{"id":27764,"date":"2023-12-07T04:44:22","date_gmt":"2023-12-07T04:44:22","guid":{"rendered":"https:\/\/masterskills.org\/blog\/thuong-luong-hop-nhat-a-integrative-negotiation-la-gi.html"},"modified":"2023-12-22T16:55:41","modified_gmt":"2023-12-22T09:55:41","slug":"thuong-luong-hop-nhat-a-integrative-negotiation-la-gi","status":"publish","type":"post","link":"https:\/\/masterskills.org\/blog\/thuong-luong-hop-nhat-a-integrative-negotiation-la-gi.html","title":{"rendered":"Th\u01b0\u01a1ng l\u01b0\u1ee3ng h\u1ee3p nh\u1ea5t (A integrative negotiation) l\u00e0 g\u00ec?"},"content":{"rendered":"
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H\u00ecnh minh h\u1ecda (Ngu\u1ed3n: Chatlasapp)<\/p>\n<\/figcaption><\/figure>\n

Th\u01b0\u01a1ng l\u01b0\u1ee3ng h\u1ee3p nh\u1ea5t<\/font><\/h2>\n

Kh\u00e1i ni\u1ec7m<\/b><\/p>\n

Th\u01b0\u01a1ng l\u01b0\u1ee3ng h\u1ee3p nh\u1ea5t<\/b> hay th\u01b0\u01a1ng l\u01b0\u1ee3ng t\u00edch h\u1ee3p<\/b> trong ti\u1ebfng Anh g\u1ecdi l\u00e0: A integrative negotiation.<\/b><\/p>\n

Th\u01b0\u01a1ng l\u01b0\u1ee3ng h\u1ee3p nh\u1ea5t<\/b> l\u00e0 ki\u1ec3u th\u01b0\u01a1ng l\u01b0\u1ee3ng m\u00e0 c\u00e1c b\u00ean tham gia h\u1ee3p t\u00e1c \u0111\u1ec3 \u0111\u1ea1t \u0111\u01b0\u1ee3c l\u1ee3i \u00edch t\u1ed1i \u0111a b\u1eb1ng c\u00e1ch h\u1ee3p nh\u1ea5t c\u00e1c quy\u1ec1n l\u1ee3i c\u1ee7a h\u1ecd th\u00e0nh m\u1ed9t tho\u1ea3 thu\u1eadn. \u0110\u00e2y l\u00e0 nh\u1eefng th\u1ecfa thu\u1eadn v\u1ec1 vi\u1ec7c t\u1ea1o ra gi\u00e1 tr\u1ecb v\u00e0 \u0111\u00f2i h\u1ecfi gi\u00e1 tr\u1ecb.<\/p>\n

Trong m\u1ed9t cu\u1ed9c th\u01b0\u01a1ng l\u01b0\u1ee3ng h\u1ee3p nh\u1ea5t, c\u00e1c b\u00ean tham gia c\u00f9ng h\u1ee3p t\u00e1c \u0111\u1ec3 \u0111\u1ea1t \u0111\u01b0\u1ee3c nh\u1eefng l\u1ee3i \u00edch t\u1ed1i \u0111a b\u1eb1ng c\u00e1ch k\u1ebft h\u1ee3p c\u00e1c quy\u1ec1n l\u1ee3i c\u1ee7a h\u1ecd v\u00e0o m\u1ed9t th\u1ecfa thu\u1eadn nh\u01b0ng \u0111\u1ed3ng th\u1eddi c\u0169ng c\u1ea1nh tranh v\u00e0 ph\u00e2n chia gi\u00e1 tr\u1ecb.\u00a0<\/p>\n

Trong c\u00e1c cu\u1ed9c th\u01b0\u01a1ng l\u01b0\u1ee3ng h\u1ee3p nh\u1ea5t th\u00ec b\u1ea1n ph\u1ea3i bi\u1ebft c\u00e1ch t\u1ea1o ra gi\u00e1 tr\u1ecb c\u0169ng nh\u01b0 \u0111\u00f2i h\u1ecfi gi\u00e1 tr\u1ecb.<\/p>\n

V\u00ed d\u1ee5\u00a0<\/font><\/h3>\n

V\u00ed d\u1ee5 kinh doanh \u0111i\u1ec3n h\u00ecnh v\u1ec1 h\u00ecnh th\u1ee9c th\u01b0\u01a1ng l\u01b0\u1ee3ng h\u1ee3p nh\u1ea5t:<\/p>\n

Gomez Electronics v\u00e0 m\u1ed9t trong nh\u1eefng nh\u00e0 cung c\u1ea5p ch\u00ednh l\u00e0 Kraft Components Company \u0111ang th\u01b0\u01a1ng l\u01b0\u1ee3ng m\u1ed9t h\u1ee3p \u0111\u1ed3ng m\u00e0 theo \u0111\u00f3 th\u00ec Kraft s\u1ebd s\u1ea3n xu\u1ea5t v\u00e0 giao 10.000 c\u00e1i c\u00f4ng t\u1eafc trong th\u1eddi gian s\u00e1u th\u00e1ng.\u00a0<\/p>\n

Gomez mu\u1ed1n \u0111\u1ea1t \u0111\u01b0\u1ee3c m\u1ee9c gi\u00e1 th\u1ea5p nh\u1ea5t c\u00f3 th\u1ec3 nh\u01b0ng \u0111\u1ed3ng th\u1eddi c\u0169ng quan t\u00e2m \u0111\u1ebfn vi\u1ec7c duy tr\u00ec m\u1ed1i quan h\u1ec7 l\u00e2u d\u00e0i v\u1edbi Kraft v\u00ec \u0111\u00e2y l\u00e0 m\u1ed9t nh\u00e0 cung c\u1ea5p \u0111\u00e1ng tin c\u1eady trong nhi\u1ec1u n\u0103m qua.\u00a0<\/p>\n

Gi\u00e1m \u0111\u1ed1c b\u00e1n h\u00e0ng c\u1ee7a Kraft c\u0169ng mu\u1ed1n n\u00e2ng m\u1ee9c gi\u00e1 m\u00e0 c\u00f4ng ty m\u00ecnh nh\u1eadn \u0111\u01b0\u1ee3c t\u1eeb h\u1ee3p \u0111\u1ed3ng n\u00e0y l\u00ean m\u1ee9c gi\u00e1 cao nh\u1ea5t nh\u01b0ng c\u0169ng quan t\u00e2m \u0111\u1ebfn m\u1ed1i quan h\u1ec7 n\u00e0y. \u00d4ng kh\u00f4ng mu\u1ed1n m\u1ea5t m\u1ed9t kh\u00e1ch h\u00e0ng l\u00e2u d\u00e0i.<\/p>\n

L\u00e0 \u0111\u1ed1i t\u00e1c l\u00e2u d\u00e0u, m\u1ed7i b\u00ean \u0111\u1ec1u s\u1eb5n s\u00e0ng b\u00e0y t\u1ecf cho nhau m\u1ed9t s\u1ed1 l\u1ee3i \u00edch. Theo \u0111\u00f3, n\u1ebfu m\u1ed9t b\u00ean nh\u01b0\u1ee3ng b\u1ed9 v\u1ec1 gi\u00e1 tr\u1ecb th\u00ec \u0111\u1ed1i ph\u01b0\u01a1ng c\u00f3 th\u1ec3 cung c\u1ea5p m\u1ed9t gi\u00e1 tr\u1ecb t\u01b0\u01a1ng \u0111\u01b0\u01a1ng theo h\u00ecnh th\u1ee9c n\u00e0o \u0111\u00f3.<\/p>\n

Cu\u1ed1i c\u00f9ng, hai b\u00ean \u0111i \u0111\u1ebfn th\u1ecfa thu\u1eadn l\u00e0 Krafft s\u1ebd \u0111\u1ea1t \u0111\u01b0\u1ee3c nguy\u1ec7n v\u1ecdng c\u1ee7a m\u00ecnh: $2 cho m\u1ed7i c\u00f4ng t\u1eafc. \u0110\u1ed5i l\u1ea1i, Kraft \u0111\u1ed3ng \u00fd cho Gomez Electronics thu x\u1ebfp s\u00e1u m\u01b0\u01a1i g\u00e0y \u0111\u1ec3 thanh to\u00e1n thay v\u00ec ch\u1ec9 ba m\u01b0\u01a1i ng\u00e0y nh\u01b0 th\u01b0\u1eddng l\u1ec7. Kho\u1ea3ng th\u1eddi gian ba m\u01b0\u01a1i ng\u00e0y c\u1ed9ng th\u00eam d\u00f3 gi\u00fap Gomez gi\u1ea3m \u0111\u01b0\u1ee3c \u00e1p l\u1ef1c v\u1ed1n.\u00a0<\/p>\n

Ngo\u00e0i ra, hai h\u00e3ng c\u0169ng \u0111\u1ed3ng \u00fd h\u1ee3p t\u00e1c thi\u1ebft k\u1ebf m\u1ed9t b\u1ed9 c\u00f4ng t\u1eafc m\u1edbi cho m\u1ed9t s\u1ea3n ph\u1ea9m c\u1ee7a Gomez hi\u1ec7n \u0111ang c\u00f2n n\u1eb1m tr\u00ean b\u1ea3n v\u1ebd.<\/p>\n

Nh\u1eefng v\u00ed d\u1ee5 ki\u1ec3u n\u00e0y r\u1ea5t th\u01b0\u1eddng g\u1eb7p trong c\u00e1c cu\u1ed9c th\u01b0\u01a1ng th\u1ea3o gi\u1eefa nh\u00e0 s\u1ea3n xu\u1ea5t v\u00e0 nh\u00e0 cung c\u1ea5p khi nh\u1eefng c\u00f4ng ty l\u1edbn thay \u0111\u1ed5i chi\u1ebfn thu\u1eadt c\u1ee7a m\u00ecnh: t\u1eeb vi\u1ec7c ch\u00e8n \u00e9p c\u00e1c nh\u00e0 cung c\u1ea5p v\u00e0 li\u00ean h\u1ec7 v\u1edbi nhi\u1ec1u nh\u00e0 cung c\u1ea5p th\u00f4ng qua nh\u1eefng giao d\u1ecbch ng\u1eafn h\u1ea1n, h\u1ecd \u0111\u00e3 chuy\u1ec3n sang vi\u1ec7c ph\u00e1t tri\u1ec3n m\u1ed1i quan h\u1ec7 l\u00e2u d\u00e0i ch\u1ec9 v\u1edbi m\u1ed9t s\u1ed1 \u00edt nh\u00e0 cung c\u1ea5p.\u00a0<\/p>\n

Trong nhi\u1ec1u tr\u01b0\u1eddng h\u1ee3p, nh\u00e0 cung c\u1ea5p v\u00e0 nh\u00e0 s\u1ea3n xu\u1ea5t thi\u1ebft b\u1ecb ch\u00ednh c\u00f9ng h\u1ee3p t\u00e1c trong c\u00e1c l\u0129nh v\u1ef1c ki\u1ec3m tra ch\u1ea5t l\u01b0\u1ee3ng v\u00e0 ph\u00e1t tri\u1ec3n s\u1ea3n ph\u1ea9m.\u00a0<\/p>\n

Vi\u1ec7c s\u1eed d\u1ee5ng ng\u00e0y c\u00e0ng nhi\u1ec1u m\u1ed1i quan h\u1ec7 li\u00ean doanh v\u00e0 \u0111\u1ed1i t\u00e1c cung \u1ee9ng c\u0169ng k\u00edch th\u00edch c\u00e1c t\u1ed5 ch\u1ee9c suy ngh\u0129 nhi\u1ec1u h\u01a1n v\u1ec1 m\u1ed1i quan h\u1ec7 kh\u00f4ng t\u1eadp trung nhi\u1ec1u \u0111\u1ebfn vi\u1ec7c gi\u00e0nh ph\u1ea7n th\u1eafng v\u1ec1 minh nh\u01b0 th\u01b0\u1eddng x\u1ea3y ra t\u1ea1i cu\u1ed9c\u00a0th\u01b0\u01a1ng l\u01b0\u1ee3ng \u0111\u01b0\u1ee3c m\u1ea5t ngang nhau.<\/p>\n

(T\u00e0i li\u1ec7u tham kh\u1ea3o: C\u1ea9m nang Kinh doanh Harvard – K\u0129 n\u0103ng th\u01b0\u01a1ng l\u01b0\u1ee3ng, NXB T\u1ed5ng h\u1ee3p Th\u00e0nh ph\u1ed1 H\u1ed3 Ch\u00ed Minh)<\/i><\/p>\n<\/p><\/div>\n","protected":false},"excerpt":{"rendered":"

\n Th\u01b0\u01a1ng l\u01b0\u1ee3ng h\u1ee3p nh\u1ea5t (ti\u1ebfng Anh: A integrative negotiation) l\u00e0 m\u1ed9t trong nh\u1eefng lo\u1ea1i h\u00ecnh th\u1ee9c th\u01b0\u01a1ng l\u01b0\u1ee3ng ch\u00ednh.\n <\/div>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[416],"tags":[],"_links":{"self":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts\/27764"}],"collection":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/comments?post=27764"}],"version-history":[{"count":0,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts\/27764\/revisions"}],"wp:attachment":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/media?parent=27764"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/categories?post=27764"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/tags?post=27764"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}