{"id":27766,"date":"2023-12-07T04:44:26","date_gmt":"2023-12-07T04:44:26","guid":{"rendered":"https:\/\/masterskills.org\/blog\/thuong-luong-phan-bo-a-distributive-negotiation-la-gi.html"},"modified":"2023-12-22T16:55:41","modified_gmt":"2023-12-22T09:55:41","slug":"thuong-luong-phan-bo-a-distributive-negotiation-la-gi","status":"publish","type":"post","link":"https:\/\/masterskills.org\/blog\/thuong-luong-phan-bo-a-distributive-negotiation-la-gi.html","title":{"rendered":"Th\u01b0\u01a1ng l\u01b0\u1ee3ng ph\u00e2n b\u1ed5 (A distributive negotiation) l\u00e0 g\u00ec?"},"content":{"rendered":"
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H\u00ecnh minh h\u1ecda (Ngu\u1ed3n: Vkgu.kz)<\/p>\n<\/figcaption><\/figure>\n

Th\u01b0\u01a1ng l\u01b0\u1ee3ng ph\u00e2n b\u1ed5<\/font><\/h2>\n

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

Th\u01b0\u01a1ng l\u01b0\u1ee3ng ph\u00e2n b\u1ed5<\/b> trong ti\u1ebfng Anh g\u1ecdi l\u00e0: A distributive negotiation.<\/b><\/p>\n

Th\u01b0\u01a1ng l\u01b0\u1ee3ng ph\u00e2n b\u1ed5<\/b> l\u00e0 ki\u1ec3u th\u01b0\u01a1ng l\u01b0\u1ee3ng m\u00e0 c\u00e1c b\u00ean tham gia thi nhau ph\u00e2n b\u1ed5 m\u1ed9t l\u01b0\u1ee3ng gi\u00e1 tr\u1ecb nh\u1ea5t \u0111\u1ecbnh. V\u1ea5n \u0111\u1ec1 ch\u00ednh trong ki\u1ec3u th\u01b0\u01a1ng l\u01b0\u1ee3ng ph\u00e2n b\u1ed5 l\u00e0 “Ai s\u1ebd \u0111\u00f2i h\u1ecfi gi\u00e1 tr\u1ecb cao nh\u1ea5t?” Trong c\u00e1c cu\u1ed9c th\u01b0\u01a1ng l\u01b0\u1ee3ng ph\u00e2n b\u1ed5, l\u1ee3i \u00edch c\u1ee7a m\u1ed9t b\u00ean c\u00f3 \u0111\u01b0\u1ee3c nh\u1edd s\u1ef1 ph\u00ed t\u1ed5n c\u1ee7a \u0111\u1ed1i ph\u01b0\u01a1ng.<\/p>\n

V\u1ea5n \u0111\u1ec1 \u0111\u1eb7t ra trong m\u1ed9t cu\u1ed9c th\u01b0\u01a1ng l\u01b0\u1ee3ng ph\u00e2n b\u1ed5 l\u00e0 b\u00ean n\u00e0o s\u1ebd \u0111\u00f2i h\u1ecfi gi\u00e1 tr\u1ecb cao nh\u1ea5t. M\u1ed9t s\u1ed1 ng\u01b0\u1eddi g\u1ecdi ki\u1ec3u th\u01b0\u01a1ng l\u01b0\u1ee3ng n\u00e0y l\u00e0 \u0111\u01b0\u1ee3c m\u1ea5t ngang nhau (zero-sum) hay t\u1ed5ng kh\u00f4ng \u0111\u1ed5i (constant-sum).\u00a0<\/p>\n

Thu\u1eadt ng\u1eef th\u1eafng-thua (win-lose) c\u00f3 l\u1ebd mang h\u00e0m \u00fd ti\u00eau bi\u1ec3u nh\u1ea5t cho nh\u1eefng g\u00ec \u0111\u01b0\u1ee3c \u0111\u1ec1 c\u1eadp. Sau \u0111\u00e2y l\u00e0 nh\u1eefng v\u00ed d\u1ee5 kinh \u0111i\u1ec3n:<\/p>\n

– Th\u1ecfa thu\u1eadn mua b\u00e1n m\u1ed9t t\u1ea5m th\u1ea3m, t\u1ea1i \u0111\u00f3 ng\u01b0\u1eddi mua v\u00e0 ng\u01b0\u1eddi b\u00e1n \u0111\u1ec1u kh\u00f4ng bi\u1ebft nhau. Kh\u00f4ng c\u00f3 m\u1ed1i quan h\u1ec7 n\u00e0o c\u1ea3, to\u00e0n b\u1ed9 v\u1ea5n \u0111\u1ec1 n\u1eb1m \u1edf gi\u00e1 c\u1ea3, v\u00e0 m\u1ed7i b\u00ean \u0111\u1ec1u tranh lu\u1eadn \u0111\u1ec3 \u0111\u1ea1t th\u1ecfa thu\u1eadn t\u1ed1t nh\u1ea5t. Nh\u1eefng g\u00ec b\u00ean n\u00e0y c\u00f3 \u0111\u01b0\u1ee3c c\u0169ng t\u01b0\u01a1ng \u1ee9ng v\u1edbi t\u1ed5n th\u1ea5t c\u1ee7a \u0111\u1ed1i ph\u01b0\u01a1ng.<\/p>\n

– Th\u1ecfa thu\u1eadn l\u01b0\u01a1ng b\u1ed5ng gi\u1eefa ch\u1ee7 doanh nghi\u1ec7p v\u00e0 nh\u00e2n vi\u00ean: C\u00e1c ch\u1ee7 doanh nghi\u1ec7p bi\u1ebft r\u1eb1ng s\u1ed1 ti\u1ec1n m\u00ecnh tr\u1ea3 cho nh\u00e2n vi\u00ean s\u1ebd ra kh\u1ecfi t\u00fai ri\u00eang c\u1ee7a h\u1ecd – v\u00e0 ng\u01b0\u1ee3c l\u1ea1i.<\/p>\n

Th\u00e0nh c\u00f4ng trong th\u01b0\u01a1ng l\u01b0\u1ee3ng ph\u00e2n b\u1ed5<\/font><\/h3>\n

\u0110\u1ec3 c\u00f3 \u0111\u01b0\u1ee3c th\u00e0nh c\u00f4ng trong th\u01b0\u01a1ng l\u01b0\u1ee3ng ph\u00e2n b\u1ed5, c\u1ea7n ghi nh\u1edb nh\u1eefng \u0111i\u1ec1u sau:<\/p>\n

– \u0110\u1ec1 xu\u1ea5t \u0111\u1ea7u ti\u00ean c\u00f3 th\u1ec3 l\u00e0 m\u1ed9t \u0111i\u1ec3m m\u1ed1c c\u00f3 t\u00e1c \u0111\u1ed9ng m\u1ea1nh v\u1ec1 m\u1eb7t t\u00e2m l\u00ed, v\u00e0 n\u00f3 s\u1ebd x\u00e1c \u0111\u1ecbnh ph\u1ea1m vi m\u1eb7c c\u1ea3. C\u00e1c nghi\u00ean c\u1ee9u cho th\u1ea5y k\u1ebft qu\u1ea3 th\u01b0\u01a1ng l\u01b0\u1ee3ng th\u01b0\u1eddng t\u01b0\u01a1ng quan v\u1edbi \u0111\u1ec1 xu\u1ea5t \u0111\u1ea7u ti\u00ean. V\u00ec v\u1eady c\u1ea7n c\u00f3 s\u1ef1 kh\u1edfi \u0111\u1ea7u \u0111\u00fang.<\/p>\n

– Kh\u00f4ng ti\u1ebft l\u1ed9 b\u1ea5t k\u00ec th\u00f4ng tin quan tr\u1ecdng n\u00e0o v\u1ec1 tinh h\u00ecnh c\u1ee7a b\u1ea1n, k\u1ec3 c\u1ea3 l\u00ed do t\u1ea1i sao b\u1ea1n mu\u1ed1n \u0111i \u0111\u1ebfn th\u1ecfa thu\u1eadn, m\u1ed1i quan t\u00e2m th\u1ef1c s\u1ef1 hay nh\u1eefng t\u00ecnh th\u1ebf \u00e9p bu\u1ed9c trong kinh doanh, c\u0169ng nh\u01b0 c\u00e1c \u0111i\u1ec3m \u01b0u ti\u00ean c\u1ee7a b\u1ea1n trong s\u1ed1 nh\u1eefng v\u1ea5n \u0111\u1ec1 hay c\u00e1c ph\u01b0\u01a1ng \u00e1n ch\u1ecdn l\u1ef1a, ho\u1eb7c \u0111i\u1ec3m m\u00e0 b\u1ea1n s\u1ebd ph\u1ea3i ch\u1ea5m d\u1ee9t th\u01b0\u01a1ng l\u01b0\u1ee3ng.\u00a0<\/p>\n

Tuy nhi\u00ean, s\u1ebd c\u00f3 l\u1ee3i n\u1ebfu cho \u0111\u1ed1i ph\u01b0\u01a1ng bi\u1ebft l\u00e0 b\u1ea1n v\u1eabn c\u00f3 ph\u01b0\u01a1ng \u00e1n t\u1ed1t n\u1ebfu th\u1ecfa thu\u1eadn n\u00e0y kh\u00f4ng \u0111i \u0111\u1ebfn k\u1ebft qu\u1ea3 mong \u0111\u1ee3i.<\/p>\n

– Th\u00f4ng tin v\u1ec1 \u0111\u1ed1i ph\u01b0\u01a1ng r\u1ea5t h\u1eefu \u00edch \u0111\u1ed1i v\u1edbi b\u1ea1n. N\u00ean t\u00ecm hi\u1ec3u c\u00e0ng nhi\u1ec1u th\u00f4ng tin c\u00e0ng t\u1ed1t v\u1ec1 t\u00ecnh h\u00ecnh v\u00e0 c\u00e1c \u0111i\u1ec3m \u01b0u ti\u00ean c\u1ee7a \u0111\u1ed1i ph\u01b0\u01a1ng – k\u1ec3 c\u1ea3 l\u00ed do t\u1ea1i sao h\u1ecd mu\u1ed1n \u0111i \u0111\u1ebfn th\u1ecfa thu\u1eadn, m\u1ed1i quan t\u00e2m th\u1ef1c s\u1ef1 c\u0169ng nh\u01b0 nh\u1eefng t\u00ecnh th\u1ebf \u00e9p bu\u1ed9c trong kinh doanh v\u00e0 \u01b0u ti\u00ean c\u1ee7a h\u1ecd trong s\u1ed1 c\u00e1c v\u1ea5n \u0111\u1ec1 v\u00e0 ph\u01b0\u01a1ng \u00e1n ch\u1ecdn l\u1ef1a.<\/p>\n

– T\u1eadn d\u1ee5ng nh\u1eefng g\u00ec b\u1ea1n bi\u1ebft v\u1ec1 \u0111\u1ed1i ph\u01b0\u01a1ng khi \u0111\u01b0a ra y\u00eau c\u1ea7u hay \u0111\u1ec1 xu\u1ea5t \u0111\u1ea7u ti\u00ean c\u1ee7a b\u1ea1n.<\/p>\n

– \u0110\u1eebng \u0111i qu\u00e1 m\u1ee5c \u0111\u00edch ban \u0111\u1ea7u. N\u1ebfu b\u1ea1n \u0111\u00f2i h\u1ecfi qu\u00e1 m\u1ee9c v\u00e0 qu\u00e1 tham v\u1ecdng, \u0111\u1ed1i ph\u01b0\u01a1ng c\u00f3 th\u1ec3 s\u1ebd b\u1ecf \u0111i. B\u1ea1n s\u1ebd m\u1ea5t c\u01a1 h\u1ed9i \u0111\u1ea1t \u0111\u01b0\u1ee3c th\u1ecfa thu\u1eadn.<\/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 ph\u00e2n b\u1ed5 (ti\u1ebfng Anh: A distributive 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\/27766"}],"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=27766"}],"version-history":[{"count":0,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts\/27766\/revisions"}],"wp:attachment":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/media?parent=27766"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/categories?post=27766"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/tags?post=27766"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}