Chuong 7 - Suc Manh Dam Phan

SC MNH M PHN(L THUYT TR CHI)

CHNG 7

5/15/2015 2

s dng quyn lc, ngi ta khngcn bo lc, ni v lng tm,ngi ta khng cn ngoan ngon.Hnh ng hiu qu nht l kthp c quyn lc v lng tm.

Barbara Deming

SC MNH M PHN

5/15/2015 3

CHNG 7. SC MNH M PHN

7.1 m phn l g?7.2 Bi ton m phn

Cu chuyn v Sun-information system7.3 Cc yu t to nn sc mnh m

phn7.4 im t (focal point)

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m phn l nhng hnh vi v qu trnh, trong cc bn tham gia s cng tin hnh trao i, tholun nhng iu kin v cc gii php cng nhautha thun v thng nht nhng vn trong nhngtnh hung no sao cho chng cng gn vi li chmong mun ca h cng tt. S t c tha thunchnh l s thnh cng ca cc bn tham gia.

Sch tham kho: Bn c th m phn bt c iu g(You can Negotiate Anything) Herb Cohen

7.1 m phn l g?Khi nim m phn

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Phn bit theo a im m phn: m phn sn nh; m phn sn i phng; m phn sn trung gian; Khng sn no c.

Phn loi theo tnh trc tip v gin tip: mphn gp mt trc tip; m phn bng th t, intn; m phn qua in thoi; m phn qua mng.

Phn loi theo s lng i tc: Cuc m phntay i (hai i tc); Cuc m phn tay ba (ba itc).

7.1 m phn l g?Phn loi cuc m phn

7 m phn khng n thun l qu trnh theoui nhu cu li ch ring l ca mt bn, m lqu trnh i bn cui cng u t c sthng nht thng qua vic khng ngng iuchnh nhu cu ca mnh.

m phn khng phi l s chn la n gingia hai khi nim hp tc hay xung tm l s thng nht gia hai mt mu thun .

7.1 m phn l g?c im cuc m phn

8 m phn khng phi l s tha mn li ch camt bn mt cch v hn ch, m s c gii hn lich nht nh.

S thnh cng hay tht bi ca mt cucm phn khng phi c nh gi da vo mctiu d nh ca mt bn no m phi da vonhiu tiu chun nh gi tng hp, nh: thc hinmc tiu, ti u ha chi ph, quan h gia ccbn,V vy, m phn va l mt khoa hc,va l mt ngh thut.

7.1 m phn l g?c im cuc m phn

9 Tnh khn trng Tnh cht ch Tnh quyt lit v phc tp Tnh bt ng v t bin

7.1 m phn l g?Tnh cht cuc m phn

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Cc yu t c s: cc mc tiu, mi trng, v th ca ccbn trn th trng, phe th ba, k nng v kinh nghim cacc bn.

Bu khng kh m phn: xung t v hp tc gia ccbn, u th v s l thuc ca bn ny i vi bn kia, kvng ca cc bn tham gia

Cc yu t vn ha-x hi: thi gian, thc h ca cc bntham gia, cch giao tip, ngha ca cc quan h c nhn.

Cc yu t chin lc: cch trnh by chin lc, cc chinlc s dng, cch ra quyt nh, cc tc nhn

Cc yu t khc: b my quan liu, lut l v chnh ph,nhiu loi ng tin,

7.1 m phn l g?Cc yu t nh hng n m phn

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Giai on chun b nh gi thc lc ca cng ty

ta. Tm hiu thc lc ca i tc. Phn on nhu cu ca i tc. Lng trc tnh hung xy ra. Lp k hoch thng lng. T chc i ng thng lng. Thng lng th.

7.1 m phn l g?Tin trnh m phn (thng lng)

Giai on tip xc To khng kh tip xc. To s tin cy t ni i tc. Tm cch th hin nhng thin ch. Thm d i tc. Sa i k hoch thng lng.

Giai on thng lng a ra yu cu chnh xc iu chnh yu cu To bu khng kh chan ha Thuyt phc khch hng t thnh tha thun, k hp ng

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Kin thc, nng lc L mt nh kinh doanh, va l mt lut gia, mt nh ngoi

giao, va l nh tm l hc, va am hiu thng php quct, vn ho, phong tc, tp qun, v.v

Phm cht Cn c t duy nhy bn, suy ngh gii, hnh ng nhy

bn; Phi c ngh lc v s nhn ni, khng nng vi, bit kim

ch cm xc; Khng t ti, khng kiu cng, c l l v kh tit c kh

nng sng to cao;

7.1 m phn l g?Nng lc ca nhng ngi i thng lng

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K nng thng lng Cn c kh nng ngn ng tt: gii din t kin ca

mnh, trnh by vn sng t, dng t chun xc r rng.Cn c kh nng thuyt phc i tc tip thu quan imca mnh, gii thng qua l l bc b lp trng ca iphng va bo v li ch cho mnh.

K nng quan st T quan st din mo bn ngoi, nhng hnh vi c ch, li

ni ca i tc, nh thng lng cn nm bt c nhngthay i v tm l, nhng thng tin tim n nhng ht scquan trng kp thi iu chnh sch lc mt cch nhanhchng.

7.1 m phn l g?Nng lc ca nhng ngi i thng lng

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m phn khi xin vic lm: lng, thi gian lm vic,nhng c hi thng tin

m phn v Ch lao ng, tin lng gia Cngon v Ban gim c cc cng ty.

m phn v hp ng (gi c, hnh thc thanh ton/vn chuyn, ) gia cc cng ty.

m phn gia cc quc gia v cc chnh schthng mi, thu quan, ch quyn lnh th,

V.v.

7.1 m phn l g?Mt s v d v m phn

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Khng c c cng vic nh nh cng, bi cng Khng k kt c hp ng (mt doanh thu,

mt bn hng/i tc, ) Cm vn, tranh chp, chin tranh, V.v.

MT THI GIAN, CHI PH, V TH TRONG KD

7.1 m phn l g?V d v s tht bi m phn

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Trong nhng nm gn y, vic nh cng ca cngnhn Vit Nam xy ra kh ph bin v vi slng cng nhn tham gia rt ng.

Nguyn nhn ca phn ln cc cuc nh cng ldo cng nhn cho rng gii ch tr lng thp,khng ng hn hoc tng ca, tng gi qu nhiu.

Cu hi t ra l vy cng on ca Vit Nam nggp g trong vic tr gip cng nhn trong cctranh chp ny v cng nhn ngh g v vai tr cacng on hin nay?

7.1 m phn l g?nh cng

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SIS l mt cng ty m bo cc dch v h tr sau khibn hng in t v my vi tnh. N tham gia bn loithit b, nh my plotter HP, hoc laptop IBM.

Mt trong cc chc nng ch yu ca SIS l cung cpdch v bo hnh (DVBH).

Khi hp ng kt thc SIS v bn nhn dch v m phn nhm k kt li hp ng.

Thay i hp ng SIS i tng gi DVBH

Tuy nhin, vic thu thp thng tin ca i tc trc khibc vo m phn khng bao gi l d dng.

7.2 Bi ton m phn Cu chuyn v Sun-information system - SIS

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Gi s:


Gi cung cp dch v theo hp ng c

Gi SIS i hi Hp ng mi

$1.000 $1.100 (1 nhm my/tun)

Gi cao nht m ABCc th chu ng c

Gi thp nht m SISvn cn ng thun

$100

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thc t, phc tp cuc chi hn:


$1040 x (15)

Ngi mua khc ca SIS

$1090 x (30) - $1040 x (15)

$1000 $1090 x (30) $1100

Li ch tim tng t giao dch

Nh cung cp khc ca ABC

Mt cuc mc c s thnh cng khi no? Mt bn a ra nhn nhng cui cngv cho bn kia chp nhn.

Ti sao anh ta li nhn nhng?

Bi v anh ta ngh rng bn kia s khngnhn nhng.


Ti phi nhn nhng v anh ta s khngnhn nhng.

Anh ta khng nhn nhng v anh ta nghti s nhn nhng.

Anh ta ngh ti s nhn nhng v anh tangh rng ti ngh anh ta ngh nh vy

C mt khong kt cc nht nh m ti mi imtrong c hai bn u c li hn so vi vic khngt c tha thun g c.


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BN MUA Cho php th nghim v

cht lng dch v trckhi tr tin, tr li nhngsn phm ti

T gim ri ro cho bnmua v vic ly phi hngti


TR CHM

BN BN Mt hnh thc cho vay tn

dng thng mi h tr lm tng sc mnh thtrng ca bn bn.

T tng kh nng bchim dng vn, khngi c n

Thi gian tr chm - thng c xc nh nh mt cuc trao i t binh, lm cn bng cc yu t kch thch t hai pha

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Nhng nh cung cp c uy tn cao s c khnng a ra nhng ch bo hnh, dch v hubn hng hp dn hn. c th i hi gi bncao hn, v thi hn tr chm t hn.

Ngc li, nu ngi bn cung cp SP-DV khnh gi c cht lng; hoc khng c ngungc r rng , vic tr chm l bt buc. Ri ro bchim dng vn cng tng.


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Nh vy, khi m phn, cc bn khng ch tnhn gi giao dch. Nhng hp ng tr chm cnbao hm mt lot cc quan tm khc, nh vn mbo cht lng, vic pht trin quan h lm n lu di,v kh nng trng pht nhng vi phm hp ng.

Gi s SIS c uy tn cao trong vic m bo cht lngdch v; hoc dch v ca n l kh thay th bi nhcung cp khc. Khi , bn mua s d chp nhn hnnhng i hi ca SIS. Vic lm cho i tc tin vo scmnh th trng ca mnh s nh hng trc tip nphn m SIS t c t tha thun.


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Cc c hi giao dch khc to nn sc mnhm phn Khi bn mun tng lng, li t ca bn vi

gim c ph trch nhn s nghe s c l hn,nu bn tm c mt ni no ha trlng cao hn,

SIS cng c c nhng n t hng hp dnhn t cc i tc khc trn th trng, th ABCcng sn sng chp nhn hn nhng i hi caSIS v tng gi dch v bo hnh

7.3 Cc yu t to nn sc mnh m phn

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Ph tn tr hon tha thun (cost of delay) SIS cn bn cc thit b cng ngh thng tin, ...

Gi s tha thun v hp ng bn my b trhon. Khi bn bn chu ph tn tn kho, vbn mua th khng c my mc dng.

Bn no chu ph tn tr hon cao hn, thcng st rut hn khi m phn b ko di cng d phi chp thun nhng iu kin do bnkia a ra

7.3 Cc yu t to nn sc mnh m phn

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B qua vic tr chm n gin ho tnh ton.

7.3 Cc yu t to nn sc mnh m phnu l chin lc tt nht cho SIS?

$1040 $1090 (1 nhm my/tun)

$50

SIS c nhng c hi giao dch khc hp dn hn so vi bn mua l ABC.

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Trn thc t, sau khi tnh n cc la chnkhc, cng nh ph tn ca vic tr hon; rt t khic th thu hp c khong cch li ch em ram phn ti ch mt tha thun c th.

Trong bi cnh nh vy, mi bn u c on xembn kia s chp nhn t g t pha mnh. Khim k vng ca hai bn trng hp nhau, ththa thun s c thc hin.

7.4 im t (focal point)

AI L HIU TRNG?

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Cn bng ca cuc chi, hay kt cc ca mphn, do vy, i hi hai iu kin:

Th nht, mi bn a ra yu cu ph hpnht vi c on cu mnh v ci iu m bnkia cho l chp nhn c tng i d.

Th hai, nim tin hay s c on ca h phing kh khn.


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Mc d vy, i khi bi cnh ca m phn chophp lm sng r ln mt kt cc c th.

Kt cc c c gi l im t (focal point),theo thut ng a ra bi Schelling, nh kinh tot gii Nobel, 2005.

Tr chi: Ngy mai bn s gp mt vi ngi bnti TPHCM, khng hn trc thi gian v a im.Hy chn a im v thi gian m bn ngh bn sgp mt nhng ngi kia.


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Thomas Schelling, nh kinh t hc c gii Nobelnm 2005, tng thut li 1 th nghim:Schelling ngh ngi tham gia tng tngngy mai s gp mt ngi khc thnh phNew York. Tuy nhin khng c thng tin g v aim v thi gian gp. ng ngh ngi tham giath nghim chn a im v thi gian m mnhngh ngi kia cng s chn gp mt. nhiu ngi chn gp di ng h nh gatrung tm lc 12 gi tra!


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Mt im t c th c soi sng bi tin l (chngti lm nh vy, bi v n thng xuyn c lm theocch , phn m cc bn i hi c thit lp dnqua qu trnh th nghim v iu chnh, tc l qua kinhnghim); hoc bi s cng bng (chia i li chthng mi, 50:50); hoc thng qua nhng ngimi gii tho tin.

Schelling cho rng focal point hnh thnh t nhngkinh nghim chung, t cc yu t tm l v vn ha.

Thng tin cng l mt yu t quan trng, tc ng nkt cc ca m phn.


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CHUN B CHO TUN TI

c trc nh Chng 8 Tip tc trin khai Bi tp nhm (30%)

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Chuong 7 - Suc Manh Dam Phan