GIAO DCH

GIAO DCH A
AMM PHA
PHANN GIAO DCH
GIAO DCH A
AMM PHA
PHANN H
HPP O
ONNG
G
HP
H P O
ONNG
G NGOA
NGOAII THNG
THNG NGOAII THNG
NGOA THNG
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
2.3 Giao dchCreated
banbygNgyen
thXuan
thng
Dao mai 2

VAY AM PHAN LA G ? VAY AM PHAN LA G ?

Theo Trng Tng (Trung Quoc), th :am phan Theo PGS.TS oan Th Hong Van, th : am
la hanh vi va qua trnh ma ngi ta muon ieu phan la hanh vi va qua trnh ma trong o hai
hoa quan he gia hai ben, thoa man nhu cau cua hay nhieu ben tien hanh trao oi, taho luan ve
moi ben, thong qua hiep thng ma i en y kien cac moi quan tam chung va nhng iem con
thong nhat. bat ong, e i en mot thoa thuan 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
by Ngyen ng.
Xuan Dao 6 Created by Ngyen Xuan Dao 7

AM PHAN CO NHNG AC IEM G ? 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.
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.

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
nghe thuat. Created by Ngyen Xuan Dao
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.
8 Created by Ngyen Xuan Dao 9

1
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 ?
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
canbyxay ra am phan.
Ngyen Xuan Dao
MOT SO SAI LAM THNG MAC PHAI
Ngoi vao ban am phan vi ay nhng nh kien.
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.
Created by Ngyen Xuan Dao
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
1.1.1 Nghien cu hang hoa
Ve ac tnh ky thuat
ac tnh s dung
Bao b
Nhan hieu bang sang che
Created by Ngyen Xuan Dao
CAC NGUYEN TAC C BAN CUA AM PHAN
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.
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
10
phan. Created by Ngyen Xuan Dao 11
MOT SO SAI LAM THNG MAC PHAI
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
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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1.1.1 Nghien cu hang hoa (tiep theo)
Tnh hnh san xuat
Thi vu san xuat
Kha nang ve nguyen vat lieu
Cong nghe san xuat
Tay nghe cong nhan
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1.1.1 Nghien cu hang hoa (tiep theo)
Doanh Bao hoa
Nghien cu chu ky song cua san pham so Thoai trao

Gia ca cua cac cong ty canh tranh Phat trien

Ty suat ngoai te cua mat hang

Tham
nhap

Created by Ngyen Xuan Dao 16 Thi gian

1.1.2 Nghien cu th trng 1.1.2 Nghien cu th trng

Nghien cu nhng thong tin chnh ve at nc, Nghien cu nhng thong tin kinh te c ban
con ngi, tnh hnh ve chnh tr, xa hoi
ong tien trong nc ,ty gia hoi oai
Dien tch va tnh on nh cua chung, can can
Dan so thanh toan, d tr ngoai te,
Ngon ng
GDP, GDP/ngi, GNP, GNP/ngi, ..
Tap quan
a ly va kh hau Cac ch so ve ban buon, ban le, tap
Chnh sach kinh te va xa hoi quan tieu dung, dung lng th
Thai o chnh tr oi vi quoc gia mnh 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, Nc o co la thanh vien cua WTO ?
bu chnh... cua khu mau dch t do nao khong?
ieu kien van tai va tnh hnh gia cc Che o han ngach xuat nhap khau
Hang rao thue quan
Tm hieu he thong ngan hang Cac che o u ai ac biet

Created by Ngyen Xuan Dao 20 Created by Ngyen Xuan Dao 21

3
1.1.2 Nghien cu th trng
Nhng eu kien co lien quan en chnh
nhng mat hang d inh kinh doanh cua mnh
Dung lng th trng
Tap quan va th hieu cua ngi tieu dung
Cac kenh tieu thu
S bien ong gia ca
Created by Ngyen Xuan Dao
1.1.3 Nghien cu ve thng nhan
Tm hieu nhu cau va y nh cua oi tac
V sao ho muon hp tac vi ta?
Muc ch hp tac cua ho la g?
Nguyen vong hp tac co chan thanh hay
khong?
Mc o bc thiet cua s hp tac oi vi ho?
Ho co nhieu oi tac hay khong?
Created by Ngyen Xuan Dao
1.1.3 Nghien cu ve thng nhan
Ben canh o, ngi am phan can nam vng
Thong tin ve ban than cong ty mnh.
Thong tin ve canh tranh trong va ngoai
nc: quy mo, chien lc kinh doanh,
tiem lc, the manh, the yeu...
D oan xu hng bien ong gia ca tren
c s phan tch tnh hnh cung cau, lam
phat, khung hoang...
Created by Ngyen Xuan Dao
1.1.3 Nghien cu ve thng nhan
Tm hieu thc lc cua oi tac
Lch s cong ty, anh hng va uy tn cua
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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1.1.3 Nghien cu ve thng nhan
Tm hieu lc lng am phan cua ho
oan am phan gom nhng ai ?
a v, s thch, tnh net cua tng ngi ?
Ai la ngi co quyen quyet nh trong so
o va tm hieu that ky nhng ngi nay.
...
24 Created by Ngyen Xuan Dao 25
1.1.3 Nghien cu gia ca
Tham khao gia ca t cac nguon sau
Cac s giao dch
Cac trung tam au gia quoc te
Cac cuoc au thau quoc te
Gia ban buon cua cac nc kinh doanh chu
yeu ve mat hang co lien quan
Price Gia bnh quan thong ke
Gia a chao hoac a tng ky ket hp ong
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4
1.1.3 Nghien cu gia ca a) Quy dan gia

a) Quy dan gia a.3. Quy dan ve cung mot ieu kien c s giao hang

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
a.4. Quy dan ve mat thi gian
a.5. Quy dan ve ieu kien tn dung
Created by Ngyen Xuan Dao
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).
Neu can tnh gia FOB khi a co gia CIF th ta co
FOB = CIF - I - F
= CIF - R.(CIF + p.CIF) - F
FOB = CIF - R.CIF (1 + p) - F
28 Created by Ngyen Xuan Dao 29

a) Quy dan gia a) Quy dan gia

a.3. Quy dan ve cung mot ieu kien c s giao hang a.3. Quy dan ve cung mot ieu kien c s giao hang
(tiep theo) (tiep theo)
Ta co the gap hai trng hp cu the sau
Neu can biet gia CIF, ta tnh nh sau
Tien lai d tnh la 10% = 0,1 th:
CIF =C+I+F (C+F)
CIF =
CIF = C + R.CIF (1+ p) + F (1-1,1.R)
CIF - R.CIF (1 + p) = C + F Neu khong tnh tien lai th p = 0 va:
CIF = (C+F)/1-R(1+p)
(C+F)
CIF =
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(1-R)
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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

Neu goi Gia gia hang thanh toan ngay PCOD vi gia
P1 la gia hien nay (ang can biet) hang co tn dung ( tc gia mua ban chu) Per co
Po la gia thi ky goc moi quan he vi nhau thong qua he so anh
I1 la ch so gia hien nay hng Ker
Io la ch so gia thi ky goc Ker = PCOD / Per
ta co : P1/Po = I1/Io
Ta thay, PCOD luon nho hn hoac bang Per
T o: P1 = Po.(I1/Io)
nen Ker luon nho hn hoac bang 1
Created by Ngyen Xuan Dao 32 Created by Ngyen Xuan Dao 33

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 1.1.3 Nghien cu gia ca b.1. Phng phap so sanh

b) La chon cac phng phap kiem tra va tnh gia La phng phap oi chieu cac ch tieu ve ky
thuat va ve thng mai cua mot mat hang e
b.1. Phng phap so sanh
rut ra ket luan ve gia ca.
b.2. Phng phap xac nh gia tr rieng Khi so sanh ngi ta cung lu y en nhng
ch tieu kinh doanh nh: ieu kien giao hang,
b.3. Phng phap tnh gia
tr gia bao b, thi han tn dung, loai ngoai te
phong chng
dung e thanh toan...
Quan tam cac yeu to nh : giam gia khi mua
nhieu, th trng thuoc ve ai, giam gia thiet b
Created by Ngyen Xuan Dao 34 c ban Created
roi na ng gia
by Ngyen phu tung thay the... 35
Xuan Dao

V du

Ch tieu so sanh Fiat Volkswagen )Neu cac ch tieu thng mai nh nhau th gia
Croma Passat Wagon mot xe Volkswagen Passat Wagon co the la :
So lieu % So lieu %
Toc o (km/h) 216 100 180 -16,7 61,6
ong c (ma lc) 200 100 141 -29,4 39.545 USD X = 24.359 USD
100
Mc tieu hao nhien
lieu trong 100 km (lt) 13 100 12 +7,7

Gia (USD) 39.545 100 ? -38,4

Created by Ngyen Xuan Dao 36 Created by Ngyen Xuan Dao 37

b.2. Phng phap xac nh gia tr rieng b.2. Phng phap xac nh gia tr rieng

Tr gia rieng tnh theo trong lng Tr gia rieng tnh theo cong suat
Con goi la tr gia trong lng, la thng
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
chiem ty trong tng oi nho trong gia ca nhng ong c, noi hi...
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 Gia ca bien ong theo chu ky
phap nay, ta co the phong chng gia ao T-Shirt
Gia ca b tac ong bi nhan
nh sau :
to khach quan
Vai, nguyen phu lieu 2,3 Euro
Nhan cong 1,2 Euro Gia ca b tac ong do nguyen
Chi ph kinh doanh 0,2 Euro nhan chu quan
Thng xuat khau - 0,2 Euro
Gia phong chng
Created by Ngyen Xuan Dao 3,5 Euro40 Created by Ngyen Xuan Dao 41

1.1.4 Nghien cu van hoa trong am phan 1.1.4 Nghien cu van hoa trong am phan

a.Nhng khac biet van hoa ong va Tay C che tang bac
Chu ngha ca nhan va chu ngha tap the
Quan niem ve hat nhan c ban cua xa hoi
khac nhau.
Chuan mc c khuyen khch vn en la
khac nhau.
Quan he va hp ong c quan tam khac
nhau.
Created by Ngyen Xuan Dao
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.
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).
Phng Tay :a v khong phai la yeu to nang
42 ne trongCreated
giaoby tie
Ngyenp.Xuan Dao 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 Cac nguon noi bo : au tien, can tm ngay trong
thong tin quan trong a c x ly. c quan mnh, ngay trong tu sach thng mai
Da vao cac tai lieu thu thap c e nghien cua c quan.
cu th trng, ay la cach nghien cu pho
bien, tng oi de thc hien, chi ph t nhng
Nguon thong tin lay t mang internet
cho ket qua co o chnh xac tng oi
Cha khoa giup nghien cu tai ban thanh cong
la biet tm nguon thong tin va khai thac triet
e nguoCreated
n thoby n g tin
Ngyen Xuan o
Dao . 44 Created by Ngyen Xuan Dao 45

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 1.2.2 Nghien cu tai hien trng
1.2.1 Nghien cu tai ban ( field research)
Nguon thong tin t cac to chc, c quan:
La nghien cu thong tin s cap, ngha la cac thong
Cac th vien. tin nay cha c x ly va phai phan tch, anh gia.
Cac c quan chnh phu:, Bo Thng mai, cac
ai s quan, lanh s quan, c quan thong ke... Can lam tot cong tac chuan b nh sau:
Cac phong thng mai. Quyet nh nhng muc tieu nghien cu
Cac cuc, phong xuc tien thng mai
Quyet nh oi tng nghien cu va a ch
Cac hiep hoi nganh nghe, buon ban.
cua ho
Cac vien nghien cu.
Cac ngan hang
D thao mot so cau hoi, chuan b kieu mau
Cac cong ty t van, moi gii Sap xep cac cuoc phong van
Cac to Created
chcby ng i tie
Ngyen Xuan Daou dung 46
Chon ngi co u kha nang e nghien cu.
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1.2.2 Nghien cu tai hien trng 1.3 Lap phng an kinh doanh

Cac phng tien thc hien : Phng an kinh doanh (PAKD) la g?

Cac cuoc phong van ca nhan trc tiep PAKD la ke hoach hoat ong cua doanh
Cac cuoc phong van qua ien thoai nghiep nham at c cac muc tieu xac
Cac cuoc tham do qua th t nh trong kinh doanh.
Kiem tra kho hang, ca hang. V sao phai lap phng an kinh doanh ?
) Sau cac cuoc phong van viet bao cao, phan Chng minh hieu qua.
tch so lieu thu thap c, rut ra nhan xet, d
Tranh kieu lam an, chup git, thu ong.
bao, ket luan.
La1 c s s dung khi am phan.
Created by Ngyen Xuan Dao 48 Created by Ngyen Xuan Dao 49

Can tien hanh cac bc sau:

B1 anh gia tong quat tnh hnh th trng va Strengths Weaknesses

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

La chon mat hang, thi c, ieu kien va

B Opportunities Threats
phng thc kinh doanh.
2
Phai chng minh s la chon cua mnh la
ung tren c s phan tch tnh hnh thc te.
Created by Ngyen Xuan Dao 50 Created by Ngyen Xuan Dao 51

8
Can tien hanh cac bc sau:
e ra muc tieu, phai la muc tieu cu
B3
the, bang so lieu ro rang.
Li nhuan
Se ban (mua) bao nhieu hang?
Gia ca bao nhieu?
Tham nhap th trng nao?
Mua (ban) vi ai?
Created by Ngyen Xuan Dao
Can tien hanh cac bc sau:
anh gia s bo hieu qua kinh doanh thong
B5
qua viec tnh toan cac ch tieu nh: ty suat
ngoai te, thi gian hoa von iem hoa von
Ch tieu li nhuan:
Li nhuan (P) = Doanh thu (p.x)-
Tong chi ph (f + v.x)
Tm iem hoa von: (khi o P = O)
Doanh thu (p.x)= Tong chi ph (f + v.x)
Created by Ngyen Xuan Dao
2.1.1 Giao dch am phan qua th tn
u 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.
Created by Ngyen Xuan Dao
Can tien hanh cac bc sau:
B4 e ra cac bien phap e at cac muc tieu.
Bien phap trong nc:
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
52 Created by Ngyen Xuan Dao 53
2. TO CHC THC HIEN
GIAO DCH - AM PHAN
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...
2.1.1 Giao dch am phan qua th tn
Ngay nay viec s dung th tn van con la phng
tien chu yeu, va pho bien trong kinh doanh xuat
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nhap khau.Created by Ngyen Xuan Dao 55
2.1.1 Giao dch am phan qua th tn
Nhc iem
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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2.1.1 Giao dch am phan qua th tn
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 hnh thc
Giay in th can c chuan b ky, tren tieu e in ro
rang va ay u: ten, a ch, so ien thoai, a ch
ien tn...
Th ch viet tren mot mat giay.
Created by Ngyen Xuan Dao
2.1.2 Giao dch am phan qua ien thoai
u iem
Viec trao oi qua ien thoai nhanh chong, giup
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
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thoa
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Dao n, quyet nh. 60
2.1.3 Giao dch am phan trc tiep
u iem
am phan trc tiep giup ay nhanh toc o am
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
2.1.1 Giao dch am phan qua th tn
Lu y
Ve noi dung
Moi th ch nen e cap ve mot van e.
Th can lch s, ung mc, phu hp vi cach xng
ho, trach coc loc, cau ky, viet ro rang, ngan gon.
Noi dung phai chnh xac, tranh hieu nham do trnh
bay khong ro rang, t ng khong chnh xac.
The hien ro rang, cu the ve : n v o lng, bao
b, ong goi, tra tien, chi ph giao nhan, boc d...
58 Created by Ngyen Xuan Dao 59
2.1.2 Giao dch am phan qua ien thoai
Lu y
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.
Created by Ngyen Xuan Dao 61
2.1.3 Giao dch am phan trc tiep
Nhc iem
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
62
hoat, nang Created
cao to c o am phan.
by Ngyen Xuan Dao 63
10
2.1.3 Giao dch am phan trc tiep 2.2 CAC GIAI OAN CUA AM PHAN TRC TIEP

Lu y 2.2.1 Giai oan chuan b

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
ban e theo dobyi Ngyen Xuan Dao
Created
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
64 ket hp ongCreated
chabyt Ngyen
cheXuan
khaDao thi va hieu qua cao. 65

a) To chc oan am phan a) To chc oan am phan

Phan cong Ngi tom tat:

Lanh ao: 9 Hoi lai e th xem hai ben co hieu nhau

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).
Created by Ngyen Xuan Dao
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 Created by Ngyen Xuan Dao 67

a) To chc oan am phan a) To chc oan am phan

Ngi quan sat: V du: Khi nhom c hoi:

9 Theo doi, lang nghe, ghi lai, va co gang Ngi tom tat se hoi lai e lam ro y, va e kiem
hieu ong c cua oi phng, cac moi thi gian.
quan tam cua ho, cai g lam ho b c che
nhat. Lanh ao tra li (neu thch hp)
9 Tranh phat bieu e lang nghe cho tot.
Ngi quan sat se t hoi: Tai sao ho lai hoi
nh vay?
Tom lai: neu am phan theo nhom, nen co
Lanh ao + Tom Tat + Quan Sat.
Created by Ngyen Xuan Dao 68 Created by Ngyen Xuan Dao 69

11
a) To chc oan am phan a) To chc oan am phan

Nha am phan gioi ong thi phai : 9 Nha am phan can co t duy nhay ben, biet suy
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
La nha tam ly va am tng nghiep vu ngoai thng, thanh toan
quoc te e tranh cac bat li khi am phan nh:
Gioi ngoai ng
ai thue tau, ai mua bao hiem, thanh toan bang
Co kien thc ve ky thuat, van hoa...
Created by Ngyen Xuan Dao 70 phng thCreated
c nabyoNgyen
... Xuan Dao 71

a) To chc oan am phan b. Ngon ng am phan

Chuyen gia am phan phai thong thao e tranh

9 Nha am phan cung can co nang lc am hieu tnh
nang ky thuat hang hoa xuat, nhap khau.
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
Created by Ngyen Xuan Dao 72 cac ben trong
Created h p oXuan
by Ngyen ng.Dao 73

b. Ngon ng am phan b. Ngon ng am phan

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

12
 b. Ngon ng am phan c) Thong tin

Sau khi am phan ket thuc nen co cuoc hop vi
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
c t oi tac.
Created by Ngyen Xuan Dao
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.
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.
76 Created by Ngyen Xuan Dao 77

c) Thong tin d) Lap phng an am phan

Cuoi cung, nha kinh doanh se Chon kieu am phan

a cac nhan xet, d bao ket
luan lam c s cho viec lap am phan kieu mem (soft negotiation)
phng an am phan tiep theo am phan kieu cng (hard negotiation)
sau o.
am phan kieu nguyen tac (principled negotiation)

Created by Ngyen Xuan Dao 78 Created by Ngyen Xuan Dao 79

So sanh cac kieu am phan

AM PHAN KIEU MAC CA LAP Mem vi Cng ran vi Mem mong vi con
Tieu ch TRNG AM PHAN KIEU Thai o con ngi ca con ngi ngi, cng ran vi
so sanh (POSITIONAL BARGAINING) NGUYEN TAC va van e lan van e van e
MEM CNG Khong tin oi Giai quyet van e
Nh nhng cong Long tin Tin oi tac
Nh ch thu tac oc lap vi long tin
oi tac Nh ban be s cung giai
Tap trung vao li
quyet van e Lap
De thay oi Bam chat ch hn la lap
at c thoa Giai quyet van e trng
Gianh thang li trng
Muc tieu thuan, gi moi hieu qua va than
bang moi gia e ngh a e ngh e doa Xac nh quyen li
quan he thien
Gii han anh lac Khong co gii han
Chu Nhng bo e Ep oi tac Tach con ngi Khong dau
cuoi cung hng cuoi cung
trng gi moi qun he nhng bo ra khoi van e

13
 Chap nhan oi li ch n a ra cac P.A e
Cach at
thiet hai n phng la gia cung at muc d) Lap phng an am phan
thoa thuan
phng cho thoa thuan ch
Tm cau tra li Tm cau tra li Xay dng cac P.A
Phng an Ke hoach am phan
ma oi tac ma mnh chap trc la chon
(P.A)
chap nhan nhan sau Xac nh muc tieu can at c
Ket qua phai da Muc tieu toi a: ket qua tot nhat co the at
Tieu Co gang at Khang khang
tren tieu chuan c.
chuan thoa thuan gi lap trng
khach quan
Cach i Muc tieu toi thieu: ket qua thap nhat co the
Co tranh au Co thang cuoc Da tren tieu chap nhan.
en ket
tr au tr chuan khach quan
qua Muc tieu chnh: cai ma ta that s hng
Lui bc trc ti.
Lui bc trc
Ap lc Gay ap lc nguyen tac, khong
ap lc
lui trc ap lc
Created by Ngyen Xuan Dao 83

Khi nao am phan c ? Muc Tieu

Ly tng Gii han
{ Muc tieu la ieu mnh muon at.
X Y { Ghi ra tat ca cac van e (ISSUE), kem theo moi
Vu
Vung
ng am pha
phan
van e la ieu mnh muon at, va thc te mnh
Y X ngh la co the at c (INTEND)
Gii han Ly tng { Sau o kem theo moi van e, ghi ra ieu toi thieu
{ X la iem ly tng, moi muc tieu mong muon eu phai at c, cai ma neu mnh khong at se co
at. ngha la am phan that bai (MUST).
{ Y la iem toi te nhat co the chap nhan c. { Cuoi cung, liet ke nhng g mnh c muon at
{ Khoang cach trung nhau gia la ni ma hai ben c, nhng g neu at c la ly tng nhat
can sc nhau Created
va a m phan c (WISH LIST)
by Ngyen Xuan Dao 84 Created by Ngyen Xuan Dao 85

ISSUE INTEND MUST - Wish List

d) Lap phng an am phan
ISSUE (Van e) INTEND (muon at) MUST (phai at)
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
Created mnh hn oi tac.
Xuan Dao 87

14
d) Lap phng an am phan
Ke hoach am phan
Xac nh gii han cua s thoa thuan
Chung ta khong ch xac nh nhng g co
the c, ma con phai xac nh nhng th
co the mat i trong cuoc am phan sap ti.
Ta co the am phan ti au ?
Khi nao nen ngng am phan ?
Created by Ngyen Xuan Dao
d) Lap phng an am phan
Ke hoach am phan
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.
Created by Ngyen Xuan Dao
Ke hoach am phan
anh gia iem manh, iem yeu cua chnh mnh
Can anh gia cac van e sau ay:
Quyen: Ban la chu hay la khach?
Ben nao co quyen a ra quyet
nh?
The: Ve tiem lc tai chnh, moi
quan he, uy tn
Anh hng cua ban va cua
oi tac, ai co the hn ai ?
Created by Ngyen Xuan Dao
d) Lap phng an am phan
Tra li cac cau hoi o, ta se xac nh c gii han
cuoi cung cua am phan. Gii han cuoi cung co the
giup ban khong chap nhan mot giai phap qua toi te,
gay thiet hai ln cho ban va ngan ban chap thuan
mot giai phap thay the sang suot hn. Trong trng
hp nay, nha am phan i tm giai phap thay the
cho gii han cuoi cung.
88 Created by Ngyen Xuan Dao 89
Ke hoach am phan
Trao oi thong tin chi tiet ve mau ma, ve
gia ca, ve thi gian giao hang... can ban
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 Created by Ngyen Xuan Dao 91
Can anh gia cac van e sau ay:
Lc:
Kiem tra lai lc lng am phan cua ban.
Ho la ai?
Nang lc the nao?
Chuan b ra sao?
Nhiem vu cua tng ngi trong am phan ?
Thi gian co ng ve pha cac ban khong ?
92 Created by Ngyen Xuan Dao 93
15
 e. Chuan b ve thi gian va a iem
Thi gian Trc khi am phan cac ben can:
Hai ben can lap va thong nhat vi nhau lch
lam viec cu the.
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
soat lai tho ngbytin,
Created Ngyen ngh
Xuan Daongi, tao quan he 94
2.2.2 am phan th
Sau khi a co s chuan b, nen gap g hoac trao oi
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. Created by Ngyen Xuan Dao
a) Tao khong kh khi tiep xuc
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.
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.
Created by Ngyen Xuan Dao
e. Chuan b ve thi gian va a iem
a iem
a iem am phan phai am bao tam ly
thoai mai va tien nghi phu hp cho ca hai
ben.
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 .
Created by Ngyen Xuan Dao 95
2.2.3 Giai oan am phan
a) Tao khong kh khi tiep xuc
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.
96 Created by Ngyen Xuan Dao 97
b) a ra yeu cau va lang nghe oi tac
Khi a ra yeu cau, can chu y:
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;
98 Khong neCreated
n sbydu ngXuan
Ngyen caDao
ch noi mem yeu 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;
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.
Created by Ngyen Xuan Dao
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.
Moi s nhng bo at ra cac van e sau:
Ban co nen a ra nhng bo o bay gi khong?
Ban se cho i bao nhieu?
Va ban se c nhng g?
100 Created by Ngyen Xuan Dao 101

Moi s nhng bo at ra cac van e sau: d) Pha v nhng be tac

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 n phng pha v be tac bang nhieu ky thuat :
gia tr the nao? Tap trung vao li ch ch khong tap trung vao
Nhng bo nh the, mnh se oi hoi oi lay lap trng.
nhng g. Tao ra cac phng an e cung at muc ch.
Lu y: ch nhng bo nhng g kem quan trong. a ra nhng tieu chuan khach quan.
Created by Ngyen Xuan Dao 102 Ap dunCreated
g thua t nhu
by Ngyen Xuana
Daoo. 103

d) Pha v nhng be tac e) Tien ti thoa thuan

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.
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.

Nh s tr giup cua ben th ba, nh : trung gian

hoa giai, nh dan xep hay phan x.
Created by Ngyen Xuan Dao 104 Created by Ngyen Xuan Dao 105

17
 e) Tien ti thoa thuan
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.
Created by Ngyen Xuan Dao
2.2.4 Giai oan sau am phan
Chuan b soan thao hp ong (H) ngoai thng. Khi
soan thao, ky ket can lu y nhng iem sau:
Can thoa thuan thong nhat vi nhau tat ca
nhng ieu khoan can thiet trc khi ky hp
ong.
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
2.2.4 Giai oan sau am phan
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
106
khoan cua hp ong trc khi ky ket.
Created by Ngyen Xuan Dao 107
H khong c co nhng ieu khoan trai vi luat
hien hanh.
Khi soan H can trnh bay ro rang, chnh xac,
tranh dung nhng t map m, co the suy luan ra
nhieu cach.
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.
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.
108 Created by Ngyen Xuan Dao 109
18