Giaodich Damphan 0758

GIAO DCH
DCH A
AM
M PHA
PHAN
N
GIAO
HP
P O
ON
NG
G NGOA
NGOAII THNG
THNG
H
GIAO DCH
DCH A
AM
M PHA
PHAN
N H
HPP O
ON
NG
G
GIAO
NGOAII THNG
THNG
NGOA
1. CHUAN B CHO GD - P
1.1 Cac cong viec can nghien cu khi giao
dch am phan hp ong ngoai thng
1.2 Phng phap nghien cu
1.3 Lap phng an kinh doanh
2. TO CHC THC HIEN GD - P
2.1 Cac hnh thc giao dch am phan
2.2 am phan trc tiep
Dao
2.3 Giao dchCreated
banbygNgyen
thXuan
thng
mai
VAY AM PHAN LA G ?
Theo Trng Tng (Trung Quoc), th :am phan
la hanh vi va qua trnh ma ngi ta muon ieu
hoa quan he gia hai ben, thoa man nhu cau cua
moi ben, thong qua hiep thng ma i en y kien
thong nhat.
Theo Roger Fisher va William Ury (My), th :
am phan la phng tien c ban e at c ieu
chung ta mong muon t ngi khac. o la s trao
oi y kien qua lai nham at c thoa thuan trong
khi ban va pha ben kia co mot so li ch chung
va mot so li Created
ch o
i kha
ng.
by Ngyen
Xuan
Dao
6
AM PHAN CO NHNG AC IEM G ?

Cac ben phai xac nh ro muc tieu am phan mot
cach khoa hoc, phai kien nh, khon ngoan bao ve
quyen li cua mnh, ong thi phai biet cach ng
pho mot cach linh hoat, sang tao trong tng
trng hp cu the.
Ket hp hai hoa gia bao ve li ch cua pha
mnh vi viec duy tr va phat trien moi quan he
vi cac oi tac.
Phai am bao nguyen tac oi ben cung co li.
am phan la mot khoa hoc, ong thi la mot
8
nghe thuat. Created by Ngyen Xuan Dao
VAY AM PHAN LA G ?
Theo PGS.TS oan Th Hong Van, th : am
phan la hanh vi va qua trnh ma trong o hai
hay nhieu ben tien hanh trao oi, taho luan ve
cac moi quan tam chung va nhng iem con
bat ong, e i en mot thoa thuan thong nhat
Created by Ngyen Xuan Dao
AM PHAN CO NHNG AC IEM G ?

e anh gia mot cuoc am phan thanh cong hay
that bai phai s dung mot loat cac tieu chuan anh
gia tong hp:
Tieu chuan thc hien muc tieu.
Tieu chuan toi u hoa gia thanh (chi ph thap
nhat). Trong am phan HNT thng co 3 chi ph:
chi ph c ban (nhng bo = li ch d kien li
ch thc te), chi ph trc tiep, chi ph c hoi.
Tieu chuan quan he gia cac ben.
CAC NGUYEN TAC C BAN CUA AM PHAN
CAC NGUYEN TAC C BAN CUA AM PHAN
P la mot viec t nguyen, theo ngha bat c ben

nao cung co the thoai lui hay t choi tham d am
phan vao bat c luc nao ?
Thi gian la 1 trong nhng yeu to quyet nh trong

am phan. Thi gian co anh hng to ln entnh
hnh am phan va anh hng trc tiep en ket
qua cuoi cung cua am phan.
It nhat co mot ben muon thay oi thoa thuan hien

tai va tin rang co the at c mot thoa thuan mi
thoa man ca oi ben.
Ch xay ra P khi cac ben hieu rang : s viec ch
c quyet nh khi co thoa thuan chung, con neuu
s viec co the c quyet nh n phng bi mot
ben th khongCreated
canbyxa
y ra am phan.
Ngyen Xuan Dao
10
Mot cuoc am phan thanh cong khong co ngha

laphai gianh thang li bang moi gia ma la at
c ieu ma ca hai ben ieu mong muon.
Pham chat, nang lc, ky nang, thai o va tnh
cam cua nhng ngi ngoi ben ban am phan co
anh hng en quyet nh en tien trnh am
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phan.
MOT SO SAI LAM THNG MAC PHAI
MOT SO SAI LAM THNG MAC PHAI
Ngoi vao ban am phan vi ay nhng nh kien.
Khong biet cach nang cao v the cua mnh.

Khong kiem soat c nhng yeu to quan trong nh :
thi gian, nhng van e can giai quyet
Khong xac nh c ngi co quyen quyet nh

cuoi cung cua pha oi tac.
Khong xac nh c chnh xac the manh cua
mnh la g va khong the s dung the manh o mot
cach co hieu qua.
Ngoi vao ban am phan ch vi mot phng an
duy nhat ma khong co phng an thay the, nen
thng ri vao the b ong.
e vuot khoi tay quyen ra yeu cau trc.

Khong tan dung c u the ve thi gian, a
iem trong am phan.
Bo cuoc khi cuoc co ve i vao cho be tac.
Khong chon c thi iem hp ly e ket thuc
cuoc am phan
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1. CONG TAC CHUAN B GIAO DCH - AM PHAN

1.1 CAC CONG VIEC CAN NGHIEN CU KHI GIAO
DCH AM PHAN HP ONG NGOAI THNG
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1.1.1 Nghien cu hang hoa (tiep theo)

Tnh hnh san xuat
Thi vu san xuat
1.1.1 Nghien cu hang hoa
Kha nang ve nguyen vat lieu
Ve ac tnh ky thuat
Cong nghe san xuat
ac tnh s dung
Tay nghe cong nhan
Bao b
Nhan hieu bang sang che
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1.1.1 Nghien cu hang hoa (tiep theo)
Bao hoa
Doanh
so
Nghien cu chu ky song cua san pham
Thoai trao
Phat trien
Gia ca cua cac cong ty canh tranh

Ty suat ngoai te cua mat hang
Tham
nhap
1.1.2 Nghien cu th trng

Nghien cu nhng thong tin chnh ve at nc,
con ngi, tnh hnh ve chnh tr, xa hoi
Dien tch
Dan so
Ngon ng
Tap quan
a ly va kh hau
Chnh sach kinh te va xa hoi
Thai o chnh tr oi vi quoc gia mnh
.
Nghien cu nhng thong tin kinh te c ban

ong tien trong nc ,ty gia hoi oai
va tnh on nh cua chung, can can
thanh toan, d tr ngoai te,
GDP, GDP/ngi, GNP, GNP/ngi, ..

Cac ch so ve ban buon, ban le, tap
quan tieu dung, dung lng th
trng...
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1.1.2 Nghien cu th trng (tiep theo)
1.1.2 Nghien cu th trng (tiep theo)

C s ha tang: ng sa, cau cong, ben
Chnh sach ngoai thng
pha, ben cang, san bay, cac phng tien

giao thong, he thong thong tin lien lac,
bu chnh...
Nc o co la thanh vien cua WTO ?

cua khu mau dch t do nao khong?
Che o han ngach xuat nhap khau

Hang rao thue quan
Cac che o u ai ac biet
ieu kien van tai va tnh hnh gia cc

Tm hieu he thong ngan hang
Thi gian
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1.1.3 Nghien cu ve thng nhan

Tm hieu thc lc cua oi tac
Nhng eu kien co lien quan en chnh
nhng mat hang d inh kinh doanh cua mnh
Lch s cong ty, anh hng va uy tn cua
Dung lng th trng

Tap quan va th hieu cua ngi tieu dung
Cac kenh tieu thu
S bien ong gia ca
cong ty trong xa hoi
Tnh hnh tai chnh, mc o trang b ky

thuat
So lng, chat lng, chung loai san pham
nh hng phat trien trong tng lai
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Tm hieu nhu cau va y nh cua oi tac
Tm hieu lc lng am phan cua ho
V sao ho muon hp tac vi ta?

Muc ch hp tac cua ho la g?
Nguyen vong hp tac co chan thanh hay
oan am phan gom nhng ai ?

a v, s thch, tnh net cua tng ngi ?
Ai la ngi co quyen quyet nh trong so
khong?
Mc o bc thiet cua s hp tac oi vi ho?
Ho co nhieu oi tac hay khong?
o va tm hieu that ky nhng ngi nay.
...
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1.1.3 Nghien cu gia ca

Tham khao gia ca t cac nguon sau
Ben canh o, ngi am phan can nam vng
Cac s giao dch
Thong tin ve ban than cong ty mnh.

Thong tin ve canh tranh trong va ngoai
Cac trung tam au gia quoc te
nc: quy mo, chien lc kinh doanh,
Cac cuoc au thau quoc te
tiem lc, the manh, the yeu...
Gia ban buon cua cac nc kinh doanh chu

yeu ve mat hang co lien quan
D oan xu hng bien ong gia ca tren

c s phan tch tnh hnh cung cau, lam
Price
Gia bnh quan thong ke

Gia a chao hoac a tng ky ket hp ong
phat, khung hoang...

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a) Quy dan gia
a.3. Quy dan ve cung mot ieu kien c s giao hang
a) Quy dan gia
Ta goi tien hang la C (cost), ph bao hiem I

(insurance), cc ph F (freight), suat ph bao
hiem R (rate of premium), va ty le lai d tnh la
p (imaginary profit).
a.1. Quy dan ve cung n v o lng

a.2. Quy dan ve cung mot n v tien te
a.3. Quy dan ve cung mot ieu kien c s
giao hang
Neu can tnh gia FOB khi a co gia CIF th ta co
a.4. Quy dan ve mat thi gian
FOB = CIF - I - F
= CIF - R.(CIF + p.CIF) - F
FOB = CIF - R.CIF (1 + p) - F
a.5. Quy dan ve ieu kien tn dung

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a) Quy dan gia
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a) Quy dan gia

(tiep theo)
Neu can biet gia CIF, ta tnh nh sau

CIF
CIF
CIF
CIF

(tiep theo)
Ta co the gap hai trng hp cu the sau
Tien lai d tnh la 10% = 0,1 th:
=C+I+F
= C + R.CIF (1+ p) + F
- R.CIF (1 + p) = C + F
= (C+F)/1-R(1+p)
CIF =
Neu khong tnh tien lai th p = 0 va:

CIF =
(C+F)
(1-1,1.R)
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(C+F)
(1-R)
a) Quy dan gia
a) Quy dan gia
a.4. Quy dan ve mat thi gian
a.5. Quy dan ve ieu kien tn dung
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Gia gia hang thanh toan ngay PCOD vi gia
Neu goi
Po la gia thi ky goc
hang co tn dung ( tc gia mua ban chu) Per co

moi quan he vi nhau thong qua he so anh
I1 la ch so gia hien nay
hng Ker
P1 la gia hien nay (ang can biet)
Io la ch so gia thi ky goc
ta co :
T o:
P1/Po = I1/Io
P1 = Po.(I1/Io)
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Ker = PCOD / Per
Ta thay, PCOD luon nho hn hoac bang Per

nen Ker luon nho hn hoac bang 1
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b.1. Phng phap so sanh

La phng phap oi chieu cac ch tieu ve ky
b) La chon cac phng phap kiem tra va tnh gia
thuat va ve thng mai cua mot mat hang e

rut ra ket luan ve gia ca.
Khi so sanh ngi ta cung lu y en nhng
ch tieu kinh doanh nh: ieu kien giao hang,
tr gia bao b, thi han tn dung, loai ngoai te
dung e thanh toan...
b.1. Phng phap so sanh

b.2. Phng phap xac nh gia tr rieng
b.3. Phng phap tnh gia
phong chng
Quan tam cac yeu to nh : giam gia khi mua

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nhieu, th trng thuoc ve ai, giam gia thiet b

c ban Created
roi na
ng gia
phu tung thay the... 35
by Ngyen
Xuan Dao
V du
Ch tieu so sanh
Toc o (km/h)
ong c (ma lc)
Mc tieu hao nhien
lieu trong 100 km (lt)
Gia (USD)
Fiat
Croma
So lieu
%
216
100
200
100
Volkswagen
Passat Wagon
So lieu
%
180
-16,7
141
-29,4
13
100
12
+7,7
39.545
100
-38,4
36
)Neu cac ch tieu thng mai nh nhau th gia

mot xe Volkswagen Passat Wagon co the la :
39.545 USD X
61,6
100
= 24.359 USD
Tr gia rieng tnh theo trong lng
Tr gia rieng tnh theo cong suat
Con goi la tr gia trong lng, la thng
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La tr gia cua may tnh tren mot KW,
so gia may va trong lng cua may
mot tan trong tai...
Dung cho cac mat hang la cac thiet b co
Tr gia rieng tnh theo cong suat thng
nhieu kim loai va ph ton gia cong che tao
c s dung e kiem tra tr gia cua

nhng ong c, noi hi...
chiem ty trong tng oi nho trong gia ca

hang hoa nh: noi hi, can cau, xe lan
ng, thiet b ap quang...
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b.3. Phng phap tnh gia phong chng
c. D oan xu hng gia
Mot nha xuat khau Trung Quoc chao gia DAF

Lang Sn : 4,5 Euro/ ao T-Shirt..S dung phng
phap nay, ta co the phong chng gia ao T-Shirt
nh sau :
Vai, nguyen phu lieu
Nhan cong
2,3 Euro
1,2 Euro
Chi ph kinh doanh
0,2 Euro
Thng xuat khau
- 0,2 Euro
Gia phong chng
3,5 Euro40
1.1.4 Nghien cu van hoa trong am phan
Gia ca b tac ong bi nhan

to khach quan
Gia ca b tac ong do nguyen

nhan chu quan
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1.1.4 Nghien cu van hoa trong am phan

C che tang bac
a.Nhng khac biet van hoa ong va Tay
Phng ong : ton trong tuoi tac, tham nien,

a v va quyen lc. C che tang bac Quan
Than Phu T a ton tai hang ngan nam.
Chu ngha ca nhan va chu ngha tap the

Quan niem ve hat nhan c ban cua xa hoi
khac nhau.
Ngi dan phng ong co xu hng nn nhn,

t kem che trong phong cach giao tiep xa hoi
theo kieu mot ieu nhn bang chn ieu lanh
(Tuc ng).
Chuan mc c khuyen khch vn en la

khac nhau.
Quan he va hp ong c quan tam khac
nhau.
Gia ca bien ong theo chu ky
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Phng Tay :a v khong phai la yeu to nang

ne trongCreated
giaoby tie
p.Xuan Dao
Ngyen
43
1.2 PHNG PHAP NGHIEN CU
1.2.1 Nghien cu tai ban (tiep theo)
1.2.1 Nghien cu tai ban ( desk research)
Mot so nguon thong tin o co the lay :
La nghien cu thong tin th cap, ay la nhng

thong tin quan trong a c x ly.
Da vao cac tai lieu thu thap c e nghien
cu th trng, ay la cach nghien cu pho

bien, tng oi de thc hien, chi ph t nhng
cho ket qua co o chnh xac tng oi
Cac nguon noi bo : au tien, can tm ngay trong

c quan mnh, ngay trong tu sach thng mai
cua c quan.
Nguon thong tin lay t mang internet
Cha khoa giup nghien cu tai ban thanh cong

la biet tm nguon thong tin va khai thac triet
e nguoCreated
n tho
g tin
by n
Ngyen
Xuan o
Dao .
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1.2.2 Nghien cu tai hien trng

( field research)
1.2.1 Nghien cu tai ban

Nguon thong tin t cac to chc, c quan:
Cac th vien.
Cac c quan chnh phu:, Bo Thng mai, cac
ai s quan, lanh s quan, c quan thong ke...

phong thng mai.
cuc, phong xuc tien thng mai
hiep hoi nganh nghe, buon ban.
vien nghien cu.
ngan hang
cong ty t van, moi gii
Ngyen Xuan
Dao
46
to Created
chcby ng
i tie
u dung
Cac
Cac
Cac
Cac
Cac
Cac
Cac
Cac phng tien thc hien :
Can lam tot cong tac chuan b nh sau:

Quyet nh nhng muc tieu nghien cu
Quyet nh oi tng nghien cu va a ch
cua ho
D thao mot so cau hoi, chuan b kieu mau

Sap xep cac cuoc phong van
Chon ngi co u kha nang e nghien cu.
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Phng an kinh doanh (PAKD) la g?
Cac cuoc phong van ca nhan trc tiep

Cac cuoc phong van qua ien thoai
Cac cuoc tham do qua th t
Kiem tra kho hang, ca hang.
PAKD la ke hoach hoat ong cua doanh

nghiep nham at c cac muc tieu xac
nh trong kinh doanh.
V sao phai lap phng an kinh doanh ?
Sau cac cuoc phong van viet bao cao, phan

tch so lieu thu thap c, rut ra nhan xet, d
bao, ket luan.
tin nay cha c x ly va phai phan tch, anh gia.
1.3 Lap phng an kinh doanh
1.2.2 Nghien cu tai hien trng
La nghien cu thong tin s cap, ngha la cac thong
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Chng minh hieu qua.

Tranh kieu lam an, chup git, thu ong.
La1 c s s dung khi am phan.
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Can tien hanh cac bc sau:

B1
anh gia tong quat tnh hnh th trng va

thng nhan, phan tch kho khan thuan li
trong kinh doanh.
Strengths
Weaknesses
Opportunities
Threats
Co the s dung SWOT e phan tch.

B
2
La chon mat hang, thi c, ieu kien va

phng thc kinh doanh.
Phai chng minh s la chon cua mnh la
ung tren c s phan tch tnh hnh thc te.
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51

B3

B4
e ra muc tieu, phai la muc tieu cu

the, bang so lieu ro rang.
Bien phap trong nc:
Li nhuan
Se ban (mua) bao nhieu hang?
Gia ca bao nhieu?
Tham nhap th trng nao?
Mua (ban) vi ai?
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2.1 CAC HNH THC GIAO DCH AM PHAN

am phan co the dien ra di nhieu hnh thc
khac nhau, ngoai hnh thc gap mat trc tiep con
co cac hnh thc khac nh qua th t, ien tn,
Fax hoac ien thoai...
Ch tieu li nhuan:
Li nhuan (P) = Doanh thu (p.x)Tong chi ph (f + v.x)
2.1.1 Giao dch am phan qua th tn
Tm iem hoa von: (khi o P = O)

Doanh thu (p.x)= Tong chi ph (f + v.x)
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Ngay nay viec s dung th tn van con la phng

tien chu yeu, va pho bien trong kinh doanh xuat
nhap khau.Created by Ngyen Xuan Dao
55
u iem
Nhc iem
Tiet kiem nhieu chi ph

Pham vi giao dch rong: cung mot luc (cung mot
thi iem) co the giao dch, trao oi vi nhieu

khach hang nhieu nc khac nhau.
Co ieu kien e can nhac suy ngh, tham khao y
kien cua nhieu ngi
De tiep nhan.
Lam bang chng cua viec giao dch.
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2. TO CHC THC HIEN

GIAO DCH - AM PHAN
anh gia s bo hieu qua kinh doanh thong

qua viec tnh toan cac ch tieu nh: ty suat
ngoai te, thi gian hoa von iem hoa von
au t vao san xuat, cai tien bao b, chnh

sach gia, khuyen mai, che o bao hanh, bao
tr
Bien phap ngoai nc:
ang ky thng hieu, ay manh quang cao,
m chi nhanh, van phong ai dien, thiet lap
cac kenh phan phoi, mang li ai ly

B5
e ra cac bien phap e at cac muc tieu.
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Trao oi thong tin cham v oi hoi nhieu thi gian.

Viec s dung ien tn hay th ien t co the khac
phuc c nhc iem nay.
Kho anh gia kha nang thc cua khach hang

Thong tin han che
Kho phan oan y o cua oi phng qua th.
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Lu y
Lu y
Th giao dch la vat ai dien cua mnh gi en

khach hang, v the ho co the phe phan, anh gia
chung ta thong qua chung.
Ve noi dung
Moi th ch nen e cap ve mot van e.
Th can lch s, ung mc, phu hp vi cach xng
Ve hnh thc
ho, trach coc loc, cau ky, viet ro rang, ngan gon.
Giay in th can c chuan b ky, tren tieu e in ro
Noi dung phai chnh xac, tranh hieu nham do trnh
rang va ay u: ten, a ch, so ien thoai, a ch

ien tn...
Th ch viet tren mot mat giay.
The hien ro rang, cu the ve : n v o lng, bao
bay khong ro rang, t ng khong chnh xac.

b, ong goi, tra tien, chi ph giao nhan, boc d...
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2.1.2 Giao dch am phan qua ien thoai
2.1.2 Giao dch am phan qua ien thoai
u iem
Viec trao oi qua ien thoai nhanh chong, giup
Lu y
cac ben tien hanh am phan mot cach khan

trng, nam bat thi c ung luc
Nhc iem
Cc kha cao, han che ve thi gian, kho trnh
bay chi tiet. Internet phone co the giup cac ben
khac phuc phan nao nhc iem nay.
Trao oi qua ien thoai khong co g lam bang
chng choCreated
nhnbygNgyen
thoa
n, quyet nh.
Xuan thua
Dao
60
Nen s dung trong nhng trng hp can thiet,
khan trng, muon nhanh chong nam bat thi c

hoac trong trng hp ma moi ieu kien a thao
luan xong, ch con ch xac nhan mot vai chi tiet...
Can chuan b that chu ao e co the tra li ngay

moi van e c neu len mot cach that chnh xac.
Sau khi trao oi bang ien thoai, can co th xac

nhan noi dung a am phan thoa thuan.
2.1.3 Giao dch am phan trc tiep
u iem
am phan trc tiep giup ay nhanh toc o am
Nhc iem
phan.
Cho phep giai quyet nhng bat ong phc tap gia
cac ben gap g, tao c s thong hieu lan nhau va
duy tr c moi quan he hp tac lau dai vi nhau.
Ket qua am phan co c s xac nhan mang tnh

phap ly ngay cua cac ben khien cho hp ong mau
chong i vao Created
thcbyhie
n.
Ngyen Xuan Dao
62
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Chi ph am phan rat ton kem
Lu y
Viec ky ket hp ong thng c tien hanh khi
a co u cac ieu kien ky ket chn mui, khong
nen to ra non nong trong viec ky ket
Nha am phan can phai biet s dung ngon ng

e am phan, v nh vay se de chu ong linh
by Ngyen Xuan Dao
hoat, nang Created
cao to
c o am phan.
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10
2.2 CAC GIAI OAN CUA AM PHAN TRC TIEP
Lu y
Khi can s dung ngi phien dch, ngi phien
dch phai chuan b e nam ro noi dung can
giao dch trc khi tien hanh am phan.
Khi oan am phan co nhieu ngi tham d, nen
thong nhat mot ngi phat ngon e tranh s
h trong oi ap, cung nen tranh viec ban bac
trao oi y kien vi nhau trc mat khach hang
Moi buoi am phan can c ghi thanh bien
Created
ban e theo
dobyi Ngyen Xuan Dao
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2.2.1 Giai oan chuan b

a) To chc oan am phan
oan am phan hp ong ngoai thng can hoi
u chuyen gia 3 lnh vc: phap luat, ky thuat,
thng mai, trong o chuyen gia thng mai gi
vai tro quan trong nhat (trng oan).
S phoi hp an y cua ba chuyen gia noi tren rat
quan trong cho qua trnh am phan, e i en ky
ket hp ongCreated
chabyt Ngyen
cheXuan
kha
Dao thi va hieu qua cao.
Phan cong
Ngi tom tat:

9 Hoi lai e th xem hai ben co hieu nhau
Lanh ao:
9 Luon luon phai co mot (va ch mot) ngi
lanh ao.
9 Khong nhat thiet la ngi ln tuoi nhat,
hay cap cao nhat.
9 La ngi ieu hanh am phan, tra li va
cung cap thong tin, phat bieu nhan xet,
a ra e ngh (hoac nhng bo).
ung khong, loi keo s chu y, tr hoan e co

thi gian suy ngh, khang nh lai cac thoa
thuan at c.
9 Ngi tom tat khong c ua ra cac y kien
ca nhan, cang khong c cung cap thong tin,
hoac phat bieu nhng bo.
66
67
Ngi quan sat:

9 Theo doi, lang nghe, ghi lai, va co gang
hieu ong c cua oi phng, cac moi
quan tam cua ho, cai g lam ho b c che
nhat.
9 Tranh phat bieu e lang nghe cho tot.
Tom lai: neu am phan theo nhom, nen co
Lanh ao + Tom Tat + Quan Sat.
65
68
V du: Khi nhom c hoi:

Ngi tom tat se hoi lai e lam ro y, va e kiem
thi gian.
Lanh ao tra li (neu thch hp)
Ngi quan sat se t hoi: Tai sao ho lai hoi
nh vay?
69
11
9 Nha am phan can co t duy nhay ben, biet suy
Nha am phan gioi ong thi phai :
ngh va hanh ong ung, co ngh lc, nhan nai,
La nha thng mai
khong nong voi, hap tap, biet kiem che cam
La luat gia
xuc, khong t ti, khong t kieu.
La nha ngoai giao
9 Nha am phan nen hieu tieng Anh ngoai thng

va am tng nghiep vu ngoai thng, thanh toan
La nha tam ly
quoc te e tranh cac bat li khi am phan nh:
Gioi ngoai ng
Co kien thc ve ky thuat, van hoa...
ai thue tau, ai mua bao hiem, thanh toan bang

70
phng thCreated
c nabyoNgyen
... Xuan Dao
71
b. Ngon ng am phan
9 Nha am phan cung can co nang lc am hieu tnh

nang ky thuat hang hoa xuat, nhap khau.
Chuyen gia am phan phai thong thao e tranh

hieu lam do bat ong ngon ng, e dien at
c y kien cua mnh, trnh bay van e ro rang,
khuc chiet, dung t chuan xac.
Trng hp phai s dung phien dch, cac nha
am phan can chu y:
Tao ieu kien cho ngi phien dch nam ro noi
dung can thao luan e i en thong nhat gia
72
b. Ngon ng am phan
cac ben trong

p oXuan
ng.Dao
Created h
by Ngyen
73
b. Ngon ng am phan
Ngi phien dch phai hieu cac thuat ng
Tranh cham cham nhn vao phien dch khi ho
chuyen nganh e dch cho chnh xac, tranh
ang dch ma phai nhn thang vao oi tac, va
hieu lam, sai sot, khong the ch hieu tieng
to ra lch s, ton trong va co the anh gia
Anh tong quat.
thai o cua oi tac.
Can noi ngan gon, ro rang, can lap lai cac iem
Neu cuoc am phan dien ra tromg thi gian
chnh nh noi e phien dch nam va dch
dai, nen s dung hai phien dch thay oi cho
ung, khong nen noi dai y lan lon, m ho,
nhau e tranh tnh trang dch sai y v met
khong s dung tieng long, thanh ng, tieng a
moi.
phng.
74
75
12
b. Ngon ng am phan
c) Thong tin
Sau khi am phan ket thuc nen co cuoc hop vi
Cac thong tin phai c ghi chep ay u trong

suot qua trnh thu thap, theo cac bieu mau e
de dang tong hp sau o.
phien dch e xac nhan lai bang van ban cac

ieu ma hai ben a thong nhat luc thao luan va
cac thong tin khac do ngi phien dch nam
Da tren cac thong tin a ghi chep c, nha

kinh doanh se tien hanh phan tch, anh gia
o chnh xac, neu can oi khi phai kiem tra
cac thong tin xem co o tin cay cao hay
khong.
c t oi tac.
76
77
d) Lap phng an am phan
c) Thong tin
Cuoi cung, nha kinh doanh se
a cac nhan xet, d bao ket
luan lam c s cho viec lap
phng an am phan tiep theo
sau o.
Chon kieu am phan

am phan kieu mem (soft negotiation)
am phan kieu cng (hard negotiation)
am phan kieu nguyen tac (principled negotiation)
78
79
So sanh cac kieu am phan

AM PHAN KIEU MAC CA LAP
TRNG
(POSITIONAL BARGAINING)
MEM
CNG
AM PHAN KIEU
NGUYEN TAC
Thai o
Mem vi
con ngi
va van e
Cng ran vi
ca con ngi
lan van e
Mem mong vi con

ngi, cng ran vi
van e
Nh nhng cong
oi tac Nh ban be
s cung giai
quyet van e
at c thoa
Giai quyet van e
Gianh thang li
Muc tieu thuan, gi moi
hieu qua va than
bang moi gia
quan he
thien
Nhng bo e Ep oi tac
Tach con ngi
Chu
gi moi qun he nhng bo
ra khoi van e
trng
Long tin
Tin oi tac
Khong tin oi
tac
Giai quyet van e

oc lap vi long tin
Lap
trng
De thay oi Bam chat
Tieu ch
so sanh
Nh ch thu
e ngh
a e ngh e doa
Gii han
anh lac
Khong dau
cuoi cung
hng
Tap trung vao li

ch hn la lap
trng
Xac nh quyen li
Khong co gii han
cuoi cung
13
Chap nhan
Cach at
thiet hai n
thoa thuan
phng
oi li ch n a ra cac P.A e
phng la gia cung at muc
cho thoa thuan ch
Tm cau tra li Tm cau tra li Xay dng cac P.A

Phng an
ma oi tac
ma mnh chap trc la chon
(P.A)
chap nhan
nhan
sau
Ket qua phai da
Tieu
Co gang at
Khang khang
tren tieu chuan
chuan
thoa thuan
gi lap trng
khach quan
Cach i
Co tranh au
Co thang cuoc Da tren tieu
en ket
tr
au tr
chuan khach quan
qua
Lui bc trc
Lui bc trc
Ap lc
Gay ap lc
nguyen tac, khong
ap lc
lui trc ap lc

Ke hoach am phan
Xac nh muc tieu can at c
Muc tieu toi a: ket qua tot nhat co the at
c.
Muc tieu toi thieu: ket qua thap nhat co the
chap nhan.
Muc tieu chnh: cai ma ta that s hng
ti.
Muc Tieu
Khi nao am phan c ?

Ly tng
Gii han
Vu
Vung
ng am pha
phan
X
Ly tng
Gii han
{ X la iem ly tng, moi muc tieu mong muon eu
at.
{ Y la iem toi te nhat co the chap nhan c.
{ Khoang cach trung nhau gia la ni ma hai ben
can sc nhau Created
va a
m phan c
by Ngyen Xuan Dao
84
ISSUE INTEND MUST - Wish List

ISSUE (Van e)
INTEND (muon at) MUST (phai at)
83
{ Muc tieu la ieu mnh muon at.

{ Ghi ra tat ca cac van e (ISSUE), kem theo moi
van e la ieu mnh muon at, va thc te mnh
ngh la co the at c (INTEND)
{ Sau o kem theo moi van e, ghi ra ieu toi thieu
phai at c, cai ma neu mnh khong at se co
ngha la am phan that bai (MUST).
{ Cuoi cung, liet ke nhng g mnh c muon at
c, nhng g neu at c la ly tng nhat
(WISH LIST)
85

Khi cac nha am phan muon at c muc tieu
toi a th ho thng lng, con khi ch can at
muc tieu toi thieu th ho co the thoa thuan cung
nhau. Trong trng hp muc tieu toi thieu cua hai
ben khong trung nhau th thoa thuan khong at
c.
Wish List (neu c th tuyet) :
Thc te, ben nao chuan b ky hn, thng lng

gioi hn, the manh hn th se a ket qua am
phan ti gan ch
cubyaNgyen
mnh
hn oi tac.
Created
Xuan Dao
87
14
Ke hoach am phan
Tra li cac cau hoi o, ta se xac nh c gii han
Xac nh gii han cua s thoa thuan
cuoi cung cua am phan. Gii han cuoi cung co the
Chung ta khong ch xac nh nhng g co
giup ban khong chap nhan mot giai phap qua toi te,
the c, ma con phai xac nh nhng th
gay thiet hai ln cho ban va ngan ban chap thuan
co the mat i trong cuoc am phan sap ti.
mot giai phap thay the sang suot hn. Trong trng
hp nay, nha am phan i tm giai phap thay the
Ta co the am phan ti au ?
cho gii han cuoi cung.
Khi nao nen ngng am phan ?

88
89
Ke hoach am phan
Ke hoach am phan
Trao oi thong tin chi tiet ve mau ma, ve

gia ca, ve thi gian giao hang... can ban
anh gia lai oi tac

Xac nh nhng g oi tac muon yeu sach va
nhng g muon at c.
Tham do xem nhng van e g, nhng moi
quan tam nao an sau nhng yeu sach cua ho.
bac thong nhat gia cac ben am phan e

tien ti ky ket HNT.
Can nhac nhng ly le, lap luan, giai phap,
phan ng ma oi tac co the s dung.
Tm nhng van e co the anh hng ti hng
i cung nh ket qua cua cuoc am phan.
90
anh gia iem manh, iem yeu cua chnh mnh

Can anh gia cac van e sau ay:
Lc:
Kiem tra lai lc lng am phan cua ban.
Ho la ai?
Quyen: Ban la chu hay la khach?
Nang lc the nao?
Ben nao co quyen a ra quyet

nh?
Chuan b ra sao?
Ve tiem lc tai chnh, moi

quan he, uy tn
Anh hng cua ban va cua
oi tac, ai co the hn ai ?
91
Can anh gia cac van e sau ay:
Ke hoach am phan
The:
Nhiem vu cua tng ngi trong am phan ?

Thi gian co ng ve pha cac ban khong ?
92
93
15
e. Chuan b ve thi gian va a iem
e. Chuan b ve thi gian va a iem
Thi gian
a iem
Trc khi am phan cac ben can:
Hai ben can lap va thong nhat vi nhau lch

lam viec cu the.
a iem am phan phai am bao tam ly

thoai mai va tien nghi phu hp cho ca hai
ben.
Can than hn nen lap luon ca phng an d

phong e e phong trng hp het thi gian
ma van e thng lng van cha c giai
quyet xong.
Sap xep cac khoang thi gian trong e kiem
Created
Ngyen ngh
Xuan Daongi, tao quan he
94
soat lai tho
ngbytin,
a iem am phan co the cong ty oi tac,

cong ty chung ta hoac tai cac khach san
chuyen ve dch vu to chc hoi ngh, resort .
2.2.2 am phan th
2.2.3 Giai oan am phan
Sau khi a co s chuan b, nen gap g hoac trao oi
a) Tao khong kh khi tiep xuc
qua th t, ien thoai e th am phan nham tham

do thai o, quan iem cua ben oi tac, co dp hieu
them ve oi tac th kha nang trong am phan se
cang chac chan hn.
Ch co nh vay, nha am phan mi co ieu kien
anh gia lai toan bo thong tin a thu thap c, kp
thi ieu chnh lai phng an am phan cho thch
hp.
96
Lam cho oi tac tin cay bang viec the hien

thanh y hp tac cua mnh oi vi ho nh biet
xem trong li ch chung cua ca hai ben.
Ton trong phang tuc, tap quan, thoi quen, s
thch va t tng cua ben oi tac nnh khong
bao gi ci vo ngha co the lam cho ngi
khac hieu lam hay kho chu.
a) Tao khong kh khi tiep xuc
b) a ra yeu cau va lang nghe oi tac
Tuyet oi tranh, khong bao gi tranh cai nhng van

e lien quan en chnh tr, ton giao, ao c, loi
song, chung toc trong khi am phan.
Khi a ra yeu cau, can chu y:
Lch thiep oi vi nhng sai trai cua oi phng neu

nhng sai trai o la vo tnh, do thieu hieu biet cua
ho oi vi phong tuc tap quan cua ta.
Han che trao oi rieng, mang tnh noi bo trong khi
am phan, nh vay va khong lch s va to ra s
h lam cho oi tac co the nam c y nh cua ta.
98
95
97
a ra yeu cau mot cach hp ly;

Trnh bay mach lac, ro rang, chat che, co
can c khoa hoc;
Luon luon nh ro nhng li ch c ban.Len
danh sach cac li ch va at chung len ban;
am bao s oan ket, nhat tr trong noi bo
oan am phan;
Khong neCreated
n sbydu
ngXuan
caDao
ch noi mem yeu
Ngyen
99
16
b) a ra yeu cau va lang nghe oi tac
c) Nhan va a ra nhng bo
Mot ieu rat quan trong la phai gi cho oi tac

trnh bay het y kien cua ho, lang nghe trc khi
tra li. Can chu y:
Khong cat ngang li cua oi tac;
Moi s nhng bo at ra cac van e sau:
Ket thuc van e bang cau hoi trc tiep;

Ch noi khi can thiet. Thng xuyen tom lc lai
nhng g va c noi. Tom tat lai theo y rieng
cua mnh ch khong phai la lap lai li oi tac;
Tranh b lac e.
100
Ban co nen a ra nhng bo o bay gi khong?

Ban se cho i bao nhieu?
Va ban se c nhng g?
101
d) Pha v nhng be tac
Moi s nhng bo at ra cac van e sau:
Nha am phan co the chon mot trong hai cach
Mnh se linh hoat en au
sau e pha v nhng be tac:
Mnh co the nhng bo nhng g.

Vi oi phng, nhng nhng bo cua mnh co
gia tr the nao?
Nhng bo nh the, mnh se oi hoi oi lay
nhng g.
Lu y: ch nhng bo nhng g kem quan trong.
Nhng bo la s xem xet lai v the trc ay cua ban

trong am phan va thay oi no sao cho thch hp.
am phan luon co nhng nhng bo, tuy nhien co
gang cang t nhng bo cang tot.
102
d) Pha v nhng be tac
n phng pha v be tac bang nhieu ky thuat :

Tap trung vao li ch ch khong tap trung vao
lap trng.
Tao ra cac phng an e cung at muc ch.
a ra nhng tieu chuan khach quan.
Ap dunCreated
g thua
t nhu
by Ngyen
Xuana
Daoo.
103
e) Tien ti thoa thuan

Cang tien gan en thoa thuan th cuoc
am phan cang tr nen tinh te, nen nha
am phan cang phai tap trung, s dung
ky thuat thch hp e tien ti thoa thuan
mot cach tot nhat.
Thay the can bo am phan.

Tap trung vao nhan vat chu chot.
Nam lay iem yeu chu chot e tan cong.
Li dung mau thuan.
Di bua nhat cui.
Nh s tr giup cua ben th ba, nh : trung gian
hoa giai, nh dan xep hay phan x.
104
105
17
e) Tien ti thoa thuan
2.2.4 Giai oan sau am phan
Con g cha ro phai lam sang to.

Phai vach ra c cac bc tiep theo, moi ben se
phai lam g.
Phai lam sao ca hai ben eu thay vui ve ve nhng
g a thoa thuan c.
Verbal means zero. Phai ghi lai cac thoa thuan
ma hai ben a at c, cung ky.
106
Nen co mot cuoc hop lai trong oan sau khi am

phan e anh gia viec thc hien phng an am
phan ra sao, uc ket lai nhng g a thoa thuan
vi ben oi tac, rut kinh nghiem cho nhng lan
am phan sau.
Co the xac nhan lai vi ben oi tac nhng ieu
con cha ro khi am phan (neu co) e at s
thong nhat hoan toan ve tat ca nhng ieu
khoan cua h
p ong trc khi ky ket.
107
2.2.4 Giai oan sau am phan
H khong c co nhng ieu khoan trai vi luat

hien hanh.
Chuan b soan thao hp ong (H) ngoai thng. Khi

soan thao, ky ket can lu y nhng iem sau:
Khi soan H can trnh bay ro rang, chnh xac,

tranh dung nhng t map m, co the suy luan ra
nhieu cach.
Can thoa thuan thong nhat vi nhau tat ca

nhng ieu khoan can thiet trc khi ky hp
ong.
H thng do mot ben soan thao, trc khi ky ket

ben kia can kiemtra that ky lng, oi chieu vi
nhng thoa thuan a at c trong am phan.
Can e cap en c s phap ly va moi van e

lien quan, tranh phai dung tap quan thng
mai a phng e giai quyet tranh chap phat
sinh sau na
y. by Ngyen Xuan Dao
Created
108
Ngi ng ra ky H phai la ngi co tham quyen.

Ngon ng dung e xay dng H phai la ngon ng
cac ben cung thong thao.
109
18

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GIAO DCH

AM PHAN CO NHNG AC IEM G ?

Created by Ngyen Xuan Dao

AM PHAN CO NHNG AC IEM G ?

CAC NGUYEN TAC C BAN CUA AM PHAN

CAC NGUYEN TAC C BAN CUA AM PHAN

P la mot viec t nguyen, theo ngha bat c ben

Thi gian la 1 trong nhng yeu to quyet nh trong

It nhat co mot ben muon thay oi thoa thuan hien

Mot cuoc am phan thanh cong khong co ngha

MOT SO SAI LAM THNG MAC PHAI

MOT SO SAI LAM THNG MAC PHAI

Ngoi vao ban am phan vi ay nhng nh kien.

Khong biet cach nang cao v the cua mnh.

Khong xac nh c ngi co quyen quyet nh

e vuot khoi tay quyen ra yeu cau trc.

1. CONG TAC CHUAN B GIAO DCH - AM PHAN

Created by Ngyen Xuan Dao

1.1.1 Nghien cu hang hoa (tiep theo)

1.1.1 Nghien cu hang hoa

Kha nang ve nguyen vat lieu

Cong nghe san xuat

Tay nghe cong nhan

Created by Ngyen Xuan Dao

1.1.1 Nghien cu hang hoa (tiep theo)

Nghien cu chu ky song cua san pham

Gia ca cua cac cong ty canh tranh

1.1.2 Nghien cu th trng

1.1.2 Nghien cu th trng

Nghien cu nhng thong tin kinh te c ban

GDP, GDP/ngi, GNP, GNP/ngi, ..

Created by Ngyen Xuan Dao

1.1.2 Nghien cu th trng (tiep theo)

1.1.2 Nghien cu th trng (tiep theo)

Chnh sach ngoai thng

pha, ben cang, san bay, cac phng tien

Nc o co la thanh vien cua WTO ?

Che o han ngach xuat nhap khau

ieu kien van tai va tnh hnh gia cc

Created by Ngyen Xuan Dao

Created by Ngyen Xuan Dao

1.1.2 Nghien cu th trng

1.1.3 Nghien cu ve thng nhan

Nhng eu kien co lien quan en chnh

nhng mat hang d inh kinh doanh cua mnh

Lch s cong ty, anh hng va uy tn cua

Dung lng th trng

Created by Ngyen Xuan Dao

cong ty trong xa hoi

Tnh hnh tai chnh, mc o trang b ky

1.1.3 Nghien cu ve thng nhan

Created by Ngyen Xuan Dao

1.1.3 Nghien cu ve thng nhan

Tm hieu nhu cau va y nh cua oi tac

Tm hieu lc lng am phan cua ho

V sao ho muon hp tac vi ta?

oan am phan gom nhng ai ?

o va tm hieu that ky nhng ngi nay.

1.1.3 Nghien cu ve thng nhan

Created by Ngyen Xuan Dao

1.1.3 Nghien cu gia ca

Ben canh o, ngi am phan can nam vng

Cac s giao dch