Ky Thuat Thuong Luong

cng mn hc K thut thng lng trang 1

CNG MN HC

K THUT THNG LNG(Negotiation)

MSMH: QT203DV01

A. Quy cch mn hc Tn mn hc: K thut thng lng (Negotiation) M s mn hc (MSMH): QT203DV01 Tng s tit: 42 tit, chia ra:

S tit l thuyt: 28 tit S tit bi tp: 0 tit S tit thc hnh: 14 tit

S tn ch: 03 S tit t hc : 90 tit

B. Lin h vi mn hc khc

Mn tin quyt: khng

C. Tm tt ni dung mn hc

Mn hc ny trang b cho sinh vin nhng kin thc v nghip v thng lng trong kinh doanh, cch t chc thng lng, cc nguyn tc v k nng giao tip trong thng lng. Sinh vin s c nghin cu v l thuyt ln thc hnh vi nhng kinh nghim thc tin sinh ng qua cc cuc thng lng in hnh trong kinh doanh xc nh mt thc r rng v nhu cu t rn luyn k thut - ngh thut thng lng.

D. Mc tiu ca mn hc

Mc tiu ca mn hc K thut thng lng l nghin cu cc vn ct li ca qu trnh thng lng c th ng dng vo trong thc t hot ng kinh doanh ca ca cc t chc nhm t c hiu qu cao nht. C th l:

1. Hiu c ngha v vai tr ca m phn thng lng trong kinh doanh.

2. Nm c qui trnh t chc m phn thng lng .

3. Nhn thc bc u v k thut v ngh thut m phn thng lng, chin lc v chin thut m phn thng lng, v hc tp cch vn dng cc th thut, cch ng x trong m phn thng lng.

E. Kt qu t c sau khi hc mn ny

Sau khi hc xong mn ny sinh vin c th:


1. Hieu biet ky thuat am phan, thng lng

2. ng dung cac ky thuat, ky nang e thc hien mot cuoc am phan thanh cong

3. T rn lun b sung cc k nng thng lng thit yu.

F. Phng thc tin hnh mn hc

Mn hc ny c tin hnh bng cch ging vin hng dn cc vn l thuyt ct li trn lp v sinh vin chia nhm nh t chc cc cuc thng lng da trn tnh hung ngay ti cc bui hc lin quan. Ngoi ra, sinh vin phi thc hin nhng cuc m phn quan trng i vi c nhn sinh vin bn ngoi lp hc.

Ging trn lp:

1. S s ti a ging trn lp l 60. S gi ging tn lp l 28 tit, chim 1/3 thi lng ton mn hc, din ra trong 14 tun, ngha l mi tun c 1 bui hc l thuyt 3 tit. Ging vin s ging bng ting Vit, slide trnh chiu bng ting Anh/Vit. Sinh vin c ti liu bng ting Anh/Vit.

2. Trc khi n lp sinh vin buc phi c trc nh cc chng hoc ti liu tng ng gio trnh quy nh ti cng.

3. lp ging vin s nhn mnh cc khi nim v cc tng quan trng hoc kh mi chng.

4. Cc vn cha hiu c th tho lun cng bn b hoc ngh ging vin hng dn thm.

Nhp vai thng lng da trn cc tnh hung c phn cng:

1. Lp s phn chia thnh 10 nhm (5-6 ngi/nhm). Trong mt s bui ln lpging vin s ch nh 2 nhm cng nghin cu mt tnh hung. Mi nhm s ng vai mt bn ca cuc thng lng. Vn dng cc k nng va hc tin hnh thng lng theo yu cu ca tnh hung.

2. Thi gian chun b l 15 pht, thi gian trnh bi l 15 pht

3. Cc thnh vin nhm khc s c cc nhn xt vi 2 nhm va trnh by xong trong vng 15 pht.

Cc tnh hung c th la chn (tham kho ti liu ca Michael Schatzki):

- Mua xe hi/xe gn my mi

- Mua xe hi/xe gn my c

- m phn tin lng v phc li trong cng vic s nhn (mi)

- m phn v gi ca nhng mn hng gi tr cao

- m phn tng lng

- m phn mua v bn nh

- m phn tin thu nh/vn phng

- m phn vi c quan nh nc


- m phn vay tin ngn hng

- Tnh hung khc (vi s ng ca ging vin)

G. Ti liu hc tp

1. Ti liu bt buc

Charles P. Lickson, Robert B. Maddux, Negotiation basics: win-win strategies for everyone (4th edition). Thomson 2005

Fisher, Roger & Ury, William. 1991. Getting to Yes: Negotiating Agreement Without Giving In (2nd Edition). Penguin Books

2. Ti liu khng bt buc

Michael Schatzki, Negotiation the art of getting what you want. Signet Books 2005

Roy Lewicki, Bruce Barry, Nashville and David Saunders, Negotiation, McGraw-Hill 2003

Harvard Business Essentials, K nng thng lng, First News, NXB Tng hp 2006.

Harvard Business School, Smart Negotiation, 2003

Web-based negotiation support system: http://interneg.org/inspire.html

H. nh gi kt qu hc tp mn ny

1. Thuyt minh v cch nh gi kt qu hc tp

Sinh vin hc mn K thut thng lng s c nh gi trn 3 loi hnh:

1) Tham gia vo hot ng nhp vai v thc hin thng lng trn lp hc

o Sinh vin c chia thnh cc nhm, mi nhm 5-6 ngi.

o V y l cng trnh ca nhm nn sinh vin s c nh gi nh l mt nhm, ngha l nhng sinh vin trong nhm s nhn cng mt im, l im ca nhm. Ngoi ra, vi nhng tnh hung kh, c nhn trong nhm c nhng x l xut sc, c nhn c th c m cao hn.

o Sinh vin trong nhm vng mt s khng c im trong phn ny.

2) Bi tp c nhn

Sinh vin c yu cu thc hin mt giao dch trong c thng lng m phn vi ngi lin quan. Vic ny c th c thc hin bt k tnh hung no. Tuy nhin, m phn phi lin quan n ci g c gi tr chng hn: mua 1 hng ha hay dch v, m phn tin lng ca cng vic lm thm (nu c), thng lng v chuyn g quan trng ca i mnh vi b m, ngi thn, v.v Sau sinh vin phi bo co li trong vng 2-5 trang nh my giy A4.Trong bo co cn cp n k hoch (khu chun b), chin lc v chin thut m phn c s dng, v kt qu m phn.

3) Thi cui mn hc

Thi cui mn hc s bao gm 2 hnh thc:


o Trc nghim cc kin thc v tnh hung c bn chim 50-60% s im

o X l mt tnh hung chim 40-50% s im

2. Bng tm tt cc hnh thc nh gi

Thnh phn

Thi lng

Tm tt bin php nh gi Trng s

Thi im

Kim tra ln 1

Bi tp c nhn, nhm 20% Tun 2 n tun 14

Kim tra ln 2

20 pht/ nhm

Tham gia vo hot ng nhp vai v thc hin thng lng trn lp hc

30%Theo lch PT

Thi cui hc k

90-120 pht

Thi vit v trc nghim. c php s dng ti liu & laptop, phng tin thu pht tn hiu.

50% Theo lch PT

Tng 100%

I. Phn cng ging dy

Thnh phn ban ging hun mn hc:

Ging vin iu phi

H v tn: ThS. Hong c Bnh

Phng lm vic: B108

in thoi: 8301877 Ext. 140

Email: [email protected]

Lch tip sinh vin:

Ging vin phi hp

H v tn: ThS Phan Thanh Lm

Phng lm vic: B108

in thoi: 8301877 Ext. 140

Email:

Lch tip sinh vin:

J. K hoch ging dy

Tun u bi ging Ti liu tham kho


1Gii thiu mn hc, cc nh ngha v thng

lng/m phn

Negotiation basics pp 3-4, handouts distributed in class

2Xc nh cc c hi m phn, khi no khng cn

m phn, mi lin h gia m phn v mu thun

Negotiation basics pp 5-9, handouts distributed in class, negotiation situtations 1&2

3

Cc kiu m phn

Negotiation basics pp 10-14, negotiation situtations 3&4

4Cc phong cch v phng php m phn,

phng php win-win


5 Phng php m phn tha hip give-get, gii quyt mu thun trong qu trnh m phn, cc

phong cch gii quyt mu thun


6c im ca mt ngi m phn thnh cng,

nghin cu tnh hung m phn mua-bn


7

Chun b m phn, thu thp thng tin


8 Thi gia hc k cc mn khc

9By bc c bn trong qu trnh m phn (bc

1-4)


10By bc c bn trong qu trnh m phn (bc

4-7)


11Cc chin lc v chin thut m phn

Negotiation basics pp 67-72

12Cc chin lc v chin thut m phn (tt)

Negotiation basics pp 73-79

13 Thc hnh ng vai lin quan ch chn ca nhm

14 Thc hnh ng vai lin quan ch chn ca nhm

15 Thc hnh ng vai lin quan ch chn ca nhm, n tp


Phn dnh cho qun l (khng pht cho sinh vin)

H tn (cc) ging vin xy dng cng ln ny:

Nguyn Thin Ph

Ngy cp nht: 20/8/2008

Ngi duyt cng

H v Tn Chc v Ch k

Ngy duyt: 30 /8/2008

Lng gi cng loi: t Tt

H v Tn Chc v Ch k

Ngy lng gi: ___/___/______

(gi Bn Lng gi cng vi CMH ny)

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