chnh

oan Th Hong Van (2004)

am phan trong kinh doanh quoc te.

Ghauri,P.N, Usunier,J.C.(1996)

International Business Negotiations.

Fisher,R,. Ury, W.(1991)

Getting to Yes. ..
NTDP - PGS.TS. Doan Thi Hong Van

4. PHNG PHAP NGHIEN CU

Vi nhng tai lieu co c, cac ban se ket hp gia viec nghe giang tren lp vi viec t oc tai lieu bat c ni au, vao bat c luc nao tien li cho ban. Tren c s nhng kien thc co c ban se tham gia viet mot tieu luan. (e tai tieu luan c gii thieu cuoi moi bai hoc, ban co the tuy y la chon mot trong so o).Tieu luan se c trnh bay tren lp va c cong iem vao bai thi. Van dung tot nhng phng phap tren chac chan ban se thanh cong

NTDP - PGS.TS. Doan Thi Hong Van

5. KET CAU CUA MON HOC

Mon hoc c chia lam 3 phan: Phan I: Nhng van e ly luan c ban ve am phan trong kinh doanh. Phan II: Ky thuat am phan trong kinh doanh. Phan III: am phan KDQT gia cac nen van hoa khac nhau.

NTDP - PGS.TS. Doan Thi Hong Van

Phan I: Nhng van e ly luan c ban ve P trong KDQT

Ch. Dan nhap: Nhng v/ ly luan c ban ve giao tiep va ky nang giao tiep Ch.1: Gii thieu chung ve am phan trong KDQT; Ch.2: Anh hng cua van hoa dan toc, van hoa to chc va tnh cach ca nhan en cac moi quan he trong KDQT Ch.3: Cac mo hnh am phan trong KDQT.

NTDP - PGS.TS. Doan Thi Hong Van

Phan II: Ky thuat am phan

Ch.4: Qua trnh am phan hp ong thng mai / ngoai thng; Ch.5: Ky thuat am phan hp ong thng mai /ngoai thng; Ch.6: am phan hp ong CGCN; Ch.7: am phan d an; Ch.8: am phan gia cac cong ty a quoc gia va chnh phu cac nc.
NTDP - PGS.TS. Doan Thi Hong Van

Phan III: am phan KDQT gia cac nen van hoa khac nhau
Ch.9: am phan KDQT cac nc ong A; Ch.10: am phan KDQT tai cac nc ASEAN; Ch.11: am phan KDQT tai My; Ch.12: am phan trong kinh doanh gia My va Nhat;

NTDP - PGS.TS. Doan Thi Hong Van

Phan III: am phan KDQT gia cac nen van hoa khac nhau
Ch.13: am phan KDQT cac nc EU; Ch.14: am phan KDQT Nga va ong Au. Ch.15: Nhng bai hoc kinh nghiem trong am phan kinh doanh quoc te.

NTDP - PGS.TS. Doan Thi Hong Van

GII THIEU CHUNG VE AM PHAN TRONG KDQT

Dan nhap. Khai niem am phan ac iem cua am phan. Nhng nguyen tac c ban va nhng sai lam thng mac trong am phan; Cac yeu to anh hng en am phan trong KDQT.
NTDP - PGS.TS. Doan Thi Hong Van

Dan nhap:
am phan la mot hoat ong c ban cua con ngi. Trong cuoc song hang ngay am phan hien dien moi luc, moi ni. Con ngi luon tien hanh am phan ngay ca khi ho khong biet chnh mnh ang lam ieu o.

NTDP - PGS.TS. Doan Thi Hong Van

Dan nhap:
Vay am phan la g? am phan co nhng ac iem g? Khi tien hanh am phan can phai tuan thu theo nhng nguyen tac nao? Can tranh nhng sai lam nao? Nhng yeu to nao anh hng en am phan trong KDQT? Bai hom nay se giup cac ban giai quyet nhng van e neu tren.

NTDP - PGS.TS. Doan Thi Hong Van

1.1. KHAI NIEM AM PHAN

nh ngha ve am phan n gian nhat, moi nguyen vong thoa man yeu
cau va moi nhu cau tm kiem s thoa man, t nhat eu nay n t mam mong cua qua trnh ngi ta trien khai am phan. Ch can ngi ta v muon bien oi quan he ho tng ma trao oi vi nhau ve quan iem, ch can ngi ta muon hiep thng ban bac e i en nhat tr, la ho tien hanh am phan. am phan thong thng tien hanh gia ca nhan, ho hoac v ban than mnh, hoac thay mat cho oan the co to chc, v the co the coi am phan la bo phan cau thanh cua hanh vi nhan loai, lch s am phan cua nhan loai cung lau dai nh lch s van minh nhan loai.

(Gerald I. Nierenberg - The Art of Negotiating Nghe thuat am phan).

NTDP - PGS.TS. Doan Thi Hong Van

1.1. KHAI NIEM AM PHAN (tiep)

am phan la phng tien e at c ieu chung ta mong muon t ngi khac. o la s trao oi y kien qua lai nham at c thoa thuan trong khi ban va pha ben kia co mot so li ch chung va mot so li ch oi khang.
(Fisher,R.,Ury,W. Getting to Yes, 1991)

NTDP - PGS.TS. Doan Thi Hong Van

1.1. KHAI NIEM AM PHAN (tiep)

am phan la hanh vi va qua trnh ma ngi ta muon ieu hoa quan he gia hai ben, thoa man nhu cau cua moi ben, thong qua hiep thng ma i en y kien thong nhat.
(Trng Tng -Nghe thuat am phan thng vu quoc te NXB Tre 1996).

Con theo chung toi :am phan la hanh vi va qua trnh, ma trong o hai hay nhieu ben tien hanh thng lng, thao luan ve cac moi quan tam chung va nhng quan iem con bat ong, e i en mot thoa thuan thong nhat.

NTDP - PGS.TS. Doan Thi Hong Van

1.1. KHAI NIEM AM PHAN (tiep)

am phan trong kinh doanh quoc te la hanh vi va qua trnh, ma trong o cac ben, co nen van hoa khac nhau, tien hanh trao oi, thao luan ve cac moi quan tam chung va nhng iem con bat ong e i en mot thoa thuan thong nhat.

NTDP - PGS.TS. Doan Thi Hong Van

1.2. AC IEM
1. Muon am phan thanh cong phai xac nh ro muc tieu am phan mot cach khoa hoc, phai kien nh , khon ngoan bao ve quyen li cua mnh, ong thi phai biet ng pho mot cach linh hoat, sang tao trong tng trng hp cu the; Phai biet ket hp hai hoa gia bao ve li ch cua pha mnh vi viec duy tr va phat trien moi quan he vi cac oi tac;

2.

NTDP - PGS.TS. Doan Thi Hong Van

1.2.AC IEM (tiep)

3. Phai am bao nguyen tac oi ben cung co li;

4. anh gia mot cuoc am phan thanh cong hay that bai khong phai la lay viec thc hien muc tieu d nh cua mot ben nao o lam tieu chuan duy nhat, ma phai s dung mot loat cac tieu chuan anh gia tong hp.
5. am phan la mot khoa hoc, ong thi la mot nghe thuat.

NTDP - PGS.TS. Doan Thi Hong Van

1.3. CAC NGUYEN TAC C BAN VA NHNG SAI LAM THNG MAC TRONG AM PHAN

* Nhng nguyen tac o la : am phan la mot viec t nguyen , theo ngha bat c ben nao cung co the thoai lui hay t choi tham d am phan vao bat c luc nao. am phan ch co the bat au khi t nhat co mot ben muon thay oi thoa thuan hien tai va tin rang co the at c mot thoa thuan mi thoa man ca oi ben .

If you are going to play the game properly you`d better know the ruler Muon chi ung ieu , hay hoc luat chi ( The Essence of negotiation - Jean M. Hiltrop and Sheila Udall) - tr.8).

NTDP - PGS.TS. Doan Thi Hong Van

1.3. CAC NGUYEN TAC C BAN

Ch xay ra am phan khi cac ben hieu rang: s viec ch c quyet nh khi co thoa thuan chung, con neu s viec co the quyet nh n phng bi mot ben th khong can xay ra am phan. Thi gian la mot trong nhng yeu to quyet nh trong am phan. Thi gian co anh hng to ln en tnh hnh am phan va anh hng trc tiep en ket qua cuoi cung cua am phan. Mot cuoc am phan c coi la thanh cong khong co ngha la phai gianh thang li bang moi gia ma la at c ieu ma ca hai ben eu mong muon. Pham chat, nang lc, ky nang, thai o va tnh cam cua nhng ngi ngoi tren ban am phan co anh hng quyet nh en tien trnh am phan.

NTDP - PGS.TS. Doan Thi Hong Van

1.3. CAC NGUYEN TAC C BAN

* Nhng sai lam thng mac phai trong am phan:

Ngoi vao ban am phan vi mot cai au ay nhng nh kien. Khong xac nh c ngi co quyen quyet nh cuoi cung cua pha oi tac. Khong xac nh c chnh xac the manh cua mnh la g va khong the s dung the manh o mot cach co hieu qua.

NTDP - PGS.TS. Doan Thi Hong Van

1.3. CAC NGUYEN TAC C BAN

Ngoi vao ban am phan ch vi mot phng an duy nhat ma khong co phng an thay the, nen thng ri vao the b ong. Khong biet cach nang cao v the cua mnh. Khong kiem soat c nhng yeu to quan trong nh: thi gian, nhng van e can giai quyet... ma e oi tac keo i theo y muon cua ho.

NTDP - PGS.TS. Doan Thi Hong Van

1.3. CAC NGUYEN TAC C BAN

e vuot khoi tay quyen ra yeu cau trc. Khong tan dung c u the ve thi gian va a iem trong am phan. Voi bo cuoc khi cuoc am phan co ve nh i vao cho be tac. Khong chon c thi iem hp ly e ket thuc cuoc am phan.

NTDP - PGS.TS. Doan Thi Hong Van

1.4. Nhng nhan to anh hng en am phan trong KDQT:

* Cac yeu to c s; * Bau khong kh am phan; * Qua trnh am phan.

NTDP - PGS.TS. Doan Thi Hong Van

Tom lai:
am phan la hanh vi va qua trnh, ma trong o hai hay nhieu ben tien hanh trao oi, thao luan ve cac moi quan tam chung va nhng iem con bat ong, e i en mot thoa thuan thong nhat. Muon am phan thanh cong can nam vng nhng ac iem, nhng nguyen tac c ban cua am phan va quan trong nhat phai co nhng nha am phan gioi.

NTDP - PGS.TS. Doan Thi Hong Van

Lam Bai tap Chng 1 ( Trang 36 )

NTDP - PGS.TS. Doan Thi Hong Van

Anh hng cua van hoa dan toc, van hoa to chc, tnh cach ca nhan en am phan trong kinh doanh.
- Dan nhap. - Van hoa dan toc, van hoa to chc va tnh cach ca nhan; - Moi quan he gia VHDT, VHTC, TCCN - Anh hng cua cac yeu to van hoa en am phan trong KDQT; - Y ngha cua viec nghien cu VHDT, VHTC va TCCN trong quan tr.

NTDP - PGS.TS. Doan Thi Hong Van

Dan nhap:
Trong ieu kien hoi nhap va toan cau hoa e at c thanh cong trong hoat ong kinh doanh noi chung, trong am phan, noi rieng, can hieu biet ve van hoa dan toc, van hoa to chc va tnh cach ca nhan.

NTDP - PGS.TS. Doan Thi Hong Van

Dan nhap:
V vay, trong chng nay chung ta se nghien cu ve van hoa dan toc, van hoa to chc va tnh cach ca nhan, cung nhng tac ong cua chung en am phan trong kinh doanh; Tren c s o nghien cu nhng giai phap van dung cac yeu to van hoa trong am phan kinh doanh

NTDP - PGS.TS. Doan Thi Hong Van

2.1. Van hoa dan to, van hoa to chc va tnh cach ca nhan:
Van hoa co anh hng sau rong en nhan thc va hanh ong cua con ngi tren thng trng, noi rieng, va trong cuoc song, noi chung. Vay van hoa la g?

NTDP - PGS.TS. Doan Thi Hong Van

2.1. Khai niem van hoa:

Theo nh ngha van hoa cua UNESCO th "Van hoa bao

gom tat ca nhng g lam cho dan toc nay khac vi dan toc khac, t nhng san pham tinh vi hien ai nhat cho en tn ngng, phong tuc, tap quan, loi song va lao ong."

NTDP - PGS.TS. Doan Thi Hong Van

2.1. Khai niem van hoa (tiep)

Van hoa la mot tong the phc hp ve nhng gia tr vat chat va tinh than do con ngi kien tao nen va mang tnh ac thu rieng cua moi mot dan toc.

NTDP - PGS.TS. Doan Thi Hong Van

Anh hng cua van hoa

If the global world in which we live had one thousand people, it would include: 584 Asians 124 Africans 150 Europeans and former Soviets 84 Latin Americans 52 North Americans 6 Australians and New Zealanders

NTDP - PGS.TS. Doan Thi Hong Van

Anh hng cua van hoa

About 50% of the people of the village speak the following languages: 165 Mandarin 86 English 83 Hindu/Urdu 64 Spanish 58 Russian 37 Arabic The other half speak Bengali, Portuguese, Indonesian, Japanese, German, French and 200 other languages. Communication, indeed, would be challenging in this global village.

(The Philip R. Harris va Robert T. Moran)

NTDP - PGS.TS. Doan Thi Hong Van

Anh hng cua van hoa

Mot tnh huong.

NTDP - PGS.TS. Doan Thi Hong Van

2.1.1.Van hoa dan toc

Cac

kha canh van hoa Cac yeu to van hoa Quan tr a van hoa.

NTDP - PGS.TS. Doan Thi Hong Van

2.1.1.2.Cac yeu to van hoa of culture)

Ngon

(Elements

ng (Language) Ton giao (Religion) Gia tr va thai o (Values and Attitudes) Cach c x va phong tuc (Manner and customs) Cac yeu to vat chat (Material elements) Tham my (Asthetics) Giao duc (Education)

NTDP - PGS.TS. Doan Thi Hong Van

Ngon ng
Ngon ng la s the hien ro net cua van hoa v no la phng tien truyen at thong tin va y tng.

NTDP - PGS.TS. Doan Thi Hong Van

Ton giao
Thien Chua giao (Catholic) Phat giao (Buddhism) Khong giao (Confucianism) Nho giao (Taoism) Tin lanh (Christianity) Do Thai giao (Jewish) Hoi giao (Islam) An o giao (Hinduism)

NTDP - PGS.TS. Doan Thi Hong Van

Gia tr va thai o
Gia

tr la nhng quan niem lam can c e con ngi anh gia ung va sai, tot va xau, quan trong va khong quan trong. Thai o la nhng khuynh hng khong thay oi cua s cam nhan va hanh x theo mot hng xac nh oi vi mot oi tng.

NTDP - PGS.TS. Doan Thi Hong Van

Cach c x va phong tuc

Phong

tuc la nep song, thoi quen, la nhng le thoi trong xa hoi cua mot nc hay mot a phng. Nhng nep song, thoi quen nay c xem la pho bien va a hnh thanh t trc. Cach c x la nhng hanh vi c xem la ung an, phu hp trong mot xa hoi ac thu.

NTDP - PGS.TS. Doan Thi Hong Van

Cac yeu to vat chat

Van hoa vat chat (hay nhng yeu to vat chat cua van hoa) la nhng san pham do con ngi lam ra. Khi nghien cu van hoa vat chat, chung ta xem xet cach con ngi lam ra nhng san vat (kha canh ky thuat), ai a lam ra chung va tai sao lai lam (kha canh kinh te).

NTDP - PGS.TS. Doan Thi Hong Van

Tham my
Tham my la s hieu biet va thng thc cai ep. Tham my lien quan en s cam thu nghe thuat, en th hieu cua nen van hoa, t o anh hng en gia tr va thai o cua con ngi nhng quoc gia, dan toc khac nhau.

NTDP - PGS.TS. Doan Thi Hong Van

Giao duc
Giao duc la qua trnh hoat ong co y thc, co muc ch, co ke hoach nham boi dng cho con ngi nhng pham chat ao c, nhng tri thc can thiet ve t nhien va xa hoi, cung nh nhng ky nang, ky xao can thiet trong cuoc song.

NTDP - PGS.TS. Doan Thi Hong Van

2.1.1.3.Cac kha canh van hoa (Cultural dimensions)

Bang phng phap nghien cu thc nghiem, ieu tra, phan tch nh lng rat cong phu (vi tren 116.000 bang cau hoi c lay t 70 nc khac nhau) Geert Hofstede, mot nha nghien cu ngi Ha Lan a rut ra 4 kha canh van hoa.

NTDP - PGS.TS. Doan Thi Hong Van

Mo hnh cua Hofstede

vi 4 kha canh van hoa: Kha nang dam chu rui ro (Uncertainty avoidance); Chu ngha ca nhan (Individualism); Tnh cng ran (Masculinity); Khoang cach quyen lc (Power distance).

NTDP - PGS.TS. Doan Thi Hong Van

Kha nang dam chu rui ro:

anh gia cach xa hoi phan ng lai nhng ieu khong chac chan, nhng rui ro, bat trac trong cuoc song hang ngay. nhng xa hoi dam chu rui ro, nh an Mach, Thuy ien, Hong kong, Singapore, Anh, My, Canada, con ngi co the chap nhan va oi pho vi nhng rui ro, bat trac ma khong qua lo lang, s hai; Ho on nhan rui ro kha de dang, do o se khoan dung hn oi vi nhng y kien va cach c x khong giong ho.

NTDP - PGS.TS. Doan Thi Hong Van

Kha nang dam chu rui ro (Tiep)

nhng xa hoi t dam chu rui ro, nh: B, Hy Lap, Uruguay, Guatemala, Bo ao Nha, Nhat Ban, Han Quoc, ngi ta nhan manh s can thiet phai kiem soat moi trng, kiem soat cac s kien va tnh huong.

NTDP - PGS.TS. Doan Thi Hong Van

Chu ngha ca nhan/tap the:

Mo ta moi quan he gia mot ca nhan vi nhng ngi xung quanh, qua o cho thay moi tng quan gia tnh ca nhan va tnh tap the. nhng xa hoi e cao chu ngha ca nhan, ien hnh nh: My, Anh, Ha Lan, Canada tai o mc o t do ca nhan rat rong rai va moi ngi phai t cham lo en li ch ca nhan cua chnh ban than mnh.

NTDP - PGS.TS. Doan Thi Hong Van

Chu ngha ca nhan/tap the (Tiep)

nhng xa hoi co tnh tap the cao, nh: Ecuador, Guatemala, Pakistan, Indonesia, ai Loan tai ay moi quan he gia cac ca nhan rat chat che, tao thanh nhng nhom ngi co chung quyen li; Moi ngi cung cham lo cho li ch tap the va ch bao ve nhng y kien va niem tin ma tap the a thong qua

NTDP - PGS.TS. Doan Thi Hong Van

Tnh cng ran (hay Nam tnh):

Nhng tieu chuan Nam tnh: s quyet oan, ton trong ngi thanh at, giau co. anh gia con ngi da vao tien tai, a v. Nhng xa hoi co Nam tnh cao, nh: Nhat Ban, Uc, Y, My Anh

NTDP - PGS.TS. Doan Thi Hong Van

Tnh cng ran (hay Nam tnh)(Tiep)

Nhng tieu chuan N tnh, bao gom: s quan tam en cac van e y te, giao duc, bao ve moi trng, moi sinh, giup ngi ngheo kho, hng en cong bang xa hoi nhng ni o gia tr truyen thong la Long nhan ao va chat lng cuoc song. Nhng xa hoi co N tnh cao ien hnh, nh: Na Uy, Thuy ien, an Mach, Ha Lan,

NTDP - PGS.TS. Doan Thi Hong Van

Khoang cach quyen lc:

The hien mc o bat bnh ang cua xa hoi. nhng nc co khoang cach quyen lc cao, nh Panama, Guatemala, Venezuela, Mexico, An o, Philipines, cap di phai tuyet oi tuan theo menh lenh cua cap tren; Cap tren la ngi co quyen quyet nh.

NTDP - PGS.TS. Doan Thi Hong Van

Khoang cach quyen lc (Tiep)

nhng nc co khoang cach quyen lc thap nh: My, Canada, Anh, Uc, an Mach tai o, moi ngi co gang duy tr s can bang tng oi trong viec phan chia quyen li, a v va cua cai. Trong cac xa hoi nay, cap di khong phai nhat nhat tuan theo menh lenh cua cap tren, ma thong qua cap ten ieu phoi e cong viec cua ho c thc hien troi chay.

NTDP - PGS.TS. Doan Thi Hong Van

 Van hoa co anh hng rat ln en am phan trong kinh doanh, ac biet la cac yeu to: - Thi gian; - Vai tro cua cac nhan so vi tap the; - Cach giao tiep - Y ngha cua cac moi quan he ca nhan

NTDP - PGS.TS. Doan Thi Hong Van

2.1.2. Van hoa to chc

Cong trnh nghien cu cua Reynolds (1986) 15 kha canh van hoa to chc. Trong o: Chu trong oi noi hay oi ngoai Tap trung vao cac nhiem vu cua to chc hay xa hoi Tuan thu theo luat le quy nh hay hanh ong theo ca tnh An toan hay mao hiem Tuy c ng bien hay hoach nh.(tr.57)

NTDP - PGS.TS. Doan Thi Hong Van

2.1.3.Tnh cach ca nhan

Tnh cach ca nhan la s nhat quan trong hanh vi ng x va nhng phan ng trc cac s viec cua mot ca nhan. Tnh cach co anh hng trc tiep va sau sac en tat ca cac moi quan he gia ngi vi ngi, ke ca quan he trong am phan kinh doanh.

NTDP - PGS.TS. Doan Thi Hong Van

Tnh cach ca nhan (tiep)

Cach pho bien nhat e mo ta tnh cach ca nhan la ch so MBIT (Myer-Briggs Type Indicator). Ly thuyet ve tnh cach ca nhan c phat trien bi Keirsey va Bartes. Cac tac gia nay a gop 16 loai tnh cach co the co c theo MBIT thanh 4 tch cach c ban. Bon tnh cach o c v vi 4 v than trong than thoai Hy Lap ma Zeus a trao nhiem vu giup cho loai ngi phat trien.

NTDP - PGS.TS. Doan Thi Hong Van

Tnh cach ca nhan (tiep)

Tnh cach Than Dionysus Tnh cach Than Epimetheus Tnh cach Than Prometheus Tnh cach Than Apollo.

( xem chi tiet t tr. 58 - 63, sach am phan trong kinh doanh quoc te )

NTDP - PGS.TS. Doan Thi Hong Van

2.2. Moi quan he gia VHDT,VHTC va TCCN:

Co moi quan he mat thiet

( Xem chi tiet hnh 2.1., tr.65)

NTDP - PGS.TS. Doan Thi Hong Van

2.3. Anh hng cua cac yeu to van hoa en am phan trong kinh doanh:

( Xem chi tiet trang 66 74 )

NTDP - PGS.TS. Doan Thi Hong Van

2.4. Y ngha cua viec nghien cu cac yeu to van hoa trong quan tr :

( Xem chi tiet trang 75 82)

NTDP - PGS.TS. Doan Thi Hong Van

Tom lai; Van hoa dan toc, van hoa to chc va tnh cach ca nhan co moi quan he mat thiet vi nhau va co anh hng rat ln en am phan trong kinh doanh. Chnh do anh hng bi van hoa, ma cung mot van e nhng ngi khac nhau se co cach tiep can, giai quyet rat khac nhau.

NTDP - PGS.TS. Doan Thi Hong Van

theo Thomas va Kilmann co the chia thanh 5 nhom chnh: - Kieu hp tac; - Kieu thoa hiep; - Kieu dan xep; - Kieu ieu khien; - Kieu tranh ne. Chnh v vay, nghien cu, hieu va nam vng c nhng yeu to van hoa co y ngha rat to ln oi vi hoat ong kinh doanh, noi chung, hoat ong am phan trong kinh doanh, noi rieng.

NTDP - PGS.TS. Doan Thi Hong Van

( Lam bai tap Chng 2 trang 84)

NTDP - PGS.TS. Doan Thi Hong Van

CAC KIEU AM PHAN

- Dan nhap - Gii thieu tong quat ve mo hnh am phan - Mot so mo hnh am phan ien hnh - Cac kieu am phan - am phan kieu Nguyen tac.

NTDP - PGS.TS. Doan Thi Hong Van

1. Dan nhap
am phan la khoa hoc, ong thi la nghe thuat, cung vi qua trnh phat trien cua nhan loai a hnh thanh nhieu mo hnh am phan, co the ke ra mot so mo hnh ien hnh, nh cac mo hnh cua Walton va Mc Kersie, Sawyer va Geutskow, Lax va Sebenus, Fisher va Ury, Bartes va mo hnh PIN (xem chi tiet sach am phan trong kinh doanh quoc te tr. 90 -97).

NTDP - PGS.TS. Doan Thi Hong Van

1. Dan nhap
Vi nhng phong cach tiep can van e khac nhau, la chon cac mo hnh, trong thc te se tao nen nhng kieu am phan khac nhau . Co vo so kieu am phan, trong bai hoc nay chung ta se tap trung nghien cu mot so kieu am phan c ban trong kinh doanh.

NTDP - PGS.TS. Doan Thi Hong Van

1. Dan nhap
Theo Roger Fisher va William Ury co the chia am phan lam 2 kieu chnh: am phan theo kieu mac ca lap trng (Positional bargaining), gom co: - am phan kieu Mem (Soft negotiation). - am phan kieu Cng (Hard negotiation). am phan theo nguyen tac hay con goi la am phan theo noi dung (principled negotiation or negotiation on the merits).

NTDP - PGS.TS. Doan Thi Hong Van

2. am phan kieu mem (Soft negotiation):

am phan theo kieu Mem con goi la am phan kieu Hu ngh, trong o ngi am phan co gang tranh xung ot, de dang chu nhng bo, nham at c thoa thuan va gi gn moi quan he gia oi ben. Ho at muc ch phai at c thoa thuan len hang au, ch khong nhan manh phai chiem u the. Ngi am phan theo kieu Mem khong coi oi phng la ch thu, ma luon xem ho nh ban be, than hu; trong am phan ch co gang xay dng va gn gi moi quan he, ky hco c hp ong, con hieu qua kinh te khong c xem trong.

NTDP - PGS.TS. Doan Thi Hong Van

2. am phan kieu mem (Soft negotiation):

V vay, trong kieu am phan nay thng dien ra cac bc: a ra e ngh, tin cay oi tac, chu nhng bo, gi gn moi quan he than thiet, het sc tranh oi lap, nham at cho c thoa thuan (tham ch co khi phai khuat phuc oi phng, chap nhan nhng thoa thuan bat li cho mnh).

NTDP - PGS.TS. Doan Thi Hong Van

3. am phan kieu cng (Hard negotiation):

am phan theo kieu Cng con goi la am phan kieu Lap trng ien hnh trong o ngi am phan a ra lap trng het sc cng ran, roi tm moi cach bao ve lap trng cua mnh, lo sao e bep cho c oi phng. Trong kieu am phan nay, ngi am phan co gang bao ve bang c lap trng a ra, cng quyet khong chu nhng bo.

NTDP - PGS.TS. Doan Thi Hong Van

3. am phan kieu cng (Hard negotiation):

Trong thc te, neu ngi am phan theo kieu Cng gap oi tac yeu, th cuoc am phan dien ra nhanh chong, ngi am phan dung moi mu ke (ke ca gian ke) ao ao oi phng, don moi bat li cho oi tac, gianh moi thuan li ve mnh. Sau nay neu oi tac khong co kha nang thc hien, th hp ong cung se b o be. Neu hai ben am phan cung chon am phan theo kieu Cng, th cuoc am phan dien ra cang thang, keo dai, co the o v gia chng, hp ong khong ky c, quan he hp tac tan v.

NTDP - PGS.TS. Doan Thi Hong Van

3. am phan kieu cng (Hard negotiation):

V vay, ngi am phan theo kieu Cng, neu co thu c thang li th ch la thang li be ngoai, ch khong phai thang li ch thc. Con neu khong thu c thang li-khong ky c hp ong, th con te hai hn, ho se lam mat i moi quan he hp tac, mat ban hang, mat oi tac

NTDP - PGS.TS. Doan Thi Hong Van

4. am phan kieu nguyen tac (Pricipled negotiation):

am phan kieu Nguyen tac con goi la la Thuat am phan Harvard co 4 ac iem: - Tach ri con ngi ra khoi van e, chu trng: oi vi ngi-on hoa, oi vi viec-cng ran. - Can tap trung vao li ch cua oi ben, ch khong co gi lay lap trng ca nhan, chu trng: thanh thc, cong khai, khong dung gian ke, khong co bam vao lap trng cua mnh. - Can a ra cac phng an khac nhau e la chon, thay the. - Ket qua cua s thoa thuan can da tren nhng tieu chuan khach quan khoa hoc.

NTDP - PGS.TS. Doan Thi Hong Van

CAC KIEU AM PHAN (tiep)

am phan kieu nguyen tac (Principled negotiation):
Four basic points of principled negotiation: People: Separate the people from the problem. Interests: Focus on interests, not positions. Options: Generate a variety of posibilities before what to do. Criteria: Insist that the result be based on some

deciding objective standard.

NTDP - PGS.TS. Doan Thi Hong Van

5. So sanh cac kieu am phan

Bang 1. So sanh cac kieu am phan
am phan kieu mac ca lap trng Mem
Coi oi tac nh be ban

am phan kieu nguyen tac

Coi oi tac nh nhng cong s cung giai quyet van e.

Cng
Coi oi tac nh ch thu.

NTDP - PGS.TS. Doan Thi Hong Van

(tiep)
Mem Cng Nguyen tac
Muc tieu: giai quyet van e hieu qua va than thien.

Muc tieu: at c Muc tieu: gianh thang thoa thuan , gi moi li bang moi gia. quan he.

Chu trng: Nhng Chu trng: Ep oi tac Tach con ngi ra bo e gi moi quan nhng bo. khoi van e. he.

NTDP - PGS.TS. Doan Thi Hong Van

(tiep)
Mem
Mem vi con ngi va van e,

Cng
Cng ran vi ca con ngi lan van e,

Nguyen tac
Mem mong vi con ngi, cng vi van e

Tin oi tac.

Khong tin oi tac.

Giai quyet v/ oc lap vi long tin.

Tap trung vao li ch, khong vao lap trng.

De thay oi lap trng.

Bam chat lay lap trng.

NTDP - PGS.TS. Doan Thi Hong Van

(tiep)
Mem
a e ngh.
Khong giau gii han cuoi cung. Chap nhan thiet hai n phng e at c thoa thuan.

Cng
e doa.

Nguyen tac
Xac nh quyen li

anh lac hng ve Khong co gii gii han cuoi cung han cuoi cung oi li ch n Tao ra cac phng phng lam gia cho an e cung at thoa thuan. muc ch.
NTDP - PGS.TS. Doan Thi Hong Van

(tiep)
Mem Cng Nguyen tac
Xay dng cac phng an trc la chon sau.

Ch i tm mot Ch i tm mot cau tra li ma cau tra li ma oi tac chap mnh chap nhan. nhan.

Co gang at thoa Khang khang gi Ket qua phai da thuan. lap trng. tren tieu chuan khach quan.
NTDP - PGS.TS. Doan Thi Hong Van

(tiep)
Mem
Co tranh phai au tr. Lui bc trc ap lc.

Cng
Co thang cuoc au tr. Gay ap lc.

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

NTDP - PGS.TS. Doan Thi Hong Van

Ban them ve P theo kieu nguyen tac

Tach con ngi ra khoi van e (tr.103-109- am phan trong kinh doanh quoc te): Nha P trc tien la con ngi; Tach v/ quan he ra khoi noi dung P va x ly trc tiep van e con ngi.

NTDP - PGS.TS. Doan Thi Hong Van

Ban them ve P theo kieu nguyen tac Tap trung vao li ch ch khong phai lap trng (tr.109-111) Xac nh c li ch; Trao oi ve li ch.

NTDP - PGS.TS. Doan Thi Hong Van

Ban them ve P theo kieu nguyen tac

Tao ra cac phng an e cung at c muc ch (tr. 111112)

NTDP - PGS.TS. Doan Thi Hong Van

Ban them ve P theo kieu nguyen tac

Kien tr s dung nhng tieu chuan khach quan ( Xem tr.

112-113)

NTDP - PGS.TS. Doan Thi Hong Van

Trong o, can ghi nh 3 iem c ban:

1. Coi van e am phan la mot cuoc tm kiem chung nhng tieu chuan khach quan. 2. Lap luan va phan tch lai cac lap luan xem tieu chuan nao la phu hp nhat va lam cach nao e at c chung. 3. ng bao gi lui bc trc sc ep cua oi tac, ma ch lui bc trc cai ung, trc nhng lap luan chac chan hn, khoa hoc hn. Do vay, ban nen kien nh, bao ve lap trng cua mnh, ong thi cung phai biet linh hoat, nhay ben giai quyet van e da tren nhng tieu chuan khach quan.

NTDP - PGS.TS. Doan Thi Hong Van

Tom lai, co rat nhieu kieu am phan, kieu cng, kieu mem, kieu nguyen tac la nhng kieu am phan ien hnh trong kinh doanh. Trong thc te can phai biet linh hoat, tuy vao tng hoan canh cu the ma van dung nhng kieu am phan cu the, thch hp th mi mang lai hieu qua cao. Nhng cng qua hoac mem: qua ieu khong tot, am phan theo kieu nguyen tac la kieu co nhieu u the hn ca, nen hien c nhieu cong ty tren khap the gii nghien cu, ap dung

NTDP - PGS.TS. Doan Thi Hong Van

CAU HOI ON TAP

( Lam Bai tap Chng 3, tr.115)

NTDP - PGS.TS. Doan Thi Hong Van

Qua trnh am phan hp ong thng mai/ngoai thng

-

Dan nhap Giai oan chuan b Giai oan tiep xuc Giai oan am phan Giai oan ket thuc am phan Giai oan rut kinh nghiem.
NTDP - PGS.TS. Doan Thi Hong Van

CAC GIAI OAN AM PHAN

Giai oan chuan b. Giai oan tiep xuc. Giai oan am phan. Giai oan ket thuc - ky ket hp ong. Giai oan rut kinh nghiem.

NTDP - PGS.TS. Doan Thi Hong Van

Giai oan 1: Giai oan chuan b

- Chuan b chung cho moi cuoc am phan; - Chuan b trc mot cuoc am phan cu the.

NTDP - PGS.TS. Doan Thi Hong Van

Chuan b chung
- Ngon ng - Thong tin - Nang lc - Thi gian va a iem.

NTDP - PGS.TS. Doan Thi Hong Van

Ngon ng:
- Tieng Me e; - Cac ngoai ng - Tap am phan trc tiep vi oi tac va am phan thong qua phien dch (Xem chi tiet tr. 122-123)

NTDP - PGS.TS. Doan Thi Hong Van

Thong tin:
- Thong tin ve hang hoa; - Thong tin ve th trng; - Thong tin ve oi tac. (Xem chi tiet tr. 124-129)

NTDP - PGS.TS. Doan Thi Hong Van

Chuan b nang lc :
- Chuan b nang lc cho tng can bo am phan (Kien thc; Tam ly; Ky nang am phan,) - To chc oan am phan.

NTDP - PGS.TS. Doan Thi Hong Van

KY NANG CUA MOT NHA AM PHAN

1. 2. 3. Co kha nang nhn the gii nh ngi khac nhn va hieu hanh vi cua ngi khac t quan iem cua ho. Co kha nang dien at y kien e ngi cung am phan hieu c chnh xac y mnh. Co kha nang chng to cac thuan li cua kien ngh a ra, e thuyet phuc oi tac trong am phan vui long thay oi quan iem cua ho.

NTDP - PGS.TS. Doan Thi Hong Van

KY NANG CUA MOT NHA AM PHAN (tiep)

4. Co kha nang chu ng s cang thang va oi mat trong nhng hoan canh rac roi, cac oi hoi khong d oan c trong am phan. Nhay cam vi nen van hoa cua ngi khac va biet ieu chnh e ngh cua mnh cho phu hp vi gii han va sc ep hien tai.
(Piere Casse)

5.

NTDP - PGS.TS. Doan Thi Hong Van

KY NANG CUA MOT NHA AM PHAN(tiep) Chuan mc trong giao tiep/am phan: - T trong nhng phai ton trong ngi khac; - T tin nhng khong ca tin; - The hien mnh nhng khong nen ha thap ngi khac; - Thang than nhng khong c qua loa, ai khai;

NTDP - PGS.TS. Doan Thi Hong Van

KY NANG CUA MOT NHA AM PHAN(tiep) - Khiem ton nhng khong gia doi; - Can than nhng khong qua chat che; - Hoat bat nhng khong phai la gap au noi ay, hanh

ong ba bai; - Nghiem khac vi mnh, khoan dung, o lng vi moi ngi.

NTDP - PGS.TS. Doan Thi Hong Van

Chuan b trc mot cuoc am phan cu the: - Thiet lap nhng muc tieu can thng lng; - anh gia lai oi tac; - anh gia lai nhng iem manh, iem yeu cua chnh mnh; - Lap cac phng an kinh doanh, phng an am phan; - xay dng chien lc am phan va am phan th.

NTDP - PGS.TS. Doan Thi Hong Van

BATNA Best Alternative To No Agreement- Thiet lap giai phap thay the tot nhat khi khong at c thoa thuan
- Xac nh gii han am phan; - Tm cac giai phap thay the; - Chon giai phap thay the tot nhat. ( Xem chi tiet tr. 135 )

NTDP - PGS.TS. Doan Thi Hong Van

GIAI OAN 2 GIAI OAN TIEP XUC

Tao khong kh tiep xuc: Cuoc am phan se dien ra thuan li khi tao c nhng khong kh than mat, hu ngh, muon vay:
Phai lam cho oi tac tin cay mnh. Phai tm moi cach the hien nhng thanh y cua mnh. Can chu y lam cho oi tac tin cay, bang nhng hanh ong ch khong ch bang li noi.

Tham do oi tac Sa oi lai ke hoach (neu can) e lam c nhng cong viec tren, can phai:
Nhap e tot. Khai thac thong tin e hieu biet lan nhau.

NTDP - PGS.TS. Doan Thi Hong Van

GIAI OAN 3 GIAI OAN AM PHAN

ay la giai oan quan trong nhat cua

toan bo qua trnh am phan. Trong giai oan nay cac ben tien hanh ban bac, thoa thuan nhng van e oi ben cung quan tam nh: hang hoa, chat lng, so lng, gia ca, giao hang, thanh toan...nham i en y kien thong nhat, ky c hp ong mua ban hang hoa.

NTDP - PGS.TS. Doan Thi Hong Van

GIAI OAN AM PHAN (tiep)

Giai oan nay bao gom:
a ra yeu cau va lang nghe oi tac trnh bay yeu cau cua ho. Nhan va a ra nhng bo. Pha v nhng be tac.

Tien ti thoa thuan.

NTDP - PGS.TS. Doan Thi Hong Van

GIAI OAN AM PHAN NHNG IEM CAN LU Y

1.

2.
3.

Can gi bau khong kh chan hoa, ci m, gat bo nhng cam xuc tieu cc. Tranh nhng cn xuc ong boi pha. ng ngat li va o loi cho nhau. ng bao gi to ra la mnh qua thong minh. Can chu y lang nghe y kien cua oi tac. ng cp li ho, ng voi vang a ra nhan xet. Noi t, nghe nhieu va luon luon at cau hoi.

NTDP - PGS.TS. Doan Thi Hong Van

GIAI OAN AM PHAN NHNG IEM CAN LU Y

4.
5.

Tom tat lai y kien cua oi tac e xem mnh hieu co ung y cua ho khong. Can dien at chnh xac y kien cua mnh, co gang lam cho li noi co sc thuyet phuc. Nen dung cach dien giai cham rai, ro rang, than thien, oi cho co the pha chut hai hc e tao bau khong kh tot.

NTDP - PGS.TS. Doan Thi Hong Van

GIAI OAN AM PHAN NHNG IEM CAN LU Y

6.

7.
8.

Can lng trc nhng cau hoi ma oi tac co the at ra cho ban va san sang tra li nhng cau hoi o. Bnh tnh tm cach pha v nhng be tac trong am phan (neu co).
ng bao gi lam cho oi tac mat the dien.

NTDP - PGS.TS. Doan Thi Hong Van

GIAI OAN 4 GIAI OAN KET THUC

Nhng iem can lu y:

- KY KET HP ONG

1.
2.

Thoa thuan thong nhat vi nhau tat ca nhng ieu khoan can thiet trc khi ky hp ong. e cap en c s phap ly va moi van e lien quan. Tranh phai dung tap quan thng mai a phng e giai quyet nhng tranh chap phat sinh sau nay.

NTDP - PGS.TS. Doan Thi Hong Van

GIAI OAN 4 GIAI OAN KET THUC

3. 4.

- KY KET HP ONG (tiep)

5.

Hp ong khong c co nhng ieu khoan trai vi luat hien hanh. Khi soan hp ong can trnh bay ro rang, chnh xac, tranh dung nhng t map m, co the suy luan ra nhieu cach. Hp ong thng do mot ben soan thao. Trc khi ky ket ben kia can kiem tra that ky lng, oi chieu vi nhng thoa thuan a at c trong am phan.

NTDP - PGS.TS. Doan Thi Hong Van

GIAI OAN 4 GIAI OAN KET THUC

6. 7.

- KY KET HP ONG (tiep)

Ngi ng ra ky hp ong phai la ngi co tham quyen. Ngon ng dung e xay dng hp ong phai la ngon ng cac ben cung thong thao.

NTDP - PGS.TS. Doan Thi Hong Van

GIAI OAN 5 GIAI OAN

RUT KINH NGHIEM

ay la giai oan kiem tra lai ket qua cua nhng giai oan trc, nham rut kinh nghiem cho nhng lan am phan sau. Rut kinh nghiem ngay sau am phan va rut kinh nghiem trong suot qua trnh to chc thc hien hp ong.

NTDP - PGS.TS. Doan Thi Hong Van

Lam bai tap Chng 4 ( Tr. 147 -148)

NTDP - PGS.TS. Doan Thi Hong Van

Bai 5- Ky thuat am phan

am phan bang th am phan bang cach gap mat trc tiep.

NTDP - PGS.TS. Doan Thi Hong Van

I. am phan bang th
Enquiry Offer Counter-offer Order Acceptance Confirmation

(Xem AM PHAN TRONG KINH DOANH QUOC TE, tr.151-167)

NTDP - PGS.TS. Doan Thi Hong Van

II. am phan bang cach gap mat trc tiep

Cac ky thuat: Khai thac thong tin; Nang cao v the trong am phan; Giam gia tr ly le cua oi tac; Nhng bo va nhan nhng bo; Giai quyet cac tnh huong be tac.

(Xem Chng 5 sach PTKDQT)

NTDP - PGS.TS. Doan Thi Hong Van

Bai 6 am phan vi cac nc ong A

Gii thieu ve cac nc ong A (Nhat Ban, Han Quoc, Trung Quoc) Nhng iem cam lu y khi am phan vi cac nc ong A.

(Xem Chng 9, sach am phan trong kinh doanh quoc te)

NTDP - PGS.TS. Doan Thi Hong Van

Bai 7- am phan vi cac nc ASEAN

Gii thieu ve cac nc ASEAN; Nhng iem can lu y khi am phan vi cac nc ASEAN.

(Xem Chng 10, sach am phan trong kinh doanh quoc te)

NTDP - PGS.TS. Doan Thi Hong Van

Bai 8 Nhng bai hoc kinh nghiem trong am phan

1. 2. 3. 4. Chuan b cang ky cang tot Thu thap ay u cac thong tin can thiet Xay dng chien lc am phan khoa hoc Nhng iem can lu y trong qua trnh am phan:
- Ve nhan s; - Ve thi gian; - Ve cac van e am phan; - Ve giao tiep.

NTDP - PGS.TS. Doan Thi Hong Van

Bai 8 Nhng bai hoc kinh nghiem trong am phan (Tiep)

5. Nhng iem can lu y khi ky ket hp ong. 6. Phat trien moi quan he va tnh thuyet phuc. 7. Thng xuyen iem lai nhng viec a lam, rut kinh nghiem cho lan sau.

NTDP - PGS.TS. Doan Thi Hong Van

e tr thanh nha am phan gioi, can:

1. Trong giai oan chuan b: Hay bat au t nhng ieu be nho, th nghiem dan dan. Hay au t thch ang. iem lai nhng ieu mnh a lam c, rut kinh nghiem e khong ngng hoan thien. Hay chuan b, chuan b cang ky cang tot.

NTDP - PGS.TS. Doan Thi Hong Van

2. Khi bc vao am phan:

Phai xac nh t tng: co gang at c muc ch cua

mnh tren c s khong kh am phan than mat, thoai mai cho ca hai ben. Tm hieu cac phong tuc, tap quan, thoi quen, s thch va t tng cua oi tac nc ngoai. Hng ti ban hang vi long ton trong ca nhan ln nhat.

NTDP - PGS.TS. Doan Thi Hong Van

Khong nen co nhng nu ci vo ngha (ac biet khi

lam viec vi cac oan Au chau). Co s quan tam ac biet hn en cac thanh vien n trong oan am phan oi phng. Phan ng lch thiep oi vi nhng sai trai cua oi phng ac biet neu anh gia o la nhng thieu hieu biet cua ho ve phong tuc tap quan cua ta.

NTDP - PGS.TS. Doan Thi Hong Van

Nuoi dng thoi quen khong tham gia tranh luan ve

nhng van e chnh tr, ton giao, ao c, loi song, chung toc... trong qua trnh am phan. Bao gi cung co the noi khong oi vi mot van e con ang nghi van. Trong am phan, thng xuyen quan sat mot cach kn ao va te nh cach c x va hanh ong cua oi tac e co the ieu chnh mot cach kp thi, hp ly cach c x cua mnh.

NTDP - PGS.TS. Doan Thi Hong Van

Co gang thch ng vi nhp o am phan cua oi

tac.

Han che trao oi, tranh luan rieng mang tnh chat noi

bo, bi co the b lo y nh neu ben oi tac hieu c tieng nc mnh. ong thi, ieu nay con the hien s khong nhat quan gia cac thanh vien trong oan. Nhan nh kp thi nhng s h cua oi phng.

NTDP - PGS.TS. Doan Thi Hong Van

Nhay ben anh gia tnh hnh dien bien cua cuoc am
phan e quyet nh mc nao la va phai.

Ky c hp ong vi cac ieu kien thuan li cho mnh ma oi tac co the chap nhan.

NTDP - PGS.TS. Doan Thi Hong Van

<<In many ways, negotiation is like athletics: Some people have more natural talent, and like the best athletes, they may gain the most from preparation, practice, and coaching. Yet those with less natural talent have more need for preparation, practice, and feedback, and much to gain by it. Whichever you are, there is much to learn, and hard work will pay off. It is up to you.>> (Roger Fisher and William Ury Getting to yes).

NTDP - PGS.TS. Doan Thi Hong Van

Chuc Cac Ban Thanh Cong!

NTDP - PGS.TS. Doan Thi Hong Van