{"id":37493,"date":"2023-12-08T23:36:40","date_gmt":"2023-12-08T23:36:40","guid":{"rendered":"https:\/\/masterskills.org\/blog\/negotiation-dam-phan.html"},"modified":"2023-12-24T21:47:00","modified_gmt":"2023-12-24T14:47:00","slug":"negotiation-dam-phan","status":"publish","type":"post","link":"https:\/\/masterskills.org\/blog\/negotiation-dam-phan.html","title":{"rendered":"Negotiation – \u0110\u00e0m ph\u00e1n"},"content":{"rendered":"
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\u0110\u00e0m ph\u00e1n hay th\u01b0\u01a1ng l\u01b0\u1ee3ng (Negotiation<\/em>) l\u00e0 ph\u01b0\u01a1ng ph\u00e1p \u0111\u01b0\u1ee3c s\u1eed d\u1ee5ng b\u1edfi nhi\u1ec1u h\u01a1n m\u1ed9t ng\u01b0\u1eddi\/m\u1ed9t b\u00ean \u0111\u1ec3 \u0111\u1ea1t \u0111\u01b0\u1ee3c th\u1ecfa thu\u1eadn ho\u1eb7c quy\u1ebft \u0111\u1ecbnh, l\u00e0 ph\u01b0\u01a1ng ti\u1ec7n con ng\u01b0\u1eddi s\u1eed d\u1ee5ng \u0111\u1ec3 th\u1ecfa thu\u1eadn s\u1ef1 kh\u00e1c bi\u1ec7t.<\/span><\/p>\n

C\u00e1c lo\u1ea1i \u0111\u00e0m ph\u00e1n<\/strong><\/span><\/h2>\n

C\u00f3 hai lo\u1ea1i \u0111\u00e0m ph\u00e1n ch\u00ednh m\u00e0 ch\u00fang ta c\u00f3 th\u1ec3 c\u00f9ng g\u1eb7p m\u1ed9t l\u00fac ho\u1eb7c t\u1ea1i c\u00e1c th\u1eddi \u0111i\u1ec3m kh\u00e1c nhau.<\/span><\/p>\n

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  • \u0110\u00e0m ph\u00e1n ph\u00e2n ph\u1ed1i (Distributive negotiation<\/em>)\u00a0<\/strong>l\u00e0 \u0111\u00e0m ph\u00e1n m\u00e0 trong \u0111\u00f3 c\u00e1c b\u00ean tham gia c\u1ea1nh tranh \u0111\u1ec3 gi\u00e0nh l\u01b0\u1ee3ng t\u00e0i nguy\u00ean c\u1ed1 \u0111\u1ecbnh \u0111\u01b0\u1ee3c ph\u00e2n chia cho c\u00e1c b\u00ean. C\u00e2u h\u1ecfi ch\u1ee7 ch\u1ed1t trong lo\u1ea1i \u0111\u00e0m ph\u00e1n n\u00e0y l\u00e0 \u201cB\u00ean n\u00e0o s\u1ebd l\u1ea5y \u0111\u01b0\u1ee3c nhi\u1ec1u gi\u00e1 tr\u1ecb nh\u1ea5t?\u201d. Nhi\u1ec1u ng\u01b0\u1eddi c\u00f2n g\u1ecdi \u0111\u00e0m ph\u00e1n n\u00e0y l\u00e0 \u201czero-sum<\/em>\u201d, \u201cconstant-sum<\/em>\u201d, l\u00e0 t\u00ecnh hu\u1ed1ng win-lose<\/em> m\u00e0 m\u1ed9t b\u00ean th\u1eafng, m\u1ed9t b\u00ean thua.<\/span><\/li>\n
  • \u0110\u00e0m ph\u00e1n t\u00edch h\u1ee3p (Integrative negotiation<\/em>)<\/strong> l\u00e0 lo\u1ea1i \u0111\u00e0m ph\u00e1n m\u00e0 hai b\u00ean h\u1ee3p t\u00e1c \u0111\u1ec3 khu\u1ebfch \u0111\u1ea1i l\u1ee3i \u00edch b\u1eb1ng vi\u1ec7c t\u00edch h\u1ee3p l\u1ee3i \u00edch c\u00e1c b\u00ean v\u00e0o th\u1ecfa thu\u1eadn.<\/span><\/li>\n<\/ul>\n

    M\u1ed9t v\u00e0i kh\u00e1i ni\u1ec7m ch\u00ednh<\/strong><\/span><\/h2>\n

    Khi con ng\u01b0\u1eddi kh\u00f4ng c\u00f3 quy\u1ec1n h\u1ea1n \u00e9p bu\u1ed9c ng\u01b0\u1eddi kh\u00e1c \u0111\u1ec3 l\u1ea5y \u0111\u01b0\u1ee3c k\u1ebft qu\u1ea3 mong mu\u1ed1n, h\u1ecd th\u01b0\u1eddng \u0111\u00e0m ph\u00e1n \u2013 nh\u01b0ng \u0111i\u1ec1u \u0111\u00f3 ch\u1ec9 x\u1ea3y ra khi h\u1ecd tin r\u1eb1ng h\u1ecd c\u00f3 l\u1ee3i th\u1ebf \u0111\u1ec3 \u0111\u00e0m ph\u00e1n. M\u1ed9t gi\u1ea3i ph\u00e1p \u0111\u01b0\u1ee3c \u0111\u00e0m ph\u00e1n ch\u1ec9 c\u00f3 l\u1ee3i trong m\u1ed9t v\u00e0i t\u00ecnh hu\u1ed1ng nh\u1ea5t \u0111\u1ecbnh, \u0111\u00f3 l\u00e0 khi kh\u00f4ng c\u00f3 l\u1ef1a ch\u1ecdn thay th\u1ebf t\u1ed1t h\u01a1n. B\u1ea5t k\u1ef3 m\u1ed9t cu\u1ed9c \u0111\u00e0m ph\u00e1n th\u00e0nh c\u00f4ng n\u00e0o ph\u1ea3i c\u00f3 m\u1ed9t khu\u00f4n kh\u1ed5 n\u1ec1n t\u1ea3ng, d\u1ef1a tr\u00ean nh\u1eefng \u0111i\u1ec1u sau:<\/span><\/p>\n

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    • Ph\u01b0\u01a1ng \u00e1n thay th\u1ebf cho cu\u1ed9c \u0111\u00e0m ph\u00e1n<\/span><\/li>\n
    • Ng\u01b0\u1ee1ng t\u1ed1i thi\u1ec3u c\u1ee7a th\u1ecfa thu\u1eadn \u0111\u01b0\u1ee3c \u0111\u00e0m ph\u00e1n<\/span><\/li>\n
    • M\u1ee9c \u0111\u1ed9 linh \u0111\u1ed9ng c\u1ee7a b\u00ean tham gia v\u00e0 nh\u1eefng \u0111\u00e1nh \u0111\u1ed5i m\u00e0 b\u00ean tham gia s\u1eb5n s\u00e0ng chi tr\u1ea3.<\/span><\/li>\n<\/ul>\n

      Ba kh\u00e1i ni\u1ec7m n\u00e0y l\u00e0 n\u1ec1n t\u1ea3ng quan tr\u1ecdng \u0111\u1ec3 thi\u1ebft l\u1eadp khu\u00f4n kh\u1ed5: BATNA (Best alternative to a negotiated agreement – ph\u01b0\u01a1ng \u00e1n thay th\u1ebf t\u1ed1t nh\u1ea5t cho cu\u1ed9c \u0111\u00e0m ph\u00e1n)<\/em>, gi\u00e1 ch\u1ea5p nh\u1eadn (Reservation price)<\/em>, ZOPA (Zone of possible agreement – ph\u1ea1m vi c\u00f3 th\u1ec3 th\u1ecfa thu\u1eadn)<\/em>.\u00a0<\/span><\/p>\n

      i)\u00a0<\/strong>Hi\u1ec3u r\u00f5 BATNA.<\/strong> BATNA l\u00e0 ph\u01b0\u01a1ng \u00e1n thay th\u1ebf t\u1ed1t nh\u1ea5t n\u1ebfu ch\u00fang ta kh\u00f4ng c\u00f3 th\u1ecfa thu\u1eadn. Ch\u00fang ta c\u1ea7n lu\u00f4n hi\u1ec3u r\u00f5 BATNA c\u1ee7a m\u00ecnh tr\u01b0\u1edbc khi tham gia v\u00e0o b\u1ea5t k\u1ef3 cu\u1ed9c \u0111\u00e0m ph\u00e1n n\u00e0o. Ph\u01b0\u01a1ng \u00e1n thay th\u1ebf t\u1ed1t nh\u1ea5t cho th\u1ecfa thu\u1eadn gi\u00fap x\u00e1c \u0111\u1ecbnh \u0111i\u1ec3m m\u00e0 t\u1ea1i \u0111\u00f3 ch\u00fang ta c\u00f3 th\u1ec3 n\u00f3i \u201ckh\u00f4ng\u201d v\u1edbi m\u1ed9t \u0111\u1ec1 xu\u1ea5t b\u1ea5t l\u1ee3i. N\u1ebfu BATNA \u0111\u1ee7 m\u1ea1nh, ch\u00fang ta c\u00f3 th\u1ec3 th\u1ecfa thu\u1eadn \u0111\u1ec3 \u0111\u1ea1t \u0111\u01b0\u1ee3c c\u00e1c \u0111i\u1ec1u kho\u1ea3n c\u00f3 l\u1ee3i h\u01a1n. BATNA y\u1ebfu s\u1ebd khi\u1ebfn ch\u00fang ta r\u01a1i v\u00e0o v\u1ecb th\u1ebf y\u1ebfu khi \u0111\u00e0m ph\u00e1n. D\u01b0\u1edbi \u0111\u00e2y l\u00e0 m\u1ed9t v\u00e0i ph\u01b0\u01a1ng \u00e1n gi\u00fap ch\u00fang ta c\u1ea3i thi\u1ec7n v\u1ecb th\u1ebf c\u1ee7a m\u00ecnh: <\/span>(1)<\/span>\u00a0<\/span><\/span>C\u1ea3i thi\u1ec7n BATNA c\u1ee7a m\u00ecnh, (2)<\/span>\u00a0<\/span>X\u00e1c \u0111\u1ecbnh BATNA c\u1ee7a b\u00ean \u0111\u00e0m ph\u00e1n, (3)<\/span>\u00a0<\/span><\/span>L\u00e0m suy y\u1ebfu BATNA c\u1ee7a b\u00ean \u0111\u00e0m ph\u00e1n.<\/span><\/p>\n

      ii)\u00a0<\/strong>Gi\u00e1 ch\u1ea5p nh\u1eadn:<\/strong> l\u00e0 gi\u00e1 m\u00e0 t\u1ea1i \u0111\u00f3 vi\u1ec7c ch\u1ea5p nh\u1eadn th\u1ecfa thu\u1eadn s\u1ebd mang \u0111\u1ebfn l\u1ee3i \u00edch th\u1ea5p nh\u1ea5t. Gi\u00e1 ch\u1ea5p nh\u1eadn th\u01b0\u1eddng \u0111\u01b0\u1ee3c t\u00ednh th\u00f4ng qua BATNA.<\/span><\/p>\n

      iii) ZOPA (Ph\u1ea1m vi c\u00f3 th\u1ec3 th\u1ecfa thu\u1eadn):<\/strong> \u0111\u00e2y l\u00e0 ph\u1ea1m vi hay khu v\u1ef1c m\u00e0 t\u1ea1i \u0111\u00f3 th\u1ecfa thu\u1eadn c\u00f3 th\u1ec3 th\u1ecfa m\u00e3n c\u00e1c b\u00ean tham gia. Gi\u00e1 ch\u1ea5p nh\u1eadn c\u1ee7a m\u1ed7i b\u00ean tham gia s\u1ebd thi\u1ebft l\u1eadp n\u00ean \u0111i\u1ec3m ch\u1eb7n \u0111\u1ea7u cu\u1ed1i c\u1ee7a ZOPA.<\/span><\/p>\n

      Ch\u00edn b\u01b0\u1edbc chu\u1ea9n b\u1ecb cho cu\u1ed9c \u0111\u00e0m ph\u00e1n<\/strong><\/span><\/strong><\/h2>\n

      B\u01b0\u1edbc 1.<\/strong><\/span><\/span> C\u00e2n nh\u1eafc xem th\u1ebf n\u00e0o s\u1ebd l\u00e0 k\u1ebft qu\u1ea3 t\u1ed1t cho b\u1ea1n v\u00e0 cho \u0111\u1ed1i ph\u01b0\u01a1ng. Kh\u00f4ng bao gi\u1edd tham gia v\u00e0o cu\u1ed9c \u0111\u00e0m ph\u00e1n m\u00e0 ch\u01b0a h\u1ecfi ch\u00ednh m\u00ecnh r\u1eb1ng \u201cK\u1ebft qu\u1ea3 t\u1ed1t cho ch\u00fang ta l\u00e0 g\u00ec? C\u00e1c nhu c\u1ea7u c\u1ee7a ch\u00fang ta l\u00e0 g\u00ec, l\u00e0m c\u00e1ch n\u00e0o s\u1eafp x\u1ebfp th\u1ee9 t\u1ef1 \u01b0u ti\u00ean ch\u00fang?\u201d.<\/span><\/p>\n

      B\u01b0\u1edbc 2.<\/strong><\/span> X\u00e1c \u0111\u1ecbnh c\u00e1c c\u01a1 h\u1ed9i ti\u1ec1m n\u0103ng \u0111\u1ec3 t\u1ea1o ra gi\u00e1 tr\u1ecb. M\u1ed9t khi ch\u00fang ta hi\u1ec3u r\u00f5 k\u1ebft qu\u1ea3 t\u1ed1t c\u1ee7a cu\u1ed9c \u0111\u00e0m ph\u00e1n cho ch\u00fang ta v\u00e0 cho \u0111\u1ed1i ph\u01b0\u01a1ng l\u00e0 g\u00ec, th\u00ec b\u1ea1n c\u00f3 th\u1ec3 x\u00e1c \u0111\u1ecbnh ph\u1ea1m vi t\u01b0\u01a1ng \u0111\u1ed3ng, th\u1ecfa hi\u1ec7p v\u00e0 c\u00e1c c\u01a1 h\u1ed9i \u0111\u1ec3 trao \u0111\u1ed5i c\u00f3 l\u1ee3i. <\/span><\/p>\n

      B\u01b0\u1edbc 3.<\/strong><\/span> X\u00e1c \u0111\u1ecbnh BATNA v\u00e0 gi\u00e1 ch\u1ea5p nh\u1eadn c\u1ee7a ch\u00fang ta c\u0169ng nh\u01b0 \u0111\u1ed1i ph\u01b0\u01a1ng. Ch\u00fang ta c\u1ea7n x\u00e1c \u0111\u1ecbnh ph\u01b0\u01a1ng \u00e1n thay th\u1ebf t\u1ed1t nh\u1ea5t cho cu\u1ed9c \u0111\u00e0m ph\u00e1n v\u00e0 gi\u00e1 m\u00e0 t\u1ea1i \u0111\u00f3 l\u1ee3i \u00edch ch\u00fang ta c\u00f3 \u0111\u01b0\u1ee3c l\u00e0 th\u1ea5p nh\u1ea5t.<\/span><\/p>\n

      B\u01b0\u1edbc 4.<\/strong><\/span> C\u1ea3i thi\u1ec7n\/l\u00e0m m\u1ea1nh BATNA. H\u00e3y suy ngh\u0129 v\u1ec1 nh\u1eefng c\u00e1ch th\u1ee9c c\u00f3 th\u1ec3 gi\u00fap b\u1ea1n l\u00e0m m\u1ea1nh BATNA c\u1ee7a m\u00ecnh. N\u1ebfu b\u1ea1n c\u00f3 m\u1ed9t BATNA m\u1ea1nh, v\u00e0 b\u1ea1n ch\u1eafc r\u1eb1ng BATNA c\u1ee7a m\u00ecnh m\u1ea1nh h\u01a1n b\u1ea5t k\u1ef3 th\u1ee9 g\u00ec \u0111\u1ed1i ph\u01b0\u01a1ng c\u00f3 th\u1ec3 t\u1eadp h\u1ee3p th\u00ec \u0111\u1eebng ng\u1ea1i m\u00e0 h\u00e3y th\u1eadn tr\u1ecdng \u0111\u1ec3 \u0111\u1ed1i ph\u01b0\u01a1ng bi\u1ebft r\u1eb1ng b\u1ea1n \u0111ang \u1edf m\u1ed9t v\u1ecb th\u1ebf m\u1ea1nh.<\/span><\/p>\n

      B\u01b0\u1edbc 5.<\/strong><\/span><\/span> D\u1ef1 \u0111o\u00e1n c\u00e1c v\u1ea5n \u0111\u1ec1 v\u1ec1 quy\u1ec1n h\u1ea1n. Ng\u01b0\u1eddi \u0111\u00e0m ph\u00e1n c\u1ee7a \u0111\u1ed1i ph\u01b0\u01a1ng tr\u00ean b\u00e0n \u0111\u00e0m ph\u00e1n c\u1ea7n c\u00f3 to\u00e0n b\u1ed9 quy\u1ec1n h\u1ea1n. H\u00e3y l\u00e0m m\u1ecdi \u0111i\u1ec1u c\u00f3 th\u1ec3 \u0111\u1ec3 x\u00e1c \u0111\u1ecbnh ng\u01b0\u1eddi th\u1eadt s\u1ef1 ra quy\u1ebft \u0111\u1ecbnh. \u0110\u1eebng ng\u1ea1i ng\u1ea7n h\u1ecfi \u201cAi s\u1ebd ra quy\u1ebft \u0111\u1ecbnh\u201d, n\u1ebfu ng\u01b0\u1eddi \u0111\u00f3 kh\u00f4ng c\u00f3 tr\u00ean b\u00e0n \u0111\u00e0m ph\u00e1n, h\u00e3y \u0111\u1ec1 xu\u1ea5t \u0111\u1ec3 c\u00f3 h\u1ecd tham gia.<\/span><\/p>\n

      B\u01b0\u1edbc 6.<\/strong><\/span> H\u1ecdc h\u1ecfi t\u1ea5t c\u1ea3 m\u1ecdi th\u1ee9 c\u00f3 th\u1ec3 v\u1ec1 con ng\u01b0\u1eddi, v\u0103n h\u00f3a, m\u1ee5c ti\u00eau c\u1ee7a \u0111\u1ed1i ph\u01b0\u01a1ng v\u00e0 c\u00e1ch \u0111\u1ed1i ph\u01b0\u01a1ng x\u00e1c \u0111\u1ecbnh v\u1ea5n \u0111\u1ec1. Nh\u1eefng ng\u01b0\u1eddi b\u00ean kia b\u00e0n \u0111\u00e0m ph\u00e1n l\u00e0 ai? H\u1ecd c\u00f3 kinh nghi\u1ec7m \u0111\u00e0m ph\u00e1n kh\u00f4ng hay l\u00e0 ng\u01b0\u1eddi m\u1edbi? H\u1ecd l\u00e0 nh\u1eefng ng\u01b0\u1eddi quy\u1ebft li\u1ec7t hay tr\u00e1nh xung \u0111\u1ed9t? V\u0103n h\u00f3a t\u1ed5 ch\u1ee9c l\u00e0 quan li\u00eau hay \u0111\u00fang tinh th\u1ea7n doanh nghi\u1ec7p? Nh\u1eefng ng\u01b0\u1eddi tr\u00ean b\u00e0n \u0111\u00e0m ph\u00e1n c\u00f3 quy\u1ec1n th\u1ecfa thu\u1eadn kh\u00f4ng hay h\u1ecd ph\u1ea3i quay l\u1ea1i s\u1ebfp \u0111\u1ec3 xin ch\u1ec9 d\u1eabn ho\u1eb7c ph\u00ea duy\u1ec7t.\u00a0<\/span><\/p>\n

      B\u01b0\u1edbc 7.<\/strong><\/span> Linh \u0111\u1ed9ng, s\u1eb5n s\u00e0ng thay \u0111\u1ed5i, \u0111\u1eebng \u00e9p bu\u1ed9c b\u1ea3n th\u00e2n tu\u00e2n theo c\u00e1c quy tr\u00ecnh c\u1ee9ng nh\u1eafc. \u0110\u00e0m ph\u00e1n kh\u00f4ng ph\u1ea3i l\u00fac n\u00e0o c\u0169ng \u0111i theo m\u1ed9t con \u0111\u01b0\u1eddng tuy\u1ebfn t\u00ednh hay c\u00f3 th\u1ec3 d\u1ef1 \u0111o\u00e1n tr\u01b0\u1edbc. C\u00e1c m\u1ed1i quan h\u1ec7 \u0111\u00f4i khi tr\u1edf n\u00ean x\u1ea5u \u0111i. C\u00f3 nh\u1eefng t\u00ecnh hu\u1ed1ng kh\u00f4ng d\u1ef1 \u0111o\u00e1n \u0111\u01b0\u1ee3c ph\u00e1t tri\u1ec3n khi\u1ebfn m\u1ed9t b\u00ean r\u00fat lui ho\u1eb7c m\u1ed1i quan h\u1ec7 b\u1ecb \u0111\u00f3ng b\u0103ng. Nh\u1eefng \u0111i\u1ec1u n\u00e0y c\u00f3 ngh\u0129a r\u1eb1ng c\u00e1c b\u00ean c\u1ea7n chu\u1ea9n b\u1ecb \u0111\u1ec3 c\u00f3 th\u1ec3 s\u1eb5n s\u00e0ng ti\u1ebfn v\u1ec1 ph\u00eda tr\u01b0\u1edbc m\u00e0 kh\u00f4ng c\u00f3 l\u1ed9 tr\u00ecnh r\u00f5 r\u00e0ng.<\/span><\/p>\n

      B\u01b0\u1edbc 8.<\/strong><\/span> Thu th\u1eadp c\u00e1c ti\u00eau chu\u1ea9n b\u00ean ngo\u00e0i v\u00e0 c\u00e1c ti\u00eau ch\u00ed li\u00ean quan \u0111\u1ebfn s\u1ef1 c\u00f4ng b\u1eb1ng. C\u00e1c b\u00ean tham gia \u0111\u00e0m ph\u00e1n \u0111\u1ec1u mu\u1ed1n tin r\u1eb1ng b\u1ea5t k\u1ef3 th\u1ecfa thu\u1eadn n\u00e0o \u0111\u1ea1t \u0111\u01b0\u1ee3c \u0111\u1ec1u l\u00e0 c\u00f4ng b\u1eb1ng v\u00e0 h\u1ee3p l\u00fd. Th\u1ef1c t\u1ebf th\u00ec s\u1ebd c\u00f3 nhi\u1ec1u ti\u00eau ch\u00ed li\u00ean quan \u0111\u1ebfn s\u1ef1 c\u00f4ng b\u1eb1ng v\u00e0 h\u1ee3p l\u00fd, \u0111\u1ec3 chu\u1ea9n b\u1ecb th\u00ec c\u00e1c b\u00ean c\u1ea7n 1) Nghi\u00ean c\u1ee9u xem c\u00e1c ti\u00eau ch\u00ed n\u00e0o c\u00f3 th\u1ec3 \u00e1p d\u1ee5ng; 2) S\u1eb5n s\u00e0ng ch\u1ec9 cho \u0111\u1ed1i ph\u01b0\u01a1ng t\u1ea1i sao nh\u1eefng ti\u00eau ch\u00ed c\u00f3 l\u1ee3i cho b\u1ea1n n\u00e0y l\u1ea1i ph\u00f9 h\u1ee3p h\u01a1n; v\u00e0 3) T\u1ea1i sao c\u00e1c ti\u00eau ch\u00ed \u00edt c\u00f3 l\u1ee3i cho b\u1ea1n n\u00e0y l\u1ea1i \u00edt ph\u00f9 h\u1ee3p h\u01a1n.<\/span><\/p>\n

      B\u01b0\u1edbc 9.<\/strong><\/span> Thay \u0111\u1ed5i quy tr\u00ecnh theo h\u01b0\u1edbng c\u00f3 l\u1ee3i cho b\u1ea1n. B\u1ea1n c\u00f3 bao gi\u1edd c\u1ea3m th\u1ea5y r\u1eb1ng \u00fd t\u01b0\u1edfng c\u1ee7a m\u00ecnh b\u1ecb l\u1edd \u0111i trong su\u1ed1t c\u00e1c bu\u1ed5i h\u1ecdp hay \u0111\u00e0m ph\u00e1n ch\u00ednh th\u1ee9c? Li\u1ec7u nh\u1eefng bu\u1ed5i h\u1ecdp n\u00e0y c\u00f3 ph\u1ea3i l\u00e0 c\u00f3 v\u1ebb \u0111\u01b0\u1ee3c s\u1eafp \u0111\u1eb7t \u0111\u1ec3 t\u1ea1o ra m\u1ed9t k\u1ebft qu\u1ea3 ri\u00eang \u2013 b\u1ea5t ch\u1ea5p c\u00e1c d\u1eef li\u1ec7u \u0111\u1ea7u v\u00e0o c\u1ee7a b\u1ea1n hay ai kh\u00e1c. H\u00e3y c\u00e2n nh\u1eafc c\u00e1c \u0111\u1ed9ng th\u00e1i quy tr\u00ecnh sau n\u1ebfu b\u1ea1n g\u1eb7p t\u00ecnh hu\u1ed1ng nh\u01b0 v\u1eady: 1) H\u00e3y l\u00e0m vi\u1ec7c tr\u01b0\u1edbc \u1edf h\u1eadu tr\u01b0\u1eddng \u0111\u1ec3 \u201cgi\u00e1o d\u1ee5c\u201d (educate)<\/em> nh\u1eefng ng\u01b0\u1eddi kh\u00e1c v\u1ec1 \u00fd t\u01b0\u1edfng c\u1ee7a b\u1ea1n; 2) \u0110\u00f3ng khung (reframe<\/em>) l\u1ea1i quy tr\u00ecnh. N\u1ebfu b\u1ea1n \u0111ang \u1edf b\u00ean l\u1ec1 c\u1ee7a chu\u1ed7i trao \u0111\u1ed5i hay \u0111\u00e0m ph\u00e1n th\u00ec l\u00fd do c\u00f3 th\u1ec3 do quy tr\u00ecnh.<\/span><\/p>\n

      \u00a0<\/p>\n

      <\/span><\/p>\n

      \u00a0<\/p>\n

      C\u00e1c chi\u1ebfn thu\u1eadt tr\u00ean b\u00e0n \u0111\u00e0m ph\u00e1n<\/strong><\/span><\/p>\n

      Chi\u1ebfn thu\u1eadt cho \u0111\u00e0m ph\u00e1n ph\u00e2n ph\u1ed1i (win\/lose)<\/strong><\/span><\/h3>\n

      <\/strong>L\u00e0 n\u1ed7 l\u1ef1c thi\u1ebft l\u1eadp \u0111i\u1ec3m tham chi\u1ebfu cho cu\u1ed9c \u0111\u00e0m ph\u00e1n. Trong m\u1ed9t s\u1ed1 tr\u01b0\u1eddng h\u1ee3p, ch\u00fang ta c\u00f3 th\u1ec3 gi\u00e0nh \u0111\u01b0\u1ee3c l\u1ee3i th\u1ebf khi \u0111\u01b0a ra ch\u00e0o gi\u00e1 \u0111\u1ea7u ti\u00ean tr\u00ean b\u00e0n \u0111\u00e0m ph\u00e1n. B\u1ea3n ch\u00e0o gi\u00e1 \u0111\u1ea7u ti\u00ean c\u00f3 th\u1ec3 tr\u1edf th\u00e0nh m\u1ed9t chi\u1ebfc m\u1ecf neo t\u00e2m l\u00fd m\u1ea1nh m\u1ebd: N\u00f3 tr\u1edf th\u00e0nh \u0111i\u1ec3m tham chi\u1ebfu cho vi\u1ec7c k\u00e9o hay \u0111\u1ea9y l\u1ee3i \u00edch\/gi\u00e1 c\u1ee7a c\u00e1c b\u00ean li\u00ean quan. \u0110\u01b0a m\u1ed9t b\u1ea3n ch\u00e0o gi\u00e1\/\u0111\u1ec1 xu\u1ea5t tr\u00ean b\u00e0n \u0111\u00e0m ph\u00e1n kh\u00f4ng ph\u1ea3i l\u00e0 c\u00e1ch duy nh\u1ea5t \u0111\u1ec3 c\u00f3 \u0111\u01b0\u1ee3c l\u1ee3i \u00edch th\u00f4ng qua th\u1ea3 neo. N\u1ebfu ch\u00fang ta c\u00f3 th\u1ec3 x\u00e1c \u0111\u1ecbnh tr\u01b0\u1edbc v\u1ea5n \u0111\u1ec1, thi\u1ebft l\u1eadp ch\u01b0\u01a1ng tr\u00ecnh th\u1ea3o lu\u1eadn, ho\u1eb7c ph\u1ea7n n\u00e0o \u00e1p \u0111\u1eb7t khu\u00f4n kh\u1ed5 cho cu\u1ed9c tranh lu\u1eadn th\u00ec ch\u00fang ta s\u1ebd \u0111\u1ea1t \u0111\u01b0\u1ee3c th\u1ee9 r\u1ea5t t\u01b0\u01a1ng \u0111\u1ed3ng v\u1edbi m\u1ecf neo n\u00e0y v\u00e0 c\u00f3 l\u1ee3i cho ch\u00fang ta.<\/span><\/p>\n

      <\/strong>). N\u1ebfu \u0111\u1ed1i ph\u01b0\u01a1ng \u0111\u01b0a ra b\u1ea3n ch\u00e0o gi\u00e1 \u0111\u1ea7u ti\u00ean, ch\u00fang ta c\u1ea7n nh\u1eadn ra r\u1eb1ng s\u1ee9c m\u1ea1nh c\u1ee7a b\u1ea3n ch\u00e0o gi\u00e1 \u0111\u00f3 nh\u01b0 l\u00e0 m\u1ed9t m\u1ecf neo t\u00e2m l\u00fd. H\u00e3y nh\u1edb r\u1eb1ng c\u00e1c m\u1ecf neo c\u00f3 s\u1ee9c m\u1ea1nh l\u1edbn nh\u1ea5t khi t\u00ednh b\u1ea5t \u0111\u1ecbnh l\u00e0 cao nh\u1ea5t, v\u00ed d\u1ee5, khi kh\u00f4ng ai c\u00f3 m\u1ed9t \u00fd t\u01b0\u1edfng r\u00f5 r\u00e0ng v\u1ec1 gi\u00e1 c\u1ee7a c\u00f4ng ty hay c\u1ee7a thi\u1ebft b\u1ecb n\u00e0o \u0111\u00f3 l\u00e0 bao nhi\u00eau. V\u1edbi t\u00ecnh hu\u1ed1ng n\u00e0y, ch\u00fang ta c\u00f3 th\u1ec3 gi\u1ea3m s\u1ee9c m\u1ea1nh c\u1ee7a m\u1ecf neo b\u1eb1ng c\u00e1ch c\u1ed1 g\u1eafng gi\u1ea3m s\u1ef1 b\u1ea5t \u0111\u1ecbnh c\u1ee7a v\u1ea5n \u0111\u1ec1.<\/span><\/p>\n

      <\/strong>. N\u1ebfu c\u00f3 \u0111\u1ed9ng th\u00e1i nh\u01b0\u1ee3ng b\u1ed9 l\u1edbn, b\u00ean \u0111\u1ed1i ph\u01b0\u01a1ng s\u1ebd ngh\u0129 r\u1eb1ng ch\u00fang ta c\u00f3 th\u1ec3 nh\u01b0\u1ee3ng b\u1ed9 l\u1edbn h\u01a1n n\u1eefa. Ng\u01b0\u1ee3c l\u1ea1i, n\u1ebfu \u0111\u1ed9ng th\u00e1i nh\u01b0\u1ee3ng b\u1ed9 nh\u1ecf, th\u01b0\u1eddng ch\u1ec9 ra r\u1eb1ng vi\u1ec7c tr\u1ea3 gi\u00e1 th\u1ea7u \u0111ang ti\u1ebfp c\u1eadn d\u1ea7n \u0111\u1ebfn gi\u00e1 ch\u1ea5p nh\u1eadn c\u1ee7a b\u00ean \u0111\u00f3, v\u00e0 vi\u1ec7c th\u00fac \u0111\u1ea9y th\u00eam s\u1ebd mang l\u1ea1i s\u1ef1 nh\u01b0\u1ee3ng b\u1ed9 ng\u00e0y m\u1ed9t nh\u1ecf h\u01a1n. Tuy nhi\u00ean c\u00e1c gi\u1ea3 \u0111\u1ecbnh n\u00e0y kh\u00f4ng ph\u1ea3i l\u00fac n\u00e0o c\u0169ng \u0111\u00fang, \u0111\u1eb7c bi\u1ec7t khi b\u00ean \u0111\u1ed1i ph\u01b0\u01a1ng kh\u00f4ng v\u1ed9i v\u00e3 v\u00e0 khi h\u1ecd c\u00f3 t\u1ef1 tin r\u1eb1ng c\u00e1c b\u00ean kh\u00e1c c\u00f3 th\u1ec3 mang \u0111\u1ebfn nh\u1eefng \u0111i\u1ec1u ki\u1ec7n v\u00e0 gi\u00e1 h\u1ea5p d\u1eabn \u2013 \u0111\u00f3 l\u00e0 khi h\u1ecd c\u00f3 BATNA m\u1ea1nh.<\/span><\/p>\n

      <\/strong>). Trong cu\u1ed9c \u0111\u00e0m ph\u00e1n gi\u1eefa ng\u01b0\u1eddi mua v\u00e0 ng\u01b0\u1eddi b\u00e1n, th\u1eddi gian c\u00f3 th\u1ec3 l\u00e0 m\u1ed9t c\u00f4ng c\u1ee5 quan tr\u1ecdng. T\u1eeb quan \u0111i\u1ec3m ng\u01b0\u1eddi mua, ng\u01b0\u1eddi b\u00e1n s\u1ebd kh\u00f4ng bao gi\u1edd \u0111\u01b0\u1ee3c ph\u00e9p c\u1ea3m th\u1ea5y r\u1eb1ng anh ta c\u00f3 th\u1ec3 tr\u00ec ho\u00e3n v\u00f4 th\u1eddi h\u1ea1n gi\u00e1 d\u1ef1 th\u1ea7u c\u1ee7a ng\u01b0\u1eddi mua trong khi ch\u1edd \u0111\u1ee3i nh\u1eefng \u0111\u1ec1 xu\u1ea5t d\u1ef1 th\u1ea7u t\u1ed1t h\u01a1n. L\u00fac \u0111\u00f3, ng\u01b0\u1eddi b\u00e1n s\u1ebd d\u00f9ng c\u00e1c b\u1ea3n d\u1ef1 th\u1ea7u kh\u00e1c \u0111\u1ec3 c\u1ea3i thi\u1ec7n BATNA c\u1ee7a anh ta.<\/span><\/p>\n

      <\/strong> Cung c\u1ea5p c\u00e1c \u0111\u1ec1 xu\u1ea5t thay th\u1ebf (hai ho\u1eb7c nhi\u1ec1u \u0111\u1ec1 xu\u1ea5t) th\u01b0\u1eddng l\u00e0 m\u1ed9t chi\u1ebfn thu\u1eadt ch\u1ed1t th\u1ecfa thu\u1eadn hi\u1ec7u qu\u1ea3. C\u00e1c g\u00f3i l\u1ef1a ch\u1ecdn c\u00f3 l\u1ee3i \u00edch k\u00e9p. M\u1ed9t l\u00e0 con ng\u01b0\u1eddi th\u01b0\u1eddng kh\u00f4ng th\u00edch c\u1ea3m gi\u00e1c b\u1ecb d\u1ed3n v\u00e0o ch\u00e2n t\u01b0\u1eddng. M\u1ed9t \u0111\u1ec1 xu\u1ea5t duy nh\u1ea5t c\u00f3 th\u1ec3 t\u1ea1o c\u1ea3m gi\u00e1c nh\u01b0 m\u1ed9t t\u1ed1i h\u1eadu th\u01b0 \u2013 ch\u1ea5p nh\u1eadn ho\u1eb7c t\u1eeb ch\u1ed1i \u0111\u1ec1 xu\u1ea5t n\u00e0y. Khi ch\u00fang ta cung c\u1ea5p cho h\u1ecd nhi\u1ec1u \u0111\u1ec1 xu\u1ea5t, h\u1ecd c\u00f3 th\u1ec3 so s\u00e1nh c\u00e1c \u0111\u1ec1 xu\u1ea5t v\u1edbi nhau thay v\u00ec so s\u00e1nh v\u1edbi m\u1ee5c ti\u00eau ban \u0111\u1ea7u c\u1ee7a h\u1ecd. Th\u1ee9 hai, khi c\u00e1c nh\u00e0 \u0111\u00e0m ph\u00e1n kh\u00f4ng th\u1ea3o lu\u1eadn v\u1ec1 c\u00e1c m\u1ed1i quan t\u00e2m c\u1ee7a h\u1ecd, b\u1ea1n c\u00f3 th\u1ec3 ph\u1ecfng \u0111o\u00e1n \u0111i\u1ec1u \u0111\u00f3 th\u00f4ng qua \u0111\u1ec1 xu\u1ea5t m\u00e0 h\u1ecd y\u00eau th\u00edch h\u01a1n.<\/span><\/p>\n

      <\/strong>. 1) Ra t\u00edn hi\u1ec7u tr\u01b0\u1edbc cho \u0111\u1ed1i ph\u01b0\u01a1ng ch\u00fang ta \u0111\u00e3 \u0111i \u0111\u1ebfn ng\u01b0\u1ee1ng cu\u1ed1i tr\u01b0\u1edbc khi th\u1eadt s\u1ef1 \u0111i \u0111\u1ebfn \u0111i\u1ec3m gi\u1edbi h\u1ea1n; 2) Linh \u0111\u1ed9ng n\u1ebfu b\u1ea1n \u0111\u00e3 l\u01b0\u1eddng tr\u01b0\u1edbc r\u1eb1ng \u0111\u00f3 ch\u01b0a ph\u1ea3i v\u00f2ng \u0111\u00e0m ph\u00e1n cu\u1ed1i c\u00f9ng (khi ng\u01b0\u1eddi \u0111\u00e0m ph\u00e1n kh\u00f4ng \u0111\u1ee7 quy\u1ec1n h\u1ea1n); 3) Kh\u00f4ng khuy\u1ebfn kh\u00edch \u0111\u1ed1i ph\u01b0\u01a1ng c\u1ed1 g\u1eafng t\u00ecm ki\u1ebfm s\u1ef1 nh\u01b0\u1ee3ng b\u1ed9 th\u00eam t\u1eeb ch\u00fang ta; 4) Ghi l\u1ea1i c\u00e1c \u0111i\u1ec1u kho\u1ea3n th\u1ecfa thu\u1eadn.<\/span><\/p>\n

      <\/strong><\/span><\/h3>\n

      <\/strong> Thay v\u00ec b\u1eaft \u0111\u1ea7u b\u1eb1ng nh\u1eefng con s\u1ed1, h\u00e3y chia s\u1ebb v\u00e0 l\u1eafng nghe. H\u00e3y l\u00e0 m\u1ed9t ng\u01b0\u1eddi l\u1eafng nghe ch\u1ee7 \u0111\u1ed9ng (active listening) \u0111\u1ec3 t\u00ecm hi\u1ec3u nh\u1eefng m\u1ed1i quan t\u00e2m v\u00e0 lo ng\u1ea1i c\u1ee7a \u0111\u1ed1i ph\u01b0\u01a1ng, \u0111\u1eebng \u0111\u01b0a ra \u0111\u1ec1 xu\u1ea5t qu\u00e1 nhanh ch\u00f3ng. <\/span><\/p>\n

      <\/strong> Trao \u0111\u1ed5i s\u1ef1 kh\u00e1c bi\u1ec7t c\u00f3 th\u1ec3 gi\u00fap t\u1ea1o ra gi\u00e1 tr\u1ecb m\u00e0 kh\u00f4ng b\u00ean n\u00e0o c\u00f3 th\u1ec3 t\u1ef1 t\u1ea1o ra m\u1ed9t m\u00ecnh \u0111\u01b0\u1ee3c. \u0110\u1eb7c bi\u1ec7t, t\u00ecm ki\u1ebfm s\u1ef1 kh\u00e1c bi\u1ec7t \u1edf nh\u1eefng l\u0129nh v\u1ef1c sau: 1) Kh\u1ea3 n\u0103ng ti\u1ebfp c\u1eadn ngu\u1ed3n l\u1ef1c; 2) Nh\u1eefng k\u1ef3 v\u1ecdng trong t\u01b0\u01a1ng lai; 3) Th\u1ecb hi\u1ebfu theo th\u1eddi gian; 4) S\u1ef1 e ng\u1ea1i r\u1ee7i ro.<\/span><\/p>\n

      <\/strong> \u0110\u1eebng b\u1ecb c\u00e1m d\u1ed7 b\u1edfi vi\u1ec7c ch\u1ed1t th\u1ecfa thu\u1eadn qu\u00e1 nhanh ch\u00f3ng khi c\u00f3 qu\u00e1 \u00edt th\u00f4ng tin \u0111\u01b0\u1ee3c trao \u0111\u1ed5i. D\u00e0nh th\u1eddi gian t\u00ecm ki\u1ebfm th\u1ecfa thu\u1eadn t\u1ed1t cho c\u1ea3 hai b\u00ean.<\/span><\/p>\n

      <\/strong><\/span><\/h3>\n

      <\/strong> Khi r\u00f3t n\u01b0\u1edbc v\u00e0o \u00bd ly n\u01b0\u1edbc, b\u1ea1n s\u1ebd m\u00f4 t\u1ea3 n\u00f3 v\u1edbi ng\u01b0\u1eddi kh\u00e1c l\u00e0 ly \u0111\u1ea7y m\u1ed9t n\u1eeda hay tr\u1ed1ng m\u1ed9t n\u1eeda? Vi\u1ec7c m\u00f4 t\u1ea3 t\u00ecnh hu\u1ed1ng n\u00e0y l\u00e0 c\u00e1ch b\u1ea1n \u0111\u00f3ng khung t\u00ecnh hu\u1ed1ng. Gi\u1ed1ng nh\u01b0 th\u1ea3 neo, khung c\u00f3 th\u1ec3 x\u00e1c \u0111\u1ecbnh c\u00e1ch cu\u1ed9c \u0111\u00e0m ph\u00e1n s\u1ebd di\u1ec5n ra. M\u1ed9t s\u1ed1 khung c\u00f3 th\u1ec3 s\u1eed d\u1ee5ng: 1) \u0110\u00f3ng khung \u0111\u1ec1 xu\u1ea5t theo h\u01b0\u1edbng r\u1eb1ng \u0111\u1ec1 xu\u1ea5t c\u00f3 l\u1ee3i thay v\u00ec c\u00f3 h\u1ea1i. 2) T\u1eadn d\u1ee5ng b\u1ea3n t\u00ednh e ng\u1ea1i r\u1ee7i ro c\u1ee7a con ng\u01b0\u1eddi.<\/span><\/p>\n

      <\/strong> C\u00e1c cu\u1ed9c \u0111\u00e0m ph\u00e1n th\u01b0\u1eddng \u0111\u1ec1u ph\u1ee9c t\u1ea1p v\u00e0 di\u1ec5n ra trong nhi\u1ec1u v\u00f2ng v\u00e0 li\u00ean quan \u0111\u1ebfn m\u1ed9t v\u00e0i b\u00ean kh\u00e1c nhau. C\u00e1c th\u00f4ng tin m\u1edbi c\u00f3 th\u1ec3 xu\u1ea5t hi\u1ec7n t\u1ea1i nhi\u1ec1u \u0111i\u1ec3m, \u0111i\u1ec1u n\u00e0y ti\u1ebft l\u1ed9 r\u1eb1ng ph\u01b0\u01a1ng ph\u00e1p ti\u1ebfp c\u1eadn phi tuy\u1ebfn t\u00ednh \u0111\u1ed1i v\u1edbi quy tr\u00ecnh chu\u1ea9n b\u1ecb l\u00e0 ph\u00f9 h\u1ee3p. Quy tr\u00ecnh t\u1eeb chu\u1ea9n b\u1ecb \u0111\u1ebfn \u0111\u00e0m ph\u00e1n t\u1ea1o ra c\u00e1c k\u1ebft qu\u1ea3 v\u00e0 th\u00f4ng tin c\u1ea7n \u0111\u00e1nh gi\u00e1 th\u00eam. \u0110\u1ea7u ra c\u1ee7a quy tr\u00ecnh \u0111\u00e1nh gi\u00e1 l\u1ea1i \u0111\u01b0\u1ee3c th\u00eam v\u00e0o quy tr\u00ecnh chu\u1ea9n b\u1ecb v\u00e0 sau \u0111\u00f3 l\u00e0 \u0111\u00e0m ph\u00e1n.<\/span><\/p>\n

      \u00a0<\/p>\n<\/p>\n

      Qu\u00e1 tr\u00ecnh \u0111\u00e0m ph\u00e1n phi tuy\u1ebfn t\u00ednh<\/span><\/em><\/p>\n

      \u00a0<\/span><\/p>\n

      \u0110\u00e0m ph\u00e1n trong d\u1ef1 \u00e1n<\/strong><\/span><\/h2>\n

      L\u00e0 m\u1ed9t nh\u00e0 qu\u1ea3n l\u00fd d\u1ef1 \u00e1n, \u0111\u00e0m ph\u00e1n l\u00e0 tr\u00e1ch nhi\u1ec7m c\u1ee7a ch\u00fang ta, c\u00e1c v\u1ea5n \u0111\u1ec1 ph\u1ed5 bi\u1ebfn<\/em><\/strong> th\u01b0\u1eddng \u0111\u00e0m ph\u00e1n trong d\u1ef1 \u00e1n bao g\u1ed3m:<\/span><\/p>\n

        \n
      • Hi\u1ebfn ch\u01b0\u01a1ng d\u1ef1 \u00e1n, c\u00e1c ph\u1ea1m vi v\u1ec1 quy\u1ec1n h\u1ea1n<\/span><\/li>\n
      • C\u00e1c m\u1ee5c ti\u00eau v\u1ec1 ph\u1ea1m vi, chi ph\u00ed v\u00e0 ti\u1ebfn \u0111\u1ed9<\/span><\/li>\n
      • C\u00e1c thay \u0111\u1ed5i \u0111\u1ed1i v\u1edbi ph\u1ea1m vi, chi ph\u00ed v\u00e0 ti\u1ebfn \u0111\u1ed9<\/span><\/li>\n
      • C\u00e1c ti\u00eau ch\u00ed ph\u00e1t h\u00e0nh (release<\/em>), ch\u1ea5p nh\u1eadn, go\/no-go<\/span><\/li>\n
      • C\u00e1c \u0111i\u1ec1u kho\u1ea3n v\u00e0 \u0111i\u1ec1u ki\u1ec7n h\u1ee3p \u0111\u1ed3ng<\/span><\/li>\n
      • Ph\u00e2n c\u00f4ng c\u00f4ng vi\u1ec7c, vai tr\u00f2 v\u00e0 tr\u00e1ch nhi\u1ec7m<\/span><\/li>\n
      • Ngu\u1ed3n l\u1ef1c<\/span><\/li>\n<\/ul>\n

        M\u1ed9t s\u1ed1 g\u1ee3i \u00fd<\/em><\/strong> cho vi\u1ec7c \u0111\u00e0m ph\u00e1n trong m\u00f4i tr\u01b0\u1eddng d\u1ef1 \u00e1n:<\/span><\/p>\n

          \n
        • \u0110\u1ea3m b\u1ea3o r\u1eb1ng d\u1ef1 \u00e1n \u0111\u00e3 \u0111\u01b0\u1ee3c c\u1ea5p ph\u00e9p, t\u00e0i tr\u1ee3<\/span><\/li>\n
        • Thi\u1ebft l\u1eadp c\u00e1c m\u1ee5c ti\u00eau c\u00f4ng ty r\u00f5 r\u00e0ng v\u1edbi s\u1ef1 tham gia v\u00e0 \u1ee7ng h\u1ed9 c\u1ee7a nh\u00e0 t\u00e0i tr\u1ee3 v\u00e0 \u0111\u1ed9i nh\u00f3m<\/span><\/li>\n
        • \u0110\u1eb7t c\u00e1c k\u1ebft qu\u1ea3 d\u1ef1 \u00e1n trong c\u00e1c \u01b0u ti\u00ean c\u1ee7a c\u00f4ng ty<\/span><\/li>\n
        • Bu\u1ed9c ch\u1eb7t c\u00e1c m\u1ee5c ti\u00eau v\u00e0 k\u1ebft qu\u1ea3 d\u1ef1 \u00e1n v\u1edbi c\u00e1c m\u1ee5c ti\u00eau h\u1ed7 tr\u1ee3 kinh doanh<\/span><\/li>\n
        • X\u00e1c \u0111\u1ecbnh v\u00e0 minh h\u1ecda r\u00f5 r\u00e0ng c\u00e1c c\u00f4ng vi\u1ec7c c\u1ea7n thi\u1ebft \u0111\u1ec3 \u0111\u1ea1t \u0111\u01b0\u1ee3c m\u1ee5c ti\u00eau d\u1ef1 \u00e1n<\/span><\/li>\n
        • X\u00e1c \u0111\u1ecbnh v\u00e0 minh h\u1ecd r\u00f5 r\u00e0ng c\u00e1c y\u00eau c\u1ea7u ngu\u1ed3n l\u1ef1c c\u1ee7a d\u1ef1 \u00e1n<\/span><\/li>\n
        • X\u00e2y d\u1ef1ng l\u00f2ng tin v\u00e0 s\u1ef1 t\u00edn nhi\u1ec7m th\u00f4ng qua vi\u1ec7c ho\u1ea1ch \u0111\u1ecbnh d\u1ef1 \u00e1n, ti\u1ebfn \u0111\u1ed9 ch\u00ednh x\u00e1c, truy\u1ec1n th\u00f4ng c\u1edfi m\u1edf v\u00e0 ch\u00e2n th\u1eadt<\/span><\/li>\n
        • \u0110\u00e1nh gi\u00e1 r\u1ee7i ro \u0111\u1ed1i v\u1edbi c\u00e1c ngu\u1ed3n l\u1ef1c c\u00f2n thi\u1ebfu<\/span><\/li>\n
        • Hi\u1ec3u r\u00f5 c\u00e1i gi\u00e1 c\u1ee7a vi\u1ec7c ch\u1eadm tr\u1ec5<\/span><\/li>\n
        • \u0110\u1ecbnh l\u01b0\u1ee3ng chi ph\u00ed c\u1ee7a vi\u1ec7c thi\u1ebfu ngu\u1ed3n l\u1ef1c c\u1ea7n thi\u1ebft<\/span><\/li>\n<\/ul>\n

          K\u1ebft lu\u1eadn<\/strong><\/span><\/h2>\n

          \u0110\u00e0m ph\u00e1n l\u00e0 m\u1ed9t d\u1ea1ng truy\u1ec1n th\u00f4ng c\u01a1 b\u1ea3n v\u00e0 \u0111\u1eb7c bi\u1ec7t c\u1ee7a con ng\u01b0\u1eddi, nh\u01b0ng kh\u00f4ng ph\u1ea3i l\u00fac n\u00e0o ch\u00fang ta c\u0169ng nh\u1eadn ra r\u1eb1ng ch\u00fang ta \u0111ang \u0111\u00e0m ph\u00e1n. C\u00e1c k\u1ef9 n\u0103ng \u0111\u00e0m ph\u00e1n hi\u1ec7u qu\u1ea3 v\u00f4 c\u00f9ng quan tr\u1ecdng \u0111\u1ed1i v\u1edbi c\u00e1c nh\u00e0 qu\u1ea3n l\u00fd d\u1ef1 \u00e1n. H\u1ecdc h\u1ecfi v\u00e0 c\u1ea3i thi\u1ec7n kh\u00f4ng ng\u1eebng th\u00f4ng qua c\u00e1c b\u00e0i h\u1ecdc s\u1ebd gi\u00fap c\u00e1c nh\u00e0 qu\u1ea3n l\u00fd d\u1ef1 \u00e1n c\u1ea3i thi\u1ec7n kh\u1ea3 n\u0103ng \u0111\u00e0m ph\u00e1n. Ch\u00fac c\u00e1c b\u1ea1n \u0111\u1ec1u thu \u0111\u01b0\u1ee3c tr\u00e1i ng\u1ecdt t\u1eeb m\u1ed7i d\u1ef1 \u00e1n th\u00e0nh c\u00f4ng.<\/span><\/p>\n

          T\u00e1c gi\u1ea3:\u00a0<\/span>Nguy\u1ec5n Th\u1ecb Ng\u00e2n <\/strong>(PMP, PMI ATP Instructor, PMI-ACP)<\/p>\n

          \u00a0<\/p>\n

          Ngu\u1ed3n<\/span><\/p>\n

          S\u00e1ch Havard Business School Press, Havard Business Essentials: negotiation (The Havard Business Essentials Series), 2003 ;\u00a0<\/em><\/span>Englund, R. L. (2010). <\/em><\/span><\/span><\/p>\n

          Negotiating for success: are you prepared? Paper presented at PMI Global Congress 2010\u2014EMEA, Milan, Italy. Newtown Square, PA: Project Management Institute.\u00a0<\/em><\/span><\/span><\/p>\n

          \u00a0<\/p>\n

          <\/b><\/span><\/p>\n

          <\/sup><\/strong><\/b><\/span><\/p>\n

          \u00a0<\/p>\n<\/p><\/div>\n","protected":false},"excerpt":{"rendered":"

          K\u1ebft qu\u1ea3 d\u1ef1 \u00e1n mang l\u1ea1i t\u00f9y thu\u1ed9c v\u00e0o nh\u1eefng g\u00ec ch\u00fang ta \u0111\u00e0m ph\u00e1n. M\u1ecdi \u0111i\u1ec1u x\u1ea3y ra trong d\u1ef1 \u00e1n \u0111\u1ec1u c\u00f3 th\u1ec3 \u0111\u00e0m ph\u00e1n v\u00e0 nh\u00e0 qu\u1ea3n l\u00fd d\u1ef1 \u00e1n c\u1ea7n l\u00e0 m\u1ed9t nh\u00e0 \u0111\u00e0m ph\u00e1n t\u00e0i ba.<\/span><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[250],"tags":[],"_links":{"self":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts\/37493"}],"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=37493"}],"version-history":[{"count":2,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts\/37493\/revisions"}],"predecessor-version":[{"id":69223,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts\/37493\/revisions\/69223"}],"wp:attachment":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/media?parent=37493"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/categories?post=37493"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/tags?post=37493"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}