Tài liệu Bí quyết đàm phán là gì

Bi quyét dAm phfin lh gi? Tii’ng giii’ chh’c ru cizo fpi miif sit cong ty lcrti nhu’ Phé chu tich Alstom Power, Plié chu tich Alstom Transport (tliuoc tjp dean Alstom cua Phiip), eng Tru’ ng cé nhiéu ccr hot gran thi p vii thi’c hi n ciic cuoc diim phén khiip niim chiiu. Tai cuoc tpa ddm “Nhung bi quyét trén b:in d:inn ph:in”, do Thoi bao Kinh té Sai Gon to chuc hoi dau tuan Inn c, Giao su Pharr Van Triiong chia sé kinh nghi(m qua nh tirig cuoc dam ph:in o nhieu not trén the gioi. Cau cliuy‹:n ciia oug dd Cuo1i hut laon l flfl kliacla thani dp’. Ong Phan Van Truong md dau buoi tpa dam bang can chuy(n ve cuoc dam phan la doi - dam phan vc i mot dua tré so sinh. Ong ké: nam 2003, ve chong ong don dua chau ngoai dau long. Dua tré cu “oe oc” hoai ma khong biét chau khoc vi doi, khoc doi am hay ch:iu kho ch|u vi ban! “Chi hat tiéng “oe oe” nghe nhuc ca dau khién toi muon dam ph:in voi no... Chu’a bao gio tot gap mot doi tupng kho chiu nhu vay trong thuou g thuyét. Va ro rang, vi tinh thuong, dna tré fi the tay tren”, ong noi. Roi ong rtit ra nh fmg bai hpc nho nho (trong dam ph:in) tit cau chuyen tren, kiéu nhu: (i) khong ph:ii cu co suc manh, nhi éu Hi, hay van hoa can la thang; (ii) su thatch that, klifing lfia doi ciing la sfrc naanli; (iii) ap lu’c ciia con tim va tinh thuong rfit lfin; (iv) két cuc hai bén déu vui... “Két qua ciia cuoc dam ph:in ph:i1 la mot thanh tuu ma hat ben va m pi ngu‹ i ch‹ doi...”, ong nhac. Va, trufic kh1 bat dau cau chuven ve dam ph:in thuong mai, ong Triioug ciing nhac la1 ngh( thuat thuong thuyét ctia ngufii Vi(t Nam xua qua bai ca dao ve than p Bfim. Thco ong, cii phu ong va thang Bfim déu la nhiing ngu‹ i rat gioi trong thuong thuyét - h p déu biét ngufii biét ta. Roi ong th iia nhan rang, trong nh fmg cuoc dam ph:in ve th iiong mai cam go, doi kh1 nguyen Iy thu’ong thuyét trong bai ca dao thang Bfim da giup onp thanh cong. Tiiri g gin chuc vu cao tar mol so cong ty lén nhu Pho chit tich Alstom Powci’, Phia clui t|cli Alstom Ti’anspoi’t (tliuoc tap doan Alstoiii cua Phép), ong Tru‹ ng co nhiéu cc hoi giao thi(p va th pc hi(n cac cuoc dam phan khap nam chau. Trong hon I II nam lam vicc cho ta)p doan Alstom, ong tung dam phiin vé du’ :in xfiy bay nh:i in:iy d1(n ‹ Iran (1989), du :in xay diifing sat cao toc tai Han Quoc, du :in xfiy metro Santiago Chill, dp :in xay metro Bangkok... Ong ké vé mot cuoc dam ph:in nh pc nhan: dau thau du :in nha in:iy dien l‹ n nhfit the gi‹ i Epon fi H:i Lan v:to nam 1991. Nam 1989, ong gin chuc Pho chit tich Alstom Power va la t ru rig doan d:tin ph:in ciia Cong ty Alstom trong cuoc tranh glanh du an Epon vol Cong ty Siemens ctia Duc. Tivcic kli i buoc vao cuoc caili ti‘an li du an co pia klioaiig 4,5 ti franc nay vcii ngu ol DuC, Alstom nha(n dupc thong tin rang Chinh phii Ha Lan da ky nh:iy h pp dong vki Siemens. Phai not rang, thfii ky do, Duc la quoc gia manh nhat trong khoi thi truéing chung chau Au, v:i Siemens cung Alstom déu nam trong top nh iirig cfing ty s‹ h ihi cong ngh( xay ditng nh:i in:iy di(n. Nhung ng)at niot diéu la du an nha in:iy di(n Epon lai nam tren ranh gioi Ha Lan Duc nen Siemens co l p1 thé hién nhien. Te hon, tain ly thua cuoc lai co san trong not bo ctia Alstom - khfing ai muon mat cong, mat thi gif va mat mat vi cuoc canh tranh khfing can suc nay. Ong Trufing nol: “Chtlng toi bat dau cuoc chlén bang the thua cuoc khong co dning ra. Chu t|ch Hoi dong quan tri Alstom nang né ver Hi: Dang lé phai cain doan ciia anh tieu them tiéri ve du :in nay. . . nhung toi clio anti di vat cliuyéii nii’a i‘oi sau do bo iilié!”. The: tiling oug Timong da tim thay nhilng 1y do dé hy vpng dao nguoc the c‹ , trong do co ca yéu to tinh cain, long yeu nu‹ic, yéu to lich su... Roi ng:iy dep tr‹ 1 ciing dén - su kien mot nh:i may dlen theo cong nphe ciia Dfic b| no chinh la “may man” gltlp Alstom thang thau va ky duoc h cip dong sau hat nam fi “thé yéu” trong cuoc thuciu g thuyét voi ngu‹ i Ha Lan. Nfi l ve chién thang n:iy, ong Tru‹ ng nhin nh a(n rang “co yéu to may man”. Thé nhung, néu khfing co nhuvg ' luc khon kh éo trong cach tiép can va dam phan thi maJ’ man sé khfing bao gif den. De co dupc thanh cong trong dam plian, oug da va(ii dug rat nliiéu bai h pc dupc rtit ra tti kinh nghi(m cuoc doi, nhu’: (1) noi ting la vu khi khong gi manh h €fR; (11) hp ch iia thang thi minh chua thua; (III) khinh dlCh la tu tu; (iv) co dOl flgti dam ph:in “cain tu”, co chit dich, chi én lu‹ c, ky luat va tinh than quyét thang sé gap “van may”. Ong Trufing cho rang cuoc dam ph:in co the la mot tran dau tain ly, mot chuyen di mao hiém, mot viec t rao doi don gi iin... nhung ciing co the la mot cuoc chat. Tat nhlén, d:inn ph:in I:i thuyét phuc, de hai bén dong y tren mot quan diem, mot vi(c tain, mot du an. . . V:i dé thanh cong, phai lém cho nguoi la chiu nghe ml nh riot, gi:ii thich, chung minh... de rot hp ch|u giup minh di den két qua minh mong muon; lam cho hp tln tu‹ ng rang minh ciing co the dem la1 Cho hp két qua hp right la tuong diiwng. Vi vay, theo ong Trufing, trong dam ph:in, nhiing nguoi dat di(n hat ben phai biét nglic va pliiii main vung Hi ID, y iiglii cua month - dam pma n truoc hét la nghe va hiéu dupc nhung gi phia ben kla muon minh hléu va not cho dich xac vé don gran dé ben kia hiéu nhung gi minh muon h p hléu. Véi kinh nghl pm ciia minh, ong Truong cho rang, dam ph:in rat kho ver nh iiiig ngufii thiéu van hoa - thich an thua trpng dén két qu:i co lpi cho doi bén. D:inn phan ver nhii×D ngu’‹ i khong co muc tieu, co thanh ki én vé doi tac... ciing rfit kho. Dam ph:in dé thanh cong hon vfii nhilng doi t:ic co kinh nghiem, biét ro gia tri ciia cac yéu to dam ph:in, biét tar sao hal ben Vay bi quyét dan pla an la gi ? Oiig Timénig ti a Hi rang, déi la biét truoc du’cic két qu:i cua cuoc dam ph:in - biét minh biét la - d:inh gi:i dupc tat ca nh iing doi hol cua doi ben. . . . . . . .. . . . . . Do la tim du’pc nhung k !ch ban co l pi cho dot bcn, biet khong ti ec nuoi khi danh doi, khong sp h‹ va quy nhiing gi nguéi ta nhu’éng. Do la nam viing ky thuat trinh bay tren not dung va hinh th frc ciing nhu’ hléu biét Hi thiéu van hoa cua doi tac. Do la khong bao pro dé doi tac cain thay thua/mat ma) t/hé/trat. . . Dé› la khong ngan ngai hoi di hoi lat nhiiiig gi kho hiéu. Do la blet “r:i” nhu kléu phil ong “ra” y tfr ciia thang Bém hay thang Bém biét nhin tuong lai xa cho thuong vu ban dau. Do la khi ga)p nhiing cuoc dam ph:in khfi, can biét stf dung nhiing yéu to trung gian. . (Nguon: vneconomy.vn)