Tài liệu đàm phán thành công dựa trên các yếu tố nào

DAm ph:in thAnh cfing dya trén c:ic yéu to nAo? Vi(c xem xét ky lufing doi thii giup nguoi dam phan co the danh gi:i tot hcin kh:i nang nhucng bo va lam chiing trci nén co gi:i tr| hon bao gif hét. Su chuén bi tot con tae nén su tu tin khién nguoi dam phan ung khau nhay bén, chuan xac hon. Vi(c tain chti ta li(u, thong tin lien quan sé co mot sfrc thuyét phuc l6n véi doi thti, tao ra su nhat tri, dong tinh, hoé hop ‹Juan diem buoc doi thti phiii chap nh a( n thuc té. Sau déy lit may diem chinh can luu y khi dém phan: dna ra cac muc tiéu ve m a)t téi chinh ma con du bao ve tain ly doi thu, chinh sach ap dung hoa)c their cci, tinh liuong sé gap ph:ii. Ciiai doan néy ph:ii dna ra can thiét. Khi cuoc dém phan bao gom nhiéu giai doan, nhat thiét ph:ii tién thco. Nghién cfru dci th ii Can phai tim hiéu mpi thong tin tién quan Hi doi thii, nhiing yéu to nao co the ducc dna ten biin dam phan, tim hiéu cong su ctia doi thu va yéu to thii ba nhu nhan vién ciia hp, y kién cling chung vé b:to chi. Muc tiéu cfia doi thu la gi? Diem manh cua h‹› nam ci cho nao? Tir do ngucii dam phan co the xac d|nh duiic vung th:to luan hi(u qua. Dam phan ciing co the co tién I( trong ciing mot chfi de ho)ac khf›ng. Day la diéu ma ngucii dam phan can biét rii. Khi tién hanh dann phan can phai xac d|nh dupc tinh huong tong the va do luc›ng dunc h a(u qua cfia né. Df›i khi mot tinh huong tranh luan lai tae ra mot két qua tot. Tuy nhién khong ph:ii luc nao ngucii ta ciing lu rig trucic dutic tinh huong. Vi the can phai biét c:inh tranh né de khf›ng Iain ton hai téii muc tiéu. Cuoi ciing can phai biét rfi cuoc dam ph:in sé dién ra c dfiu? Tai khu vuc cua doi thu hay tai ncii mang tinh trung I(ap vcii c:i hat? Nhfmg ngucii chit chot sé dunc bo tri nhu the nao? Ciic thanh vién trong nhom dam phiin co dupc tu do than lu a(n hay khong? X:ie dJ nh chién lu iyc dam ph:i n Dé d:tin phan thanh cong, can san s:ing hy sinh de ctiu van tinh the, ttic lé dam phiin hop tac v:i dam phan tranh chap. Vi(c lua ch9n ciich nay tray ciich kh:ie phu thuoc vao két qu:i nghién ctm (nhuting bo don phucing, nhuting bo lan nhau hay thoa ucic) va phu thuoc vao moi tucing quan luc lupng. Ve lau dai can uu tién cllo muc tiéu cuoi ciing. Két qu:i ciing can ducic xiic dinh: hay mot ban hpp dong ducc ky két? Tuy theo muc dich can dat dupc ma nguéi ta ap dung chién tliu a( t pliu lipp. D;y do:in tién trinh thuyét phuc vé céc de xuat can thiét. Trong truting h dam phan theo nhom, can phai xéc d|nh cu the vai tro cua tirng ngucii. Ai sé phat biéu? Ai sé tra Hi cau hoi cfia doi thu? Tiép do phai du doén dupc phan trng ciia ho va cach giai quyét khi ga)p phai. Trong mpi tracing hpp, ngucii dam phén ph:ii chuan bi mot loi rut lui v:i co the yéu cau ngfing dém phan néu tinh hinh