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THNG TIN GING VINNGUYN CNG B MN GIAO DCH THNG MI QUC TKHOA KINH T V KINH DOANH QUC [email protected]: 0989148784

FTU/2013M PHN THNG MI QUC T

NHP MNYu cu i vi sinh vin:Tham d ti thiu 75% s bui hcTham gia tho lun, thuyt trnh nhm tch ccGi trt teo th sinh vinC cu im:Chuyn cn (10%)Gia k (30%)Cui k (60%)

NHP MNTi liu:Sch m phn trong kinh doanh quc t 2010 (Ch bin: GS, TS on Th Hng Vn).Slides bi gingGio trnh GDTMQT 2012 (Ch bin: PGS, TS Phm Duy Lin)Ni dung mn hc:Phn 1: C s l lun v m phn thng mi quc tPhn 2: m phn hp ng mua bn quc tPhn 3: m phn thng mi gia cc chnh ph

PHN 1C S L LUN V M PHN THNG MI QUC TM PHNKhi nimm phm l qu trnh hi m i ti s thng nht ch nhm t c tha thun gia cc ch th.

m phn l qu trnh ti thiu ha/ xa b nhng li ch mu thun, i khng (xung t) nhm i ti s thng nht.

m phn l qu trnh giao tip gia cc bn c nhng quyn li i khng v c th chia s nhm i ti tha thun.

PHN 1C S L LUN V M PHN THNG MI QUC TM PHNBn cht Qu trnh mc c, thuyt phc

S thng nht gia cc mt i lp

Tnh khoa hc v ngh thut

??? Ngun gc ca m phn?

S thng nht gia cc mt i lp

PHN 1C S L LUN V M PHN THNG MI QUC T

Tnh khoa hc:M hnh tuyn tnh/ M hnh mc tiu l tnh (rational objective model).


Tnh khoa hc:M hnh vng trn (cyclical model).


Tnh ngh thut:

m phn l mt qu trnh vn dng nhun nhuyn, linh hot cc chin lc, chin thut v k xo m phn da trn nhng nguyn tc m phn nhm t c mc tiu m phn.


M PHNNguyn tc m phnT nguyn. Mc tiu c thChin lc r rng, cht chBit ngi bit taKim sot cht ch yu t thi gian v con ngiCoi trng suy lunC phng n d phngKhng c t c tha thun bng mi gi Khng cuc m phn b ph v hon ton. Bit cch kt thc ng lc.


B. m phn thng mi quc tKhi nim m phn thng miL qu trnh thuyt phc, mc c thng qua giao tip nhm t c s thng nht, tha thun v li ch thng mi gia cc ch th.II. m phn thng mi quc tCh th m phni tng m phnNi dung m phnHnh thc m phn


B. m phn thng mi quc tIII. Cc yu t nh hngTh lc ca cc ch thChin lc v chin thut m phnThi gian v chuyn gia m phnVn haChnh tr, x hiPhp lut


B. m phn thng mi quc tIII. Hnh thc m phnm phn qua th tn

m phn qua in thoi

m phn bng gp g trc tip


1.1. Hnh thcCc th thng mi: Hi hng, cho hng, t hng, hon gi, chp nhn, xc nhnTh tay, email, fax, telex1.2. u, nhc im1.2.1. u imm phn ng thi vi nhiu i tcC nhiu thi gian suy nghChi ph thp1.2.2. Nhc imKh nm bt B l c hi kinh doanhPHN 1B.III. HNH THC M PHN THNG MI QUC T1. M PHN QUA TH TN

1.3. Lu Ngn ng quen thuc, lch s, trang trngSc tchGi tr php l ca th thng miThuyt tng pht hay tip thuGy s ch cho bc thKhng vit email thng mi khi km tnh toKhng nn qu lm dng??? Trng hp p dng?

PHN 1B.III. HNH THC M PHN THNG MI QUC T1. M PHN QUA TH TN

2.1. Hnh thct khi p dng c lpKt hp fax, email2.2. u, nhc im2.2.1. u imTc Chi ph2.2.2. Nhc imKhng gii quyt trit vn Xung t php lut v hnh thc hp ng

PHN 1B.III. HNH THC M PHN THNG MI QUC T2. M PHN QUA IN THOI

2.3. Lu Thi gian giHiu r i tcTo n tng t li gii thiuNi dung sc tch xut cc hnh thc m phn khc??? Trng hp p dng?

PHN 1B.III. HNH THC M PHN THNG MI QUC T2. M PHN QUA IN THOI

3.1. Hnh thcGp trc tipCu truyn hnh3.2. u, nhc im3.2.1. u imNhanhNm bt c tm l, 3.2.2. Nhc imChi phChin lc, chin thut, k thut m phn cao

PHN 1B.III. HNH THC M PHN THNG MI QUC T3. M PHN BNG GP G TRC TIP

3.3. Lu Mc tiu, chin lc, chin thut c thCc phng n thay thnh ra cc gii hnThi gian, a im m phnn tng ban uThu hiu i tcNgn ng, t ng, m lng, c chMm ci v nhn vo mt i tcBit cch t thi tc ginCht li trc khi chuyn vn Khng ni nhiu m phi hi nhiuLng nghe v suy lun??? Trng hp p dng?

PHN 1B.III. HNH THC M PHN THNG MI QUC T3. M PHN BNG GP G TRC TIP

B. m phn thng mi quc tIV. Phong cch m phnHp tc Collaboration (Win Win)Cnh tranh Competition (Win Lose)Tha hip/ Nhng b - Compromise Thch nghi/ Chp nhn Accommodation (Lose Win)N trnh - Avoidance (Lose Lose)

PHN 1B.IV. PHONG CCH M PHN THNG MI QUC T

PHN 1B.IV. PHONG CCH M PHN THNG MI QUC T

B.IV.2.1. Biu hinCn nhiu thi gian, i hi kin trLi ch ca mnh tm thy trong li ch i tcB.IV.2.2. Trng hp p dngQuan h quan trng cn duy trVn rt quan trng cn gii quyti tc p dng phong cch ny

PHN 1B.IV.1. PHONG CCH M PHN HP TC

B.IV.2.1. Biu hinThng bng mi cchnh nhanh thng nhanhCoi trng li ch bn thnXem nh quan hB.IV.2.2. Trng hp p dngTh lc mnhBit mnh ngTr aKhn cp, quan trngGiao dch ngn hnKhi i tc li dng s hp tc??? C hi thnh cng khi p dng phong cch Win Lose?

PHN 1B.IV.2. PHONG CCH M PHN CNH TRANH

B.IV.3.1. Biu hinChp nhn thng t thua tDung ha mi quan h, li ch v kt qu m phnB.IV.3.2. Trng hp p dngKhng th Win WinThi gian gpTng quan cn bngTrng mc chGii php tm thi

PHN 1B.IV.3. PHONG CCH M PHN THA HIP/ NHNG B

B.IV.4.1. Biu hinNhng phn thng cho i tcNhanh chng tha mn yu cu ca i tcPhi t c tha thun bt chp li chBng mi gi gi mi quan hB.IV.4.2. Trng hp p dngNhn thy mnh saiHn ch thit hi khi ang th yuQuan h c qua c li, b trMi quan h rt quan trngTo tn nhim cho nhng vn tip theo??? C hi thnh cng khi p dng phong cch Lose Win?

PHN 1B.IV.4. PHONG CCH M PHN THCH NGHI/ CHP NHN

B.IV.5.1. Biu hinTr hon, lng trnh cc vn tho lunm phn b tcB.IV.5.2. Trng hp p dngVn khng quan trng, cn tp trung vo vn khcMc ch khng th t ci tc thc p thi gian qu gp gpThiu thng tin v s minh mn cn thit

PHN 1B.IV.5. PHONG CCH M PHN N TRNH

B. m phn thng mi quc tV. Chin lc m phn1. Chin lc Mc c lp trng (Positional Bargaining Strategy)1.1. Chin lc m phn kiu cng (Hard Strategy)1.2. Chin lc m phn kiu mm (Soft Strategy)

2. Chin lc m phn Nguyn tc (Principled Negotiation Strategy) PHN 1B.V. CHIN LC M PHN THNG MI QUC T

PHN 1B.V.1. CHIN LC MC C LP TRNG


Mm mngCng rnXem i tc l bnMc tiu chnh l t c tha thun, mi quan hNhng b duy tr mi quanh Mm mng vi mi ngi v cc vn Tin tng i phngD thay i lp trnga ra nghBc l gii hn cui cngChp nhn thit hi n phng t c tha thunCh tm cu tr li: cu m iphng s chp nhnKin quyt t tha thunC trnh u tr vi nhauC gng gim thiu/ n trnh p lcXem i tc l i thMc tiu l chin thngXem s nhng b ca i phng l iu kin duy tr quan h/ p i phng nhng bCng rn trong cc vn v quan h vi mi ngiKhng tin tng i phngLn su vo lp trng ca mnhe da i thTung tin sai s tht v gii hn cui cngt li ch n phng lm gi cho s tha thunCh tm cu tr li: cu m mnhs chp nhnKin quyt gi lp trng ca mnhC thng trong cuc u trLun gy p lc cho i phng

2 bn a ra ngh/ lp trng ban uNy sinh ZOPAHai bn tm cch bo v lp trng bng cc chin thut cnh tranh to li th bt bn kia nhng b

PHN 1B.V.1. CHIN LC MC C LP TRNG/ HARD STRATEGY

Bi hc 1: Hp tc, thu hiu ln nhau

GAME THEORY AND NEGOTIATION

GAME THEORY AND NEGOTIATIONBi hc 1: Hp tc, thu hiu ln nhau

Bi hc 1: Hp tc, thu hiu ln nhau


Bi hc 2: t mnh vo v tr i tc/ Tha thun hp l nht c th khng cng bng


Bi hc 3: Tha thun sng sut phi quan tm ti li ch cng ngGAME THEORY AND NEGOTIATION

Bi hc 4: Sc mnh m phn l quyt nh


THO LUN

Trng hp p dng cc chin lc mc c lp trng?

Hiu qu ca vic p dng chin lc mc c lp trng?


B.V.2.1. Nguyn tcPHN 1B.V.2. CHIN LC M PHN NGUYN TC

B.V.2.1.1. Nguyn tc 1: Tch con ngi ra khi vn Nh m phn l con ngi:Cm xc v tnh khch quan ca vn Ci ti v lp trngS tin tng, s tn trng, tnh bn v s gin d, chn nn, s hi, th ch, phn n Gii quyt vn , khng x l ln nhau

PHN 1B.V.2.1.1. NGUYN TC 1

Tch mi quan h ra khi ni dung m phn; gii quyt trc tip vn con ngi:Nhn thc:t mnh vo a v i tcKhng suy din tiu cc v mc ch ca i tcKhng liCng tho lun thng thn, thnh tht, thin chHnh ng tri vi nhn thc (tiu cc) ca i tcLi ko i tc vo tho lun t tha thunGi th din cho i tc


Tch mi quan h ra khi ni dung m phn; gii quyt trc tip vn con ngi:Cm xc:Nhn bit cm xc ca mnh v i tcTha nhn cm xc chnh ng i tc gii ta bt cng thngKhng thm du vo laDng cc c ch tng trng gy thin cmPHN 1B.V.2.1.1. NGUYN TC 1

Tch mi quan h ra khi ni dung m phn; gii quyt trc tip vn con ngi:Thng tin:Tch cc lng nghe, thu hiuNi v mnh ch khng phi i tcNi c mc ch r rng


B.V.2.1.2. Nguyn tc 2: Tp trung vo li ch, khng tp trung vo lp trngLp trng l ci bn quyt nh da theo nLi ch l ng lc m thm ng sau nhng lp trng huyn no

Tnh hung: Lp trng/ quan im - Li chHai sinh vin tranh ci v vic c hay khng m ca s phng k tc x?Doanh nghip nhp khu mun a ch ti tht nng trong qu trnh m phn iu khon pht giao hng chm?Cha m tranh ci v vic p con n ht t cho?


Ghi nh:Li ch c c tha mn bi nhiu lp trngLp trng i khng khng c ngha li ch i khngLi ch chung v li ch ring c th b sung cho nhau


Cch thc hin nguyn tcXc nh li cht cu hi: Ti sao, ti sao khng?Cc bn u c nhiu li chLi ch ln nht l cc nhu cu c bn ca con ngiGhi nh v sp xp th t cc li chTho lun trc tip v li chTrnh by li ch ca mnh chnh ng, thuyt phcHiu v tha nhn li ch ca i tc nh mt phn ca vn Cng rn vi vn , mm mng vi con ngi


Tnh hung: Mm mng vi con ngi, cng rn vi vn - Thi cng trong khu dn cNgi dn: Cc anh ang gy n o, khi bi v mt an ton cho ngi dn y. Chng ti s gi n kin cc anh c quan chc nng.Nh thi cng: Chng ti c giy php v thc hin ng yu cu v an ton v mi trng------------------------------------------------------------------------------Ngi dn: Chng ti hiu cc anh cn thi cng ng tin , nhng cng hiu cc anh cng khng mun vo hon cnh ca ngi dn chng ti nh hin nay. Hy cng tm cch gii quyt vn ting n, khi bi v an ton trong thi cng.Nh thi cng:..............PHN 1B.V.2.1.2. NGUYN TC 2

B.V.2.1.3. Nguyn tc 3: Xy dng nhiu phng n t c li chCn trnh:Phn on vi vngCh tm kim mt p n duy nhtGi nh li ch khng thay iNgh rng gii quyt vn ca ngi khc l chuyn khng lin quan n mnhNn lmTch ring vic tm kim ra khi hnh ng nh gi phng n.M rng nhiu phng nTm kim li ch chungTm ra phng php thuyt phc i phng d dng hn


B.V.2.1.4. Nguyn tc 4: m bo kt qu phi da trn nhng tiu chun khch quanNi dung: Thuyt phc nhau bng nhng l l khch quan mang tnh khoa hc, c tha nhn rng riPhng php:Xem mi vn nh l mt cuc tm kim tiu chun khch quan chung ca hai bn.L lun v l lun mt cch ci m v vic tiu chun no l thch hp nht v chng phi c p dng ra sao.Khng bao gi u hng sc p, ch nhng bc trc nguyn tc.


Tnh hungTi ch bn ngi nh ny vi gi 1 t ng, khng thng lng thmTi s l ngi chn dung sai trong hp ng nyC khng t cch nui bn trCh cn 1000 cc cho mng ca ngi nh ny l Nc qu ngi phi ngay lp tc min th thc cho cng dn chng ti.



Nhn vin bo himCh xeChng ti nghin cu trng hp ca ng v c quyt nh chnh sch p dng. C ngha l ng c quyn nhn khon bi thng 3,300 la.Ti hiu. Lm sao ng c c con s ? l s tin chng ti nh gi chic xe ca ng.Ti hiu, nhng cc ng s dng tiu chun no quyt nh s tin ? ng c bit ni no ti c th mua c chic xe tng ng vi cng mt s tin nh th khng?Vy ng i chng ti bi thng bao nhiu?C tr ti theo ng chnh sch. Ti thy mt chic qua s dng tng t nh chic xe ca ti c gi l 3,850 la. Cng thm thu s l 4,000 la.4.000 la ? Qu nhiu!Ti u c i 4,000 la, 3,000 la hay 5,000 la, m ti i s n b cng bng. ng c ng l ti i tin bi thng thay th chic xe l cng bng hay khng?Thi c. Ti mun ngh vi ng 3,500 la. l mc cao nht ti c th tr cho ng. l chnh sch ca cng ty.Cng ty tnh ra s tin bng cch no?Ny nh: 3,500 la l mc bi thng m ng s lnh. Chp thun hay khng tu ng.3,500 la c th l cng bng, ti cng cha r. Ti thc s hiu lp trng ca ng, nu ng b rng buc bi chnh sch ca cng ty. Th nhng, nu ng khng th ni mt cch khch quan ti sao l s tin ti c quyn ly li, th ti ngh tt hn l chng ta nn lm vic ti to n. Ti sao chng ta khng nghin cu vn v ni chuyn li vi nhau? 11 gi ngy th T c tin khng?

PHN 1MC C LP TRNG VS NGUYN TC

MM- SOFTCNG- HARDNGUYN TC-PRINCIPLEDBn kia l bnBn kia l i thBn kia l ngi cngtcMctiu:tMctiu:chinMc tiu: hiu qu vthn thintha thunthngNhng bibnkiaTch con ngi raduy tr quan hnhng b, khngkhi vn cn quan hMm do viCng rn vi conMm mng vi conconngivngi v vn ngi, cng rn vivn vn


MM- SOFTCNG- HARDNGUYN TC-PRINCIPLEDTin i tcKhng tin i tcGii quyt vn khng tnh n lng tinD thay i lpBm cht ly lpCh trng vo lich, khng vo lptrngtrngtrnga nghe daCng tm kim lich chungKhng che giuChe giu gii hnKhng c gii hngii hn cui cngcui cngcui cngTm ra phngTm ra phng nVch ra nhiun bn kia c thphng n cngmnh chp thunchp thunla chn


Kin tr theo uiKin tr gi lpKin tr p dng cctha thuntrngtiu ch khch quanC trnh cuc uC thng cuc uC gng t kt qu ch chda vo cc tiu chkhch quanKhut phc trcGy sc p bnKhut phc nguyntc ch khng phisc p ca bn kiakia khut phcsc pChp nhn thiti li ch miTo ra thahi t cchu tha thunthun cng c litha thun

B.VI.1. H thp gi tr i thB.VI.2. T bB.VI.3. Gi v t bB.VI.4. Tr hon quyt nhB.VI.5. Thm dB.VI.6. Chia nhB.VI.7. C i c liB.VI.8. Mn danh ngi khcB.VI.9. Khc t dt khotB.VI.10. Sit c

PHN 1B.VI. CHIN THUT M PHN THNG MI QUC T

B.VI.11. Lin tngB.VI.12. Hai mtB.VI.13. Gy p lc thi gianB.VI.14. Minh chng khch quanB.VI.15. Mi i tc tham quan cng ty mnhB.VI.16. Gian di c ch tmB.VI.17. Gy xung t tm lB.VI.18. Sc p v quyn liB.VI.19. Bi lng tm vtB.VI.20. Lc

PHN 1B.VI. CHIN THUT M PHN THNG MI QUC T

B.VII.1. K thut giao tip/ trao i thng tinB.VII.1.1. c im ca giao tipTnh h thngTnh mc chTnh ngoi cnhTnh thuyt phcTnh x giaoTnh thin cmTnh hai chiu/ a chiuTnh khng thi onTnh ng bTnh tnh hung

PHN 1B.VII. K THUT M PHN THNG MI QUC T

PHN 1B.VII.1. K THUT GIAO TIP

B.VII.1.2. Mt s k thut giao tipB.VII.1.2.1. K thut trao i thng tinK thut t cu hiCu hi c nh hngCu hi khng nh hngCu hi trnh by thng tinCu hi kch thch suy nghCu hi kch thch ra quyt nhCu hi dn dtCu hi kt lunCu hi x xinCu hi mp m


B.VII.1.2. Mt s k thut giao tipB.VII.1.2.1. K thut trao i thng tinK thut tr li cu hiCn nhc k lng trc khi tr li.Xc nh phm vi vn cn tr li, khng cn tr li, v khng tr li.Khng tr li qu st vn .Gim bt c hi i phng hi n cng. K thut x l nhng cu hi mp mHi li vn .Lng trnh cu tr li.Lt ngc vn cn hi.


B.VII.1.2.1. K thut trao i thng tinK thut x l nhng cu hi mp mNhc li cu tr li ca i tcTm thi b qua, hi li vo thi im khct tip cu hi, a i phng vo gungB.VII.1.2.2. K thut gii m cc tn hiu ngn ng v phi ngn ngThi Din moC chGing iu


B.VII.1.2.2. K thut khc phc tr ngi trong giao tipKin tr gii thchHi hcChuyn trng tm vn tho lunB.VII.1.2.3. K thut lp lun, thuyt phcGn vi c s khch quanKhng lng trnh im yu ca mnh i khi li ttDng cu ngn, r rng, khc chit, trnh by thu ht, t tinT ngTc ni va phiNi vi ngi c quyn quyt nhKhng cng kch. Ch cho i tc cch gii quyt vn ca h.


B.VII.1.2.3. K thut lng ngheHn ch ngt li ngi niThu hiu nhng vn i tc trnh byt cu hi lm r vn Biu hin s lng nghe bng ngn ng c ch, thi B.VII.1.2.3. Mt s k thut giao tip khcBt tay Gii thiu Trao v nhn danh thip Vi ph n Thm hi in thoi


B.VII.2. K thut nhng b v yu cu i tc nhng bim gii hn nhng bNhng b tng bcC i c li: Nu ng th ti sGi tr ca nhng bTnh thc thi ca nhng b, trnh lin tng


B.VII.3. K thut khi thng b tcTm hiu nguyn nhnTun th nguyn tc m phn nguyn tcHon cuc m phnThay cn b m phnB.VII.4. K thut kt thc m phnKhi no nn t b cuc m phn?Thnh cng: Bin li ha thnh cam ktTrnh thm tht, nc trn qua pNn ginh quyn son hp ngK nng son tho hp ng


PHN 1B.VIII. QUY TRNH M PHN THNG MI QUC T

PHN 1B.VIII.1. GIAI ON CHUN B M PHN

B.VIII.1.1. Xc nh mc tiu


B.VIII.1.2. Thu thp thng tinKnh thng tin:S cpTh cpLoi thng tin:V mnhV i tcV i th cnh tranhV hng haV th trngX l thng tinPhn tch SWOTXc nh cc yu t c th hn


B.VIII.1.2. Lp k hoch Xc inh cc yu t sau ca mnh v i tcChin lc, phong cch, chin thut, k thutNm r mc gii hn v cc la chn Xc nh r cc yu t mong mun v li cho gi ban uOpening Bid (Gi cho ban u)Target (Mc tiu ca yu t mong mun)Reservation Point (im c th - Khng chp nhn thp hn)Xc nh BATNA (Best alternative to a Negotiated agreement/ No agreement)WATNA (Worst alternative to a Negotiated agreement/ No agreement)


Chun b cc yu t khcThi gian, lch trnh, a im m phnCng tc tip tnNhn s m phnThnh vinNhim v m phn thT nh giPHN 1B.VIII.1. GIAI ON CHUN B M PHN

Reservation PointTnh cng nhcHn ch s sng to, linh hot trong m phnBATNASo snh ngh vi BATNA xem li ngh c tha mn li ch ca bn tt hn khng.Khng loi b gii php khng p ng im ti hnBATNA cng tt sc mnh m phn cng caoBATNA ca 2 bn cng gn nhau th cng d t tha thunPHN 1B.VIII.1. 2. RESERVATION POINT VS BATNA

B.VIII.1. 2. BATNALu :Khng nn qua lc quan vi BATNAC th ha BATNACh trng pht trin BATNA ca mnhC nn i tc bit BATNA ca mnh?Xy dng BATNAXc nh gii hn m phnTm cc gii php thay thnh gi v la chn gii php tt nht

PHN 1B.VIII.2. GIAI ON TIN HNH M PHN

a ra cc yu cu v lng nghe i tc trnh byYu cu hp lTrnh by t tin, khoa hc, cht ch, mch lc, r rngBm st cc li ch c bnm bo s thng nht gia cc thnh vin trong on m phnNhng b v nhn nhng bThi im?Nhng b tng bcc g?Nhng b bao nhiu?

PHN 1B.VIII.2. GIAI ON TIN HNH M PHN

PHN 1B.VIII.3. GIAI ON SAU M PHN

CU HI PHN 1Phn tch cc nguyn tc ca Principled Negotiation?Gii thch nhn nh: m phn mc c lp trng khng sng sut, km hiu qu v nh hng ti quan h cc bn?BATNA l g? V sao phi pht trin BATNA?Phn tch tnh khoa hc v ngh thut ca m phn?Lm th no khi gp i tc mnh hn ta trn bn m phn?Lm th no khi gp i tc m phn c xu hng n trnh?K li mt cuc m phn bn tham gia. Phn tch v ch ra nguyn nhn thnh cng/ tht bi?

m phn l mt k xo gii quyt vn c hiu qu vi nguyn tc ha bnh. Vn dng cc nguyn tc, k nng, chin thut trong m phn tt nhin khng phi thao tng, p o ngi ta mt cch min cng m l mt phng php i phng lm theo suy ngh ca mnh mt cch t nhin nht

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